The Biggest Change I have Seen in 15 Years of Selling Real Estate

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I’ve been selling real estate in the LA area for fifteen years, and during that time I’ve seen dramatic swings in market demand, countless revisions to purchase contracts, and major procedural shifts—most recently around how agent commissions are disclosed. Technology alone has completely transformed the day-to-day business of real estate. When I started, electronic signatures were barely a thing, and most clients signed every document in person with me. But I think the most significant change I’ve experienced is a shift in buyer mindset—specifically, how buyers approach the search for and purchase of a home.

Today’s first-time buyers grew up online. They’re immersed in constant streams of information: videos, 3D walkthroughs, street views, social media stories, and advice from countless “experts” offering opinions on pricing, timing, and market trends. These tools didn’t exist when I began my career.  Buyers are now more informed than ever, but all that accessible information can lead to second guessing. Many buyers feel overwhelmed by competing perspectives, and because of that they struggle to make decisions with confidence.

Agents often joke that we’re part Realtor, part therapist—and that feels especially true today. With anxiety levels rising, buyers need more reassurance throughout every stage of the process. Ultimately, understanding buyer perception is key to a successful transaction on both sides. Homes in niche neighborhoods like La Canada Flintridge often hold decades of memories, and translating that value to today’s buyers takes both care and perspective. Sellers must think more like advertisers, tailoring their marketing to the specific mindset of today’s buyers, while buyers benefit most from guided confidence—focusing on their own goals rather than an idealized version of the home-buying experience.  

Kari Carson

DRE #01903828

(818) 424-5537

kari@karicarson.com

Neighborhoods Served: La Canada Flintridge, La Crescenta, Montrose, Glendale, Pasadena, Eagle Rock, Highland Park, Greater LA area

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