Inventory Is Finally Climbing — And Smart Agents Are Using It to Spark Referral Conversations

For the first time since 2020, housing inventory across major U.S. markets is climbing in a meaningful way. According to Realtor.com's latest data, active listings in January 2026 were up 24.6 percent year-over-year nationally, with Sun Belt metros like Austin, Phoenix, and Tampa seeing even sharper gains.

If you're a referral-minded agent, this isn't just a market stat. It's a conversation starter — and the agents who are using it well are generating serious deal flow.

Why Inventory Changes Matter for Referrals

When inventory was at rock bottom, most agents had the same problem: nothing to show buyers, and sellers who didn't want to list because they had nowhere to go. That logjam froze referral pipelines too. Why refer a client to an agent in another market if there's nothing available?

Now the equation is shifting. More inventory means more realistic conversations with buyers and sellers — which means more reasons to pick up the phone and reconnect with your network.

"The agents generating the most referrals right now aren't the ones with the best marketing," says veteran broker and referral coach Dana Kirkpatrick. "They're the ones calling their sphere with actual market intelligence. When you can say 'listings in your neighborhood are up 30 percent and days on market are extending,' that's a real conversation — not a sales pitch."

Three Ways to Turn Inventory Data Into Referrals

1. The Neighborhood Update Call

Pull hyper-local data for the neighborhoods where your past clients live. Active listings, median price changes, days on market. Then make 10 calls a week with a simple framework: "I was looking at the numbers for your area and thought you'd want to know what's happening."

This isn't a listing pitch. It's a value-add touchpoint that naturally leads to, "Do you know anyone who's been thinking about making a move? There's actually inventory now."

Top producers report that these data-driven check-ins convert to referrals at nearly three times the rate of generic "just checking in" calls.

2. The Out-of-State Opportunity Alert

Rising inventory in destination markets — Florida, the Carolinas, Tennessee, Arizona — is unlocking a referral pipeline that's been stalled for years. If you have clients or contacts who've mentioned relocating, now is the time to reconnect and offer a warm introduction to a trusted agent in that market.

The play is simple: "Remember when you mentioned wanting to move closer to your grandkids in Charlotte? I just looked at the market there — active listings are up 35 percent from last year. I know a great agent there if you want to explore it."

That's a referral fee waiting to happen.

3. The Market Shift Mastermind

Organize a monthly 30-minute virtual roundtable with five to eight agents in different markets. Share inventory trends, buyer sentiment, and pricing shifts. These sessions naturally generate cross-market referrals because you're staying current on each other's markets in real time.

One agent network in the Midwest reported 14 closed referral transactions in Q4 2025 directly from a monthly market share call that started with just six agents.

The Data That Opens Doors

Here are the numbers worth sharing with your sphere right now:

• **National active listings:** Up 24.6% year-over-year (Realtor.com, January 2026)
• **Median days on market:** 58 days nationally, up from 43 days a year ago
• **New listings:** Up 11.2% in January vs. the same month last year
• **Price reductions:** 18.3% of listings have cut asking price, the highest share since 2019

These aren't scary numbers — they're healthy normalization. And agents who can frame them that way are the ones earning trust, building credibility, and getting referrals.

The Bottom Line

Inventory recovery isn't just a headline for economists. It's the best referral conversation starter agents have had in years. The window is open. Use data to add value, reconnect with your sphere, and make the introductions that turn market shifts into closed deals.

The agents who move now — while others are still waiting for "the right time" — will own the referral pipelines that carry them through the rest of 2026 and beyond.