Seniors See “Aging in Place” as a Risk – Why Downsizers Could Drive Your 2025 Listings

According to housingwire.com Many older homeowners have long expressed a desire to age in place – to stay in their current homes as they grow old. But surprising new survey results show that a majority of U.S. seniors now view aging in place as a threat to their health and well-being .

This shift in perspective has big implications for real estate agents looking for listings. If seniors are becoming wary of staying in oversized, hard-to-maintain homes, they may be more open to downsizing or moving – creating a prime opportunity for agents who focus on “downsizer” or “empty-nester” leads.

In this article, we’ll explore what the latest data says about seniors’ housing fears and why targeting downsizers could become one of your most productive lead sources in 2025.

Seniors’ Changing Perspective on Aging in Place

Recent surveys show that nearly two-thirds of Americans age 65 and older now see “aging in place” as a potential health or safety risk. Many say that remaining in their current home can lead to isolation, loneliness, or difficulty getting help when needed. About one in four even admit they’ve delayed medical care because they didn’t have support nearby.

These concerns are not limited to lower-income seniors. Even retirees with stable finances are acknowledging that maintaining a large property becomes increasingly difficult with age. Their top worries include home safety, transportation limitations, and declining health.

At the same time, many older homeowners still love their homes and ideally want to stay put. For some, it’s a matter of pride and independence. For others, it’s financial necessity – retirement communities or assisted living are simply too expensive. That tension between emotional comfort and practical reality means many will soon reconsider the idea of moving.

Downsizers:
A Growing Opportunity for New Listings

When seniors decide that aging in place is no longer ideal, the next step is usually to downsize or relocate. These homeowners – sometimes called “empty-nesters” or “senior relocators” – represent one of the most promising lead segments for agents.

1. A Silver Wave of Sellers

The Baby Boomer generation, now in their late 50s to mid-70s, accounts for more than half of all home sellers in the U.S. As this group continues to age, millions will be looking to sell larger family homes. Industry analysts expect annual home sales by senior homeowners to nearly double over the next few years. For agents, that’s a massive listing opportunity.

2. High-Equity, High-Value Homes

Boomers have built up enormous equity over decades of ownership. Many own their homes outright and will walk away with substantial profits when they sell. Because downsizers often purchase smaller or less expensive properties, many can pay cash for their next home. For agents, that means working with confident, qualified sellers who hold desirable inventory.

3. Lifestyle-Driven Motivation

Unlike distressed sellers, downsizers move for positive reasons – to simplify life, eliminate stairs, lower taxes, or move closer to family. They’re typically well-organized, motivated, and appreciative of an agent who understands their needs. Helping a downsizer transition isn’t just a transaction – it’s a lifestyle upgrade.

4. An Underserved Niche

Despite their size, the downsizer market is under-served. Many agents chase first-time buyers or young move-ups, leaving seniors overlooked. Focusing on downsizers allows you to compete in a less crowded space while offering real value to a group that genuinely benefits from your expertise.

5. More Receptive to Outreach

Older adults are often easier to reach than younger prospects. They answer phone calls, read mail, and appreciate thoughtful communication. A friendly postcard or personalized call can go a long way. When you focus on providing education and solutions, your outreach is likely to be well-received.

How to Capitalize on the Downsizing Trend

Here’s how to turn this growing segment into consistent listings:

1. Identify Likely Downsizers

Look for homeowners aged 55+ who have lived in their homes for 20+ years, often in large multi-story properties that may now be more space than they need. You can find these through property data, demographic research, or by using specialized lead lists like The Share Group’s Downsizer/Empty-Nester Leads, which identify long-time homeowners with strong downsizing potential.

2. Lead with Empathy and Solutions

When reaching out, approach the conversation with understanding. Try language like:
“I work with long-time homeowners who may be finding the upkeep of a big home a bit much these days. Have you ever thought about moving to something easier to manage?”
Listen first, then guide them toward solutions that improve their quality of life.

3. Be a Resource and Advisor

Provide tools that make the process easier – checklists, guides, or referrals to senior move managers, estate sale organizers, or trusted contractors. By positioning yourself as a knowledgeable partner, you become their go-to resource when they’re ready to take action.

4. Highlight Their Advantages

Show them the upside: strong equity, buyer demand for family-sized homes, and the financial freedom of cashing out while the market is favorable. A simple market analysis can help them see the potential gains of selling sooner rather than later.

5. Follow Up with Patience

Deciding to sell a long-time home takes time. Stay in touch through handwritten notes, helpful emails, or occasional check-ins. Consistency builds trust. When the decision day comes, you’ll be the first agent they call.

Why Downsizers Are the Future of Real Estate Listings

In 2025 and beyond, the downsizer segment offers a powerful opportunity for agents who want consistent, high-quality listings. Millions of older homeowners are beginning to question the risks of staying put. They need guidance, understanding, and a trusted hand to help them make the move.

Focusing on downsizers isn’t just a smart business strategy – it’s a service that truly improves lives. These clients are often relieved and grateful once they transition into homes that fit their new lifestyle. That satisfaction leads to referrals, repeat business, and long-term success.

Bottom Line

Senior homeowners represent one of the most untapped listing sources in today’s market. Their needs are growing, their equity is strong, and their motivations are clear. Agents who start cultivating downsizer leads now will be perfectly positioned to ride the coming “silver wave” of listings.

Frequently Asked Questions

1. What is a “downsizer” lead?

A downsizer lead is typically a homeowner aged 55 or older who has lived in their home for many years, their children have moved out, and they are now considering a move to a smaller, more manageable property. These homeowners often have significant equity, less mortgage debt, and are entering a stage of life where simplicity, safety, and proximity to family matter more than space. Downsizer leads often emerge from life transitions such as retirement, kids leaving the nest, or health considerations that make their current homes harder to maintain.

2. Why are downsizer leads valuable to agents?

Downsizers are some of the most motivated and qualified sellers in the market. They usually own higher-value properties, have strong equity positions, and are emotionally ready to transition. Because they are not under financial distress, their transactions tend to be smoother and less price-sensitive. For agents, these listings often come with larger average sale prices and strong referral potential since downsizers typically need help finding their next home too.

3. How do I find downsizer leads?

You can identify potential downsizers using data points such as homeowner age, property size, equity level, and length of ownership. Look for owners who have lived in their homes for 15 or more years, especially those in multi-story or large homes. Instead of manually researching neighborhoods, you can use curated lists from data providers like The Share Group’s, which offers verified Downsizer and Senior Relocation Leads filtered for the exact homeowners most likely to sell soon.

4. Are seniors really moving more often now?

Yes. Surveys show that more older adults are rethinking the idea of “aging in place.” Many now see it as a risk to their independence or health. Rising maintenance costs, safety concerns, and social isolation have pushed many to explore downsizing or relocating. This generational shift is creating a growing wave of listings as homeowners choose simpler, safer homes that better fit their lifestyle and mobility needs.

5. What’s the best way to approach downsizer prospects?

Lead with empathy, not urgency. These are relationship-driven conversations, not hard sales. Start by asking open-ended questions like, “Have you thought about whether your home still fits your needs today?” or “Would a smaller home make day-to-day life easier?” Focus on providing education such as downsizing checklists or community guides, and position yourself as their trusted advisor. Building rapport early leads to loyalty, referrals, and smoother transactions.

6. Can I use AI or calling software to reach these leads?

Absolutely. Tools like AngelAI and Enzo Dialer can automate your outreach while keeping it conversational and human. You can schedule follow-ups, qualify prospects automatically, and track responses efficiently. AI-powered calling helps you reach more potential downsizers while allowing you to focus on higher-value interactions when they are ready to talk about selling.

7. What objections do downsizer leads commonly have?

Many downsizers hesitate because they are emotionally attached to their homes or worry about where they will move next. Others fear the stress of packing, selling, or managing the logistics. Address these concerns early by showing how they can unlock equity, reduce expenses, and move on their own terms. Offering resources such as downsizing guides or referrals to moving and staging professionals can make a big difference.

8. When is the right time to target downsizer leads?

Right now. The Baby Boomer generation is entering a phase of life where lifestyle changes are accelerating, and few agents are actively targeting this niche. Launching a downsizer campaign today helps you connect with this group early, build relationships, and position yourself for high-equity listings in the months ahead.

🚀 Start Prospecting Downsizers Today

At The Share Group, we provide verified, ready-to-contact Downsizer and Senior Relocation leads - real homeowners most likely to sell. Whether you’re expanding your prospecting list or launching a targeted campaign, our leads help you connect with homeowners who are ready to talk.

👉 Get your downsizer leads today at our Lead Shop theshare.group
Turn this demographic shift into your next listing pipeline!