The Strategic Reorientation
Mike Miedler, who serves as president and CEO of Century 21, clearly articulated the necessary strategic shift.
He informed HousingWire, “We’ve advised our agents to develop expertise in diverse housing types, including accessory dwelling units (ADUs), modular homes, and tiny homes.” He added, “They can facilitate simpler avenues to expand the inventory of available homes while the market continues to grapple with broader supply challenges concerning traditional single-family residences.”
Work processes that once concentrated on a singular asset class must now integrate appraisal models for these unconventional residences and equip agents to educate buyers on financing solutions that extend beyond standard mortgage underwriting.
Cindy Scholz, the founder of the Family Office Division at Compass, presented a vision where the agent’s function transforms from transactional to consultative.
She observed, “Affordability constraints and limited available properties are already reducing traditional buy-side activity, so we anticipate a significant change in our client demographic.” Scholz continued, “Fewer first-time buyers will be able to complete transactions at any given time, which naturally increases engagement with renters, individuals planning long-term, and investors. The role becomes less about closing a deal immediately and more about overseeing a client’s real estate strategy over an extended period.”
She highlighted that while the volume of transactions might appear to diminish, the underlying client relationships are deepening.
“Instead of isolated deals, agents will guide clients through various stages such as renting, investing, refinancing, and re-positioning assets, often before a primary home purchase even becomes viable,” she explained. “Investors, in particular, will constitute a larger portion of the business, as they are less sensitive to interest rates and more focused on fundamental long-term value.”
Technology to Elevate Standards
Technology, Scholz further elaborated, will elevate the benchmarks for where agents truly provide value.
“Access, sound judgment, and a robust network will become the key differentiators,” she stated. “Off-market opportunities, early intelligence on supply, and the capacity to structure innovative deals will hold far greater importance than merely finding listings. Consequently, alternative revenue streams will gain prominence. These might encompass advisory retainers, investment partnerships, management of rental portfolios, and income generated through referrals across financing, legal, and tax consultation.”
“The most adaptable agents will operate more akin to family office advisors, coordinating a client’s broader real estate involvement rather than relying solely on commissions. Ultimately, the profession will become more strategic, more reliant on relationships, and more integrated into a client’s overall financial life.”
Debra Beagle, founder and CEO of The Ashton Real Estate Group of REMAX Advantage, underscored the evolution from merely opening doors to becoming a solution provider.
She remarked, “If affordability and restricted inventory persist as challenges, a thorough understanding of strategy, financing options, timing, and innovative pathways to homeownership will become increasingly vital.” Beagle added, “We will need to function more as real estate advisors, and our value will stem from assisting clients in navigating their personalized journey to homeownership. Technology will be more intertwined with our daily tasks, but it will not replace the agent.”
Beagle also emphasized the significance of diversification.
She noted, “We are already observing the necessity for us to forge stronger collaborations with builders and integrate new construction alternatives into our knowledge base as a solution for buyers.” She continued, “Additionally, it involves concentrating on enhancing our referral network, relocation services, and homeownership coaching. The more diverse an agent’s skill set, the greater value they will deliver.”
A Future Nation of Renters?
According to recent analyses incorporating data from both the U.S. Census and Apartments.com, the proportion of renter-occupied households has climbed from 29.9% in 2010 to 34.7% in 2024, while owner-occupied households saw a decrease from 70.1% to 65.3%.
First-time homebuyers accounted for merely 21% of home purchases in 2025. Homeownership among individuals aged 25 to 34 has declined from approximately 46-47% in the mid-2000s to 36.8% by 2015.
However, industry leaders contend that these statistics indicate a delay, not a permanent cultural shift.
Alex Vidal, president of ERA Real Estate, highlighted the enduring strength of aspiration.
He asserted, “There’s no doubt that the current market presents unique difficulties, but ultimately, I believe that the level of desire from prospective homeowners across all demographics will prevail.” Vidal referenced, “That’s evident in a recent National Association of Realtors survey which reported that 90% of Gen Z desires homeownership but only 62% believe it is attainable.”
“So, while it’s encouraging that homeownership still holds that level of appeal, it’s undeniable that this is a concern that requires attention.”
Miedler echoed this sentiment, challenging the idea of a perpetual renter society.
He stated, “Yes, economic and affordability challenges might postpone entry into homeownership, but I don’t believe the inclination to rent will become ingrained in our culture.” Miedler added, “As we transition back to a more balanced market where modest annual price increases are the norm, more individuals will be able to overcome the current affordability concerns as they accumulate wealth.”
Ginger Wilcox, president of Better Homes and Gardens Real Estate, affirmed that the emotional significance of homeownership will persist regardless of market fluctuations.
She emphasized, “Homeownership is an emotional experience. We don’t trade our homes like one would stocks or bonds.” Wilcox explained, “We inhabit our homes, relish the freedom to personalize them, establish roots, and become vital, contributing members of our community. And while the post-pandemic affordability issues have created obstacles, the dream of owning a home remains a valid and probable destination for most.”
Challenges for First-Time Homebuyers
Beagle recognized the systemic pressures impacting first-time buyers while concurring that the aspiration to own remains robust.
She commented, “I do observe fewer first-time buyers stepping forward as our supply of affordable homes nationwide is insufficient.” Beagle clarified, “That doesn’t mean the desire to become a homeowner disappears; it simply means the journey becomes more arduous. It will necessitate a genuine real estate advisor capable of navigating a longer, more intricate path.”
“Brokerages will need to transcend simply ‘helping clients buy and sell homes’ to ‘assisting buyers and sellers throughout the entire housing process.’ A renter might not be a buyer today but could become one in the future. And we are here to help plan a course to make that happen.”
Scholz outlined how her brokerage is adapting to extended homebuying timelines and dedicating more time to advising clients before they are ready to purchase.
She revealed, “Renters are no longer perceived as a short-term lead to a sale. They are long-term clients.” Scholz detailed, “We are developing infrastructure around rental guidance, portfolio management for investor clients, and stronger collaborations across financing, tax, and legal sectors so we can support clients holistically as their circumstances evolve.”
Investor clients are increasingly central to the business, demanding deeper market understanding and a more sophisticated approach to deal structuring, Scholz further noted.
Federal Policy Initiatives
For agents, the trajectory ahead is also being influenced in Washington, D.C. Legislation such as the 21st Century ROAD to Housing Act, which recently secured Senate approval, represents a potential catalyst for supply.
Miedler stated that his agents witness the inventory crisis daily and advocated for precision.
He remarked, “This bill gets many things right; expanding supply, creating opportunities for first-time buyers, and modernizing programs that enable homeownership for working families.” Miedler cautioned, “But we must be honest, a bill of this scope needs to be clear and well-defined. The drafting issues regarding FHA loan limits and the build-to-rent provisions are not minor technical details — they could create genuine obstacles for real people trying to buy or finance a home.”
“We’re urging the House to finalize this bill but to do so correctly. The American dream of homeownership merits nothing less.”
Wilcox perceived broader significance in political alignment concerning affordability, even if the solutions remain incremental.
She affirmed, “The affordability challenge will not be resolved overnight, but the urgency is palpable, and the momentum is worth building upon.” Wilcox emphasized, “Housing is fundamental to how families establish roots, build wealth, and contribute to their communities. Every policy step that renders homeownership more attainable for more people is a cause worth advocating for.”
Scholz warned that restricting institutional buyers might lead to unforeseen consequences.
She posited, “Limiting institutional buyers may assist entry-level purchasers but could also diminish capital for new housing, particularly build-to-rent projects.” Scholz concluded, “Overall, these efforts improve sentiment and reduce friction, but they are unlikely to substantially increase homeownership without broader, large-scale housing production and localized reform.”
Beagle characterized current policy endeavors similarly.
She urged, “We need to concentrate on supply, federal process enhancements, financing alternatives, reducing regulatory barriers to home construction, and continuing to champion zoning reform.” Beagle asserted, “That entails faster permitting and incentives for starter home construction. We need to keep doing more.”
Vidal pointed out that market volatility is not unprecedented, and historical policy intervention has often provided stability.
He reminded, “It’s crucial to recall that prior to the 2008 Great Recession, national median prices had never decreased since NAR began tracking records in 1968.” Vidal elaborated, “Between 2007-2012, national median home prices fell four times. Last year, in 2025, the national median price of sold homes increased by 1.3%, the lowest in 14 years.”
“We still didn’t experience a decline. But that doesn’t imply that there won’t be markets where prices decrease. Currently, about a quarter of metropolitan areas are showing declines.”
Prospective Outlook
As the volume of transactions remains structurally lower than historical averages, brokerages and individual agents are re-evaluating their operational frameworks.
Experts suggested that if the long-term trend indicates a decrease in owner-occupied homes, the agent’s value proposition must evolve accordingly.
Beagle elaborated on how the agent’s role would become even more pivotal in such a scenario.
She explained, “If this transpires, once again, a highly knowledgeable, solution-focused, and dedicated real estate advisor becomes even more valuable and essential.” Beagle affirmed, “The value isn’t merely access to listings — it’s advocacy, market interpretation, negotiation skills, local intelligence, and guiding clients to make sound, long-term, and intelligent decisions in a challenging market.”
Scholz framed the transformation as a shift from executing transactions to providing continuous advisory services.
She stated, “Consumers will engage earlier and with greater consistency.” Scholz added, “Even if they aren’t purchasing, they still require guidance on renting, investing, and how real estate integrates into their broader financial strategy. That alters the client base. Renters become long-term clients, and investors gain greater prominence. The role expands beyond buying and selling to encompass rental strategy and portfolio management.”
“Ultimately, the value is no longer a single transaction — it is helping clients navigate an increasingly intricate housing landscape over time.”