Historic low of first-time buyers = new opportunity for savvy stagers

The National Association of REALTORS® (NAR) has just released its 2025 Home Buyers and Sellers Generational Trends Report, revealing a dramatic shift:

First-time home buyers now make up only 21% of the market — the lowest share on record — while the median age of buyers has risen to 40.

For professional stagers, this is not bad news — it’s a signal that the buyer landscape is changing, and those who adapt will win big.

The Buyer Landscape Has Changed — and So Must We

For the past decade, most staging conversations have revolved around Millennials stepping into homeownership for the first time — a narrative that shaped everything from color palettes to furniture scale.

Stagers learned to highlight multifunctional spaces, budget-conscious updates, and urban-inspired décor that resonated with younger, aspirational buyers trying to stretch every dollar. But NAR’s new data makes one thing crystal clear:

That era is over!

The average buyer today isn’t a first-timer full of Pinterest dreams. They’re seasoned homeowners, often selling one property to move up to their next — or downsizing strategically for lifestyle and comfort. They’ve lived through multiple housing cycles, understand ROI, and expect a property to deliver both function and emotional resonance.

For stagers, this isn’t a setback — it’s a turning point.

It means we can finally shift from educating skeptical first-timers to partnering with equity-rich sellers who view staging as a strategic marketing investment, not an optional expense.

The “Move-Up Buyer” Era Has Arrived

With affordability challenges pushing first-time buyers out, today’s active buyers are typically more experienced, equity-strong, and lifestyle-driven. They’ve owned before, they understand property value, and they expect higher presentation standards.

That means staging must feel elevated — refined palettes, layered lighting, and design details that convey comfort, confidence, and quality. No more quick fixes or flimsy, tired accessories. Authenticity and sophistication are the new staging currency – everything serves a purpose to create connection, not clutter (yes, SMH, those bead necklaces need to go).

Emotional Triggers Have Matured

You’re no longer selling a first home dream — you’re marketing a next chapter lifestyle. Staging should reflect what this buyer values today:

• Serenity, balance, and wellness
• Flexible spaces that work for real life
• High-function kitchens and luxurious bathrooms
• Biophilic touches that enhance calm and well-being
• These design and psychological cues aren’t new to us — they’ve been woven into the CSP® Core Certification Program since 2001 and continue to evolve each year through ongoing research in buyer behavior, neuroscience, and design psychology. They are also the foundation of CSP’s Property Wellness™ and Biophilic Staging™ programs, where aesthetics meet science to create spaces that both influence decision-making and nurture emotional connection.

Sellers Will Invest More to Compete

The good news? Experienced sellers understand ROI.

They know presentation directly impacts perceived value — and they’re willing to invest in expert staging plans that prepare their property to shine in photos and in person, the kind of comprehensive approach that speeds up the sale and delivers measurable results. This is your moment to confidently present staging as a strategic marketing investment, not a discretionary expense. Want to know how? Explore the CSP Core training options– (even seasoned pros say our training is a Master Class without having to pay extra).

Agents Need Stagers More Than Ever

With 90% of buyers and sellers using a real estate agent, competition among agents is fierce. The best agents will partner with qualified, data-savvy stagers who help their listings stand out online. That’s why CSP® professionals use data-driven tools — like the Staging ROI Calculator — to show agents and sellers the measurable financial advantage of a professionally staged property.
Your role as a trusted expert — not a decorator — is crucial in helping them capture attention in those first critical seconds of viewing.

Research Corner: What the 2025 NAR Report Reveals

According to NAR’s 2025 Home Buyers and Sellers Generational Trends Report:

• First-time buyers have dropped to just 24%, down from 32% last year — confirming the shift toward seasoned, equity-strong purchasers.
• Boomers and Gen X buyers now dominate the market, representing 66% of all buyers. These groups bring higher median incomes (Gen X at $130,000; Younger Boomers at $100,000) and strong lifestyle expectations.
• Seventy-five percent of homes purchased are detached, single-family properties with a median size of 1,900 sq. ft. — showing that livability and design sophistication matter more than entry-level affordability.
  NOTE: At CSP International™, owner-occupied staging has always been part of the foundation of our Core Certification Program — no separate add-on training required. Our graduates are equipped to handle both vacant and lived-in properties with the same professional process and results-driven methodology.
• Eighty-eight percent of buyers work with an agent, reinforcing the importance of professional staging partnerships to enhance presentation and ROI. That’s why the CSP® Core Certification Program includes a robust marketing collaboration framework — teaching stagers how to build strategic, mutually beneficial relationships with real estate professionals that lead to trust, repeat business and long-term success.

The data supports what CSP® has taught for over two decades — today’s buyers are informed, financially confident, and responsive to properties that communicate comfort, wellness, and value. (Source: National Association of REALTORS®, 2025 Home Buyers and Sellers Generational Trends Report)

The Takeaway

The 2025 market isn’t shrinking — it’s maturing.

Buyers are older, smarter, and more demanding.

If your staging evolves to match that sophistication, you’ll thrive while others play catch-up. In the end, you’re not hired for pretty rooms — you’re hired for results.

Staging that’s rooted in buyer psychology and data-backed strategy consistently delivers faster sales and higher equity retention — and that’s exactly what agents need in today’s market.