Ryan Serhant Warns Buyers Not to Count on an Easier 2027

Ryan Serhant warned prospective homebuyers on Nov. 5 not to assume that waiting until 2027 will make purchasing a home easier. In a national housing outlook shared with Realtor.com News, the brokerage founder argued that lower mortgage rates could revive demand faster than they improve affordability or housing supply.

His message has immediate consequences for sellers. Many owners are waiting for borrowing costs to fall before listing, while many buyers are delaying purchases for the same reason. If rates decline, both groups could return. That would create more buyer traffic, but it could also put more homes on the market and reduce the advantage of being one of relatively few available sellers.

Serhant’s outlook is a forecast, not a guarantee. Mortgage rates, employment conditions, consumer confidence and local inventory will determine what actually happens. Sellers should therefore treat his warning as a prompt to evaluate their own market—not as proof that a broad buying rush is imminent.

Lower mortgage rates would not automatically create an easier market

Serhant’s central argument is that housing has a mobility problem. First-time buyers are struggling to enter the market, while some older owners cannot comfortably make their next move. Lower rates could help monthly payments, but they would not by themselves solve high home prices, moving expenses or limited supply.

He is watching employment and household confidence because accumulated demand only turns into completed sales when buyers feel financially secure enough to proceed. He also noted that falling rates can accompany economic weakness or job insecurity, conditions that may discourage major purchases even when financing becomes cheaper.

For sellers, that distinction matters. A rate decline does not guarantee that every listing will attract multiple offers. If buyers are worried about their jobs, they may remain cautious, demand repairs or preserve cash by requesting closing-cost assistance. The effect of lower rates will also vary by price tier. A modest change may bring some buyers back into qualification range without making an overpriced home affordable.

Owners should avoid building a 2027 plan around a single national prediction. The more useful questions are local: How many comparable homes are available? How long are they taking to sell? Are price reductions common? Which contract concessions are getting deals across the finish line?

Today’s buyers may expect price and financing concessions

Serhant said buyers in many markets currently have negotiating power that was missing during more competitive periods. He identified lower purchase prices, seller-paid closing costs and mortgage-rate buydowns as potential tools for buyers who can afford to act before conditions change.

That means sellers listing now should prepare for negotiations involving more than the headline price. A buyer may prefer a closing-cost credit over an equivalent price reduction because the credit reduces immediate cash needs. Another buyer may value funds applied toward a rate buydown. Those choices affect the seller’s net proceeds differently and can carry lender or appraisal restrictions.

Before accepting an offer, sellers should compare the full package: price, financing contingency, appraisal protection, inspection terms, requested credits, closing date and probability of completion. A higher offer with extensive concessions or fragile financing may be less attractive than a lower but cleaner contract.

Pricing strategy is especially important in a market where buyers believe they have leverage. Starting well above comparable sales can cause a home to sit, invite repeated reductions and signal that the seller may concede further. Pricing closer to demonstrated market value can create more serious early interest without assuming that demand will suddenly improve next year.

Sellers considering a rate buydown should ask their agent and closing professionals to show the expected net in writing. The relevant comparison is not whether a concession sounds generous. It is whether that concession produces a stronger result than reducing the price, completing a repair or waiting for another buyer.

A 2027 demand rebound could also bring competing sellers

Serhant expects that materially lower rates could release substantial buyer demand into a market that still lacks enough homes. He believes that buyers able to purchase now may find less competition than they would after borrowing costs improve.

From the seller’s side, stronger demand could mean more showings and firmer offers. But owners should not overlook the other half of the equation. Lower rates can also loosen the mortgage-rate lock-in that has kept would-be sellers in place. Owners who have resisted giving up an older, lower-rate loan may become more willing to list if financing the next property becomes less expensive.

The result could be a simultaneous increase in buyers and listings. Whether sellers gain leverage will depend on which side grows faster in their specific neighborhood and price range. National commentary cannot answer that question for an individual property.

Serhant pointed to renewed interest in cities and job investment as themes to watch. He specifically mentioned Chicago, Ohio, western Pennsylvania and Alabama. Those observations may be relevant to regional demand, but sellers still need evidence at the neighborhood level. Job announcements or migration narratives do not automatically translate into a qualified buyer for every home.

Sellers need a two-scenario plan instead of a rate bet

Owners deciding whether to list now or in 2027 should build two realistic scenarios. The first should estimate a sale under current competition, likely concessions and present financing conditions. The second should consider the possibility of lower rates alongside additional listings, uncertain prices and the owner’s own next-home costs.

Waiting can make sense when the property needs work, the owner lacks a clear relocation plan or current proceeds would not support the next move. Selling sooner can make sense when local inventory is limited, carrying costs are significant or the household values certainty over trying to capture a future market shift.

No seller can reliably choose the exact point when rates, demand and inventory align. A practical decision should be based on expected net proceeds, monthly ownership costs, moving needs and the range of outcomes the household can tolerate. Sellers who want an initial benchmark can use an anonymous property-analysis tool, but any automated estimate should be checked against recent comparable sales and current competition.

Serhant’s warning is ultimately less about predicting a particular mortgage rate than about the trade-off between financing and competition. Buyers waiting for cheaper loans may encounter fewer choices or stronger bidding. Sellers waiting for those buyers may face more rival listings. The sound approach is to prepare for both possibilities rather than assuming 2027 will automatically be better.