First-Timers Are Now Just 21 Percent of the Market

For the first time in decades, first-time buyers have become the minority.
Only a small portion of homes sold today go to people purchasing their very first property.

That number used to hover around 35 to 40 percent.

The question is, what changed and what should agents do about it?

The First-Time Buyer Shift

The shrinking number of first-time buyers isn’t about lack of desire. It’s about affordability, timing, and confidence.

Here are the biggest factors shaping this shift:

1. Rising Home Prices
   The average starter home now costs what mid-tier homes did just a few years ago. Down payments are higher, and mortgage rates have created an extra barrier to entry.
   
   
   

2. Delayed Life Milestones
   Many potential buyers are waiting longer to marry, start families, or settle into one location. They are still renting or investing in flexibility instead of long-term roots.
   
   
   

3. Older First-Time Buyers With Different Motivations
   The average first-time buyer today is in their mid to late 30s. They are financially cautious, digitally savvy, and value-driven. They want more than a house. They want security, lifestyle, and long-term value.
   
   
   

4. Student Debt and Cost of Living
   Younger buyers face higher debt loads and tighter budgets. Many could buy if they wanted to, but fear financial instability after closing.
   
   
   

The result is a smaller pool of first-timers, but with far higher intent when they finally decide to buy.

What This Means For Real Estate Agents

This new market requires a different approach. The old first-time buyer playbook doesn’t work anymore.

Here’s how to stay ahead.

1. Shift Your Targeting

Stop focusing only on 25-year-olds looking for starter condos.
Start creating content and offers for 35 to 45-year-old buyers who have waited longer to make the move.

These buyers are financially stronger but emotionally cautious. They want data, clarity, and reassurance.

Create messaging that sounds like:

• Is now finally the right time to buy?
  
  

• How to buy your first home without draining your savings.
  
  

• The real math behind owning in your city.
  
  
  

2. Focus on Education

Your new first-time buyers are smarter, but they’re also overwhelmed.
They’ve been watching YouTube videos, reading forums, and following housing market debates for years.

Simplify the noise.
Make educational content to your advantage.

Use YouTube videos, reels, and blog posts to explain:

• The cost of waiting versus buying now
  
  

• How mortgage rates actually work
  
  

• The hidden benefits of ownership in your local market
  
  
  

Position yourself as a calm, informed guide in a confusing landscape.

3. Update Your Video Strategy

Content for this audience should feel less hype, more help.

Here are video ideas that perform well:

• Buying Your First Home in Your City: What No One Tells You
  
  

• Three Mistakes First-Time Buyers Make
  
  

• Rent vs Buy: The Real Numbers for Your City
  
  

• Should You Wait for Prices To Drop or Buy Now
  
  
  

Each of these topics builds trust while directly addressing what older first-time buyers are searching for.

Include clear calls to action at the end of each video.
Invite viewers to schedule a consultation or download your first-time buyer checklist.

4. Retarget With Precision

Use YouTube and social retargeting to follow up with people who already watched your first-time buyer content.
These viewers are your warmest leads.

A simple workflow could look like this:

1. Post educational YouTube videos.

2. Run remarketing ads to those viewers with a free guide or webinar.

3. Convert those opt-ins into discovery calls or property tours.
   
   

When your funnel combines education and follow-up, your conversion rate increases without raising your ad spend.

How BrickByBrick Helps Agents Adapt

We work with Realtors who want to future-proof their marketing by adapting to these shifts.

Our system combines data, YouTube strategy, and content optimization to reach motivated buyers, even as demographics change.

Here’s how we help:
• We research your local buyer data and update your keyword strategy.
• We produce optimized videos that attract your new target audience.
• We use analytics to track what topics convert the best.
• We design your call-to-action funnel so your first-time buyer content drives real appointments.

Whether you’re in Toronto, Austin, or Miami, the formula is the same.

 Consistent education builds authority. Authority builds trust. Trust converts.

Content Tags and Keywords To Use

When posting videos or blogs, use a mix of keywords and tags to capture this evolving buyer audience.

Recommended Tags
first time home buyer tips
buying a home in your city
real estate for first time buyers
first time buyer help
real estate investing for beginners

Hashtags For Social Content
#FirstTimeBuyer
#RealEstateEducation
#HomeBuyingJourney
#YourCityRealEstate
#RealtorTips

Ready To Update Your Buyer Strategy?

The market is changing, but opportunity is everywhere.
Agents who adapt their content and targeting to today’s first-time buyers will stay ahead of the curve.

Let BrickByBrick help you create videos, SEO, and content funnels that speak directly to this new generation of buyers.

Book your strategy session today!