Real Estate Buyers Market Strategies

During the peak of a seller’s market, speed and scarcity drive decisions. Homes sell with minimal effort because buyers have few options and feel pressured to act fast. But in a buyer’s market, that dynamic flips and it can be a rough transition for many agents.

With more listings available and buyers exerting more control agents need to shift gears and re-focus on proactive buyer prospecting and value-driven engagement.

The good news? A buyer’s market creates new opportunities — for agents who are ready to adapt.

In this post we’ll focus on a variety of powerful prospecting activities for agents in a buyer’s market. Here’s the specific strategies we’ll cover:

• Hold more Open Houses to take advantage of higher DOM
• Use Staging to Influence Buyers Emotions
• Professional Photography & Videography
• Virtual Tours & 3D Walkthroughs
• Community and Lifestyle Marketing
• Create “Buyer Advantage” Campaigns
• “Deal of the Week” Alerts or Social Posts
• Create Interactive Buyer Tools

After years of sellers calling the shots, a shift to a buyer’s market can feel like a black swan event — but veteran agents have seen this movie before. In a buyer’s market, inventory climbs, competition stiffens, and home shoppers have the upper hand. While this transition can feel jarring for agents used to listings flying off the market, it also presents a massive opportunity: buyers are active, curious, and looking for guidance. Now is the time for agents and teams to pivot from passive marketing to proactive, high-impact prospecting. Below, we break down a comprehensive list of tactics — from open houses and video marketing to buyer-focused seminars and lifestyle branding — that help agents not just survive the shift, but thrive in it.

Hold more Open Houses

Sure leave it to an Open House app to make this case…but seriously in a seller’s market, homes tend to sell much easier (described as “selling themselves”) and offers come flying in within days of going active. This usually dampens plans to host Open Houses which *admit it* aren’t agents’ favorite activity (even though Open Houses are proven to work).

But in a true buyer’s market Open Houses are a necessity and here’s why:

• Softer buyer demand = Higher Days on Market (DOM)
• Higher DOM = more opportunities to hold Open Houses
• More opportunities to host Opens = more buyer leads AND better use of time since prospects that would normally opt for showings will visit Opens

Plus in a buyer’s market, buyers want to take their time, weigh their options, and observe the market. That means more opportunity for true relationship-building with buyer prospects. And there’s no better way to do that vs starting with an in-person meeting at a well-run Open House.

And in-person interactions are far more likely to build trust vs emails and phone calls.

…and after the in-person meeting at the Open House is done, try some ideas from our Open House follow up article:

• After the open house, ask: “What didn’t you love about the home?” then respond with tailored options.
• Send a video or page: “Other homes like the one you saw—but with X feature.”

Sure follow up takes time to plan and execute but remember that unlike online lead channels which tend to bring in leads that aren’t serious about buying and/or won’t be ready to buy for a long time, Open Houses connect agents directly with buyers who are spending their weekends looking at property. This type of weekend commitment is a good filter for serious home buyers.

And if you want to find dozens of ideas to make the most of your next Open try our Open House ideas deep dive here…and check out our free digital sign in app

Staging Influences Buyers Emotions

During the peak of a seller’s market, speed and scarcity drive decisions. Homes sell with minimal effort because buyers had few options. In a buyer’s market that dynamic flips. With more time to decide and more listings to compare, buyers are becoming far more selective.

Especially with conditions like affordability driving hesitation in buyers, they tend to rely more on how a home makes them feel to justify a decision that could feel scary based on tangible facts.

This is where staging comes in…

Why Staging Still Works

Staging isn’t just about aesthetics—it’s about storytelling. According to the 2025 Profile of Home Staging by the National Association of Realtors, 83% of buyer’s agents said staging helped clients visualize a home as their future residence. In other words, staging helps buyers feel something—a critical step toward making an offer.

The most commonly staged rooms are the ones that anchor emotional connection:

• Living Room: 91%
• Primary Bedroom: 83%
• Dining Room: 69%

These are the spaces where buyers imagine themselves hosting, relaxing, and spending everyday moments. When these rooms are staged well, buyers are more likely to form an emotional attachment to the property. We’ve got more tactical property staging advice here as well.

Beyond Staging: Tactics That Drive Emotion

The homes that succeed in today’s market are the ones that resonate emotionally and make buyers feel like they belong. To fully appeal to buyer emotions, agents should go beyond staging. Here are three proven ways to deepen emotional impact:

1. Professional Photography & Videography

First impressions happen online. High-quality visuals make listings stand out and set a polished, aspirational tone. Dynamic listing videos and drone footage create cinematic appeal that can’t be matched by standard MLS photos.

2. Virtual Tours & 3D Walkthroughs

Today’s buyers want flexibility. Virtual tours let them imagine the flow of the home on their own time, at their own pace. This immersive experience builds comfort before they even step foot inside.

3. Community and Lifestyle Marketing

Buyers aren’t just buying property—they’re buying into a lifestyle. Marketing that highlights walkability, local schools, parks, and neighborhood culture creates emotional connection beyond the four walls of the home.

Actionable Tactics and Campaigns to Attract Buyers

Because selling a property in a buyer’s market is only half the challenge…

Attracting and maintaining buyer interest is the other (arguably harder) side of the puzzle when a market shifts. Here are actionable ways agents can bring in and keep their buyer clients engaged.

Create “Buyer Advantage” Campaigns

Emphasize the benefits of buying now through educational content and targeted campaigns. In a buyer’s market, many prospective buyers sit on the sidelines due to uncertainty. Educating them on why it’s a good time to buy can nudge them to act.

Here’s an example of a first time buyer seminar that Brendan Bartic recorded

https://www.youtube.com/watch?v=SnJ0aJJhcfE

Tactics:

• Launch a marketing series titled “Why Now Is a Smart Time to Buy” with videos, blog posts, and email drip campaigns.
• Highlight lower competition, increased inventory, and seller concessions (e.g., closing cost credits, buy-downs).
• Use testimonials from recent buyer clients who negotiated great deals.

Tools:

• Canva (infographics), Mailchimp (email sequences), TikTok or Instagram Reels (short explainer videos)

“Deal of the Week” Alerts or Social Posts

Spotlight listings where there’s clear buyer upside—price drops, long DOM, motivated sellers, or incentives like seller-paid closing costs.

Tactics:

• Send weekly “Deal Alert” emails or text blasts to buyer leads.
• Post short videos or Stories: “This home just dropped $50K — let me show you what makes it a steal.”

Tools:

• CRM with texting/email tools (e.g. Follow Up Boss, Chime), Hootsuite or Buffer for scheduling posts.

Create Interactive Buyer Tools

Build or embed tools on your site to engage buyers early and help them envision the process.

Tactics:

• Affordability calculators, interactive “How Much Home Can I Afford in [Your City]” quizzes, or “Which Neighborhood Is Right for You?” guides.
• Use engagement to capture leads early and deliver results via email.

Tools:

• Outgrow (quiz builder), Typeform, Mortgage APIs (like OwnUp or Homebot), Calendly embedded for booking a buyer consult.

Offer a Buyer Concierge Program

In a saturated market, service matters more. Create a VIP Buyer Experience where you market your ability to:

• Find off-market homes
• Negotiate concessions or rate buydowns
• Provide access to trusted mortgage pros, inspectors, movers, etc.

Tactics:

• Promote this service via landing pages, social media, and buyer events.
• Offer “Pre-Market Access” via Coming Soon listings, agent networks, or private seller leads.

Tools:

• Brivity, kvCORE, Homebot (for long-term buyer nurturing), Airtable (track off-market listings)

Use Buyer Matchmaking Ads

Run targeted ads focused on matchmaking, not just listings. Example:

“Looking for a home under $700K with a yard in [City]? I have 5 unlisted options. DM me or click to get the list.”

Tactics:

• Position yourself as a home hunter rather than just a listing agent.
• Use search criteria as bait: “Tell me your must-haves, and I’ll find matches — even ones not on the MLS.”

Tools:

• Facebook/Instagram Ads, Google Forms (to collect criteria), Typeform, Zapier to automate responses.

Partner With Mortgage Pros to Offer Buyer Incentives

Create a program where lenders offer incentives (e.g. rate locks, buydown support) and promote it as an exclusive buyer advantage.

Tactics:

• Co-branded landing pages and webinars (e.g., “How to Buy With 3% Down and a 5.99% Rate”)
• Run monthly “Financing Explained” virtual events

Tools:

• Zoom (for webinars), Mailchimp (for follow-ups), Leadpages (for co-branded pages)

Renter-to-Homeowner Pipeline

Many renters are potential buyers—but need a longer runway of education and support.

Tactics:

• Create a content series like “Renting? Here’s How to Buy in the Next 12 Months.”
• Host webinars or in-person workshops with topics like down payment assistance, credit repair, and mortgage myths.

Tools:

• Eventbrite (for workshop RSVPs), Homebot (track rent vs. buy cost), ChatGPT or Jasper (content creation)

Neighborhood Explorer Campaigns

Showcase a hyperlocal experience of neighborhoods to help buyers fall in love with a location—not just a home.

Tactics:

• Publish “Neighborhood Guides” (walkability, coffee shops, schools, lifestyle).
• Film short “walking tour” videos that show what it feels like to live in the area.

Tools:

• Canva (guides), Instagram Reels, YouTube Shorts, Google My Maps (custom neighborhood maps)

Create a “Hidden Inventory” Series

Position yourself as someone with access to unlisted, coming-soon, or pocket listings.

Tactics:

• Weekly Instagram Story or newsletter featuring: “Homes I Can’t Post Yet (But You Can See First)”
• Incentivize buyers to register for exclusive access.

Tools:

• Private Instagram Close Friends lists, Facebook Groups, CRM tags for pre-market alerts

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A buyer’s market rewards the agent who shows up with value, vision, and a plan. Whether it’s creating immersive property experiences, launching “deal alert” campaigns, or becoming a trusted advisor through educational events and personalized follow-ups, the opportunity to connect with motivated buyers is wide open — if you know where to look. The strategies above aren’t about gimmicks; they’re about trust, consistency, and showing buyers that you’re the agent who can help them navigate this market with confidence. Implement a few at a time, measure what works, and most importantly, stay engaged — because the agents who thrive in a buyer’s market will be the ones buyers remember long after the market shifts again.