How real estate agents are reinventing themselves for a new era

The strategic pivot

Mike Miedler — president and CEO of Century 21 — was clear concerning the strategic pivot required.

“We have advised our agents to become knowledgeable about other types of housing stock such as accessory dwelling units, modular homes and tiny homes,” he advised HousingWire. “They can help create easier paths to increase the share of available homes while the market continues to wrangle with the larger supply issues around more traditional single-family stock.”

Workflows that after centered on a single asset class should now incorporate valuation fashions for these nontraditional dwellings and talent to coach patrons on financing choices that fall exterior standard mortgage underwriting.

Cindy Scholz — founding father of the Family Office Division at compass — laid out a imaginative and prescient of the agent’s function shifting from transactional to advisory.

“Affordability constraints and limited inventory are already compressing traditional buy-side volume, so we will see a meaningful shift in client mix,” she mentioned. “Fewer first-time buyers will be able to transact at any given moment, which naturally increases engagement with renters, long-term planners and investors. The role becomes less about closing now and more about managing a client’s real estate strategy over time.”

She famous that whereas transaction quantity might seem to shrink, underlying relationships are deepening.

“Instead of one-off deals, agents will steward clients through multiple phases such as renting, investing, refinancing and repositioning assets, often before a primary home purchase is even feasible,” she mentioned. “Investors in particular will become a larger share of the business, as they are less rate sensitive and more focused on long-term fundamentals.”

Tech will increase the bar

Technology, Scholz added, will increase the bar for the place agents truly add worth.

“Access, judgment and network become the differentiators,” she mentioned. “Off-market alternatives, early perception into provide and the flexibility to construction inventive offers will matter excess of merely sourcing listings. As a consequence, different income streams will develop into extra essential. This might embrace advisory retainers, investor partnerships, rental portfolio administration and referral-driven earnings throughout financing, authorized and tax advisory.

“The most resilient agents will operate more like family office advisors, quarterbacking a client’s broader real estate exposure rather than relying solely on commissions. Ultimately, the job becomes more strategic, more relationship-driven and more integrated into a client’s overall financial life.”

Debra Beagle — founder and CEO of The Ashton Real Estate Group of REMAX benefit — emphasised the shift from door-opener to problem-solver.

“If affordability and limited inventory remain challenging, understanding strategy, financing options, timing and creative paths to homeownership will become more important,” she mentioned. “We will need to be more of a real estate advisor and our value will come from helping clients navigate their custom path to homeownership. Technology will be more intertwined with our daily activities, but will not replace an agent.”

Beagle additionally pressured the significance of diversification.

“We are already seeing the need for us to be stronger partners with builders and new construction options as part of our knowledge base and a solution for buyers,” she mentioned. “Also, it’s about focusing on strengthening our referral network, relocation services and homeownership coaching. The more diversified an agent is, the more value they will bring.”

A future nation of renters?

According to latest evaluation utilizing each US Census and Apartments.com knowledge, the share of renter-occupied households has risen from 29.9% in 2010 to 34.7% in 2024, whereas owner-occupied households declined from 70.1% to 65.3%.

First-time homebuyers made up simply 21% of house purchases in 2025. Homeownership amongst 25- to 34-year-olds has fallen from roughly 46-47% within the mid-2000s to 36.8% by 2015.

Yet business leaders argued that this knowledge displays a delay, not a everlasting cultural shift.

Alex Vidal – president of ERA Real Estate — pointed to the persistent energy of aspiration.

“There’s no doubt that today’s market is particularly challenging, but ultimately, I believe that the level of demand from aspiring homeowners of all demographics will win out,” he mentioned. “That’s evident in a latest National Association of Realtors survey which reported that 90% of Gen Z wishes homeownership however solely 62% consider it’s attainable.

“So, while it’s encouraging that homeownership still holds that level of appeal, there’s no denying this is a concern that must be addressed.”

Miedler echoed that sentiment — pushing again towards the notion of a everlasting renter society.

“Yes, the economic and affordability challenges may delay entry into homeownership, but I don’t think the desire to rent will become part of our DNA,” he mentioned. “As we return to a more balanced market where modest annual price gains are normalized, more people will be able to overcome the current affordability concerns as they generate wealth.”

Ginger Wilcox—president of Better Homes and Gardens Real Estate — mentioned the emotional significance of homeownership will endure no matter market cycles.

“Homeownership is emotional. We don’t trade our homes like you would a stock or bond,” she mentioned. “We live in our homes, enjoy the freedom to make changes to the home, establish roots and become vibrant and contributing members of our community. And while the post-pandemic affordability concerns have created challenges, the dream of homeownership remains a valid and likely destination for most.”

Pressures on first-time homebuyers

Beagle acknowledged the structural pressures on first-time patrons whereas agreeing that the will to personal stays sturdy.

“I do see fewer first-time buyers coming forward as our supply of affordable homes across the country is undersupplied,” she mentioned. “That doesn’t suggest the will to develop into a home-owner goes away; it simply means it turns into tougher. It would require a true real estate advisor who can navigate a longer, extra advanced path.

“Brokerages will need to be more than ‘we help clients buy and sell homes’ (and move to) ‘we help buyers and sellers move through the full housing process.’ A renter may not be a buyer today but may be one down the road. And we are here to help plan a path to make that happen.”

Scholz described how his brokerage is adapting to new homebuying timelines and spending extra time advising shoppers earlier than they are prepared to purchase.

“Renters are no longer viewed as a short-term pipeline to a sale. They are long-term clients,” she mentioned. “We are building infrastructure around rental advisory, portfolio management for investor clients and stronger partnerships across financing, tax and legal so we can support clients holistically as their situation evolves.”

Investor shoppers are turning into extra central to the enterprise, requiring deeper market perception and a extra subtle method to deal structuring, Scholz added.

Federal coverage efforts

For agents, the trail ahead can also be being formed in Washington, DC Legislation such because the 21st Century ROAD to Housing Act — which gained latest Senate approval — represents a potential lever for provide.

Miedler mentioned his agents witnessed the stock disaster each day and urged precision.

“This bill gets a lot right; expanding supply, opening doors for first-time buyers and modernizing the programs that make homeownership possible for working families,” he mentioned. “But we’ve got to be sincere, a invoice this sweeping must be a clear invoice. The drafting points round FHA mortgage limits and the build-to-rent provisions aren’t minor technical footnotes — they may create real friction for real folks attempting to purchase or finance a house.

“We’re urging the House to get this across the finish line but get it right. The American dream of homeownership deserves nothing less.”

Wilcox sees broader significance in political alignment round affordability, even when options stay incremental.

“The affordability challenge will not be solved overnight, but the urgency is real and the momentum is worth building on,” she mentioned. “Housing is foundational to how families put down roots, build wealth and contribute to their communities. Every policy step that makes homeownership more achievable for more people is a step worth fighting for.”

Scholz cautioned that limiting institutional patrons might have unintended penalties.

“Limiting institutional buyers may help entry-level buyers but it could also reduce capital for new housing, especially build-to-rent,” she mentioned. “Overall, these efforts improve sentiment and remove friction, but they are unlikely to materially increase homeownership without broader, large-scale housing production and local reform.”

Beagle characterised present coverage efforts equally.

“We need to focus on supply, federal process improvements, financing options, reducing regulatory barriers to home construction and continuing to champion zoning reform,” she mentioned. “That means faster permitting and incentives for starter home construction. We need to keep doing more.”

Vidal famous that market volatility just isn’t unprecedented — and that coverage intervention has traditionally supplied stability.

“It’s important to remember that prior to the 2008 Great Recession, national median prices nationally had never decreased since NAR began keeping records in 1968,” he mentioned. “Between 2007-2012, nationwide median house costs dropped 4 occasions. Last yr, in 2025 the nationwide median worth of bought properties elevated by 1.3%, the bottom in 14 years.

“We still didn’t go down. But that doesn’t mean that there won’t be markets where prices drop. Today, about a quarter of metro areas are showing declines.”

Future outlook

As transaction quantity stays structurally decrease than historic norms, brokerages and particular person agents are rethinking their enterprise fashions.

If the long-term development factors towards fewer owner-occupied properties, the agent’s worth proposition should evolve accordingly, consultants mentioned.

Beagle detailed how the agent’s function would develop into much more important in such a situation.

“If this happens, again, a highly knowledgeable, solution-oriented and focused real estate advisor becomes even more valuable and important,” she mentioned. “The value isn’t just access to listings — it’s advocacy, market interpretation, negotiation, local Intel and helping clients make good, long-term and smart decisions in a challenging market.”

Scholz framed the shift as a transfer from transaction execution to ongoing advisory.

“Consumers will engage earlier and more consistently,” she mentioned. “Even if they are not buying, they still need guidance on renting, investing and how real estate fits into their broader financial picture. That shifts the client base. Renters become long-term clients and investors become more central. The role expands beyond buying and selling into rental strategy and portfolio thinking.”

“Ultimately, the value is no longer a single transaction — it is helping clients navigate a more complex housing landscape over time.”