National headlines are painting a picture of a cooling housing market: inventory is rising, homes are sitting longer, and price reductions are becoming more common.
According to Realtor.com, the inventory of homes for sale rose 31.5% year-over-year in May — the 19th consecutive month of growth. Homes spent a median of 51 days on the market, six more than last year, and 19.1% of listings reduced their price — the highest share for any May since tracking began in 2016.
Nationally, this suggests that the shift to a buyer’s market has begun.
But here’s the thing: that’s not what we’re seeing here.
Fairfield County’s luxury market tells a very different story.
What Our Market is Telling Us
The story of May is not about how many homes sold — it’s about why they sold, how quickly — and what buyers were willing to pay when they did.
Across Fairfield County’s luxury markets:
- Unit Sales dipped slightly (-5.2%)
- New Listings fell sharply (-18.7%)
And yet:
- Days on Market dropped 15%
- Sales-to-list price ratio rose to 105.7%
- Median sales price jumped nearly 26%
If you’re a seller, the numbers are unambiguous: buyers are paying premiums — and they’re acting quickly.
That doesn’t happen in a fragile market. That happens when the right properties are scarce — and highly sought after.
Buyer Psychology in 2025
Let’s put it simply:
When scarcity meets clarity, speed follows.
Unlike the national market, where oversupply is building, Fairfield County’s supply continues to contract. May saw 51 fewer listings than a year ago.
Buyers who have been circling — often for months — are no longer waiting for the “perfect” home. They’re moving swiftly on the “right enough” one.
And it’s not just the home they’re adjusting on.
We’re seeing a notable shift: buyers who once insisted on a specific town or neighborhood are now widening their scope. In today’s market, flexibility has become a competitive advantage.
Some buyers are expanding their search due to a lack of inventory; others are adjusting expectations when the “ideal” home in their target town proves financially out of reach. A buyer who began their journey exclusively on Westport or Darien may now be serious considering Fairfield, Wilton, or Southport — not as a compromise, but as a strategic pivot.
This isn’t settling. It’s adaptive thinking — and as a buyer, it’s exactly what the market demands of you right now.
For Sellers, that’s great news.
Towns that were once second choices are now first considerations — an expansion of reach. Your buyer pool may be larger than it’s ever been — and more open-minded than ever before. It’s a tailwind for sellers ready to meet the moment.
In Darien, median prices jumped 94%, and days on market were cut in half. In Greenwich, sales-to-list rose while inventory shrank by over 20%. Westport held the line on both pricing and velocity, with homes still selling at 102.9% of asking — despite fewer listings and fewer trades.
Let’s be clear — these numbers are striking.
But they’re not irrational.
Buyers aren’t throwing darts. They’re making fast, confident bets on homes that align with their goals — and they’re willing to stretch when the fit is right.
That’s not desperation. That’s conviction — sharpened by scarcity.
Seller Takeaway: It’s Not About When. It’s About How.
A lot of sellers are still waiting for “the right moment.” But this market isn’t governed by the calendar. It’s governed by strategy.
We’ve said this before, but the month of May reinforced it:
Strategy — not seasonality — drives results.
When a home is thoughtfully prepared, priced correctly, and positioned with clarity — it sells. Quickly. Often above ask.
And here’s the opportunity:
As buyers widen their search due to inventory constraints or pricing in their original target towns, your home may now be on the radar of buyers who weren’t looking in your market last year.
And if your property is positioned properly, it can capture attention well beyond your zip code.
The sellers who succeed in this environment aren’t just listing — they’re executing.
They’re adapting to market conditions and meeting buyers with clarity, timing, and strategic presentation.
Buyer Takeaway: Know When to Sprint
Success in this market doesn’t go to the highest bidder — it goes to the most prepared.
Buyers who are winning homes right now do three things consistently:
- They stay close to the data — because knowing what a home is worth today is what separates action from regret.
- They clarify their “must-haves” — and let go of the rest — speed only works when your criteria are clear.
- They work with advisors, not just agents — because the winning offer isn’t always the highest. It’s the one that gives the seller the cleanest, fastest path to certainty.
We’re seeing homes go under contract in hours, not days.
In this environment, hesitation is the costliest decision of all.
And remember it’s not just about sprinting for the right home — it’s about being flexible enough to recognize it when it shows up outside your original plan.
Buyers expanding their search to new towns or adjusting expectations around timing and finishes aren’t compromising.
They’re adapting. And that adaptability is giving them an edge.
The Big Picture: This Is Not a Normal Market
Let’s not mistake what we’re seeing:
A 26% jump in median sales price alongside a 19% drop in inventory is not a sustainable equilibrium — it’s a signal.
This is not just a “hot spring market.” It’s the result of persistent structural imbalance.
On one side:
- Homeowners locked into sub-4% mortgage rates
- A severe shortage of buildable land
- Limited new construction at the high end
On the other:
- A buyer pool that’s deep, well-capitalized, and growing more flexible
- A regional migration pattern that continues to flow toward Fairfield County
- A market environment where the right homes — priced and presented well — still generate multiple offers and above-ask results
This is not normal. It’s tight. It’s tense. It’s strategic.
Unless something shifts — a meaningful drop in rates, a zoning change, or a wave of new listings — this tension will remain. And when markets stay tight, outcomes don’t favor the passive. They favor the prepared.
Whether you’re buying or selling, success belongs to those with a plan.
Action Steps
For Sellers:
- If your home is ready — list.
- If it’s not — let us guide the preparation so you hit the market at full strength.
- Don’t wait for “more buyers.” They’re already here. What’s missing is inventory — not demand. And you have plenty of demand.
For Buyers:
- Define your walk-away number before you fall in love — and be ready to act when the right home appears.
- Accept that today’s price is not last year’s price — but that doesn’t mean it’s overpriced.
- Focus on value, not discount. In this market, the right home is worth the premium.
When you’re ready, we’re here.
We’ll help you see the big picture clearly — and move forward strategically.
