How to Get More Real Estate Listings by Targeting Senior Downsizers

Why Focus on Downsizers?

Downsizers are typically older homeowners whose large homes no longer suit their current lifestyle. Whether the family has moved out, the property is too difficult to maintain, or property taxes are rising, these homeowners are often looking to transition into smaller, easier-to-manage homes.

Here’s why senior downsizers are a high-potential market:

• Smaller homes, bigger needs: Many seniors are looking to downsize into homes that are more accessible and easier to maintain. This often means they need an agent’s assistance to prepare their current home for sale.
• High equity: Many downsizers have paid off their mortgages and own their homes outright. Selling now offers them a significant financial opportunity, especially with current property values.
• Fixed income concerns: As property taxes rise, downsizers often find that their fixed income can’t cover the increasing costs of maintaining a larger property. Downsizing helps alleviate that burden.
• Willingness to engage: Unlike younger generations who tend to ignore phone calls, many seniors still use landlines and are more likely to pick up the phone, making cold calling a highly effective outreach strategy.

How to Find Downsizer Leads

The first step in successfully targeting downsizers is getting access to quality leads. You can purchase targeted downsizer lists from trusted vendors like The Share Group.

These lists help you connect with homeowners who are ready to make a move. Another approach is working with local title companies to generate lists of senior homeowners with substantial equity. You can enhance these lists through skip tracing services that match names to phone numbers, making it easier to reach out.

You can also build connections with local senior communities or assisted living facilities. Often, these facilities know when their residents are selling their homes, and they can refer clients to agents who specialize in helping seniors transition smoothly.

Effective Cold Call Script for Downsizers

Once you have your downsizer leads, the key is reaching out with a thoughtful, personalized cold call.

Here’s a script designed specifically for connecting with senior downsizers:

Sample Cold Call Prospecting Script:

Agent:
“Hi, is this [Homeowner’s Name]?”

Homeowner:
“Yes, it is. Who’s calling?”

Agent:
“Hi, [Homeowner’s Name], my name is [Your Name], and I’m with [Your Brokerage]. I specialize in helping homeowners like you transition from their current homes into something more comfortable and manageable. I’m reaching out today because I understand that, at this stage, many homeowners find that their current property may no longer suit their needs. I was wondering if this is something you’ve thought about?”

Why This Approach Works: This opening is effective because it is direct, respectful, and offers immediate value. By focusing on their potential needs and offering to help with a transition rather than pushing a sale, you establish yourself as a helpful, empathetic resource. Asking if downsizing is something they’ve considered opens the door for a conversation without being pushy.

Homeowner:
“Well, I have thought about it, but I’m not sure where to start.”

Agent:
“I completely understand. Many homeowners like you are in a similar situation, and I’ve helped several clients downsize into homes that better fit their lifestyle. Right now, the real estate market is very strong, and this could be an excellent time to cash in on the equity you’ve built up over the years. I’d love to help you explore your options and make this process as smooth as possible for you.”

Why This Approach Works: By empathizing with their uncertainty and offering a solution, you build trust. Highlighting the strong market conditions subtly communicates that this could be the right time for them to sell, without pressuring them. You position yourself as an expert who can guide them through the process, which is often daunting for older homeowners.

Homeowner:
“That sounds interesting, but I’m not sure I’m ready yet.”

Agent:
“That’s completely understandable. A lot of my clients feel the same way at first. I’d be happy to take a look at your current home and discuss what steps you could take if and when you decide to sell. I can also help with any preparations, like finding movers or making any necessary repairs. How about we set up a time to chat further? No pressure—just a conversation to explore your options.”

Why This Approach Works: Offering a low-pressure consultation reassures the homeowner that they are in control. By positioning yourself as a supportive guide rather than a salesperson, you reduce resistance and increase the likelihood that they’ll engage with you when they’re ready to move forward.

Closing the Conversation:

At this point, if the homeowner expresses interest in continuing the conversation, schedule a meeting or follow-up call. If they’re not ready yet, leave the door open for future contact.

Why Cold Calling Downsizers Is So Effective

This cold calling approach works particularly well for downsizers because:

• Personalization: Seniors often value personal connections. By addressing their specific needs and concerns, you create rapport and trust right from the start.
• Empathy: Moving is a big decision, especially for seniors who may have lived in the same home for decades. A script that emphasizes empathy and offers help rather than a hard sell makes the prospect feel supported rather than pressured.
• Relevant timing: Downsizers are often motivated by specific circumstances—rising taxes, high equity, or simply the need for a smaller home. Your script taps into these motivators and frames selling as a smart and timely decision.
• Availability to help: Downsizers often need more assistance than typical clients. By offering to help with everything from preparing their home to coordinating their move, you differentiate yourself as a full-service agent who can meet all of their needs.

How to Stand Out to Downsizers

Remember, many senior downsizers are overwhelmed by the prospect of selling their home and moving. This is where you can truly shine as an agent. Offer personalized services that include overseeing repairs, coordinating movers, and helping with downsizing logistics. By positioning yourself as a trusted, hands-on resource, you set yourself apart from agents who may not offer the same level of care.

Take the Next Step with The Share Group

Targeting downsizers is an effective way to grow your real estate business. The Share Group can help you get started with high-quality seller lead lists, including senior downsizers, so you can start connecting with this valuable market. To learn more about our lead services, visit us at The Share Group.

By focusing on downsizers and approaching them with the right script, you can uncover new listing opportunities, build meaningful relationships, and grow your business in this lucrative market.