Tom Ferry and David Childers unpack the headlines, the waiting-for-rates conversation, and how agents can bring clarity to their clients’ next move.

When a client asks, “How’s the market?” they may really be asking, “What does this mean for my next move?”

In TFPE 345, Tom Ferry and David Childers unpack what’s happening in the Fall 2026 housing market and how agents can help buyers and sellers understand their options.

They explore why slower transaction activity doesn’t tell the whole story, how homeowner equity and existing mortgage rates shape the market, and why cash buyers, downsizers, and mortgage-dependent buyers face different decisions.

The conversation also tackles a familiar response: “We’re going to wait.” Tom and David discuss questions that can uncover a client’s motivation and help them weigh affordability, inventory, concessions, and their own plans.

In this episode, you’ll learn:

  • Why David challenges comparisons between this market and 2008.
  • How to approach the waiting-for-rates conversation with useful context.
  • What local inventory, days on market, and pricing can tell your clients.
  • How to become the “memorable educator” your database turns to for guidance.

Tom also shares ideas for consistent market updates, database outreach, and referral conversations that can help agents put that knowledge into action.

Watch the episode for practical ways to bring clarity to your next client conversation.