• To find deals, Dion McNeeley focuses on how many days a property has been on the market.
• The investor targets properties that have been listed for at least three times the average.
• The 'days on market' strategy helped him negotiate a seller down by $100,000.

Real-estate investor Dion McNeeley used to prioritize speed when making an offer.

"The first 10 years of investing, I wanted to be fast. I wanted to get an offer in within a day or two of a property hitting the MLS," the veteran investor told Business Insider, referring to the multiple listing service.

Now, with a 16-unit portfolio that generates enough cash flow to more than cover his lifestyle, McNeeley is less focused on acquiring properties quickly and more concerned with finding the best deal. To do so, he's paying attention to one specific metric: the number of days a property has been on the market.

Generally speaking, the longer a home has been on the market, the more motivated the seller will be. "Long" is relative to the average time a home sits on the market, which varies by location. In some areas, the average could be 10; in others, it could be 30.

McNeeley, who studies his market in Tacoma, Washington by looking at listings daily, knows that the average home sits for six to nine days, at least in December of 2024.

His rule of thumb is to take the average and triple it. That's the number you're looking for when looking at listings. In his case, he rounded up the average to 10 and is looking specifically for homes that have been listed for at least 30 days.

When he comes across a property he likes that meets his days-on-market criteria, he makes an offer that will get him the return he's looking for.

For example, the latest property he purchased — a duplex that needed a lot of work done — had been on the market for over 100 days. It was listed for $500,000, but based on the renovations McNeeley would need to complete, he calculated that the deal would only work if he could buy it for significantly less. BI verified all of his property ownership claims.

"I offered 400,000 because that's the number that made sense for me," McNeeley said. His offer initiated a two-month negotiation. "I never moved from 400. It went from 500 to 477 to 444 to 422. When I got another offer accepted somewhere else, I contacted them to say I was pulling my offer. They said, 'We'll take your 400.'"

If you're going after a home that's been on the market for longer than average, there may be something wrong with it, and it's important to do your due diligence. Or, it could simply be listed poorly.

"Maybe the agent was lazy and took bad pictures or doesn't have it listed correctly," said McNeeley.

In his case, it was a bit of both: The property, which he purchased in July 2023, ended up needing $62,000 worth of renovations, which he was prepared for, and it wasn't what it appeared on the listing. It was listed as a single-family home but was actually a duplex, which he found out by calling the gas and utility companies and asking how many meters there were.

"It had two meters for electric and two meters for gas. Everything about this was duplex, but the picture looked like a house, and the realtor listed it as a house," he said.

Talking to the gas company, he learned that the gas hadn't been paid in months and had been shut off, further indicating that he could be working with a motivated seller.

"That's one of the reasons when I offered 400,000, I didn't raise the number," he said, figuring, "If the seller has to sell, they'll take my number. If they don't have to sell, they'll just leave it listed, or they'll take it down and not sell. So, you're not always guaranteed to get a low offer accepted. Sometimes people don't have to sell — they are just willing to for a higher amount."

• Real estate agent and investor Dana Bull says don't count on rates dropping in 2025.
• Instead, she offers two tips for securing a lower mortgage rate in any environment.
• She advises talking to at least three lenders and considering temporary rate buydowns.

If you're looking to buy a home or invest in real estate in 2025, don't wait for rates to drop before making a move.

"I wouldn't base my whole plan around, 'Well, I keep hearing rates are supposed to drop,'" said investor and agent Dana Bull, noting that current rates are in line with the historical average. "This is kind of where rates sit. So, if they were to drop, that would be great, but I wouldn't be banking on it."

As of December 2024, the average 30-year mortgage rate fell to 6.30% from around 6.56% in November.

That doesn't necessarily mean you'll end up with a rate in the 6-7% range if you're buying property in 2025. Bull, who is financially independent thanks to her personal real estate portfolio and works with buyers in Massachusetts, shared two strategies to lock in a lower-than-average mortgage rate in any environment.

1. Negotiate

"People don't really realize that you can negotiate your rate," said Bull. "I know it's uncomfortable in our culture to feel like you're haggling over a rate, but I think it is really important going into a purchase that you are trying to negotiate the lowest rate possible."

It's especially important in today's environment, she added, as purchase rates are lower than refinance rates: "If I were to go and refinance property right now, I would have a higher rate than somebody who wants to go and buy that same property today. I know everybody just says, 'Buy it, don't worry about it, refinance if rates drop.' But rates need to drop significantly enough for you to be able to go and secure a lower rate as a refi."

Bull recommends talking to three different lenders, including at least one bank and one mortgage lender.

"The banks can be a little bit more nimble," she explained. For a first-time homebuyer, for example, "a bank is going to have access to certain programs versus a mortgage company." That said, "the mortgage companies are often really big, so there are some advantages there."

If you talk to three different lenders, you'll likely get three different rates — and they could vary more than you think, Bull said: "We are seeing so many fluctuations."

If you have a rapport with a lender, you can always give them the chance to match the lowest rate you were offered.

"If they can't, unfortunately, it's a business transaction, so you'll have to make a hard decision," she said. "If somebody comes in with a significantly lower rate and everything else is the same essentially, it does make sense to go with that lower rate, so long as that lender is going to be able to close the deal."

2. Consider a temporary rate buydown

Temporary rate buydowns, which reduce the buyer's interest rate for a limited period, typically between one and three years, have become more popular as rates have increased.

"It's in the form of a buyer credit," explained Bull. "There is a max amount which will depend on several factors, like purchase price and prepaids." As an agent, she works with the lender to determine the exact numbers for each property.

Bull says that she and her clients are turning to buydowns, which are negotiated between buyer and seller, in cases where the properties aren't as competitive, don't have multiple offers, or if they're working with a motivated seller.

"Instead of negotiating something like a closing cost credit or negotiating on price, we might be negotiating something called a '2-1 buydown,'" she explained. This lowers the interest rate for the first two years of a loan. "For instance, the first year, if they were ordinarily going to get an interest rate of 6.5%, we can figure out what amount of money is needed to get them down to 4.5% that first year, and then the second year maybe it steps up to 5.5%. That can shave thousands of dollars off."

This could make sense for a buyer who predicts the first few years of ownership will be cost-heavy, and a lower rate could provide some cushion.

"It's not always something that you can negotiate, and it doesn't always make sense, but there are definitely situations where we're doing it because why not?" said Bull, adding that it's important to consider your priorities before doing so because you can't negotiate everything.

"If you have a seller that's willing to negotiate, then you can decide, 'Should I be negotiating a buydown? Should I be negotiating a credit? Should I be trying to get them to repair stuff at the property?' It's looking at the bigger picture and deciding, as a buyer, what would be most helpful for me at this point?"

• Real-estate agent Dana Bull advises submitting home offers two days before Christmas.
• In general, buyers are distracted during the holidays, so it can be a good time to score a deal.
• Another good window of opportunity is the Fourth of July weekend.

If real-estate investor and agent Dana Bull was looking to expand her portfolio, she'd be putting in offers in late December — specifically, two days before Christmas.

December 23 is her "favorite day of the year to submit an offer," she told Business Insider. "I find that sellers are very interested in getting a deal done going into the holidays or going into this year."

Bull works in real estate in a variety of capacities: She's a licensed agent, does real-estate consulting and coaching, and is a seasoned investor who owns multi-family and single-family homes throughout Massachusetts.

She's learned that if you want to land a good deal on a property, timing matters.

"It's always a good time to be deal hunting during a distracted market," Bull said — and people tend to be distracted over the holidays. "Most people are just in coast mode, but if you're not in coast mode or if you can take yourself out of coast mode, this is such a great time."

Starting a negotiation a few days before Christmas is a good time for several reasons.

"In general, people are in good spirits, and sellers tend to feel a sense of relief if they receive an offer because they usually aren't expecting one," she said. "Christmas Eve puts a deadline to get things wrapped up with the negotiating and creates a sense of urgency."

She says she would avoid submitting an offer on actual holidays — "it's a bit rude and unrealistic to get a response" — but the days following Christmas are fair game. "I almost always submit an offer that week. It's a time of great reflection, and sellers are generally motivated to put a deal together so they can enter the new year with a plan in place."

The holiday window of opportunity is small. A couple of weeks into January, "it's like a light switch comes back on," she said, noting that mid-January is one of her busiest times of the year for consultations. "What I've noticed is this herd mentality where everybody just ebbs and flows at the same time, so if you can be flowing when everybody else is ebbing, this is when you can negotiate."

That said, "You don't want to make a bad purchase just because it's a good time of year," Bull added, but if you can carve out time to look for deals when most other investors aren't, you could be rewarded.

"There are always these pockets, like the Fourth of July is another great time where people have signed off, and I'm almost always working with somebody that weekend to try to scrounge something up."

Seasonal swings aren't a myth, and they can be significant. In her market, for example, "Massachusetts has huge seasonal swings in average pricing by like $100,000."

Regardless of your market, however, in the winter, "prices always come down," Bull explained. "And then they're going to start to climb. Then, in the summer they come back down again and they climb again in the fall. Every year it's the same quarterly trend, so if you are looking to buy a house, right now is one of the best times."

• Buying a home in America today is no walk in the park.
• Buyers have higher mortgage rates and larger down payments.
• Nine charts capture how homebuying has become a larger challenge over the years.

Feel like buying a home is tougher than ever? You're not the only one.

Homebuyers are older than ever, make more money, and are less likely to have young children at home, based on historical data on homebuyers from the National Association of Realtors, or NAR.

These trends have largely resulted from declining housing affordability over the past several decades, Brandi Snowden, NAR's director of member and consumer survey research, told Business Insider.

"We're seeing that affordability is becoming increasingly difficult, with higher incomes needed to enter the market," Snowden said. "Buyers are also facing limited inventory, so they often need to search longer to find the right home."

Here are nine charts that show how the state of US homeownership has changed over the last several decades.

Data from the Census Bureau and the Department of Housing and Urban Development showed the median sales price of new houses in the US surged during the pandemic, reaching a peak of $442,600 in the fourth quarter of 2022.

Rising prices have made it more difficult for Americans, especially first-time homebuyers, to break into homeownership, as real median household income growth hasn't kept up.

"We've seen that first-time homebuyers have needed to be wealthier in order to be successful homebuyers, especially with rising home prices and interest rates," Snowden said.

The average 30-year fixed-rate mortgage has generally been rising this fall.

It was 6.84% as of the week ending November 21. While that's lower than a year ago and below the recent nearly 8% peak in October 2023, it's still a relatively high rate.

A higher rate plus more expensive homes leads to bigger monthly mortgage payments.

"A challenge for first-time homebuyers is higher mortgage rates, especially over the last year," Snowden said. "It could be a factor in their delaying a home purchase."

The typical down payment homebuyers put down has also been generally rising since the Great Recession.

The median down payment was 8% in 2009 and 2010. In 2024, though, it's typical for a homebuyer to make an 18% down payment.

Down payments of this size are not unprecedented: The median hit 20% in 1989 and 18% in 2001.

"We see that a large share of homebuyers, especially first-time buyers, rely on gifts or loans from family and friends," Snowden said. "They may also be tapping into stocks, bonds, or even their 401(k) for their down payment."

Snowden said that homebuyers may opt for a larger down payment that can help offset the mortgage interest rate with a lower monthly payment.

The climb in the median household income for people purchasing a home for the first time suggests Americans typically need to make closer to six figures to become homeowners.

In 1984, the typical household made $22,420 a year — or around $66,000 in 2023 dollars —while the typical first-time buyer made nearly $31,000 — or around $91,000 in 2023 dollars. In 2023, the median household income was around $80,600, and first-time homebuyers made $97,000.

Zillow research published earlier this year said people have to make over $106,000, 80% higher than what was needed in January 2020, "to comfortably afford a home."

Median incomes for homebuyers dipped in 2021 in part due to the kinds of areas people were moving to.

"Lower median income may be a reflection of buyers purchasing in more affordable locations such as small towns," a NAR report said, adding, "and an increased share of senior buyers who may be retired."

The share of first-time homebuyers dropped to just 24% in 2024, down from 32% in 2023 and a record 50% in 2010. This marks the lowest percentage since NAR began tracking the data in 1981.

The pullback in homebuying demand has been largely driven by the ongoing affordability crisis, compounded by a shrinking supply of entry-level homes.

There are fewer of these types of homes — typically smaller and more affordable for first-time buyers — on the market than there used to be, and the ones that are for sale are more expensive.

"We're seeing that the most difficult step for successful homebuyers is finding the right property," Snowden said.

In 2024, the median age of first-time buyers was 38, nine years older than in 1981. Meanwhile, the median age of repeat buyers increased from 36 to 61.

Unlike repeat buyers, who tend to be older and have more wealth or home equity, many would-be first-time buyers — often younger people, like Gen Zers and millennials — lack the financial resources needed to purchase a home.

Snowden said that many people are spending money on expensive rents, student loans, credit card bills, and car loans that they would otherwise set aside for a down payment.

As a result, many are postponing their plans to buy. Others may abandon dreams of homeownership altogether.

The share of homebuyers without children under 18 years old in their homes has widened to 73%, 10 percentage points higher than a decade earlier.

People without the financial demands of raising children tend to enjoy greater financial flexibility. Some can save thousands of dollars each year — which could be directed toward a down payment or other homebuying costs.

Married or cohabitating couples without children are often referred to as DINKS — an acronym for "dual income, no kids." Data from the Federal Reserve's Survey of Consumer Finances shows that DINKs typically have a median net worth exceeding $200,000.

In contrast, many households with children experience financial strain, as parents allocate a significant portion of their income to day care, medical bills, and school tuition — expenses that can make saving enough to buy a home more challenging.

In addition to couples who never had kids, many baby boomers and Gen Xers who had kids are now empty nesters and may be looking to downsize.

Since NAR started collecting data, single women homebuyers have outpaced single men homebuyers, but the gap has grown.

Single women made up 20% of all homebuyers in 2024, while the share of single men purchasing homes dropped to just 8%.

Snowden said single women are often drawn to homeownership for several reasons, including independence, divorce, and the responsibility of raising children.

Snowden said that single female buyers are typically older than their single male counterparts, with the median age for single women at 60 compared to 58 for single men. "These buyers could be recently divorced or purchasing a home for more than just themselves, but also for their children and parents," she said.

Jessica Lautz, NAR deputy chief economist and vice president of research, said in a news release that "current homeowners can more easily make housing trades using built-up housing equity for cash purchases or large down payments on dream homes."

First-time homebuyers, meanwhile, tend to have to go through the process of taking out a mortgage, potentially losing their chance on a housing bid to those who have money ready for their next home.

The share of homebuyers who paid in cash climbed from 7% in 2003 to 26% in 2024. Snowden said this data is based on primary residences only, excluding investor properties.

Have you recently bought a home, or are you thinking of buying one next year? Share with these reporters how your housing search has gone at [email protected] and [email protected].