A variety of agents and brokers when queried about spending the time to locate longtime homeowners who may downsize said that it is well worth the effort. Interestingly, there were many different ways they go about zeroing in on such potential clients.
Debbie Lang prefers to turn the negative sounding “downsizing” into something more positive, and has established dual markets that often lead to her having the same retiring seller and buyer client.
“I use the term ‘rightsizing,’ which is choosing a new home that fits their current lifestyle and future needs,” she says. “Most rightsizing clients come from past clients and my sphere of influence. I’ve been selling real estate for three decades with Berkshire Hathaway HomeServices Fox & Roach, Realtors® in Central New Jersey, and now also with William Raveis in Florida. Florida has become a natural feeder market for many of my baby boomer clients, so I got licensed and established a second home there to accommodate their needs.
“Rightsizing may mean accommodating an elderly parent, simplifying daily living, cashing in on home equity, relocating to a warmer climate or simply doing what feels right at that stage of life. I use language in listings and conversations that speaks to lifestyle, convenience and manageable living. I guide clients through both the emotional and practical aspects of the transition so the move feels empowering and strategic, not overwhelming. Rightsizing isn’t about having less; it’s about living better in a home that truly supports their lifestyle. Ultimately, it’s about doing what feels right for the next chapter in someone’s life.”
Gerard Splendore, with Coldwell Banker Warburg in New York City, also depends on established relationships, including professional ones.
“(Relationships) with estate attorneys, probate attorneys and family and friends who have aging parents are also good resources,” he says. “I am a little sheepish to admit that I have a local funeral home send me obituaries, and have followed up with the deceased’s families after a few months. I do occasionally read the obituaries and research addresses.
“Another resource that is not immediately apparent is to look online for furniture, house and garage sales. Anyone who is divesting will likely be selling their home at some point. Working the ‘garage-sale circuit’ or, in the city, the ‘stoop-sale circuit’ is helpful. Large piles of trash and furniture in front of a house can also be a clue. Follow up, research and ask the super or doorman in a city whose stuff it is.”
The importance of relationships built and sustained over time cannot be overemphasized, not only to hopefully have the same client buy and sell another home in the future, but to gain referrals.
“In my experience, finding homeowners who are considering downsizing is less about one single strategy and more about consistent relationship-building,” says Libby McKinney-Tritschler, a luxury properties specialist with Team AFA at William Raveis in Southport, Connecticut. “Many of these conversations begin quietly, through letters to my local farming area, staying in touch with my sphere or simply door-knocking and checking in with homeowners I’ve known for years.
“Downsizing is often an emotional decision tied to a life transition, so being present in the community and having genuine conversations tends to open the door long before a home ever comes to market. I find that homeowners don’t always announce they are ready to downsize; instead, they start asking questions about timing, inventory or lifestyle changes, and that’s where thoughtful guidance becomes important.”
Lisa Harris, of REMAX Center in Braselton, Georgia, lives in a very active tennis and golf community where friends and their parents are often looking to downsize, so staying active and keeping in touch with everyone is vital.
“Past clients who purchased 10-plus years ago have significant equity, so that is a great start,” she says. “Also, networking with estate attorneys, senior home coaches, bankers and financial advisors is key. I also attend real estate networking events at 55-plus communities and make reels for social media reiterating my skills and illustrating my local knowledge.”
Whitney Ellis, of REMAX Homes and Estates in Nashville, Tennessee, points out that most downsizers she encounters aren’t actively househunting, they’re lifestyle planning.
“My job is to show them what’s possible before they even think about listing/buying,” she says. “I often have clients who have recently had a baby whose parent(s) are looking to relocate closer to them to be near their grandchild(ren). The majority of my clients who are downsizing tend to be 55 – 75, especially recent retirees and empty nesters. But I’m also seeing more Gen X homeowners in their late 40s and 50s choosing to simplify earlier and trading square footage for flexibility, travel or less maintenance. Downsizing isn’t just about age anymore; it’s about lifestyle priorities.”
Veronique Perrin, another agent with New York’s Coldwell Banker Warburg, works with multiple generations of people.
“It’s my personal network, since I am a baby boomer/empty nester myself,” she says. “I nurture relationships with parents whose kids I helped find their first rental, or buy their first home. Often, parents act as guarantors or help with the purchase. With kids moving out, there is also a new chapter coming up for them.”
Pam Rosser Thistle, with Berkshire Hathaway HomeServices Fox & Roach, Realtors® in Philadelphia, is fortunate in that she doesn’t have to really look for downsizing clients much.
“In my Center City market, people looking to downsize are usually coming from other places, like the suburbs,” she says. “It’s often to be close to grown children with young kids. They find me through my listings online, signs, open houses and referrals from their offspring.”
