September Real Estate Roundup: Fresh Season, Fresh Strategy

September has a subtle new energy: the weather is cooler, kids are back in school, routines are returning, and serious buyers and sellers are refocusing on their year-end home goals.

For you and me, this is a great time to reset the conversation. The fall market may not have the frenzy of spring, but it can bring motivated clients, more focused decision-making, and opportunities for us to guide people with strategy, not speculation.

Here’s what to watch as we enter the fall:

Rates Are Still the Conversation

Mortgage rates remain one of the biggest factors shaping buyer confidence. As of early September, Mortgage News Daily’s average 30-year fixed-rate mortgage was around 6.8%. Historically, that’s not bad, but still elevated compared with the ultra-low-rate years many buyers remember.

The key message for clients: don’t build a plan around waiting for the “perfect” rate. Forecasts can change quickly, but Fannie Mae’s August housing forecast shows 30-year fixed rates averaging in the upper-6% range through year’s end.

That doesn’t mean buyers are stuck. It means the financing conversation matters more than ever. A small change in price, seller concessions, loan structure, down payment strategy, or temporary buydown* can make a bigger difference than clients realize. This is where I can help you, making a plan now before buyers fall in love with a home that does not fit their payment comfort.

*Temporary buydowns are available on fixed rate products only. For USDA or any state bond program, income limitations apply.

Fall Buyers Can Be Serious Buyers

Spring gets the spotlight, but fall buyers often mean business. They may have spent the summer watching the market, improving their finances, waiting for more inventory, or deciding whether they are truly ready to move.

Nationally, July existing-home sales were down 1.7% from June, while inventory sat at 1.54 million units with a 4.6-month supply. Median existing-home prices were still up 2.0% year-over-year.

That tells us the market is not frozen, just selective. Buyers are comparing value carefully. Sellers need realistic pricing. Agents who can explain local inventory, days on market, concessions, and payment options will have a real advantage.

September is also a smart time to reconnect with buyers who paused earlier in the year. Their budget may look different now. Their motivation may be stronger. Their options may have changed. A quick financing refresh can help them decide whether to re-enter the market – and of course, I’m here to help.

Back-to-School Changes Buyer Behavior

Once school starts, many families shift from “summer mode” to “decision mode.” Some buyers want to be settled before the holidays. Others may decide to wait until next year unless the right home appears. Either way, September is a good time to clarify urgency.

For families, school districts, commute times, after-school routines, and neighborhood amenities can become even more important this time of year. Agents can help by framing listings around real life: morning traffic, bus routes, homework space, flexible rooms, storage, and proximity to sports, childcare, or family support.

For sellers, back-to-school season also changes showing strategy. Homes need to be easy to access, clean without feeling over-staged, and scheduled around busy family routines. Small conveniences can make a big difference.

Conventional Appraisal Updates Coming November 2

Conventional appraisal reports are getting a major update. Starting November 2, 2026, Fannie Mae and Freddie Mac are introducing Uniform Appraisal Dataset (UAD) 3.6, a more standardized, data-driven way to report appraisal information.

The appraisal forms you know are being replaced by a single Uniform Residential Appraisal Report (URAR). You’ll see a difference in how appraisals are completed, structured, submitted, reviewed, and analyzed. Reports will look different, but the goal is to make appraisal information easier to review, compare, and analyze.

Make a note of these key dates:

• November 2, 2026: UAD 3.6 becomes mandatory, and new UAD 2.6 appraisal submissions will not be accepted.

• May 3, 2027: Existing, successful UAD 2.6 appraisals submitted before November 2 can be revised through this date.

UAD 3.6 may create a learning curve, but strong preparation, clear communication, and early expectations can help keep transactions moving smoothly.

More Fannie/Freddie Updates

Freddie Mac asset depletion income updates: Clients have big assets but not so much traditional income? Retired or self-employed?

Asset depletion loans let them use savings, investments, or other assets to qualify for a mortgage. And Freddie Mac's just made its guidelines more flexible. One big change is a shorter asset depletion period, down from 240 months to 180. This alone can really boost qualifying power.

Fannie Mae and departing rentals: If a buyer is turning their current home into a rental while buying a new home, Fannie Mae previously wanted a signed lease agreement to prove rental income.

Starting November 1, Fannie will instead ask what the home could realistically rent for in the current market. That evidence can come from:

• A 1007 Single-Family Comparable Rent Schedule completed by an appraiser

• A Rental CMA (Comparative Market Analysis) from a real estate agent

• A Zillow or Redfin rental market analysis with at least three comparable rental properties

This is good news for many move-up buyers. They don't have to rush to find a tenant or sign a lease before qualifying for their new home.

For you, it may mean a bigger role in the process. You can provide a rental CMA showing market rent. That can help keep the loan moving without waiting for a tenant to sign a lease.

The September Opportunity

The best September strategy is simple: get specific. Buyers need real payment numbers, not guesses. Sellers need local pricing guidance, not wishful thinking. And I’m here to help your clients understand what is possible before negotiations begin.

If you have buyers wondering whether fall is still a good time to purchase, or sellers asking what today’s rates mean for their next move, let’s talk. I can help review financing options, update pre-approvals, compare payment scenarios, and help your clients move forward with a plan that fits the market we are actually in.

Here’s to a great fall!