Market Report: 3 Ways to Re-engage Clients Who Got Spooked This Spring

With mortgage rates up and sales cooling off, that early spring optimism in the housing market has faded for some. 

But those who waited out 2025 for better conditions actually got them. Compared to last year, there’s more inventory, lower monthly payments, and a little more time to decide. The trick is getting your sphere to see the silver lining. 

Here are three positive signals to share with prospects who may be on the fence. 

1. Affordability is still better than last spring 

Stat: The typical U.S. monthly mortgage payment in April was $1,829, down 3.4% from a year ago.

That's a headline many buyers may not have heard. Home values have barely moved nationally — up just 0.7% YoY — so the modest payment relief from lower rates earlier this year is still helping buyers' budgets. Even a buyer financing at today's rates is stepping into a better market than a year ago.

"The conversation around mortgage rates has overshadowed what's actually happened to affordability,” says Zillow Senior Economist Orphe Divounguy. “Buyers are entering a market that quietly improved for them, even if it’s less so than in March."

Takeaway: For hesitant buyers looking at the recent rate rebound, change the conversation to focus on monthly payment math. Make sure they’re using BuyAbility so they can see what they’ll pay in real time. Refinancing is an option when rates finally come down again.

2. New listings saw the biggest jump of the year

Stat: New listings totaled more than 426,000 in April, pushing active inventory 3.7% higher than a year ago.

For the first time this year, new listings grew faster than home sales. Inventory has now risen YoY for 29 consecutive months. Buyers have more options, in more places. Those who tune out now risk missing the freshest part of the spring cycle. 

Meanwhile, some homes are still moving fast. Nearly one in five sells within a week. 

Takeaway: Show buyers how to set up alerts for new listings so they can research new inventory fast. You could also encourage them to get pre-approved before the right home shows up.

3. Sellers say it's a bad time to sell — but most still believe in their own home

Stats: More than half (51%) of homeowners in a recent Zillow survey say it's a bad time to sell, the highest share in years. However, 90% are confident they could sell within their preferred timeframe, and 94% believe they could sell for a profit.

Homeowners tend to believe that their home, in their neighborhood, could still sell well, even when they view the broader market skeptically. Many would-be sellers may be unsure because the headlines feel risky. That’s an opportunity for education.

Takeaway: Try pitching Zillow Preview as a way to test the waters. They get real buyer signals — views, saves, shares, tour requests — before days-on-market start counting. You can help them tweak pricing and marketing with data instead of guesswork.