Why Your Buyers Aren’t Moving And How To Fix It

Your buyers aren’t moving. Not like they used to.

The market isn’t just tight. It’s frozen in place.

By 2025, the typical homeowner will have lived in their home for 11.8 years – nearly double the 6.5-year average from 2005. This isn’t a temporary blip. It’s a fundamental shift that’s reshaping how you need to approach your business.

And it’s hitting your commission statements hard.

When homes don’t turn over, traditional lead generation falls flat. Cold calling neighborhoods? Useless when nobody’s planning to move. Waiting for listings? You might be waiting a very long time.

The agents who survive this shift will be those who master generational marketing. Not as a nice-to-have skill. As their primary strategy.

Why Generational Marketing Matters Now

Each generation is experiencing this housing gridlock differently. And each requires a completely different approach from you.

Baby Boomers are staying put. They’re aging in place with no plans to downsize. Why would they? They’re sitting on historically low mortgage rates and protected by property tax policies that reward not moving.

These empty nesters currently own 28.2% of the nation’s large homes (3+ bedrooms), while millennials with children own just 14.2%. That disparity has doubled over the past decade.

Gen X is trapped in starter homes they’ve outgrown. They want to move up but can’t find or afford the next step. So they renovate instead of relocate.

Millennials are delaying homeownership entirely. The median age of first-time buyers hit 38 in 2024, up from 29 in the 1980s.

And Gen Z? They’re buying, but only in specific affordable markets like Virginia Beach (9% of purchases), Cincinnati (8.5%), and Detroit (7.9%).

Understanding these patterns isn’t optional anymore. It’s the difference between thriving and barely surviving.

Baby Boomers: The Hidden Inventory Strategy

Stop trying to convince Boomers to downsize. That approach is dead. Instead, position yourself as their “aging in place” specialist.

Offer home modification assessments. Connect them with contractors who specialize in accessibility upgrades. Create a network of services that help them stay comfortable in their current home.

Then leverage these relationships to uncover their networks. Boomers know other Boomers who might be ready to move. They have adult children looking to buy. They have inheritance plans that involve real estate.

Build trust by solving their current needs, and you’ll unlock inventory that no other agent can access.

Gen X: The Move-Up Catalyst Approach

Gen X isn’t moving because they can’t see a clear path forward. Your job is to create that path.

Develop relationships with builders who can create the homes these buyers actually want. Connect with homeowners in neighborhoods where Gen X wants to live. Become the matchmaker between off-market sellers and your stuck Gen X buyers.

Create “move-up clinics” that address their specific fears: losing their low interest rate, timing two transactions, finding temporary housing if needed.

Position yourself as the problem-solver who can overcome these logistical hurdles, and you’ll unlock an entire segment of buyers ready to move.

Millennials: The Delayed Buyer Strategy

Millennials aren’t avoiding homeownership. They’re approaching it differently. Your marketing needs to reflect this reality.

Create educational content that addresses their specific concerns: balancing student debt with homeownership, buying with less-than-perfect credit, finding homes that accommodate remote work.

Develop partnerships with financial advisors who specialize in first-time buyer programs. Host workshops on building credit while renting. Position yourself as a guide to homeownership, not just a transaction facilitator.

The agent who helps millennials solve their unique financial challenges will capture this massive market as they finally make their move.

Gen Z: The Digital-First Approach

Gen Z buyers are entering the market in specific affordable cities. If you’re in one of these markets, you need a completely different approach to capture their business.

Create TikTok and Instagram content that showcases affordable neighborhoods. Develop calculators that compare renting versus buying in terms they understand. Build a personal brand that resonates with their values around authenticity and social responsibility.

Most importantly, be where they are. If you’re still focusing all your marketing efforts on Facebook, you’re invisible to these buyers.

Your Generational Marketing Action Plan

The housing market isn’t broken. It’s just different. And different markets require different strategies.

Start by analyzing your current client base. Which generation makes up the majority of your business? Which generation are you missing entirely?

Next, pick one underserved generation and build a marketing plan specifically for them. Don’t try to be everything to everyone.

Finally, create content and services that address their specific challenges in this low-turnover market.

The agents who thrive in 2025 won’t be the ones waiting for the market to “get back to normal.” They’ll be the ones who recognize that this is the new normal – and adapt their approach accordingly.

Your buyers aren’t moving like they used to. But with the right generational marketing strategy, you can still help them find their way home.