The real estate market is undergoing a profound transformation, and it’s not being driven by Gen Z’s TikTok trends or millennial DIY renovations. It’s baby boomers—yes, again—who are reshaping the industry. Armed with unprecedented wealth and a growing appetite for lifestyle-driven moves, this generation is dominating both sides of the housing market and setting the stage for the largest wealth transfer in human history.
The Numbers Tell the Story
In 2024 alone, baby boomers accounted for 42% of all homebuyers and an astonishing 53% of all home sellers, according to the National Association of Realtors. But the numbers only begin to explain their influence.
What’s really tipping the scales is how they’re buying: more than half of older boomers are paying in all cash, giving them a decisive edge in a competitive market. With fewer financing contingencies and faster closing timelines, cash-rich boomers are consistently outbidding younger buyers—and often snapping up the most desirable properties.
The $68 Trillion Opportunity
The broader context? We’re at the front end of a $68 trillion intergenerational wealth transfer that will stretch through 2045. Since 2019, boomers have gained nearly $19 trillion in new wealth, much of it tied to home equity. This windfall is creating a ripple effect across the luxury and mid-tier markets as boomers downsize, relocate, or help family members into homes of their own.
Agents who understand the implications are seizing the moment. Because this isn’t just a demographic trend—it’s a once-in-a-generation shift with massive implications for real estate.
Inheritance Listings and Dual Transactions: Hidden Goldmines
The wealth transfer is already creating new categories of listings:
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Inheritance Listings: Heirs are inheriting homes they can’t afford to keep, especially in states where property taxes are based on current market value, not what their parents paid decades ago.
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Pre-Planning Sales: Boomers are helping their children navigate homeownership now, often funding purchases outright or coordinating multi-generational moves.
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Dual Transactions: Families are selling inherited homes and purchasing new ones that reflect updated lifestyle needs—condos for aging parents, suburbs for growing families.
Each of these paths creates not one, but multiple transaction opportunities for agents who position themselves as trusted, multi-generational advisors.
Why Most Agents Are Missing the Mark
While many agents are still focused on first-time buyers and social media trends, the smartest agents are targeting boomers directly—offering services that cater to equity-rich sellers, cash buyers, and families facing complex financial transitions.
The competition here is surprisingly low. Most agents haven’t adjusted their marketing, messaging, or value proposition to speak to the unique needs of this demographic. Those who do will find a ready market with deep pockets, decisive timelines, and long-term referral potential.
How to Win This Market
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Market Yourself as a Transition Specialist: Highlight your ability to guide families through inheritance, downsizing, and dual-move strategies.
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Speak Their Language: Skip the jargon and Instagram flash. Instead, emphasize trust, experience, and your understanding of local property taxes, cash offers, and estate planning dynamics.
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Build Relationships Across Generations: Boomers often influence the buying decisions of their adult children. One strong relationship can lead to a chain of deals.
The Future Belongs to the Prepared
This wealth transfer isn’t a trend—it’s a tectonic shift. Whether you’re planning your next move, navigating an inheritance, or helping your family through a major transition, understanding the dynamics of today’s real estate landscape is key.
At FirstTeam® Real Estate, we’re here to help you make the most of it. With deep experience serving multi-generational families, equity-rich sellers, and strategic buyers, our agents bring insight and care to every step of the journey.
Whether you’re buying, selling, or planning ahead—connect with a FirstTeam® expert who understands what matters most to you.
