New Construction Is Splitting the Buyer Pool in Salisbury and Concord, North Carolina

Written by:

Alejandra Rodriguez

Date:

14 Jul 2026

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For many years, Salisbury and much of the Concord area were known primarily for established neighborhoods, relative affordability, and convenient access to employment centers throughout the greater Charlotte region. Today, those markets are experiencing meaningful change. New residential construction has expanded significantly, national builders are offering financing incentives, and buyers are approaching the market with different priorities than they did just a few years ago. 

According to Jayne Helms, a Real Estate Broker with Wallace Realty who has served buyers and sellers throughout the Salisbury-Concord corridor for more than two decades, today’s market is increasingly defined by the condition of the home rather than simply its location. 

“There are really two different markets right now,” Helms said. “Move-in-ready homes and well-priced new construction continue to attract buyers, while older homes needing major renovations often require much longer marketing times.” 

Population growth throughout the Charlotte metropolitan area continues to expand demand along the Interstate 85 corridor. As affordability has become more challenging closer to Charlotte, communities such as Concord, Kannapolis, and Salisbury have attracted buyers willing to trade a longer commute for greater value. 

Although market conditions vary by neighborhood, price range, and property type, Helms says buyers generally have more negotiating power today than they did during the height of the pandemic housing boom. Sellers are more frequently contributing toward closing costs, inspections have become common again, and negotiated due diligence fees have moderated from the unusually high levels seen several years ago. 

The Dated-Home Problem

One of the most noticeable trends involves older homes located in established, higher-end neighborhoods. Many of these homes have been exceptionally maintained but still feature original kitchens, bathrooms, or floor plans that today’s buyers expect to update. While price reductions can help, Helms says renovation costs often become the larger obstacle. 

“Sometimes lowering the price isn’t enough,” she explained. “Buyers may still be looking at substantial renovation costs after closing, and many simply don’t have the additional cash available to take on both the purchase and a major remodel.” 

As a result, homes requiring significant updates often remain on the market considerably longer than comparable properties that have already been modernized.

New Construction Fills a Gap

National builders have expanded their presence throughout Rowan County and the surrounding area, offering buyers an alternative to older resale homes. In addition to new floor plans and energy-efficient construction, builders have frequently used temporary financing incentives—including mortgage-rate buydowns, closing-cost assistance, and other promotional programs—to help buyers manage monthly housing costs. These programs vary by builder, lender, and time period but have become an important factor for many purchasers. 

Helms says many buyers are also attracted to the predictability of owning a newer home. “For many people, it’s reassuring to know they probably won’t be replacing a roof or HVAC system immediately after moving in,” she said. “That peace of mind has real value.” 

Many of these buyers work in different parts of the Piedmont. Salisbury’s central location allows some households to balance commutes toward Charlotte, Winston-Salem, or Greensboro while benefiting from comparatively affordable housing. 

Commercial Property

On the commercial side, Helms says industrial and warehouse properties continue to experience healthy demand in the region, while office users increasingly seek smaller, more flexible spaces than were common a decade ago. Some older office properties have found new life through residential or mixed-use redevelopment, while others have required creative leasing strategies before attracting long-term occupants. 

She has also observed recurring interest from nonprofit organizations, healthcare providers, and specialized service businesses seeking to repurpose unique commercial buildings that no longer fit traditional retail or office users. 

Where To Look

Investment opportunities continue to exist throughout the corridor, although they have evolved. Helms believes successful renovation projects have become more challenging in portions of Concord and Salisbury where acquisition costs have increased substantially. Investors searching for stronger renovation margins are increasingly looking farther north into Davidson County and communities such as Lexington. 

“I’ve watched growth continue to move north over the years,” Helms said. “Charlotte expanded into Concord, then Kannapolis, then Salisbury. I believe communities farther north will continue receiving more attention.” 

Long-term rental housing remains an area she views positively. While individual neighborhoods differ, Helms says well-maintained rental properties continue to experience steady demand throughout much of the Salisbury market.

What Comes Next

Helms believes mortgage interest rates will continue to influence buyer activity. She notes that even modest declines in rates have historically increased showing activity and contract volume as buyers who had been waiting re-enter the market. At the same time, she cautions against assuming today’s conditions will continue indefinitely. 

“Real estate markets move in cycles,” Helms said. “It’s important for buyers, sellers, and investors to make decisions based on their own financial situation rather than trying to perfectly predict the market.” 

While no one can forecast exactly when interest rates will change, Helms expects the long-term outlook for the Salisbury-Concord corridor to remain positive, supported by continued regional population growth, diversified employment opportunities, and the area’s relative affordability compared with many communities closer to Charlotte. 

About the Expert: Jayne Helms is a Real Estate Broker with Wallace Realty and has served buyers, sellers, investors, and property owners throughout the Salisbury and Concord markets for more than 23 years. Her experience includes residential sales, investment properties, and long-term property management throughout the region. 

This article is based on information provided by the expert source cited above. It is intended for general informational purposes only and does not constitute legal, financial, or real estate advice. Readers should conduct their own research and consult qualified professionals before making any real estate or financial decisions.