Understanding What the “Mass Affluent” in Connecticut Want Post-Pandemic. In this episode, Institute President Diane Hartley and Luxury Market Report expert Deborah Worth dive into the shifting dynamics of the luxury real estate market and uncover the latest insights driving affluent buyers’ decisions. Over the last few months, the definition of luxury has evolved, reflecting not only changing economic factors but also lifestyle priorities. Wealthy individuals are no longer focused solely on square footage or traditional status symbols; instead, they are prioritizing functionality, wellness, and experiences that enhance their quality of life.
Diane and Deborah explore how home offices, private gyms, outdoor living areas, and flexible multi-use spaces have become essential features in high-end properties. The conversation also highlights how today’s affluent buyers are showing stronger preferences for homes that provide privacy, security, and an escape from the fast pace of urban living. Sustainability and energy efficiency are playing a larger role as well, as more buyers are considering long-term value and environmental impact in their purchasing decisions.
Another significant trend covered in this discussion is the rise in popularity of secondary markets. Once considered “hidden gems,” these locations are now highly sought after by affluent buyers seeking more space, lower density, and access to lifestyle amenities without sacrificing luxury standards. Smaller cities, resort-style towns, and suburban enclaves are experiencing a surge in demand as wealthy individuals redefine where and how they want to live.
This episode provides valuable insights for real estate professionals who want to understand the evolving expectations of luxury clients, anticipate future trends, and better position themselves in an increasingly competitive marketplace.
