What’s Driving Buyer Behavior as We Move Toward 2026

If you’re paying attention, you can feel it: the housing market is shifting. 2026 is not setting up like the frenzy years. The buyers who are winning are not guessing, they are planning.

Here are the biggest factors driving buyer behavior right now, and how to use them to your advantage.

1) A buyer leaning market is taking shape

Inventory is improving, and that changes everything. When there are more homes for sale, sellers tend to get more flexible, and buyers get more negotiating room.

Realtor.com’s national housing forecast projects active listings will rise again in 2026 and expects the market to tilt toward buyers, with negotiating power improving as the balance of supply and demand shifts. Source: https://www.realtor.com Realtor

The National Association of Realtors also reported a 4.2 month supply of unsold inventory in November 2025, higher than a year earlier. More supply typically means fewer bidding wars and more opportunities to negotiate. Source: https://www.nar.realtor National Association of REALTORS®+1

What this means for buyers: you may have more time to make a smart decision, and more leverage to ask for credits, repairs, or price improvements.

2) Rate expectations are influencing timing, but the drop may be modest

A lot of buyers are waiting for rates to fall meaningfully. The problem is that waiting is not a strategy by itself.

Zillow’s 2026 outlook expects mortgage rates to remain above 6% and describes the path as gradual moderation, not a dramatic drop. Source: https://www.zillow.com Zillow

At the same time, affordability can improve even without a huge rate move if you negotiate the right terms. In a more balanced market, sellers may contribute more toward closing costs or other concessions that change your real monthly payment.

What this means for buyers: instead of trying to time the perfect rate, focus on building options. The best plan compares scenarios: purchase price, cash to close, concessions, and monthly payment.

3) Lifestyle is leading the conversation

One of the biggest shifts is that buyers are choosing homes based on how they live now, not just where they live.

Home office space is still a priority for many households. Flexibility matters. So does the ability to adapt a home for extended family, future caregiving, or shared living. Pew Research has documented the growth of multigenerational living over time, including a rise in the share of people living in multigenerational households. Source: https://www.pewresearch.org Pew Research Center

Buyers are also thinking about income flexibility. Features like an accessory dwelling unit, a basement apartment, or simply a layout that supports a roommate can change the financial math. Zillow notes ADUs can serve as rental income or flexible space such as work from home needs. Source: https://www.zillow.com Zillow

What this means for buyers: function and flexibility are becoming part of affordability. The right layout can make your payment feel more manageable.

4) The best deals are going to informed buyers

Here is the simple truth: this market rewards preparation.

That means:

• Getting prepped early so you can move quickly when the right home shows up

• Understanding your true payment range, not just your pre approval amount

• Building a negotiation plan around credits, concessions, and inspections

• Comparing 2 to 3 scenarios, not relying on one guess

Realtor.com expects the market to remain more balanced in 2026, and that environment tends to favor buyers who show up with clear numbers and strong execution. Source: https://www.realtor.com Realtor

Bottom line

2026 is not shaping up to be a frenzy like 2021. Inventory is improving, rate expectations are moderating, and lifestyle needs are shaping decisions more than ever.

If you’re thinking about buying or refinancing, the move is to build a personalized game plan now, while leverage is starting to show up.

If you want, send me a quick message and I will walk you through a numbers first 2026 plan based on your goals.

Sources (general sites):
https://www.realtor.com Realtor
https://www.zillow.com Zillow+1
https://www.nar.realtor National Association of REALTORS®
https://www.pewresearch.org Pew Research Center