As we move deeper into the 2025 season, the Cape Cod market is revealing a clear set of buyer preferences—some familiar, others evolving in new and noteworthy ways. At the Guthrie Schofield Group, we’re on the ground every day—hosting showings, fielding offers, walking job sites—and the patterns are unmistakable. Below is a curated look at what today’s buyers are prioritizing, what’s resonating, and where we believe the market is headed based on direct, real-time experience across the Lower and Outer Cape.
Turnkey is King
Across price points, buyers are overwhelmingly leaning toward properties that are move-in ready.
“We’re seeing a significant aversion to anything that feels like a project,” says Alfred Schofield. “Construction costs are still elevated, contractor timelines are extended, and the permitting environment in towns like Chatham, Orleans, and Wellfleet remains complex. Buyers are fatigued by uncertainty—they want ease.”
Homes that are well-finished, staged, and ready for summer occupancy are attracting stronger offers and shorter days on market.
Custom Character Over Cookie-Cutter
Buyers are no longer wowed by standard new builds with “builder-grade” finishes. Instead, they’re drawn to homes with thoughtful detail—bespoke millwork, architectural texture, and even hidden or multifunctional spaces.
“What’s selling today are the homes with those surprise-and-delight elements,” says Tony Guthrie. “Whether it’s a concealed storage space, built-in wine wall, or finished studio over the garage—it’s the touches that make a home feel one-of-a-kind.”
And while imagination used to be part of the buyer’s job, increasingly they expect the seller to do the visualizing for them.
“Many buyers just don’t have the vision,” adds Wesley Krell. “If you can set the stage for how a room could function—or how a property could evolve—it really helps push them from interest to intent.”
Location, Lifestyle, and Walkability
While space remains important, we’re seeing a return to walkability and lifestyle access as major buying triggers—especially among second-home and younger buyers.
“Homes that are walkable to Main Street, the harbor, or a local coffee shop are flying,” notes Chris Lubin. “There’s a desire to be part of something—whether that’s a neighborhood, a club, or a community.”
Conversely, homes in more isolated or overdeveloped pockets, regardless of size or updates, are taking longer to transact unless priced aggressively.
Multi-Generational Living and Functional Density
Buyers continue to prioritize flexibility in layout. In-law suites, finished lower levels, and bonus rooms over the garage are no longer just nice-to-haves—they’re seen as integral to long-term value.
“We’re working with more buyers than ever who are factoring in extended family or the potential for future generational use,” says Alfred. “Whether it’s aging parents, returning adult children, or grandkids—they want a home that works for all stages of life.”
Outdoor Infrastructure is No Longer Optional
Hardscaping, patios, outdoor kitchens, fire pits—these have always been desirable. But in 2025, they’ve moved to the forefront of buyer wish lists.
“People now understand how costly outdoor work can be,” says Wesley. “If a seller has already invested in landscaping, irrigation, or stonework, that can translate directly into perceived—and real—value.”
Even smaller enhancements like lighting and furniture staging in outdoor areas can tip the scales in a competitive showing.
A Rising Standard for Systems & Septic Transparency
With a tighter lending and regulatory environment, buyers are becoming more educated—and more cautious—especially regarding inspections and septic systems.
“IA systems, nitrogen-sensitive zones, sewer expansion timelines—we’re hearing these terms from buyers more than ever,” says Chris. “They’re reading up and asking pointed questions, which is good for everyone.”
We’ve also seen an uptick in sellers commissioning pre-listing inspections to avoid last-minute surprises—something we strongly recommend in most cases.
Appraisal Gaps and Financing Shifts
On the financing side, we’ve noticed more frequent hiccups at appraisal. Some buyers are losing deals because appraisals are coming in light, especially in upper-tier transactions where comps can be limited.
“There’s no question that lenders are tightening,” Tony notes. “But we’ve also seen buyers pivoting to alternative financing solutions—particularly DSCR loans and asset-based products—to get deals done quickly and competitively.”
Rental income potential is also being factored in more explicitly. Buyers are increasingly asking about seasonal rental value as a way to offset ownership costs—even if they don’t plan to rent year-round.
Market Liquidity: Polarized but Active
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Sub-$1M: Strong velocity, multiple offers, healthy buyer pool
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$1M–$2.5M: Solid activity, especially for homes with differentiating features or premium locations
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$3M+: Buyers are more cautious and value-oriented; deals are still happening, but there’s more price sensitivity
Final Thoughts
“There’s less frenzy than there was post-COVID, but serious buyers are still in the market,” Alfred observes. “They’re just more pragmatic, and they’re being selective. But when they find the right fit—it still moves quickly.”
Looking ahead to the heart of the summer season, we expect transaction volume to increase, particularly as more inventory comes online and early-summer conversations ripen into offers. For sellers, now is an opportune moment to list—especially for properties with strong presentation and desirable attributes. For buyers, this remains a window to secure a Cape property before competition intensifies in July and August.
Whether you're thinking about buying, selling, or simply assessing your property's position in this evolving landscape, our team is here to help.
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For questions or a strategic property assessment, contact:
The Guthrie Schofield Group
www.guthrieschofieldgroup.com
