If you’re thinking about touring new homes this spring, there’s a helpful trend to know: foot traffic in many new home communities is quieter than usual. While that might sound concerning at first, it can actually work in a buyer’s favor. With fewer shoppers touring model homes, buyers may find more time to explore communities, ask questions, and potentially negotiate more with builder sales teams.
See also: Why Buyers Feel Priced Out — Even When Home Price Growth Has Slowed
What’s Really Happening With Buyer Traffic?
Each week, NewHomeSource tracks how many shoppers visit new home communities across the country.
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As of early February, year-over-year comparisons show that visits are lower than last year in most major markets. The largest declines were seen in Las Vegas and Suburban Maryland, both down around 22%, with Colorado markets and Phoenix also seeing notable decreases.
At the same time, not every market is following the same pattern. Some areas are stabilizing, and a few regions — including Southern California and Northern Virginia — are seeing slight year-over-year increases in traffic.
Lower foot traffic does not automatically signal weaker demand. The home shopping process has changed significantly in recent years, with more buyers completing research online before ever visiting a community. Many shoppers now browse floor plans, compare pricing, take virtual tours, and communicate with sales teams digitally before scheduling an in-person visit. In addition, some builders now operate primarily by appointment, which naturally reduces casual walk-in traffic. As a result, buyers who do visit communities today tend to be further along in their decision-making process.
Why Fewer Visits Don’t Necessarily Mean Lower Demand
Fewer model home tours don’t necessarily mean there’s a problem with a market or community. Instead, they often reflect a more efficient and digitally driven buying process. Buyers are arriving more informed and more intentional, which can change how traffic numbers look without reducing underlying interest in new homes.
For shoppers, this shift can mean a calmer buying environment compared with the highly competitive conditions seen in recent years.
What This Means for You as a Buyer
If you’re planning to shop for a new home this spring, lower foot traffic may create several advantages. You may encounter fewer competing buyers, builders in slower-traffic markets may be more open to incentives, and you’ll likely have more time to tour homes and evaluate options without feeling rushed. For many buyers, this quieter period could be an ideal time to explore communities before activity increases during the traditional spring selling season.
The insights in this article were taken from Zonda’s more in-depth Weekly Sales and Traffic report.
