THE CHEW Ed. 9 | Canceled Pendings & AI by Generation

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Chew on this... "If you can be clear and clever, be both. If you can only be one, be clear. It doesn't have to be clever. It does have to be clear." - Jay Papasan

1 in 7 Contracts Canceled

A graph showing the rise in percent of all pending listings that have cancelled in July between 2017-2025.

Why Buyers Are Canceling Escrow

1. Picky buyers with many homes available.

2. Buyers must sell their existing home first.

3. Rising costs of homeownership (insurance rates, utilities, etc.).

4. Unemployment (actual or nervousness).

Our Aha: When you see these kind of contract fallouts you must sharpen your conversations around wants, needs, and timing the market. If the house is the one a buyer wants, then letting it go might mean settling for the next 5-10 years.
Just Remember: When someone says they want to withdraw a contract or walk on it, your response should always be the same: "I hear you. What time can we meet to go over this?"

U.S. Metros with Highest Canceled Pendings (July 2025 - Redfin)

1. San Antonio, TX
2. Ft. Lauderdale, FL
3. Jacksonville, FL
4. Atlanta, GA
5. Tampa, FL

A study from Zillow shows that 37% of buyers found their agent online, 31% from referral, and 29% from community.

Here’s what we know: Most buyers are looking online for information about real estate and real estate agents. With AI changing the way we search and read content, you can't afford to slip on your online presence.
Here's what else we know: This study also reports that SOI referrals are up 3% in 2025. SOI is still the most cost effective way to get high quality client referrals and leads, and still the number two way buyers are first finding their agent.

AI at Work: Millennials Lead

A study from PYMNTS shows the percentage of people by generation who would use or say they would use AI to search work vs shopping related activities.

Our Aha: To a significant degree, every age group is using AI and they'll take note if you're not. When everyone has access to the same technology, it's about how you use it that counts.
Here's what surprised us: The "digital native" generation isn’t using AI as much as we thought they would. Millennials (aged 29-44) use generative AI at work more than any other generation. According to this research, 52% of millennials are using AI to get work done compared to just 35% of Gen Z.

Gary's Nightstand

Year of Yes by Shonda Rhimes

Gary's Writing Stand

Handwritten by Gary just for the Masterminds. Download a PDF of Gary's September Letter, "Stories."

Gary Keller's handwritten letter to the Top Producer Masterminds called, "Stories."

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THE CHEW™ is an exclusive Top Producer Mastermind newsletter brought to you by KW's executive team.

Edition 9 | September 2025

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