Do luxury home buyers in Brookhaven pay cash more often?

Question & Answer: Do luxury home buyers in Brookhaven pay cash more often? In a word, yes. Because Brookhaven’s high-end homes attract affluent buyers and investors, all-cash offers are more common here than in the general housing market. National data show that nearly half of luxury homes sold in early 2024 were bought in cash, and Atlanta’s share of cash sales is higher than the U.S. average. However, financing remains a strategic tool for many buyers, so sellers should evaluate each offer carefully.

Understanding cash purchases in the luxury market

“Cash offer” means a buyer is not taking out a mortgage; instead, they provide proof of funds and wire the full purchase price at closing. Cash purchases typically close faster, avoid appraisal contingencies and are viewed by sellers as less risky. In Brookhaven’s luxury market-homes priced in the top 5 percent of the metro area-buyers often have the means to bypass financing or use creative strategies such as bridge loans or portfolio lending to streamline the process.

National trends: cash dominates the extremes

Nationwide, the percentage of home purchases made with cash declined slightly to 32.6 percent in 2024 but remains elevated compared with pre‑pandemic norms. Investors and affluent buyers, who faced sharply higher mortgage rates, fuel this trend. Redfin’s analysis of U.S. county records shows that Florida metros top the list for cash purchases, while tech hubs like San Jose and Seattle have the lowest shares. Atlanta’s share of all‑cash purchases was about 36.6 percent in 2024, above the national average. The share of cash deals surged as high as 52 percent in late 2021 before dipping to 36 percent in 2024.

Luxury properties skew even more toward cash. Redfin reported that nearly half-46.8 percent-of U.S. luxury homes sold in the three months ending February 29 2024, were purchased entirely with cash. That figure represents the highest share of all‑cash luxury sales in at least a decade and is up from 44.1 percent a year earlier. HousingWire notes that the same data show high‑end buyers remain relatively immune to mortgage‑rate fluctuations; their ability to pay cash fuels price growth in the luxury segment. A National Mortgage Professional analysis further reveals a U‑shaped pattern: roughly two‑thirds of homes under $100,000 and more than 40 percent of homes over $1 million were purchased with cash in the first half of 2025, and for homes priced above $2 million, the cash share exceeded 50 percent.

Local context: cash buyers in Atlanta and Brookhaven

Metro Atlanta, including Buckhead, Brookhaven, Sandy Springs, Dunwoody and Decatur, has experienced a significant rise in cash buyers. In 2024, about 36 percent of Atlanta‑area home purchases were paid for in cash-higher than the national average. Axios reports that cash deals accounted for 36.4 percent of home purchases in the Atlanta metro area last year, compared with 29.2 percent nationally. The share of all‑cash buyers spiked to over 52 percent in late 2021 and remains elevated, due in part to institutional investors snapping up properties to convert into rentals. Individual buyers also contribute: 31 percent of repeat homebuyers nationally paid cash after selling their previous home.

Brookhaven’s luxury market reflects these trends. Local data from Heather Cummings’ Brookhaven market forecast shows robust demand and limited inventory, with home values projected to grow 4–7 percent annually. Many affluent buyers relocating from California, New York and other high‑cost regions bring significant equity-sometimes millions-to their Atlanta purchases. They often choose to pay cash or make large down payments to win bidding wars, especially for renovated homes in neighborhoods like Historic Brookhaven, Ashford Park, Drew Valley and Brookhaven Village. The result is a competitive environment where sellers regularly receive multiple offers, including cash offers that waive appraisal contingencies.

Luxury buyers also play a key role in Buckhead and Sandy Springs. According to the Sage & Grace analysis, Brookhaven’s median sale price is around $670,000 with approximately 57 days on market, while the 30319 ZIP code (encompassing Brookhaven) has a median home price of about $745,000. With limited supply (about 4.7 months of inventory during the summer of 2025) and high demand, cash offers provide a competitive edge. In upper‑tier transactions-often over $1.5 million-cash is even more common as buyers seek to avoid high mortgage rates and streamline closings.

Why do luxury buyers pay cash?

1. High mortgage rates and uncertainty: Mortgage rates climbed from around 2.7 percent in 2020 to over 7 percent in 2024, making borrowing more expensive. Affluent buyers choose to pay cash to avoid high interest costs and lock in their purchase without worrying about rate volatility. Lawrence Yun, chief economist at the National Association of REALTORS®, notes that high mortgage rates induce wealthy buyers to pay cash after selling assets.

2. Competitive advantage: Cash offers often win in multiple‑offer scenarios because they remove financing contingencies and reduce the seller’s risk of a deal falling through. In tight inventory markets like Brookhaven, sellers may accept a slightly lower cash offer over a higher financed offer. Redfin economist Daryl Fairweather observes that wealthier buyers who can afford to pay cash are more likely than lower‑income buyers to be active in today’s expensive housing market.

3. Liquidity from prior homes or investments: Many luxury buyers are move‑up buyers or relocators who sell a high‑value property elsewhere and deploy their equity to purchase their Brookhaven home. They may also liquidate stocks or draw from savings to avoid financing. The Coldwell Banker 2025 Mid‑Year report found that more than half of surveyed luxury specialists saw an uptick in buyers purchasing homes with cash. About 34.1 percent noted a slight increase, 16.6 percent a significant rise, and only 3.9 percent saw a decrease.

4. Investment hedge and flexibility: Real estate remains a hedge against inflation and market volatility. Wealthy buyers often view property as a stable store of value. Coldwell Banker’s report notes that affluent buyers are prioritizing aspects of the home that create value rather than purely aesthetic indulgence. Paying cash allows them to secure property quickly and choose refinancing later if rates improve.

5. Regulatory and tax considerations: Some international buyers face difficulty obtaining U.S. mortgages. Others prefer to maintain privacy by avoiding lender documentation. For domestic buyers, using cash can expedite closings to meet 1031 exchange deadlines or other investment timing needs. Always consult a financial or tax professional before making major real estate decisions.

When financing still makes sense

Despite the prevalence of cash purchases, many Brookhaven luxury buyers choose to finance their homes. Financing allows buyers to leverage historically attractive mortgage tax deductions, preserve liquidity for other investments, and benefit from potential appreciation. For example, some buyers place 50 percent down and finance the rest at rates below their portfolio’s return, freeing capital for business ventures or diversification. Others use mortgage financing to maintain significant cash reserves for contingency or wealth management strategies.

Brookhaven’s luxury market includes numerous physicians, tech executives and entrepreneurs who appreciate liquidity and may not want to tie up capital in real estate. These buyers may still present competitive offers with large down payments, shortened financing contingencies, or pre‑approval letters from reputable lenders. Working with an experienced agent ensures your financed offer is structured to compete effectively with cash.

Evaluating cash offers versus financed offers

As a seller, receiving a cash offer is attractive, but not all cash offers are created equal. Here are factors to consider:

• Proof of funds: Require documentation of liquid assets or a letter from a financial institution showing the buyer’s capability to purchase.
• Terms and contingencies: Cash buyers sometimes request significant due diligence periods or inspection credits. Compare contingencies, closing dates and other terms across offers.
• Price versus convenience: A slightly lower cash offer may still net more if it closes quickly and eliminates carrying costs. But a well‑qualified financed buyer willing to pay a premium could be worth the wait.
• Appraisal and lender requirements: Financed deals require appraisals and underwriting. If the appraised value is lower than the contract price, the buyer must bridge the gap. Cash buyers avoid this risk.
• Backup offers: Even with a cash offer, maintain backup offers in case the buyer backs out. Have your agent negotiate strong earnest money deposits and clear timelines.

Expert guidance: Judy Jernigan and the Sage & Grace advantage

Navigating cash and financed offers requires local expertise and negotiation skill. Judy Jernigan, team lead of Sage & Grace Realty Group and founding partner of The Agency Atlanta, brings a rare blend of experience to this process. Her 20‑year corporate background in media and digital marketing translates into broadcast‑quality marketing for your home. Growing up in her family’s antique shop taught her the art of negotiation-seeing hidden value and advocating for clients. Judy’s parents were teachers, instilling in her the importance of education. She embraces an educator’s approach, ensuring you understand each step and can make informed decisions.

One client wrote in a Google review, “Judy’s negotiation skills helped us navigate multiple offers with confidence. She worked tirelessly to secure the best terms and kept us informed the entire time.” This testimonial reflects the Sage & Grace team’s commitment to acting as trusted advisors. They also tap into an extensive network of buyers-both local and out-of-state-to attract competitive offers, whether cash or financed.

Brookhaven market nuances: micro‑neighborhoods matter

Brookhaven is a mosaic of micro‑neighborhoods, each with its own price band and buyer profile. Historic Brookhaven features stately homes on large lots; Ashford Park and Drew Valley offer renovated cottages and new construction; Brookhaven Village boasts walkability to Dresden Drive’s restaurants. The Sage & Grace blog explains that micro‑neighborhood comps and momentum are key drivers of value. Understanding the prevailing financing mix in your price segment is critical. In some submarkets, nearly every home over $2 million sells for cash; in others, buyers rely on jumbo loans or portfolio financing.

Luxury buyers also prioritise turnkey kitchens and primary suites, outdoor rooms with level yards, EV‑ready parking, work‑from‑home solutions, energy upgrades and walkability to Brookhaven Village. Homes offering these features attract broader interest and may spark competition from both cash and financed buyers. If your home lacks certain features, your agent may advise targeted improvements to increase appeal before listing.

How sellers can prepare for cash buyers

To maximise results when listing your Brookhaven luxury home:

1. Stage and showcase: Present a lifestyle that resonates with both cash and financed buyers. Professional staging and high‑quality photography highlight your home’s best features and support a premium price.
2. Price strategically: Review comparable sales with your agent and account for the share of cash versus financed buyers in your micro‑market. Pricing slightly under key thresholds can widen the buyer pool and encourage multiple offers.
3. Verify financials: Require proof of funds for cash offers and strong pre‑approval letters for financed offers. This ensures only serious buyers enter negotiations.
4. Negotiate favourable terms: Work with your agent to secure strong earnest money deposits, reasonable due diligence timelines and limited contingencies. Cash buyers should provide flexibility to accommodate your move and provide adequate non‑refundable deposits.
5. Plan your next step: If you will be a move‑up buyer yourself, consult a financial advisor about whether to pay cash or finance your next home. Consider bridging loans, home equity lines of credit or leaseback options to avoid double moves.

Ready to strategise your sale?

If you’re thinking of selling your luxury home in Brookhaven, Buckhead, Sandy Springs or North Atlanta, understanding the dynamics of cash buyers is essential. Schedule a private consultation with Judy Jernigan at https://calendly.com/judyjernigan to discuss your goals and explore a strategy tailored to your property. You can also listen to Judy’s How to Sell Your Atlanta Home with Sage & Grace podcast for insights on negotiating offers, marketing luxury homes and navigating changing markets. For further reading, explore related blogs on upgrades that boost resale value and the impact of rising mortgage rates on Brookhaven sales. To learn more about specific communities, visit the neighborhood pages for Brookhaven, Buckhead and Dunwoody. And don’t forget to follow Sage & Grace Realty on social media for market updates and behind‑the‑scenes stories.