Realtors® have always paid attention to demographics. Most of it used to focus on two distinct groups. The first was younger buyers who were typically first-time buyers. The next was elders, who now account for almost one-out-of-every four regional residents.

Elders have varied real estate needs. Those who are scaling down are increasing. Others are aging out of the housing market and need to use their home’s equity for new needs. And some are refinancing or readjusting investment properties.  

Fast-forward to today’s housing market.  

The just-released population projections and growing number of demographic reports show some of what we used to think we knew about newcomers and the change they bring with the was wrong – or overstated.  

All the NE TN markets monitored by the Northeast Tennessee Association of Realtors® (NETAR) had an increase in population last year. None of it was a natural increase since local death rates are higher than the birth rates. And while there were the much-talked-about additions from California and New York, most out-of-state newcomers were from right here in Tennessee. Top out-of-state donors are Florida, North Carolina, and Virginia.  

Most newcomers settled in Johnson City and Washington Co. last year while Greene Co. had the region’s highest year-over-year growth rate. Hawkins and Johnson counties also had big year-over-year growth rates. That didn’t account for as many people as those settling in Washington or Sullivan counties, but it was the second straight year of sped-up population gains for some of the smaller counties.  

And despite what many thought, retirees don’t dominate the newcomer ranks. In fact, half or a little more are under 50. The average for Johnson City was 44. That’s good news for the local labor market. 

Some are part of the work-from-anywhere crowd. Others are entrepreneurs who have looked at the area, found a retail or commercial niche that wasn’t being served and move in to seize the opportunity.  

The number of veterans is seeing new vigor. But retired vets are not part of the 65-year-old civilian segment. They’re younger. They’re moving into or creating the next phase of their working life. On average, they are younger, better educated and have a higher household income than locals. 

And then there’s the gender shift and investors. The number of single-women buyers is increasing. The rental market and investing market are a lot more competitive and growing.   

Realtors® are fine-tuning their skills to accommodate these real estate demands. A couple of noteworthy examples include: 

The Seniors Real Estate Specialist® (SRES®) designation is for Realtors® who want to meet the special needs of maturing Americans when selling, buying, relocating, or refinancing residential or investment properties. By earning the SRES® designation, they are prepared to approach mature clients with the best options and information for them to make life-changing decisions. 

The First-Time Buyer Certification (FTBS) courses teach agents how to build trust with today’s First-Time Buyers and make them customers for life. Earning the FTBS Certification sets agents apart and shows to clients that they can offer higher quality service to today’s home purchasers, as well as those trying to come back into the market. Recipients can confidently deliver information on available mortgage programs to help them overcome the financing obstacles they experience and turn their challenges into rewarding opportunities for your business. 

The Military Relocation Professional (MRP) is for real estate professionals who want to work with current and former military members. The certification program educates them on ways to find housing solutions that best suit the needs that take full advantage of the benefits and supports available to veterans. 

The Real Estate Investing (REI) certification focuses on those who want to master the ins and outs of working with investors and those who are establishing themselves as real estate investors.  

These are just a couple examples of how Realtors® strive to stay on the edge of change with new skills that add to their worth and value in a rapidly changing real estate landscape.