The second-home market can be a lucrative niche for Puget Sound area brokers — take it from Dawn Wandasan, vice president of developer land sales for Suncadia, a resort community in Cle Elum and one of the premier second-home markets in Washington. 

Seattle Agent asked Wandasan for the secrets to seizing the opportunity of the luxury resort market ahead of the Accelerate Summit on March 25. Suncadia is also a sponsor of the event, which is held at the InterContinental Bellevue. 

Suncadia has become one of the Northwest’s most recognizable resort communities. What trends are you seeing in second-home buyers today? 

We’re seeing a more intentional and lifestyle-driven buyer than ever before. Today’s home purchasers are less focused on purely seasonal use and more interested in properties that can serve multiple purposes — personal retreat, remote work hub and long-term investment. Flexibility is key. 

There’s also a noticeable increase in buyers prioritizing proximity to major metro areas while still feeling “away from it all.” Easy access from cities like Seattle continues to be a major driver. Additionally, many buyers are thinking generationally; they’re looking for homes that can accommodate extended family and create shared experiences for years to come. 

What should agents understand about working with second-home or resort buyers that’s different from traditional residential transactions? 

Second-home buyers approach decisions very differently from primary homebuyers. While emotion still plays a role, these clients tend to be more analytical and patient. They’re evaluating not just the home itself, but the broader experience — community, amenities, rental potential and long-term value. 

Agents need to be prepared to act more as lifestyle consultants than just transaction facilitators. That means understanding everything from golf memberships and trail systems to rental regulations and seasonal demand patterns. 

The timeline can also be less predictable. These buyers often aren’t under pressure to move, so the process may take longer and involve multiple visits across different seasons. Building trust and maintaining consistent communication becomes especially important. 

For agents who have never worked in the second-home market before, what advice would you give them as they look for new opportunities to grow their business? 

Start by truly understanding the lifestyle you’re selling. Spend time in resort communities, experience the amenities firsthand and learn what makes each destination unique. Buyers in this space expect authenticity. You can’t effectively sell what you haven’t experienced. 

Finally, focus on relationship-building over quick transactions. Second-home buyers often become repeat clients and referral sources, but only if you deliver a high level of service and expertise. 

The countdown is on for the 2026 Accelerate Summit, a one-day event designed to help Seattle real estate professionals strengthen their business, refine their strategy and prepare for the year ahead.  

Suncadia serves as a Platinum Sponsor for the event.