The median house-buying age in the US just keeps going up.

1. Targeted Marketing for Different Age Groups

First-Time Buyers (Median Age: 38)

• Pain Points: Affordability, high interest rates, and lack of knowledge about the buying process.

• Strategies:

  • Educational Content: Offer webinars or workshops on how to save for a down payment, navigate mortgage options, and understand closing costs.

  • Social Media Campaigns: Use platforms like Instagram and TikTok to engage younger buyers. Share quick tips, market updates, and success stories.

  • Partnerships with Lenders: Promote programs like FHA or first-time buyer grants that can lower the barrier to entry.

Repeat Buyers (Median Age: 61)

• Pain Points: Downsizing, relocating for retirement, or finding a home that fits changing needs.

• Strategies:

  • Lifestyle-Focused Marketing: Highlight homes that cater to empty nesters, retirees, or those seeking low-maintenance properties.

  • Content on Tax Benefits and Equity: Educate on how to leverage home equity or take advantage of tax benefits in their next purchase.

  • Retirement and Relocation Services: Position yourself as an expert in helping clients relocate to retirement-friendly communities or areas with a lower cost of living.

2. Leverage Local Market Knowledge

Use this trend data to position yourself as a trusted advisor:

• Highlight Trends in Neighborhoods: Show clients how certain areas cater better to first-time buyers or retirees.

• Provide Market Insights: Use the data to explain why buying now (even at a higher age) is still a good investment.

3. Build and Nurture Long-Term Relationships

Focus on Repeat Business:

• Target past clients who may be considering upsizing, downsizing, or relocating.

• Implement a Client for Life Program where you periodically check in and offer real estate advice tailored to their evolving needs.

Referral Opportunities:

• Satisfied older clients can refer their adult children (first-time buyers) or peers who are considering moves.

• Create a referral incentive program specifically targeting older clients who are well-connected.

4. Develop Niche Expertise

• Senior Real Estate Specialist: Consider earning a designation that focuses on the needs of older buyers and sellers.

• Multigenerational Housing Specialist: As families increasingly consider multigenerational living, market homes with features like separate entrances, in-law suites, or accessory dwelling units (ADUs).

5. Emphasize Financial Benefits of Buying Now

Wealth-Building Conversations:

• Show first-time buyers how owning real estate can serve as a stepping stone to wealth, even if they start later.

• Discuss the benefits of investing in real estate for repeat buyers looking to diversify their retirement portfolio.

6. Offer Custom Solutions

• For First-Time Buyers: Help them navigate starter homes and affordable areas.

• For Repeat Buyers: Focus on properties with accessibility features or in active adult communities.

7. Use Data to Build Trust

• Share this trend data in newsletters, social media posts, or during consultations to demonstrate your market expertise.

• Position yourself as an agent who understands the evolving needs of today’s buyers, regardless of their age or stage of life.