For a lot of people, 2026 is supposed to be the year they finally buy a home. And yet, affordability is still the biggest obstacle standing in the way — especially for first‑time buyers. That gap between the dream and the reality doesn’t just create frustration. It has long‑term financial consequences.

According to the National Association of Realtors, delaying homeownership from age 30 to 40 can cost a buyer roughly $150,000 in lost equity on a typical starter home. At the same time, first‑time buyers now make up just 21% of the market, and their average age has climbed to 40 years old — the highest on record. Meanwhile, home prices and mortgage rates have risen faster than incomes, shrinking the path to ownership even further.

This is where agents matter more than ever.

At Fresh Places, we believe great agents don’t just open doors — they open minds. Helping buyers become homeowners in 2026 means having honest, creative, sometimes uncomfortable conversations that focus on possibility, not perfection.

The affordability challenge is real — and urgent

Homeownership remains one of the most powerful drivers of long‑term wealth. Today, the average homeowner’s wealth is more than 40 times that of a renter. When fewer people can buy, the ripple effects go far beyond housing — they impact financial stability, mobility, and generational opportunity.

While there are proposals on the table — longer‑term mortgages, alternative credit models, assumable and portable loans — most of these ideas will take time to materialize. Buyers who wait for a perfect solution may miss out on years of equity growth.

That’s why agents who want to make a real impact in 2026 need to shift the conversation from “what’s ideal” to “what’s achievable.”

1. Help buyers rethink their “dream” ZIP code

Most buyers start their search focused on one specific area — often the most expensive one. Your job is to help them zoom out.

Entry‑level homes exist for a reason. They may not be the forever home, but they allow buyers to start building equity instead of paying rent. Over time, salary growth, promotions, and appreciation can create a clear path to the next move.

Here are a few mindset shifts that can make all the difference:

• Trade price for commute. Looking even 15–30 minutes outside a preferred ZIP code can unlock dramatically better affordability. That extra drive can be framed as an investment in future equity.

• Think long‑term about schools. Buyers may not need top‑rated districts immediately. Starting in a “good” district can still build equity and open doors later.

• Consider condos and townhomes. In many markets, these options offer more inventory and lower price points than single‑family homes.

The goal isn’t to lower expectations — it’s to create a starting point.

2. Normalize out‑of‑market and relocation conversations

One of the most valuable roles an agent can play today is that of a trusted advisor — someone who helps clients connect lifestyle goals with real housing options.

According to NAR’s Migration Trends, the top reasons people move are housing needs, family, and employment. With remote and hybrid work now firmly established, many buyers have more geographic flexibility than they realize.

This opens the door to important conversations:

• Out‑of‑market moves. Suggesting a move to a more affordable city or state may be the key to making ownership possible sooner.

• Family‑driven relocation. If being close to family matters, encourage clients to think even bigger — sometimes that means moving together.

Multigenerational living is no longer the exception. In 2025, 14% of buyers purchased multigenerational homes, and more than one in four had three or more income contributors. Joint mortgages and co‑borrowing arrangements can dramatically increase buying power when done thoughtfully.

3. Know where affordability still exists

Agents who work within national networks — or who actively build referral relationships — are uniquely positioned to help clients move beyond local constraints.

Price differences by region tell a compelling story:

• West: ~$605,000

• Northeast: ~$497,000

• South: ~$360,000

• Midwest: ~$306,000

It’s no surprise buyers continue to migrate from higher‑cost regions to the South and Midwest. But price shouldn’t be the only factor.

Smart guidance also includes conversations about:

• Property taxes and insurance costs

• Access to healthcare

• Schools and community resources

• Diversity, equity, and overall quality of life

Helping clients evaluate the full picture builds trust — even when the move feels bold.

4. Outside‑the‑box thinking is a financial necessity

Home prices are still appreciating — just at a more sustainable pace. Nationally, single‑family home prices grew about 1.7% year over year, and economists expect price growth to track close to inflation over the next decade.

Markets with new construction may see slower short‑term appreciation, but that often creates opportunity for buyers entering more affordable regions. As population and job growth continue in the South and Midwest, long‑term equity gains remain very much in play.

The takeaway for buyers is simple: waiting can be far more expensive than adjusting expectations.

The agents who win in 2026 lead with belief

Having these conversations isn’t always easy. Some buyers arrive with a very specific vision — and suggesting alternatives can feel risky.

But the agents who will stand out in 2026 are the ones who believe deeply in the value of homeownership and are willing to guide clients toward solutions, not just listings.

When you position yourself as someone committed to making ownership possible — not just selling what’s popular — you don’t just close deals. You change lives.

And that’s what Fresh Places is all about.