For most people, buying a home is not only the largest financial investment they’ll ever make, but also the most emotional one. Within the four walls of a home, families raise children, face life’s challenges, and create their most meaningful memories. Because of this, home buying is often a feeling-driven decision; what feels right, what feels like “home.”
The challenge is that when it comes to the housing market, feelings don’t always tell the full truth. We’ve all heard the national headlines this year: the market is down, sales are slow, buyers are waiting on the sidelines. And in many areas, especially under the $500k price point, that narrative is accurate. Higher interest rates directly impact debt-to-income ratios, monthly payments, and affordability. Most buyers under $500k are financing their homes rather than paying cash. Regardless of price point, if you are not paying cash then you are not “buying a house” you’re “buying a monthly payment.” When rates rise, those payments become harder to qualify for, leaving middle America squeezed.
But here’s the thing: just because something is true for one market doesn’t mean it’s true for all. Human psychology tells us that when we hear the same thing often enough, we start to believe it. Our brains even seek out evidence to confirm it. This is called the illusory truth effect. Think of when you hear about a new car and suddenly see it everywhere. Right now, the repeated messaging is that the market is “slow,” and many are starting to believe that as universal truth.
In Charlotte, that’s not the case, especially in the luxury market.
Before I dive into Charlotte-specific numbers, I want to share that in my 20+ years in real estate, I’ve seen markets rise and fall. Not just here in Charlotte, where I’m proud to be a native, but across the U.S. as I’ve lived and held licenses in several states. Markets shift. They always have. The important part is knowing how to read them with both perspective and clarity.
The Charlotte Market by the Numbers
To keep it simple, I want to highlight two key data points that tell a bigger story: days on market and overall closings.
Days on Market:
• 2023: 21 days on average
• 2024: 39 days
• 2025: 47 days
Homes are taking longer to sell, and yes—the market feels slower because buyers are more thoughtful and deliberate. But slower doesn’t mean weaker.
Overall Closings:
• 2021: 59,586 homes closed
• 2022: 50,286 homes closed
• 2023: 41,546 homes closed
• Trailing 12 months: 45,752 homes closed (+9% vs. 2023)
Yes, closings dipped from the highs of 2021, but they are now trending upward and that’s something worth celebrating. While the pace of decisions has doubled, more buyers are actually purchasing than last year. The glass isn’t half empty; it’s half full and getting fuller.
The Luxury Market: A Different Story
When we zoom in on homes over $1M selling in the Charlotte, NC market, the story gets even more compelling.
$1M+ Homes:
• 2023: 2,725 closed
• Trailing 12 months: 3,658 closed (+74%)
$1.3M+ Homes:
• 2023: 1,572 closed
• Trailing 12 months: 2,144 closed (+73%)
$1.5M+ Homes:
• 2023: 1,082 closed
• Trailing 12 months: 1,555 closed (+69%)
Compared to the overall middle market 9% growth in closings, these luxury brackets are booming. Demand is rising, buyers are spending more, and Charlotte continues to position itself as one of the premier luxury markets in the country.
So why does it feel slow? Because decisions are taking longer. Buyers are more thoughtful, homes are on the market longer, and the narrative of a “slow market” is being repeated everywhere. But the data is clear: the Charlotte luxury market is not slowing, it’s growing.
For buyers, now is the time to act. Waiting only means you risk missing out on opportunities in a segment that’s clearly trending upward. For real estate agents, this is a reminder to lead with honesty, integrity, and truth, not just feelings. If we keep repeating “the market is slow,” we do a disservice to the very clients we serve.
Henry Ford once said: “Whether you think you can, or you think you can’t, you’re right.” The same applies here: if you believe the market is bad, it may be for you. But the numbers show otherwise. The Charlotte luxury market is alive, strong, and thriving.
