Author: Rosilee Lawson

Cash sales have consistently represented about 25% of existing-home transactions in the US lately, and I always keep an eye on these numbers for my clients and partners. Cash buyers can act more quickly than those relying on mortgages or waiting for new construction, which means these sales give us a pulse on what’s really happening behind the scenes.

When cash buyers ramp up and prices are climbing, it’s a sign of heated competition—something I’ve seen play out in our own Northern Utah market. If cash purchases rise while the number of sales drops, that often means buyers needing financing are getting squeezed out, possibly due to tighter lender requirements. Conversely, when cash sales dip but home prices stay steady, it may signal that loans are getting easier to secure, giving more everyday buyers a chance to step back in and restoring a bit more balance to the market.

Smaller cash investors often focus on properties like probate homes, those with tax issues, deferred maintenance, or relocation needs—homes that remain sought-after even when conventional sales slow down. For those thinking about single-family investing, it’s worth remembering how much success depends on local taxes, title insurance, reliable renovation crews, and hands-on management. Scaling up is rarely easy, and the most disciplined, locally-focused operators tend to thrive.

Looking ahead, I expect we’ll see more consolidation in investor margins rather than a wave of big roll-ups. For international buyers, teaming up with experienced local partners is likely to be far more rewarding than trying to go it alone. My approach always centers on understanding these nuances so you can move forward with confidence—whether you’re buying, selling, or exploring investment opportunities.

Lately, I’ve noticed a shift in how people are feeling about the economy—something that’s echoed in the latest confidence numbers. In Mid-Q3, Americans actually felt a bit better about their current situation, but when it came to looking ahead—especially regarding income, business prospects, and job stability—confidence slipped to a seven-month low. The present-conditions index jumped about 7 points to 121, but the expectations index dropped by 6 points to 68, dipping below a threshold often linked with recession risk.

Early in the quarter, employers cut 23,000 jobs and unemployment ticked up to around 4%. This wasn’t because new jobs disappeared overnight, but more because some folks stepped back from the workforce altogether. Despite these headwinds, I’ve seen that homebuying expectations barely budged—demand kept rising, even as nearly 61% of people anticipated interest rates would climb even further.

With federal policymakers keeping rates steady and the market signaling little relief anytime soon, it looks like higher borrowing costs could be with us through the end of the year. For buyers and sellers in Northern Utah, this is exactly the type of environment where thoughtful strategy and steady guidance matter. I believe in looking beyond the headlines to help clients make decisions with both confidence and clarity, no matter what the numbers might say.