When mortgage rates are high, home prices are still climbing, and the Fed isn’t budging on cuts, most buyers press pause. But Barbara Corcoran—the real estate icon who turned $1,000 into a multi-million dollar empire—says that’s exactly when to pounce.
In a recent interview with Realtor.com®, Corcoran made one thing clear: uncertainty creates opportunity. While other buyers hesitate, she moves fast. And she thinks more people should do the same.
“When things are uncertain, buyers hesitate before committing to a new home—they might be worried about the stock market, politics, or interest rates, but when they worry, they hesitate to move. That makes uncertain markets the best time to buy!”
Byron Lazine broke down Corcoran’s statements from the interview on Monday’s Hot Sheet:
According to Corcoran, these are the three signs it’s time to stop sitting on the sidelines and make your move.
1. When You Can Buy Below Market Value
Everybody loves a deal. But in real estate, the best deals often hide in plain sight, especially during volatile times. If you score a home below market value, you’re already ahead, because that’s where the profit shows up when it’s time to sell.
“Anything bought below market will prove a good investment, and you’ll make money on it when you sell it later.”
Right now, that opportunity is growing. According to Realtor.com’s April 2025 Housing Report:
- The number of homes on the market is up 30.6% year over year—the highest level since the pandemic.
- Pending home sales are down 3.2% from last year, a sign that more homes are sitting longer.
Chief Economist Danielle Hale puts it simply: more inventory means more room to negotiate. With listings piling up, sellers are getting more flexible on pricing—and many are starting to lower their asking price.
2. When Sellers Come Back to the Table
In hot markets, sellers have their pick of offers. But in uncertain markets? Some come crawling back.
“I’m happy to report that sellers who turned me away four months ago are calling me back,” says Corcoran. That shift in tone signals more than desperation—it’s leverage for prepared buyers.
With fewer bidding wars, today’s buyers may find:
- Reconsidered offers from once-dismissive sellers
- More favorable terms—including credits, repairs, or closing cost assistance
- An opening to get creative with financing or contingencies
Corcoran’s advice? Don’t just wait for an invitation. Make the first move. “Shopping for a good deal is easier” when competition fades and sellers start listening.
3. When the Market Feels “Spooky”
This one’s pure instinct. And it’s the playbook Corcoran swears by.
“When the market is uncertain, as it is now, I realize that’s a signal that I should be out there buying property, and that’s exactly what I do.
“In the spooky economic and political market we’re experiencing, there are great deals to be had—you just have to get off your butt and make an offer!”
In her words, hesitation kills deals. And sometimes, “overpaying” isn’t really overpaying if you know what you want.
“I’ve overpaid for almost every piece of property I’ve bought. If I like it, I buy it, and I don’t live to regret it!
“The way I figure it, is if I fall in love with a property and what it has to offer, I assume there are three other people who want to outbid me, so I close the deal and move as fast as I can.”
Byron commented on this to drive home the point that, decade by decade, home values trend upward by a significant margin. Whether you overpay on your home or not, equity growth eventually more than makes up for it.
She overpaid on the purchase and then made a killing on the sale because she doesn’t flip them. I’m sure she’s done some flips, but if she’s living it, if she likes it, she’s buying it to own it. And then, what happens? What happens is what always happens: real estate goes up and to the right
Key Takeaways for Agents
If you’re working with buyers who feel stuck on the sidelines, this is your chance to lead with confidence. The headlines might sound intimidating, but beneath the surface, there’s real opportunity. And your clients need someone who can help them see it—and take advantage.
As Byron pointed out, a buyer can’t be in a position to benefit from another buyer backing out of a deal if they’re not (also) in the deal to begin with.
Buyers who are waiting on the sidelines waiting for more favorable market conditions may not realize that when things do get better, they get better for others, who then enter the market and compete for available homes. That’s where you come in.
So, here are a few ways to turn Barbara Corcoran’s mindset into action:
- Educate your buyers on what a high inventory, low competition market really means—they may be more empowered than they think.
- Encourage action during uncertain times by sharing data (like the 30.6% inventory increase) and real-world examples.
- Leverage stories from trusted voices like Barbara Corcoran to build confidence in your messaging.
- Reframe the conversation around pricing, especially for emotional buyers who might feel they’re “overpaying.” As Corcoran says, “It will look like a good deal as the years go by.”
Because when everyone else is confused or stuck in analysis paralysis, your guidance is what helps clients make bold, smart moves before anyone else picks up the phone.
