Master the Downsizer Listing Opportunity- Live Workshop

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The real estate market has changed dramatically over the past few years, but one constant remains: success belongs to those who adapt quickly and focus on motivated segments. At The Share Group, we've been analyzing, testing, and refining our lead segments to uncover where the most profitable opportunities lie—and right now, there’s one clear winner: downsizer leads.

In this deep-dive article, we’ll break down everything agents need to know about downsizer leads—who they are, why they’re the most motivated seller segment today, how to reach them, and why this group represents an untapped goldmine in nearly every market across the U.S.

What Are Downsizer Leads?

Downsizers are typically homeowners aged 60+, often empty nesters, who have been in their home for 15+ years and have built up 80% or more equity. Many own their homes outright. These individuals are looking to simplify—whether that means moving closer to family, transitioning into retirement communities, lowering their monthly expenses, or escaping a changing neighborhood.

They’re affluent in both cash and equity, and they’re making decisions based on life stage, not interest rates. Unlike younger demographics, downsizers are less sensitive to mortgage fluctuations and more driven by lifestyle changes and personal comfort.

Why Downsizer Leads Are the Most Profitable Segment in 2025

✅  Built-in Motivation to Move: Aging homeowners often want to relocate due to changing health, family dynamics, or neighborhood transformations.

✅  Affluent and Cash-Ready: Most downsizers own their homes outright or have significant equity. Many are cash buyers for their next property.

✅  Low Competition: Only 40% use agents from their social network. Even better—80% of downsizers list with the first agent they speak to.

✅  Exploding Market Size: As of this year, nearly 9 million qualified downsizer leads exist nationwide, and the trend will only intensify through at least 2030.

✅  Double-Dip Opportunity: Many downsizers will also buy again, creating the potential for dual-sided transactions.

The Psychology Behind Downsizing

Understanding downsizers goes beyond demographics—it requires empathy and insight into their motivations and fears:

Why They Sell:

• To unlock equity for retirement or a simpler life.

• To move closer to kids or grandkids.

• To eliminate stairs or high-maintenance homes.

• To reduce taxes and ongoing costs.

Why They Delay:

• Fear of financial insecurity.

• Emotional attachment to their home.

• Overwhelm about moving or downsizing their belongings.

• Lack of information or trust in the real estate process.

Agents who understand these emotional drivers and provide support—not just sales pitches—will stand out in this market.

How to Prospect Downsizer Leads Successfully

The Share Group provides verified downsizer leads with phone numbers, addresses, and additional demographic insights. Here’s how to turn those contacts into conversations—and closings.

1. Start with a Phone Call

Older homeowners are more receptive to phone calls than online forms or cold emails. A respectful, friendly introduction goes a long way.

Example script:

“Hi, I specialize in helping longtime homeowners like you explore options for retirement or simplifying their lifestyle. Would you be open to a brief conversation about your future plans?”

Follow-up is key—many successful agents report deals closing 3–6 months after initial outreach.

2. Use Direct Mail as a Trust Builder

Downsizers still trust their mailbox. Send a well-designed postcard or letter showing you’re a local expert who understands their stage in life.

3. Track Engagement with Email (as a Third Touchpoint)

While less effective on its own, email works well when used to follow up after a call or mail piece. Include value—such as downsizing tips or home value updates—and use tools like Homebot to monitor engagement.

Massive Market, Minimal Competition

Let’s talk stats:

• 53% of sellers last year were over age 60.

• 44% of all U.S. homeowners are 60+.

• 80% of them won’t interview more than one agent.

• Only 24% of home sales involved first-time buyers—meaning more sales are coming from seasoned sellers like downsizers.

And here’s the best part: The Share Group has already mapped the most downsize-heavy zip codes across the U.S. Want to see where they are in your area? We’ve got the full database ready to go.

Top U.S. Markets for Downsizer Leads

We’ve analyzed thousands of zip codes and found areas where 16–40% of homeowners are potential downsizers. Hot zones include:

• Brooklyn, NY

• Dayton, OH

• Portland, OR

• Jackson, MS

• Suburbs of Kansas City and Philadelphia

No matter where you’re licensed, there’s a strong chance a high-density downsizer market is within reach.

The Share Group’s Downsizer Toolkit

To help agents succeed in this space, we’ve created a Downsizer Toolkit that includes:

• Custom lead lists by zip code.

• Verified contact information.

• Phone, mail, and email scripts.  Check out the Scripts HERE

Take Action: Start Working Downsizer Leads Today

Downsizer leads are not just another segment—they are the most undervalued, under-marketed, and motivated sellers in the country today. And they are waiting for the right agent to make the right call.

FAQs About Downsizer Leads

Q: What qualifies someone as a downsizer?
A: Age 60+, 15+ years in their home, 80% or more equity, and typically no kids in the household.

Q: What’s the best method to contact downsizer leads?
A: Phone calls are most effective, followed by direct mail. Email is useful as a supplemental follow-up.

Q: How soon do downsizers typically list after contact?
A: Many respond within 3–6 months, making follow-up and consistency critical.

Q: Can I target downsizers in specific neighborhoods?
A: Yes. The Share Group provides hyper-local data by zip code so you can target neighborhoods with the highest density of downsizer leads.

Final Thoughts

The downsizer trend isn’t a blip—it’s a multi-decade shift that will drive trillions in real estate activity. With over $35 trillion in wealth held by older Americans, this is the segment agents can’t afford to ignore.

The good news? Most realtors are still chasing expireds and FSBOs. If you’re ready to lead instead of follow, downsizer leads are your competitive edge—and we’re here to help you claim it.