The Shift in Buyer Expectations Since 2020

How the Market Has Changed and What Sellers Need to Know

Introduction

The real estate market has fundamentally shifted since 2020. The pandemic changed how we think about homes, how we use them, and what we expect from them. In Berwick, Bloomsburg, Danville, Lewisburg, and throughout our region, we see these changes daily.

The 2025 NAR Remodeling Impact Report documents the data. But Mid Penn Realty has watched these changes unfold in real transactions over five years. The shift is real, significant, and permanent.

Let us explore what has changed and what it means for sellers.

2020: The Before Times

In 2020 and early 2021, the market was in transition. Pandemic buyers wanted homes. Any home. They were willing to compromise on condition, location, size. They were worried about missing out.

Homes sold fast. Homes sold above list price. Homes sold with minimal inspection contingencies. Sellers could list a dated home and still receive multiple offers within days.

This market produced a certain kind of seller mentality: Your home will sell regardless of condition. Updates are not necessary. Just list it and wait for offers.

That mentality is dangerous in 2026.

2026: The New Normal

The market has normalized. There is still demand, but there is also inventory. Buyers have choices. They are no longer panicked. They are shopping carefully.

The 2025 NAR data captures this: 46 percent of buyers are less willing to compromise on home condition. This is a fundamental shift. Buyers are more selective. They want condition. They want updates. They will wait for the right home rather than settle.

In Berwick, this shift shows up in price negotiations. Homes with deferred maintenance face larger inspection credits. Homes without updates sit on the market longer.

The 2020 mentality of just listing and waiting is obsolete. The 2026 reality is that condition and updates matter more than ever.

The Home Office Expectation

In 2020, remote work exploded. Homes became offices, gyms, schools, and living spaces simultaneously. Buyers suddenly cared about square footage, natural light, basement conversion potential, and separate spaces.

In 2026, this is still true but normalized. Buyers expect homes to support remote work. They want home office space. They want internet connectivity. They want separation of work and living.

Homes in Bloomsburg, Danville, and Lewisburg that cannot offer reasonable office space are at a disadvantage. Homes with dedicated office areas command premium prices.

This is a permanent shift. It is not going away.

The Functionality Expectation

The NAR report directly addresses this: 28 percent of homeowners chose remodeling because they wanted better functionality. 23 percent chose it for durability. These are not luxury motivations. They are practical, functional motivations.

Buyers in 2026 expect homes to function well. They do not expect to fight with plumbing, deal with electrical quirks, or manage HVAC that does not reliably heat and cool.

This has raised the bar for seller expectations. In Berwick, Bloomsburg, Danville, and Lewisburg, buyers expect homes to work reliably. If they do not, they will ask for credits or move on to the next listing.

The Move In Ready Premium

In 2020, buyers would buy homes needing work. In 2026, buyers do not want work. They want move in ready.

This is perhaps the biggest shift we see in our region. Homes that are ready to occupy immediately command significant premiums. Homes that need work sit on the market and face large discounts.

The move in ready expectation is permanent. Buyers have recalibrated their willingness to compromise on condition. Sellers must respond with updated, functional homes.

What This Means for Sellers in 2026

If you are selling in our market, understand that 2020 rules no longer apply. The shift is real and permanent.

Homes that are updated, functional, and move in ready will sell quickly and command top prices. Homes that are dated or require work will sit on the market and face significant price reductions.

The investment case for pre listing updates is stronger in 2026 than ever before. Updated homes sell faster and for higher prices.

The Bottom Line

The shift in buyer expectations since 2020 is fundamental and permanent. Buyers today are more selective, more willing to wait for the right home, and less willing to compromise on condition. This is backed up by 2025 NAR data and confirmed by our direct observation in our market every single day.

For sellers, the implication is clear: Update your home before listing. Do not expect buyers to wait for you to get around to improvements. Do not expect buyers to overlook deferred maintenance. Expect buyers to be selective and demanding.

The team at Mid Penn Realty has watched this market evolve since 2020. We understand the shift. We know what buyers expect. We can tell you exactly what your home needs to compete in 2026.

Let us talk about positioning your home for 2026 buyers.

Contact Mid Penn Realty for Current Market Insight and 2026 Strategy