RIS Media
While overall activity has slowed across North America, median sold prices in the luxury tier remain resilient, rising or holding firm in many major markets.
Our latest luxury market research examining May data takes a closer look at why the luxury real estate market continues to defy simplistic narratives.
While overall activity has slowed across North America, median sold prices in the luxury tier remain resilient, rising in many major markets and holding firm in others. What we’re not seeing is sharp corrections or dramatic surges, and all metrics indicate this is a sector less driven by urgency and more anchored in long-term value and strategic positioning.
For agents and brokers working in the high-end space, understanding the nuances behind the metrics is not just essential, it can set true advisors apart.
May’s market: A strategic slowdown, not a sign of weakness
May’s performance may look underwhelming, especially when compared to historic seasonal norms, but context is key. Rather than panic or pullback, the luxury market appears to be pacing itself. The data tells a story of resilience over retreat:
- Year-over-year, sales in May of single-family luxury homes only declined 2.9%, although attached properties fell by a steeper 11.9%.
- But month-over-month, both segments posted gains—8.7% for single-family homes and 0.6% for condos and townhomes.
- Year-to-date sold prices continue to edge upward: 2.2% for single-family homes and 1.4% for attached properties compared to the same time last year.
These are not the numbers of a sector in distress, they reflect a recalibration. High-net-worth buyers are still active, but more discerning. And many are taking a pause, not due to fear, but due to strategy.
Inventory is growing, but sellers are holding back
For agents, it’s crucial to understand the inventory dynamics shaping your local market. Yes, inventory has risen significantly, but new listings are lagging behind
- In the single-family segment, inventory in May rose 30.3% year-over-year, but new listings climbed only 18.3%.
- Attached properties saw a 23.5% rise in inventory, but just a 4.3% increase in new listings—and even a small decline month-over-month.
This divergence suggests many sellers are hesitant to list unless conditions tilt more strongly in their favor. Some are testing aspirational pricing; others are delaying altogether. In short, we’re not looking at a flood of motivated sellers. Instead, this is a market defined by optionality and patience.
Understanding today’s affluent buyer and seller
As a real estate professional, one of your most valuable assets is your ability to interpret the mindset of high-net-worth clients. And right now, that mindset is cautious, but not reactive.
April’s financial market volatility shook confidence, even among those with significant cash reserves. The affluent may not rely on financing, but they remain highly sensitive to macroeconomic shifts, currency fluctuations, and geopolitical uncertainty. Many are simply choosing to wait, especially as they weigh real estate against higher-risk, higher-reward investments like venture capital, digital assets, or private equity.
But unlike those investments, luxury real estate offers more than ROI. It provides stability, utility, and identity. Your clients know this—and it’s a core part of why real estate remains a key part, as well as strategy, within their portfolios.
Why luxury still wins in the long run
From a financial standpoint, luxury homes may not deliver the rapid gains of a tech stock or a pre-IPO fund. But they provide unmatched lifestyle value and long-term security.
A trophy residence or high-end retreat offers more than a place to live—it delivers sanctuary, status, and permanence. In times of uncertainty, these intangible benefits become even more important. Luxury real estate is also increasingly being leveraged as:
- A hedge against inflation
- A vehicle for currency diversification
- A path to global mobility through residency or citizenship programs
These are compelling reasons for clients to stay engaged with the market, even if they’re not rushing to transact.
Looking ahead: A market in waiting, not in decline
The luxury market is sending a clear signal: this is not a retreat—it’s a strategic pause. In the meantime, don’t mistake slower activity for a weakening market. Inventory remains tight. Demand for quality, well-located properties is steady. And the motivations that drive affluent buyers—privacy, lifestyle, legacy—are firmly intact.
Your role as an advisor is more important than ever. Understanding the psychology behind today’s market, not just the metrics, will allow you to guide clients with clarity and confidence. The deals may take longer. The decisions may come slower. But the opportunities are still very much there for those who stay informed and ready.