GROW WITH LIBERTAS & EXP REALTY
By Tim & Julie Harris
Rates are over seven percent. Nobody's buying. The market is dead.
Tell that to the one in four buyers who paid cash this summer.
While some agents wait for rates to drop, others are selling homes to people who never asked what the rate was. The market isn't dead. A lot of agents are just calling the wrong people.
Key takeaways
About 25% of existing-home sales in June 2026 were all cash, according to NAR. In some metros it's more than half.
Rate-proof buyers usually get their money from home equity, family help, or stocks and other investments.
Many of them are already in your database as past clients sitting on years of equity.
The fastest way to reach them is to offer an updated price analysis, then ask if the number changes their plans.
Networking with CPAs, wealth advisors and estate attorneys, and showing up at charity and arts events, puts you in front of buyers who don't need a mortgage.
Who are rate-proof buyers?
Rate-proof buyers are people who can buy a home without caring much about the mortgage rate, because they're paying cash or putting a large amount down. They're a bigger part of the market than most agents think.
About 25% of June home sales were all cash, according to the National Association of Realtors. In Cleveland and West Palm Beach, Redfin found more than half of buyers paid cash in March 2026.
Repeat buyers are where most of the money is. In NAR's 2025 Profile of Home Buyers and Sellers, 30% of repeat buyers paid all cash, and the rest put down a median of 23%. Their median age is 62.
Where does the money come from?
Home equity
Equity is the quiet fortune sitting in your database. ATTOM reports that 41% of homeowners with a mortgage are equity-rich, meaning they owe less than half of what the home is worth. Those owners are probably your past clients.
The move here is simple. Don't pitch. Offer value.
Script: "It's been a while since we looked at your home's value. Would you like an updated price analysis?" Then, once they see the number: "Does that change anything about your housing plans?"
The bank of Mom and Dad
Family money is a big part of today's market. A March 2026 LendingTree survey found 27% of Gen Z homeowners and 24% of millennials got help from their parents with the down payment. More than half of that help came as a loan or part loan rather than a gift, and 35% of buyers who got help said they couldn't have bought without it. Another 11% of homeowners used an inheritance or trust fund.
Parents who lend money can charge the IRS minimum rate, called the Applicable Federal Rate, instead of what the bank charges. Make sure your buyer's lender and tax advisor are involved early.
Secret: Ask every first-time buyer, "Will anyone in your family be helping with this purchase?" Then meet the parents. They may be your next equity-rich seller.
Stocks and investments
According to NAR, 26% of first-time buyers used stocks, a 401(k) or other investments for their down payment. A Redfin survey found 1 in 5 prospective buyers expect to sell stocks to buy.
Sometimes it happens all at once. When SpaceX went public in June 2026, more than 4,400 current and former employees became millionaires, and about 400 are now worth over $100 million, according to an analysis reported by GV Wire. That same month, NAR reported that sales of $1 million-plus homes were up 18% from a year earlier.
You don't need a SpaceX in your town. Look for local employers that pay in stock, recent acquisitions and business sales.
Secret: Ask, "Is your money available now, or are you waiting on a sale, a lockup or an estate?" That tells you the real timeline.
Crypto
Crypto is still a small source. Only about 1% of buyers used it for a down payment, per NAR. But crypto-backed mortgages launched in 2026 through Better and Coinbase, and the FHFA directed Fannie Mae and Freddie Mac to evaluate crypto as an asset. Know the option exists before a buyer asks.
How do you network with people who don't need a mortgage?
Talk to the people who hear about the money first
CPAs, wealth advisors and estate attorneys know about a windfall long before their client calls an agent. Build those relationships now.
Script: "I work with a lot of clients moving money out of stock or out of a home they've owned for years. Who do you send your clients to when they're ready to buy or sell?"
Don't play tax expert. "I don't know, but I know who does" builds more trust than bluffing.
Play the yes game
Rate-proof buyers show up at charity galas, hospital and school foundation fundraisers, and symphony, museum and theater events. Pick one or two causes you care about and get involved. Join a committee instead of just buying a ticket. People do business with faces they see again and again.
During the holidays, say yes to every invitation: parties, fundraisers, open houses, even the neighbor's cookie exchange. Don't pitch at the party. Be curious, ask about them, and follow up with a handwritten note.
Secret: Committee members get to know the board, and board members are often the rate-proof buyers.
Your action plan
Offer five past clients a day an updated price analysis.
Ask every first-time buyer whether family will be helping.
Take one CPA, wealth advisor or estate attorney to coffee this month.
Say yes to the next event invitation that comes your way.
Frequently asked questions
What percentage of home buyers pay cash?
About 25% of existing-home sales in June 2026 were all cash, according to NAR. Redfin put the share at 28.8% in March 2026, with more than half of buyers paying cash in Cleveland and West Palm Beach.
Where do cash buyers get their money?
Most often from home equity, family help, and stocks or retirement accounts. Repeat buyers selling a home they've owned for years are the largest group.
How can real estate agents find cash buyers?
Start with past clients who bought ten or more years ago and offer them an updated price analysis. Then build referral relationships with CPAs, wealth advisors and estate attorneys, and get involved in local charity and arts organizations.
Can parents lend money for a down payment?
Yes. Family loans are common, but they generally must be disclosed to the mortgage lender and should charge at least the IRS Applicable Federal Rate. Buyers should talk to their lender and a tax professional first.
Hear the full episode
Listen to the full conversation on Real Estate Coaching Radio: https://podcasts.apple.com/us/podcast/how-family-money-is-creating-more-real-estate-deals/id849772346?i=1000792556355
About the authors
Tim and Julie Harris are America's most recognized real estate coaches, bestselling authors, and the voices behind Real Estate Coaching Radio, the nation's #1 daily podcast for real estate professionals. With decades of hands-on experience and a track record of helping thousands of agents achieve breakthrough success, Tim and Julie deliver real-world strategies that actually work. Whether you're looking to scale your business, sharpen your skills, or simply stay ahead of the market, their insights are your competitive edge.
Sources
Ready to stop guessing and start producing?
🎯 Start Premier Coaching (free trial): premiercoaching.com
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— Tim & Julie Harris
Founders of Tim & Julie Harris Real Estate Coaching | Publishers of Harris Real Estate Daily | Hosts of PowerHouseTalk | eXp Realty Sponsors at Libertas
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