Breaking Point for Real Estate: Humans Over Houses in a Shifting Market
Charis Moreno, Chief Revenue Officer at NextHome, is making a pointed case for a people-first approach as mortgage rates hover near 7% and affordability remains a hurdle for U.S. buyers. In a market where headlines scream about price volatility, Moreno argues the real leverage comes from relationships, trust, and clear guidance—captured in the mantra you might call the industry’s new North Star: humans over houses.
Market snapshot
- Mortgage rates: The 30-year fixed average sits around 6.9% in the latest Freddie Mac weekly survey, signaling a hold pattern after a rapid rise last quarter.
- Prices: National home prices are up roughly 3.2% year over year, a modest gain that reflects cautious buyer activity amid higher financing costs.
- Inventory and demand: Total housing inventory has risen about 1.8% year over year, while the typical property spends an average of 26 days on the market.
- Sales: Existing-home sales declined by about 2.2% in April, underscoring affordability constraints despite steady demand in many metros.
Moreno’s philosophy: Why 'humans over houses' matters
“In markets like we’re facing now, the transaction isn’t what sustains a business—it's the people behind it,” Moreno said. The mantra 'humans over houses' keeps teams focused on outcomes that matter most to families and communities, not just the next commission. She noted that NextHome’s leadership programs emphasize listening, transparency, and long-term relationships over quick wins.
What this means for agents and franchises
- Lead with listening: Conduct patient needs assessments to uncover long-term goals, not just a single price point.
- Educate, don’t oversell: Offer plain-language financing options to help clients navigate a higher-rate environment.
- Balance tech with touch: Use digital tools to save time, but preserve human connections through regular check-ins and tailored guidance.
- Community-first approach: Invest in local market insights and neighborhood data to empower informed decisions for families.
Industry impact and the road ahead
Industry observers say a pivot toward human-centric service could become a differentiator as lenders recalibrate risk and franchises rethink growth in a higher-rate era. If adoption accelerates, the focus on people may stabilize revenue streams for teams and brokerage networks during a market that rewards clarity, empathy, and steady guidance.
Conclusion: The path forward
As condition numbers shift—rates fluctuating, affordability tightening, and policy signals evolving—the call to keep humans over houses at the center of strategy grows louder. Moreno’s stance suggests that the most resilient agents will be those who translate financial complexity into trusted, human-centric guidance for buyers and sellers alike.
Discussion