- 0137 million homeowners have sub-4% mortgages — they're not selling, creating an artificial supply shortage
- 02New listing inventory is down 35% from 2019 levels in most metros — that's the lock-in effect
- 03Affordability index is at its worst since 1985 — a $300K home costs $600/month more than in 2021
- 04Investors filling the gap with rentals: buy-and-hold demand in secondary markets is up 22% YoY
Show Notes
I'm Martin Maxwell, and here's the number that explains why you can't find inventory: 37 million. That's how many homeowners are sitting on mortgages below 4%. They're not moving. They can't afford to. Trading a 3.2% rate for a 7% rate on a new house would add $800 a month to the payment. So they stay put. And that's remaking the housing market.
What the Lock-In Effect Really Means
What happens when 37 million people decide not to sell? Supply collapses. New listing inventory is down 35% from 2019 levels in most metros. Phoenix, Atlanta, Dallas — same story. Sellers who would've traded up or downsized in a normal rate environment are frozen. They've got the golden handcuffs. A 3.5% mortgage on a $400K house is a $1,800 payment. Refinance that same balance at 7%? $2,660. Nobody's volunteering for that.
The result: fewer homes for sale, more competition for what's left. First-time buyers are squeezed. Investors are filling the gap. Redfin's data from Q2 2025 shows new listings down 34% in Seattle, 38% in San Diego, 41% in Boston. It's not a blip. It's structural. Those 37 million people aren't moving until rates drop — or life forces their hand. Divorce, job relocation, death — those are the triggers. Not "I'd like a bigger house." The lock-in effect is sticky. It'll last years.
The Affordability Squeeze
What does the lock-in effect mean for prices? Sellers who do list get multiple offers — there's not enough supply. But buyers are rate-sensitive. A 7% mortgage changes the math. So we've got a standoff: low supply, but also constrained demand from rate shock. Prices have cooled from the 2021 peak in some markets, but they haven't crashed. The floor is sticky because those 37 million people aren't dumping inventory. Zillow's data shows median list prices down 3–5% from the 2022 peak in many metros. Not a crash. A correction. And inventory is still the constraint.
Inventory Crisis and Affordability Math
Let's run the numbers. A $300,000 home at 3% in 2021: principal and interest ran about $1,265 a month. Same $300K at 7% today: $1,996. That's $731 more. The National Association of Realtors affordability index is at its worst since 1985. Wages haven't kept pace. Median household income is up about 15% since 2020. Housing costs are up 50% in that same window. So who's buying? Cash buyers. Investors. People with equity to roll. And renters who can't afford to buy are staying put — which means rental demand stays strong.
What This Means for Rental Demand
Here's the flip side: if people can't buy, they rent. Vacancy rates in most markets are tight — 5.8% nationally as of mid-2025, down from the 6.5% we saw in 2020. Rents have cooled from the 2021–2022 spike, but they're not collapsing. In secondary markets — think Memphis, Indianapolis, Birmingham — cash-flow deals are still out there. Cap rates have compressed in the hottest metros (good luck finding 5% in Austin or Nashville), but you can still find 6–7% in the right neighborhoods. A $150K duplex in Cleveland that grosses $2,200 a month? That's a 7.5% cap rate before expenses. The lock-in effect isn't just a problem for buyers. It's a tailwind for landlords. Renters who would've bought in 2021 are still renting in 2025. They're not going anywhere. That's your tenant base. Stable. Stuck. Paying rent.
Where the Deals Are Now
Buy-and-hold demand in secondary markets is up 22% year over year. Why? Because that's where the numbers work. A $180K duplex in Columbus that rents for $1,400 a side? That's a different conversation than a $600K duplex in Denver. House hacking makes more sense when purchase prices are lower — live in one unit, rent the other, build equity while someone else pays the mortgage. FHA at 3.5% down on a $200K triplex in Kansas City? Your out-of-pocket is $7,000. The tenant in the other two units covers most of the payment. That math doesn't exist in coastal markets anymore. The shockwave has pushed opportunity inland.
The shockwave isn't going away soon. Rates might drift down to 6% or 6.5%, but 37 million people aren't selling tomorrow. Supply stays tight. Rental demand stays strong. Your job: find the markets and deals where the math still works. Run your cap-rate and cash-flow numbers. Ignore the headlines. Find the deals where the rent still covers the debt. They're out there. The 37 million aren't moving — that's your edge.
An increase in property value created directly by the investor through renovations, operational improvements, or rent increases — as opposed to passive market appreciation that happens over time without intervention.
Read definition →Pre-Foreclosure is a deal evaluation concept that describes a specific aspect of how real estate transactions, analysis, or operations work in the context of market research location analysis deals.
Read definition →Wholesaling is acquiring a property under contract and assigning that contract to another buyer for a fee—without taking ownership.
Read definition →Driving for Dollars is a deal evaluation concept that describes a specific aspect of how real estate transactions, analysis, or operations work in the context of first rental property deals.
Read definition →A Realtor is a real estate agent who's a member of the National Association of Realtors (NAR). They adhere to the NAR Code of Ethics. Not all agents are Realtors — it's a membership designation, not a license.
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