Brian Icenhower's 2026 real estate sales outlook for realtors explained!
The real estate market doesn’t stay down forever — and right now, all signs are pointing to a major shift. In this 2026 real estate sales outlook, I want to walk you through why sales volume could surge this year and exactly how smart agents should be preparing for it.
This isn’t hype. This is pattern recognition based on decades of cycles, data, and what we’re seeing inside brokerages across the country. I’ve been in the real estate business for decades and I am excited to help you interpret the signs and make wise business decisions that will put you in the right place at the right time for major growth!
VIDEO: The Icenhower 2026 Real Estate Sales Outlook for Agents
Sales Have Been Down — But That’s About to Change
Real estate sales have been depressed for nearly three and a half years. That’s an eternity in this industry. Historically, downturns don’t last forever — they reset the field. Anyone that looks at the data can see that the market is cyclical.
At the same time, housing inventory is finally rising in a healthy way. Builders are building again. Sellers are more confident. Families are moving past the pandemic freeze. The supply problem that began back in 2018 is slowly correcting.
And when supply rises while rates drop? That’s when markets ignite.
The Rate Pressure Nobody Is Talking About
Even with the Federal Reserve signaling modest cuts, political pressure is mounting fast. The White House has openly discussed pushing for aggressive reductions — potentially 1–2 full percentage points. That takes a 6% mortgage rate down to 4% — a massive psychological shift for buyers.
Even more important: the federal government has re-entered quantitative easing, committing $200 billion to buying mortgage-backed securities in order to push mortgage rates down directly.
Whether you love that policy or hate it doesn’t matter. The impact does.
Lower rates + rising inventory + pent-up demand = sales velocity.
Agent Population Has Dropped 26%
Since the COVID peak, the real estate agent population is down roughly 26%. That means fewer competitors chasing the same pool of buyers and sellers.
This is a rare moment in real estate history:
More listings coming online
Fewer agents to compete with
Massive pressure to stimulate housing activity
That’s what I call a perfect storm.
The Spider Rig Effect: Why Most Agents Will Miss It
When markets tighten, most agents circle the wagons. They cut staff. They lay off buyer agents. They “go solo” to protect margins. At ICT, we are always coaching our clients against cutting muscle during these times.
I’ve always given that strategy a B-minus.
The A-players do something different — they build leverage during the downturn so they’re ready when the wave hits.
I like to use this offshore fishing analogy. If you’re dragging one line and you pass a massive school of fish, you catch one. If you’re spider-rigging with eight poles in the water, you clean up.
Right now, too many agents reeled in their lines. We are seeing it across the board with our clients … it is a knee-jerk reaction, and very common, so don’t think you’re the only one who goes into a scarcity mindset. At ICT, we are here to encourage you to resist this urge!
Why Talking About Rate Drops Can Kill Your Sales
Here’s a dangerous mistake: telling clients that rates are going to fall. That kills urgency.
Every time buyers hear “rates are coming down,” they sit on the fence — even while prices keep rising. You end up slowing the very momentum you need.
You don’t sell on speculation. You sell on reality. Prices are rising. Inventory is increasing. Buyers don’t need a future reason — they need a present solution.
You are in charge of the conversation as the expert. Educate your clients and guide them through pointing to the data!
-
Quick View
Industry Update: Fall & Winter 2025/2026 Real Estate Market Slides & Talking Points
ICT Online CourseIndustry Update: Fall & Winter 2025/2026
Real Estate Market Slides & Talking Points
Stay informed and confident with the latest real estate market insights for Fall & Winter 2025/2026.
-
Access the newest market slides, charts, and talking points from Brian Icenhower
-
Learn how to explain market trends to clients with clarity and confidence
-
Get ready-to-use scripts and dialogue for listing appointments and buyer consultations
-
Understand what’s driving shifts in prices, inventory, and sales volume right now
-
Receive downloadable presentation materials and workbooks for your team or brokerage
-
Stay ahead of your market by knowing what’s next for agents and leaders in 2026
Stay Market-Ready
Use expert analysis to interpret the latest data and guide your clients with confidence.
Lead with Insight
Turn Brian Icenhower’s market slides and talking points into powerful listing conversations.
Train Your Team
Equip agents with up-to-date materials, charts, and scripts that make market updates easy to present.
Designed for all learning types
Video Training
In-depth video training walking you through each module of the course, explaining the strategies, tips, and best practices for using Canva for real estate agents.Written Workbook
Detailed and downloadable written workbook that provides you with a bullet point outline, summarized text, action steps, key takeaways, as well as space for taking notes.Instructor Materials
Teach this course at your organization with the help of our downloadable presentation notes, presentation files, and Instructor's Manual.Course curriculum
Enrollment includes 6 months of access to the following course materials
Welcome to Industry Update- VIDEO: Industry Update: Real Estate Market Slides & Talking Points with Brian Icenhower
- Industry Update Talking Points Workbook
- Industry Update Presentation
- Industry Update: Real Estate Market Slides – downloadable
- Industry Update – All Slides as Image Files – downloadable
About this course
- $135.00
- 6 months of access
Industry Update
Click to watch more about this real estate training course
Reviews
"I use ICT systems, Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICT for over five years. ICT has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICT we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.
Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian Icenhower.I created Industry Update to help you educate yourself and your clients on the current real estate market stats.
The point of this course is not to give you a bunch of predictions that either put you at ease or scare you about the real estate market. That’s not the goal. The point is to give you accurate information. To arm you with material with which to educate your client. More importantly, we are providing you with visual information, and the talking points around those visual assets so that you can clearly articulate what is happening in the market to your clients. People who want to buy a home, sell a home, or invest … they have a lot of questions based on what they’re hearing in the world today. Now more than ever they need a real estate professional to sift through all the madness and tell them what is really happening so they can make the best informed decisions with regards to the purchase and sale of real estate now and in the future. It’s super, super important that we use this data in a way that helps us convey a message. We aren’t arguing with our clients. We are simply the conduit of information, and we educate them. Now, more than ever, they will listen to us. Especially when you have these visuals and you can show, not just tell.
Understand today’s market. Lead with tomorrow’s data.
Enroll in the Industry Update: Fall & Winter 2025/2026 course to access the most current real estate market insights, downloadable presentation slides, and coaching resources for agents, team leaders, and broker owners.
Start now and stay ahead of every shift in the market.
Add to CartTalk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
See all courses
-
-
Quick View
1×1 Solo Agent Weekly Coaching Program
This 1×1 Solo Agent Weekly Real Estate Coaching Program designed to help you increase your production and your commission income with strategies and systems for sustainable business growth.
The Confidence Gap
Markets are cyclical. Historically, downturns average about 10 years from peak to peak. We’re already three years into this one.
This is not the time to panic.
This is not the time to cut muscle.
This is the time to restore your growth mindset. Get away from scarcity-based thinking, and get more poles in the water. Be ready!
The goals you had in 2019 didn’t die — they were delayed.
The 2026 Real Estate Sales Outlook
I’m not a hype guy. I’ve been bearish for three years.
But today?
The indicators are lining up.
Rising inventory
Massive political pressure to stimulate housing
Mortgage rate manipulation through MBS purchases
Fewer agents in the field
Pent-up buyer demand
This could very well be the beginning of the next housing expansion cycle.
And the agents who prepared will dominate.
Are you prepared? Hop on a quick (free) call with an ICT coach today, and let’s talk about your next steps.
