Claire Keane
we're not kids anymore.
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Jules of Nature
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PUT YOUR BEARD IN MY MOUTH
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I'd rather be in outer space šø

Origami Around
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One Nice Bug Per Day

Kaledo Art

oozey mess

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@thelonesgroup
š Your next client has already looked you up online. The question is: did your social media win you that opportunityāor quietly lose it? Our latest Zebra Report shows what potential clients see before they call you, and how to fix the red flags that send them to another agent. Read it here ā¬ļø https://www.thelonesgroup.com/customer/vault.asp?vid=49600
Spring is when real estate energy shifts ā and your marketing should, too. Our monthly mailers help agents stand out with thoughtful, professional content that clients actually want to read. Browse member content ā https://go.thelonesgroup.com/mailers Become a member ā https://go.thelonesgroup.com/join
If You Donāt Know Who Your 2026 Buyer Is, Youāre Already Behind
The median age of a first time home buyer has reachedĀ 40 years old, according to NAR's 2025 Profile of Home Buyers and Sellers. That single data point represents one of the most significant demographic shifts we've seen in decades. It tells us that the traditional picture of a young adult stepping into home ownership early in their career is no longer the reality - and if you're still building your business around that assumption, you're already out of alignment with the market you'll be serving in 2026.
Younger adults aren't skipping home ownership; they're arriving much later. Affordability pressures, rising living costs, and delayed household formation have pushed the starting line further down the road. Today,Ā one-in-three adults aged 18ā34 still lives in a parent's home, a historic high that reflects both economic strain and the lack of attainable entry level housing. These aren't temporary conditions - they're structural forces reshaping the buyer pipeline.
THE DELAYED HOUSEHOLD FORMATION ERA
The impact of delayed household formation is already showing up in the numbers. In 2025 alone,Ā 1.82 million Millennial households were never formedĀ due to affordability barriers. That's not just a statisticāit's a missing generation of future buyers, sellers, and move up clients. When household formation stalls, everything downstream slows with it: rental turnover, starter home availability, and the natural progression of buyers through the market. Agents who understand this shift can adjust their messaging and service models to meet buyers where they actually areānot where the industry assumes they should be.
THE NEW FIRST TIME BUYER PROFILE
A 40 year old first time buyer is not the same as a 28 year old first time buyer. They arrive with different financial realities, different expectations, and different life circumstances. Many have stronger incomes but are more cautious. They're research driven, selective, and focused on long term stability. And they're entering the market after years of watching affordability erode. Meanwhile,Ā half of Gen Z reports they can't afford to rent, let alone buy,Ā signaling that the affordability crisis isn't just delaying home ownership - it's reshaping the entire path to independence.
THE SHIFTING MARKET MOMENT
This demographic shift is happening alongside a market where many homeowners are locked into low mortgage rates and reluctant to sell. That means fewer listings, tighter inventory, and a buyer pool that is older, more financially complex, and more intentional about their decisions. It also means that when these buyers do enter the market, they're serious. They've waited. They've saved. They're readyābut they expect clarity, guidance, and a high level of service.
THE OPPORTUNITY FOR AGENTS
This is where your opportunity lies. Older first time buyers need education, strategic planning, and a trusted advisor who can help them navigate a market that has not been built with them in mind. They need someone who understands how affordability pressures have shaped their journey, who can help them evaluate trade offs, and who can speak confidently about long term value. Agents who position themselves as experts in this new buyer landscape will be the ones who win in 2026.
FOCUS ON WHAT YOU CAN CONTROL
The national headlines will continue to talk about affordability, delayed adulthood, and generational dividesābut your clients need you to keep the focus local. Real estate is still a local business, and people still need to buy and sell homes every day. Your job is to understand who today's buyers really are, how they're moving through the market, and how you can help them move forward despite the noise.
AtĀ State of the Market, we broke down this demographic shift in detail - what's driving it, what it means for your business, and where the opportunities are for agents who adapt. If you missed the presentation, now is the moment to catch up. The full breakdown is available, and it isn't optional reading for anyone planning to compete in 2026.Ā Get the intelligence, study the trends, and position yourself ahead of the agents who are still guessing.
GET THE INTELLIGENCE
š Only 2.5% of new homes built in Seattle this 2024 were detached singleāfamily. And thatās only half the story. Seattle is easy to track because of its great housing dashboard ā but the shift is happening everywhere in Washington. New construction trends are changing fast, and itās reshaping how agents need to position their business in 2026. This yearās State of the Market broke down whatās being built, demolished, and more ā plus the opportunities that agents should be paying attention to right now. Missed the event? You can still get the intelligence: š https://thelonesgroup.com/stateofthemarket/
š 80% of U.S. mortgages are under 6% š Over half are under 4% Thatās why the listing market feels locked down ā but your business doesnāt have to be. This yearās State of the Market reveals whatās happening and where the opportunities are for agents ready to pivot. Miss the event? You can still get the insights that protect and grow your business: š https://thelonesgroup.com/stateofthemarket
āADUs & Middle Housing Reportā issue 28: From permits to pricing power š help your buyers and sellers avoid pitfalls and make smart decisions when listing or purchasing ADU properties. https://www.middlehousinghelp.com/newsletters/adus-and-middle-housing-report/posts/List-Or-Assist-Buyer-With-ADU-Property
š Real estate will be different in 2026. Position yourself as the top-of-mind expert with human-written content for your prospective clients from Club Zebra. Members: https://go.thelonesgroup.com/mailers Sign-Up: https://go.thelonesgroup.com/join
āADUs & Middle Housing Reportā issue 27: More affordable ADU building options š Modular, manufactured, tiny, and hybrids - oh my! š https://www.middlehousinghelp.com/newsletters/adus-and-middle-housing-report/posts/ADU-Construction-Types
āADUs & Middle Housing Reportā issue 26: š„š Fires, flooding, and other disasters: Who is on the hook when road access to an ADU becomes unusable? A true story! š https://www.middlehousinghelp.com/newsletters/adus-and-middle-housing-report/posts/Street-Cred-Private-Roads
A Time for Rest
Happy holidays! I am getting into the holiday spirit here in Canada at my sister's home. My sister, I swear, is Santa's little elf. Everything here is decorated and I have never seen more Christmas anywhere. Every window that she has is decorated.
My message to you this week is this: It doesn't matter what you do over the holidays, but it should be something that makes you happy. In real estate we work hard and we all need a break and some time off.
Over the holidays, what we do at The Lones Group is we shut the office down, we take time to be with family, and we eat lots of great food! With my own family I will be cooking Christmas dinner, as always, and we'll sing some carols.
Boxing Day, the day after Christmas, is also a big deal. It gets its name from England: Boxes used for giving gifts to the needy, those who provide services to us. We'll be celebrating that as well and then it's on to New Years. I am so happy to have this time to spend with my family and that my mom is with us for another Christmas this year and doing well.
I hope that you get to be with people that you love and I want you to have a great holiday.
Let's come back in 2026 with some good rested energy. You will need it because 2026 is going to be a year that is very, very busy.
Tell me, I would love to hear what YOU do over the holidays!
By Denise Lones CSP, CMP, M.I.R.M. The founding partner ofĀ The Lones Group, Denise Lones has over three decades of experience in the real estate industry. WithĀ agent/broker coaching,Ā expertise in branding, lead generation,Ā strategic marketing,Ā business analysis,Ā new home project planning, product development and more, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helpedĀ thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.
š¢ Registration now open for the 2026 State of the Market! This year is āliveā, hosted at the Angel of the Winds Casino Resort and is full of amazing real estate and new business opportunities. Tickets at: https://thelonesgroup.com/stateofthemarket.asp
š¢ Registration now open for the 2026 State of the Market! This year is āliveā, hosted at the Angel of the Winds Casino Resort and is full of amazing real estate and new business opportunities. Tickets at: https://thelonesgroup.com/stateofthemarket.asp
āADUs & Middle Housing Reportā issue 25: Buyer strategies will be changing, let's start with location! š Plus, Google Maps commute planning strategies! š https://www.middlehousinghelp.com/newsletters/adus-and-middle-housing-report/posts/Why-Location-Matters-Most-in-Middle-Housing-Searches
When clients start calling about lot splitting, ADU feasibility, and middle housing construction, you need answers NOW š not a scramble to Google search while losing deals to agents who are prepared. Your competitors are getting trained š Are you? https://middlehousinghelp.com
Washington's housing laws are about to turn your market upside-down. š In 2026, ADUs, middle housing, and sweeping zoning changes will unlock thousands of new development opportunities across Washington State. Are you ready? https://middlehousinghelp.com Save 50% on all our middle-housing courses with code BLACKFRIDAY2025 . Don't wait, sale ends December 9!