---
title: Downsizer Listings Are the Next 18-Month Opportunity for ROA Agents
description: Discover why targeting downsizers can be a game-changer for ROA / Real Estate of America agents in 2026. Learn effective strategies to build a predictable pipeline with high conversion rates.
---

[The Share Group Blog ](https://www.theshare.group/blog)

# [Downsizer Listings Are the Next 18-Month Opportunity for ROA Agents](https://www.theshare.group/blog/downsizer-listings-are-the-next-18-month-opportunity-for-roa-agents)

 Written by [TheShareGroup](https://www.theshare.group/blog/author/thesharegroup) | Dec 17, 2025 6:17:43 PM

*Webinar highlights and field-ready tactics from Tim Slevin (CEO, The Share Group) | Recorded December 16, 2025*

Downsizers are one of the cleanest seller segments to target because they are easy to identify, usually equity rich, and often motivated by life changes that create a real “when” (not just “if”) around moving.

In our ROA (Real Estate of America) workshop, Tim Slevin broke down what defines a downsizer, why this segment is set up to drive listings in 2026, and how agents can build a predictable pipeline with a simple, repeatable top-of-funnel process.

 

## What is a “downsizer” and why does it matter now?

A downsizer is typically:

- Age 62+ (often 65+)
- High equity (commonly 80%+ equity or free and clear)
- Long tenure (15+ years in the home)
- Empty nester lifestyle shift (kids are grown and gone)
- A home that no longer fits their life (too large, too much upkeep, stairs, second-floor primary, etc.)

Why this matters right now: the *typical age of home sellers is 64*, the highest ever recorded, according to NAR’s 2025 Profile of Home Buyers and Sellers. [nar.realtor](https://www.nar.realtor/magazine/real-estate-news/nar-2025-profile-of-home-buyers-sellers-reveals-market-extremes)  
That means “older homeowner” is no longer a niche. It is increasingly the center of the seller market.

## The “top-of-funnel” truth agents need to embrace

This is not a same-week listing play. It is farming with intent.

Tim described downsizers as a **top-of-funnel strategy** where your target timeline is:

- **3 to 9 months** from first contact to listing
- With an “evergreen” compounding effect once your follow-up system matures

 The win is that you are not guessing who might sell. You are stacking the odds by focusing on people with a higher likelihood to move as time passes.

## The stat that changes how you prospect

Instead of calling 10,000 random homeowners, demographic prospecting narrows your list to the best 3,000 to 3,500 to call first.

Tim referenced a practical conversion shift:

- Traditional broad prospecting: can feel like **50 conversations to 1 quality lead**
- Demographic prospecting: can compress to **10 conversations to 1 quality lead**

The takeaway: same effort, better targets, more predictable outcomes.

## Why downsizers are more “winnable” than most agents realize

Two key reasons came up in the session:

### 1) Older sellers are less referral-driven than younger buyers

As people age, their “active network” of working professionals often shrinks. That opens the door for agents who show up consistently and professionally.

### 2) Many sellers do not shop agents the way agents assume

Multiple industry summaries of NAR data indicate **around 80% of sellers contact only one agent** before choosing who to work with. [bnar.org](https://www.bnar.org/about/news/nar-profile-of-home-buyers-and-home-sellers/?utm_source=chatgpt.com)  
Whether that number is 80% or 81% in a given year, the strategy is the same:

**Your goal is to become the first serious agent they talk to when the timing flips.**

## What downsizers actually want (and what stops them)

### Common motivations to move

Tim outlined motivations you can build your messaging around:

- Cashing in equity to fund retirement lifestyle
- Lower monthly expenses and lower maintenance
- One-level living (health, mobility, stairs)
- Moving closer to kids and grandkids (jobs pull families away)
- Better healthcare access and lifestyle amenities
- A neighborhood that no longer “fits” (peers moved, community changed)

### The hidden friction: fear and uncertainty

Downsizers often hesitate because:

- They are emotionally attached to a paid-off home
- They fear trading “repairs when needed” for a fixed monthly cost
- They worry about running out of money (even if financially secure)
- They fear change until a life event forces urgency

Your follow-up system exists to patiently bridge that gap until the moment they say, “Okay, it’s time.”

## Outreach that works best for downsizers

### 1) Telephone prospecting (best channel)

Why it works:

- They still answer phones more than most segments
- They respond to politeness, patience, and respect
- A real conversation beats a digital click for trust-building

A strong tactic Tim shared:

- Call to introduce yourself
- Offer something simple and non-pushy like: **“I’d be happy to drop off a CMA.”**
- Use that as a reason for a face-to-face handshake (trust accelerator)

### 2) Direct mail (strong support channel)

Why it works:

- Name familiarity increases call and conversion rates
- Works well in higher price point areas where ROI math is easier
- Helps your later calls land better: “Oh yeah, I’ve seen you.”

> Tip from the Q&A: **simulated handwritten** often performs like a high-response hybrid without being impractical at scale.

### 3) Email (least effective for this segment)

Tim’s take: scams and spoofing have reduced trust. For downsizers, personal channels outperform.

## The daily activity target: simple, measurable, predictable

Tim emphasized building a predictable pipeline by setting daily conversation goals, not vague “I’ll prospect more” intentions.

A practical framework mentioned:

- Aim for **5 to 8 quality conversations per day**
- Treat it like a dial-based business plan where inputs create outputs

He also referenced a worksheet approach where you plug in:

- Dials per day
- Contact rate assumptions
- Days per week
- Expected annual outcomes

The point is not the exact math. The point is: **you can engineer consistency**.

## Why right now (late December) is a sneaky advantage

Tim called out the holiday window as a real opportunity:

- Many agents “check out” between Christmas and New Year’s
- Many homeowners are home, less busy, and more available to talk
- Online real estate browsing can spike during that downtime (people thinking ahead)

In other words: **less competition + more access**.

## A simple 30-day plan to start your downsizer pipeline

### Week 1: Define your “downsizer farm”

- Pick 2 to 5 ZIP codes (or neighborhoods) you actually want listings in
- Prioritize long tenure + high equity + age signals

### Week 2: Start conversations (don’t sell)

- Call with a curiosity-based opener
- Offer value (CMA, neighborhood snapshot, “here’s what homes like yours are doing”)
- Tag the contact in your CRM for downsizer follow-up

### Week 3: Layer mail

- Send a simple postcard to the same farm
- Keep it human: your face, your name, one clear message, one clear way to respond

### Week 4: Follow-up rhythm

- Light touch, consistent cadence
- Quarterly check-ins are often enough for this segment, as long as you stay remembered

## ROA agent resources mentioned in the webinar

Tim shared that ROA agents can access:

- A downsizer toolkit (scripts, clips, videos)
- A calls-to-closes calculator
- ZIP code and county-level downsizer counts (stack-ranked)
- One-on-one support to build a custom “recipe” for your market
- Register for a free ROA Lead Store account: [https://shop.theshare.group/sign-up?sf=roa](https://shop.theshare.group/sign-up?sf=roa)
- Request the Downsizer Toolkit: [**Click Here**](mailto:tim@theshare.group?subject=Request%20Downsizer%20Toolkit)
- Schedule a strategy call: [**Click Here**](https://meetings.hubspot.com/tslevin/tims-meeting-link)

## Final takeaway

Downsizers are not a hack. They are a demographic reality.

If the typical seller is now 64 [nar.realtor](https://www.nar.realtor/magazine/real-estate-news/nar-2025-profile-of-home-buyers-sellers-reveals-market-extremes) and first-time buyers are a historically smaller share of the market (21% in NAR’s 2025 profile) [nar.realtor](https://www.nar.realtor/blogs/economists-outlook/top-10-takeaways-from-nars-2025-profile-of-home-buyers-and-sellers), then the agents who build a repeatable system for older, equity-rich homeowners are building a pipeline that can last for years.

This is “relationship warm-up time.” Make the calls, stay consistent, and be the first agent they think of when life changes.

## FAQ

#### How long does it take for downsizer leads to turn into listings?

- Expect **3 to 9 months** on average, with some faster wins when life events accelerate timing.

#### What’s the best first offer to make on the phone?

- A low-pressure value offer like a **CMA drop-off** or a quick “here’s what homes like yours are selling for” conversation.

#### Should I focus on mailers or calling first?

- Calling first is usually stronger for trust. Mail works best as reinforcement and familiarity, especially in higher price points.

#### What’s the biggest mistake agents make with downsizers?

- Pushing for an immediate listing instead of building trust and staying in follow-up long enough for timing to mature.

 

[View full post](https://www.theshare.group/blog/downsizer-listings-are-the-next-18-month-opportunity-for-roa-agents)

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