Why Homebuyers Don’t Disappear When the Market Changes

By Rebecca Durfey

Rebecca Durfey brings over 20 years of experience in real estate transactions within Maricopa County. Despite managing multiple clients simultaneously, her primary focus is to provide a personalized experience that makes you feel like her sole priority. Rebecca and her team are dedicated to efficiently achieving the desired outcomes for each client they serve.

If you’ve been paying attention to conversations about real estate lately, you’ve probably heard the same statement repeated over and over again: “There are no buyers right now.” That idea creates unnecessary hesitation because it leads people to believe the market has somehow stopped. In reality, buyers do not disappear when conditions change. They adjust, just like the market does, because life keeps moving, whether interest rates are high or low.

Are there really buyers in every market? I’m a firm believer that there will always be a buyer in every market condition. Markets shift, prices fluctuate, and rates rise and fall, but housing activity continues because people keep making life decisions. Homes are bought and sold because of changes in work, family, and finances, not because the market feels comfortable or predictable. That consistency is what keeps demand alive in every market cycle.

Why does the market feel harder sometimes? Much of the uncertainty people feel comes from noise rather than facts. Comments like “this is the hardest market ever” or “nothing is selling” often reflect frustration or outdated expectations rather than what is actually happening. When those messages get repeated often enough, they distract from the fundamentals that still drive successful outcomes.

Homes sell when they are priced correctly, prepared thoughtfully, and presented well. Those principles do not change, even when the market does. When showings slow or offers are limited, it is rarely because buyers have vanished. More often, it means the strategy needs to be adjusted to match current conditions.

What actually drives people to buy and sell? Most real estate decisions are driven by life events rather than interest rates or market headlines. These events happen every year, regardless of economic cycles, and they consistently create demand. I often refer to them as the “D” drivers because they represent the most common reasons people move.

• Distance: Motivates people to relocate closer to work, family, or lifestyle priorities.
• Downsizing/Diapers: Happens when a larger home no longer fits daily needs or long-term plans.
• Diplomas: Lead to job changes, career moves, and relocations after graduation.
• Diamonds: Represent marriage or forming a new household together.
• Debt: Forces financial restructuring that can trigger a sale or purchase.
• Divorce: Turns one household into two, often requiring changes in housing.
• Death: Results in estate sales and property transitions.

These life changes do not pause when the market feels uncertain, which is why buyer demand never disappears.

Does buyer demand ever disappear? Buyer demand shifts, but it does not go away. When someone says there are no buyers, what they usually mean is that fewer buyers are willing to accept outdated pricing or expectations. Markets require flexibility and informed adjustments, not fear-based decisions or long delays. If you are qualified, prepared, and comfortable with the numbers, waiting for a “perfect” market often results in missed opportunities rather than better ones.

What should sellers focus on right now? Sellers are best served by focusing on what they can control. Preparation, presentation, and pricing all play a critical role in attracting serious buyers. Homes that stand out continue to sell, even in more challenging environments, because buyers respond to clarity, value, and confidence.

The bottom line is that markets evolve and strategies may change, but demand will remain regardless of the housing market’s condition. The most successful buyers and sellers focus on facts, not fear, and move forward with a clear plan that reflects today’s conditions rather than yesterday’s assumptions.

If you have any questions, feel free to call or text me at 623-297-4536 or email me at rebeccadurfey@kw.com. I’d be happy to walk you through your options, help you understand what makes sense in today’s market, and put a plan together that fits your goals.