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The Tipping Point: How Mortgage Rates Influence Home Selling Intentions




In the ever-evolving landscape of the real estate market, mortgage rates play a pivotal role in shaping homeowners' decisions to sell. A fascinating trend emerged in June 2023, revealing a "tipping point" at a 5% mortgage rate, significantly impacting homeowners' selling considerations. This phenomenon has sparked a series of discussions and analyses among real estate professionals and homeowners alike. Let's delve into the intricacies of this trend, its implications, and the latest shifts observed in the market.


The 5% Mortgage Rate Tipping Point

In mid-2023, a striking observation was made: homeowners with mortgage rates above 5% were almost twice as likely to consider selling their homes compared to those with rates below this threshold. This tipping point underscores the financial burdens imposed by increased mortgage rates since 2021, which have added significant costs to moving homes. A house of the same value now demands a much higher monthly mortgage payment than it did just a few years ago. Given that a majority of seller-buyers (54%) tend to upgrade to a more expensive home, the heightened transaction costs have effectively "locked-in" homeowners with lower rates, as they await more favorable conditions.


homeowners who plan to sell in next 3 years

The Shrinking Gap

However, the landscape began to shift in the latter half of 2023. A survey conducted by Zillow Group Population Science revealed a narrowing gap in the "plans to sell" between homeowners with mortgages below and above the 5% mark. By December 2023, this gap had virtually disappeared, with 22% of homeowners with rates below 5% and 23% with rates above 5% considering selling their homes. This convergence suggests a changing dynamic in homeowners' motivations and market perceptions.


The Role of Market Rates

Despite market rates remaining well above 5%, their influence on the selling plans of homeowners holding rates below 5% has been minimal. For nearly 12 years following the 2008 recession, the average fixed rate for 30-year mortgages hovered below 5%. This changed dramatically by mid-2022, with rates soaring well above the 5% mark, peaking at nearly 8% in October 2023. Yet, this surge and subsequent fluctuations have had little effect on the selling intentions of homeowners with lower mortgage rates, maintaining a steady share of around 18-20% with plans to sell, slightly increasing to 22% by December 2023.


Fluctuations and Selling Intentions

Conversely, homeowners with mortgage rates above 5% have shown more sensitivity to rate fluctuations. Their selling intentions have varied significantly in response to the direction, speed, and level of average mortgage rate changes. For instance, a sharp increase in rates led to a notable decrease in selling intentions, while a gradual rise or a decrease in rates had varied impacts, highlighting the complexity of homeowner decision-making processes.


number of people who plan to sell home in next 3 years

The Closing Gap Explained

The closing gap in selling intentions by the end of 2023, despite falling rates, can be attributed to several factors. The decline in mortgage rates has not been accompanied by improved affordability, as home prices remain high. Economic uncertainties and industry layoffs have also made higher-mortgaged homeowners more cautious. Additionally, the timing of rate decreases during the holiday season may have led to a lag in homeowners' awareness and response to changing market conditions.


Looking Ahead

Despite these dynamics, overall selling intentions among homeowners have seen a slight increase in 2023. This indicates a growing readiness among homeowners to enter the market, driven by various personal and economic factors. As the real estate market continues to adapt to these changes, understanding the nuanced impacts of mortgage rates on selling intentions will remain crucial for both homeowners and industry professionals.

In conclusion, the real estate market is a complex ecosystem influenced by a myriad of factors, with mortgage rates being a significant driver of homeowner behavior. As we navigate through these changing tides, staying informed and agile will be key to making informed decisions, whether you're considering selling your home or looking to buy.


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