In this market where inventory levels are low, inflation still running high and interest rates are above 7%, targeting downsizing seniors and move-up buyers can indeed be a strategic approach for real estate agents. Throughout the many transactions that we’ve closed, we’ve seen how the market trends have created the impetus for these two demographic groups to change their living circumstances. Here’s why each group presents an opportunity:

Downsizing Seniors
Motivation to Sell: Many seniors reach a point where they want to downsize their living space due to retirement, empty nests, or simply wanting to simplify their lifestyle. This demographic, as I’ve seen more often than not at the closing table, had a strong motivation cut expenses and their square footage to sell their current homes and simplify their lifestyle on a fixed income.
Relocation Needs: Downsizing seniors typically look for smaller, more manageable properties that require less maintenance. They might prioritize single-level homes, condos, or townhouses with amenities like elevators or walk-in showers for accessibility.
Timing: Seniors who are downsizing might be more motivated to move quickly, especially if they’re looking to free up equity for retirement or to move closer to family.

Move-Up Buyers
Increasing Family Size: Families who are growing or experiencing changes in lifestyle (such as working from home) often look to “move up” to larger homes with more space. The increase in prices of homes in the more rural areas and counties once a haven for larger houses at a lower price per square foot are a microcosm of this post-pandemic phenomenon.
Improved Financial Situation: Move-up buyers may have built up equity in their current homes and are now in a better financial position to afford a larger or more desirable property, even despite high interest rates.
Desire for Upgrades: Move-up buyers are often looking for homes with more amenities, upgraded features, or in neighborhoods with better schools or amenities.
Listing Opportunities: Move-up buyers often have condominiums with only 1 or 2 bedrooms and have a need to sell their current home, which presents an opportunity for the right agents to list condominiums while looking for their would-be larger homes with more space.

For downsizing seniors, emphasizing features like low maintenance, accessibility, and proximity to amenities might be key. For move-up buyers, showcasing larger homes with modern amenities, flexible living spaces, and good resale value could attract their attention. Additionally, providing personalized guidance and support throughout the buying or selling process can help agents build trust and loyalty with these clientele segments.

Tailoring marketing efforts to these groups with geolocating services and systems have increased agents transaction rates, as evidenced by our collaboration with various professionals in the industry. While across the board sales may be down, we’ve seen with our partners tremendous growth inverse with today’s market performance, just with this different approach. At Nexus Abstract, we’d like to make more possible with your business and discuss targeting these demographic groups, where you can make a difference in the lives of these would-be clients and experience the business growth within this niche.