The Deferral Mindset in Real Estate: How Waiting Can Cost Buyers and Sellers

The Deferral Mindset: A Growing Trend

In a recent earnings call, Home Depot’s CEO described today’s consumer mood as a “deferral mindset”—the tendency to delay decisions while waiting for a more certain tomorrow.

We see the same thing daily in real estate. Buyers and sellers hesitate, watching headlines about rates, inflation, and politics. But waiting doesn’t remove uncertainty—it simply trades today’s questions for tomorrow’s.

Why Buyers and Sellers Are Hesitating

Here are some of the top reasons people are on pause:

• Hoping for lower mortgage rates

• Uncertainty about inflation and tariffs

• Worries about AI and job security

• Equity markets near record highs

• Rising taxes and insurance costs

• Global conflict and political division

• Sellers waiting for prices to rise again

• Buyers waiting for prices to fall further

Each concern feels valid. Together, they create analysis paralysis.

Story 1: The Seller Who Waited and Lost

One Westlake Village homeowner considered downsizing last year. At the time, inventory was scarce, buyers were aggressive, and prices were strong. We encouraged them to move forward.

Instead, they chose to wait, convinced the market would climb higher. Six months later, interest rates ticked up and listings increased. Buyers had more choice and less urgency. The home eventually sold—for $175,000 less than it would have just months earlier.

At closing, the seller admitted: “I thought waiting would give me more, but it cost me both money and time.”

Story 2: The Buyer Who Delayed and Paid More

A Thousand Oaks buyer found their dream home—perfect layout, great neighborhood, and within budget. But they hesitated, thinking: “If I wait, rates might drop.”

When rates finally dipped, competition surged. That home received 12 offers and sold for $80,000 over asking. The buyer ended up purchasing another property months later—at a higher price, with a higher monthly payment.

Their reflection: “I waited for certainty, but in the end, I paid more.”

The Hidden Cost of Hesitation

The deferral mindset feels safe, but often leads to greater loss:

• If rates fall, it’s usually tied to a weakening economy.

• When rates fall, buyers rush back in—prices rise and inventory shrinks.

• If inflation persists, replacement and construction costs go up.

The market constantly shifts. Waiting rarely delivers the “perfect” opportunity—it usually means missed ones.

The One Luxury You Can’t Buy Back: Time

Homes are more than financial assets—they’re life chapters. Families grow, parents age, and opportunities to enjoy a new season of life can quietly slip away.

The most valuable commodity isn’t money. It’s time.

Final Takeaway

The “deferral mindset” is real, but the “perfect” market doesn’t exist. The best path is not waiting—it’s making a strategic decision with expert guidance.

At Avant ONE Real Estate, we help clients cut through the noise, weigh risks in context, and move with confidence. With over 37 years of experience, $1 billion+ in sales, and a client-first approach, we don’t just do real estate differently—we do it for you.

Life doesn’t wait. Why should you?  We help bring clarity to your decision.