13 surprising things real estate experts learned about local markets
What hidden insights could transform your real estate strategy? Top industry leaders, including a CEO and founder, reveal surprising lessons they’ve learned about their local markets that could change how you buy and sell. From timing renovations to maximize spring sales to navigating local title insurance practices, these 13 expert insights offer practical, eye-opening advice. Get ready to rethink your approach with strategies straight from the frontlines of real estate success.
- Adjust Renovation Timelines for Spring Sales
- Prioritize Personalized Experiences in Luxury Homes
- Preserve Historic Features to Boost Value
- Develop Strategies for Inherited Properties
- Highlight Benefits of Suburban Living
- Focus on Networking Over Traditional Marketing
- Emphasize Location to Attract Buyers
- Showcase Advantages of Suburban Properties
- Cater to Student Rental Preferences
- Utilize Virtual Tours for Faster Sales
- Revamp Pricing for Smaller Homes
- Tailor Marketing to Neighborhood Demands
- Inform Buyers About Title Insurance Customs
Adjust Renovation Timelines for Spring Sales
After flipping over 100 homes, what still surprises me is how seasonal our local market truly is—properties listed in early spring consistently sell for 8-12% more than identical homes listed in winter, which I never expected to be such a dramatic difference. I’ve adjusted my renovation timelines to ensure properties are ready for the spring rush, even if it means holding them a bit longer through winter.
Mike Wall, CEO, EZ Sell Homebuyers
Prioritize Personalized Experiences in Luxury Homes
One thing that surprised us about the Scottsdale and Phoenix area real estate market is just how much buyers value personalized experiences in the luxury home-building process.
While Scottsdale is renowned for its stunning desert landscapes and high-end properties, we found that today’s luxury buyers aren’t just looking for a beautiful home—they’re seeking a lifestyle, a story, and an experience that reflects their unique identity.
This insight shifted our perspective: luxury is not just about opulence; it’s about creating spaces that resonate with purpose and passion.
Here’s how we’ve turned this insight into action:
- Deep Personalization: We’ve reimagined our process to prioritize understanding each client’s vision. Through in-depth consultations, we explore their lifestyle, passions, and future goals, ensuring the homes we create feel like extensions of their personality and reflect what they value most.
- Localized Expertise: At the heart of our process is a deep understanding of the characters of the community we build in. We craft homes that not only reflect the individuality of each homeowner but also harmonize seamlessly with their surroundings.
- A Focus on Storytelling: Rather than presenting homes as static offerings, we emphasize what they can become—a blank canvas for our client’s dreams. When we showcase a home, we not only highlight its physical beauty but also the possibilities it holds. From immersive 3D walkthroughs to collaborative design sessions, we help clients envision how their lives will unfold in these spaces.
- Creating Lasting Impressions: In a competitive market, the commitment to creating meaningful, client-driven experiences has set us apart. When a home feels tailor-made, it creates lasting impressions, and happy homeowners love to share their stories. Their referrals have become some of our most powerful marketing tools.
The key takeaway for anyone in real estate or home building is to look beyond the property itself and focus on what truly matters to buyers: a home that fits their lifestyle and embodies the spirit of the Phoenix area. When you focus on the client’s needs and tell a compelling story through design, you can turn a house into an experience that sells itself.
Tony Calvis, Founder, Calvis Wyant
Preserve Historic Features to Boost Value
In my 23 years buying houses in NOLA, I was amazed to learn that properties with original architectural features, even in rough shape, often sell for more than fully renovated homes without historic elements. This knowledge completely changed my renovation approach—now I carefully preserve historic details like ceiling medallions and shutters, which has actually saved us money while increasing sale prices.
Carl Fanaro, President, NOLA Buys Houses
Develop Strategies for Inherited Properties
Being a house flipper for seven years, I was shocked to learn that inherited properties make up almost a quarter of our market, each with its own complex family dynamics and repair needs. This insight pushed me to develop specific strategies for heirs, like offering split payments to multiple beneficiaries and providing free estate cleanup services, which has made a huge difference in helping families move forward.
Ryan Whitcher, Founder & CEO, Harmony Home Buyers
Highlight Benefits of Suburban Living
A surprising thing I learned about my local real estate market is the increasing demand for homes in areas traditionally seen as less desirable—specifically, neighborhoods that are further from city centers but offer more space and outdoor amenities. As remote work continues to be more common, buyers prioritize larger homes with yard space, even if that means a longer commute or being further from urban hubs.
This shift significantly impacted my selling strategy. Instead of focusing solely on properties in high-demand city areas, I highlighted the benefits of these more suburban or rural locations, such as larger lots, more privacy, and proximity to parks or trails. I also began emphasizing the potential for home offices or recreational spaces, which became major selling points for remote workers.
Understanding this trend allowed me to adapt my approach and cater to a new type of buyer who values different things than the typical city-centric buyer. It also helped me market properties with features that appeal to current needs, leading to quicker sales and more satisfied clients. This adaptability in my strategy has proven to be a key factor in staying ahead in a changing market.
Justin Landis, Founder, The Justin Landis Group
Focus on Networking Over Traditional Marketing
I was surprised to discover how powerful networking is in my local real estate market. I thought that marketing and advertising were the most important aspects of selling properties. However, after attending a seminar on real estate networking, my perspective changed completely.
I realized that building relationships with other agents, brokers, and industry professionals can be more effective in getting leads and closing deals. In fact, many successful agents attribute their success to their strong network.
This knowledge impacted my selling strategy by shifting my focus from traditional marketing techniques to building connections and partnerships within the real estate community. I started attending local networking events, joining online groups for real estate professionals, and collaborating with other agents on projects. As a result, I was able to expand my reach, gain valuable insights and advice from experienced agents, and ultimately increase my sales.
Adam New, Principal Owner, The Cash Offer Company
Emphasize Location to Attract Buyers
One aspect that surprised me was the profound influence of location on property prices. I always knew that location played a role in determining property values, but I didn’t realize just how big of a factor it could be. After delving deeper into the market data, I discovered that properties located in desirable neighborhoods or with convenient access to amenities commanded significantly higher prices than those in less ideal areas.
This knowledge had a profound impact on my selling strategy. Instead of solely focusing on the features and specifications of a property, I began highlighting its location as well. I made sure to emphasize the benefits of living in a desirable neighborhood or having easy access to nearby amenities such as schools, parks, and shopping centers. This helped attract more potential buyers and ultimately led to faster sales and higher selling prices for my clients.
Additionally, I also started researching upcoming developments or infrastructure projects in different locations and used that information to market properties that were expected to increase in value due to their proximity to these projects.
Learning about the impact of location on property prices has been a game-changer for me as a real estate agent. It has allowed me to better understand the local market and tailor my selling strategy accordingly, resulting in more successful outcomes for both myself and my clients.
Zach Shepard, Principal, Braddock Investment Group Inc
Showcase Advantages of Suburban Properties
The increasing demand for properties in suburban areas, despite the initial belief that buyers were solely focused on city living. Many buyers, particularly young families and remote workers, sought more space, better schools, and quieter neighborhoods with easy access to urban areas.
This insight completely shifted my selling strategy. Instead of just focusing on city properties, I highlighted the unique advantages of suburban homes, such as larger yards, more affordable pricing, and the quality of life offered in these areas. I also emphasized the growing trend of remote work, showing how these properties could offer more flexibility for those needing home office space.
I also adjusted my marketing efforts, showcasing the benefits of suburban living through targeted ads and virtual tours highlighting the peace and privacy of these homes. Additionally, I worked to build partnerships with local businesses and schools to further illustrate how well these communities support families.
Betsy Pepine, Owner and Real Estate Broker, Pepine Realty
Cater to Student Rental Preferences
One surprising thing that I have learned in my local market here in London, Ontario, was the crazy demand for rentals around the college areas of the city and what that entailed. I expected groups of students wanting to rent, but I honestly hadn’t really considered their seriousness about having high-speed internet, in-suite laundry, and the ability to walk to all public transportation. Competition in the local market is intense, mainly between landlords, and this sometimes comes down to very minimal or petty details of the renting listing.
This really started to change the way we marketed properties. For example, we took a landlord who had a property close to a local College, advised him to clean up his unit, put in Wi-Fi, and newer kitchen appliances, then revised the listing to include those features and to mention proximity to campus. That property, which had sat empty for well over a month, rented within the week.
To the landlords in this market, much more attention has to be paid to what the tenants actually need. If your property attracts some particular group, say students or young workers, adjusting your services to what they like—say, useful amenities or flexible lease options—can help you rent it out quicker and at good prices.
Matthew Lang, Founder, LSK Property Management
Utilize Virtual Tours for Faster Sales
I was shocked to discover that in Grand Rapids, homes with virtual tours were selling 31% faster than those without, even in our competitive market. After implementing 3D walkthrough technology for all my renovation projects last year, I’ve noticed a huge spike in out-of-state buyers and significantly fewer wasted showings with tire-kickers.
Bryan Melchert, Owner, Mitten Home Buyer
Revamp Pricing for Smaller Homes
I was genuinely shocked to discover that smaller 1-bedroom homes in Westport were selling at premium prices, sometimes even higher than larger properties in the same neighborhood. This insight led me to completely revamp my pricing strategy for compact properties, and now I make sure to highlight their investment potential to both first-time buyers and downsizers.
Judy Michaelis, Real Estate Broker, Judy Michaelis
Tailor Marketing to Neighborhood Demands
One surprising thing we learned about the local real estate market in San Diego County was the significant variation in rental demand across different neighborhoods. For example, in North County Coastal areas like Encinitas, Del Mar, and Carlsbad, there’s a strong demand for luxury rentals due to their proximity to beaches and high-end amenities. Meanwhile, in Central San Diego, places like Pacific Beach and Hillcrest attract younger professionals looking for vibrant, urban lifestyles.
This insight impacted our strategy by tailoring our marketing and services to highlight what makes each community unique. In North County Coastal, we emphasize serene oceanfront living and upscale properties, while for Central San Diego, we focus on walkability, nightlife, and access to local hotspots. This approach has helped us attract the right tenants and maximize value for property owners.
Samantha Easton, Chief Executive Officer, Blue Diamond Sales & Rentals, Inc
Inform Buyers About Title Insurance Customs
Something unexpected about our area that I learned years ago is there are different expectations or customs for different counties regarding who will be selecting the title company and paying for the owner’s title insurance policy. For example, in Tampa it is typical for the seller to select the title company and pay for the owner’s policy, while in Sarasota it is expected that the buyer will be responsible. It is important for us to inform buyers looking in multiple areas that this is the case so they are not surprised when it comes time to write an offer.
Robert Washington, Founder & Broker, Savvy Buyers Realty
