7 Secrets to Selling Homes to Gen Z Buyers


Every generation gets its time in the spotlight. And right now, the spotlight is on Gen Z, a cohort for whom the internet is a second home.

Speaking of home ownership, the oldest Zoomers turn 25 this year — the age when most people start thinking about home ownership.

As a Realtor(r), you probably spend most of your time catering to Millennials and Gen X’ers. However, one simply cannot afford to overlook this rising generation. To give you a head start, Agent Image has prepared this guide for you.

Meet Gen Z

Who are the people who actually belong to Gen Z? Demographic experts tend to place their birth years between 1997 and 2012.

Next to age, however, the most important characteristic of Gen Z is their affinity for everything that has to do with technology. While Millennials spent much of their childhood in an analog world, Zoomers have been immersed in the digital lifestyle since they were in elementary school. Of course, this sheds some light on how you should reach out and interact with this group when they finally decide to go house hunting.

In fact, home ownership is a very important goal for people in this age group. Studies show that 85% of them are planning to buy a house, with the main motivation being to own their own home. They also plan to buy a property fairly soon, with 48% saying they will do so between the ages of 25 and 29.

Now that you have a better understanding of who your future customers will be, how do you turn them into customers?

1. Strengthen your online presence

The defining characteristic of Gen Z is the fact that they are digital natives. That means they’ve come of age in the online age, where the internet is as ubiquitous as electricity. It also means that when they need a real estate agent, they turn to the internet to find one. The question is: can they find you?

That’s why Agent Image offers flexible website design packages so agents can have a robust online presence no matter where they are in their careers. We also use Search Engine Optimization (SEO) to ensure your website is not only the top result on Google, but also the top-of-mind choice for young homebuyers.

Jon Krabbe, Co-Founder and Managing Partner of Agent Image, says, “To thrive with this hyper-connected generation, you need to meet them where they are — and that inevitably means being online. This means you understand their habits and mindset, which uniquely qualifies you to help them buy a home.”

2. Highlight technology as a convenience

For the youngest homebuyers on the market, technology is no longer a convenience — it’s a necessity. As a generation that grew up with smartphones, tablets, and other internet-enabled devices, it’s hardly surprising that technology is such an important factor when looking for a home. Because of this, properties with features like smart thermostats, wall outlets with built-in USB ports, and smart devices are likely to capture their interest. Zoomers are all about connectivity and convenience, so keep that in mind when showing them deals.

3. Sell a purpose (not just real estate)

It’s also important to clearly communicate what your values ​​are as an agent. Remember: most Gen Z prefer to work with an agent whose principles align with their own. If you support various charities or have corporate social responsibility (CSR) programs, make sure you highlight them on your website or social media posts. Not only does this get you good press, but it also helps zoomers warm up to you.

To move forward with this hyper-connected generation, you need to meet them where they are — and that inevitably means being online.  This means you understand the habits and mindset of the heirs, which uniquely qualifies you to help them buy a home.  Jon Krabbe, co-founder of Agent Image

4. Think green

Did you know that 76% of Gen Z are concerned about climate change? In fact, this generation has a strong sense of environmental protection, a mindset that also affects their purchasing decisions. Here, too, the numbers speak: 73% of them are willing to pay more for sustainable products. What does this mean for agents? It pays to highlight a home’s “green” features, whether it’s sustainable building materials, energy-efficient architecture or solar panels. Gen Z puts their money where their value lies, so make sure you market your offerings accordingly.

5. Entice with “new normal” features

Nowadays houses are more than just a place to come home; Thanks to the pandemic, they also serve as offices. This is critical as Gen Zs are redefining the future of the workplace, with nearly 70% of them preferring to work remotely at least half the time. If you’re an agent, the offerings you present must be able to accommodate a work-from-home lifestyle. For starters, a home office will be a particularly strong draw for younger buyers who want more flexible working arrangements.

6. Make a house move-in ready

For such a young and enterprising generation, Gen Zs are generally risk averse. This is hardly surprising, however, given that they lived through 9/11, the Great Recession, and the COVID-19 pandemic. If they have concerns about a listing, they’ll be more likely to steer clear of it than risk spending a ton of money to get it repaired. That’s why it’s important to stage a home and have it viewed so that these young buyers feel reassured that the property is a good investment.

7. Provide a seamless experience

If there’s one factor that holds true across generations, it’s that quality service counts. Of course, the importance of quality service to Gen Zs may be different than your other customers. A generation used to finding the information they need quickly thanks to the Internet wants a practical service and quick answers to their questions. They also appreciate the ability to tour a home remotely before going to a showing via technology such as virtual tour platforms.

Luckily, with ACCESS, our new digital listing and open house platform, you can integrate 3D tours, photo galleries, video walkthroughs, floor plans, and more into your presentations, so all your listing information is conveniently located in one place. There’s also an analytics suite that tracks engagement so you can check if your pitch is resonating with Gen Z prospects.

Is your company ready for Generation Z?

The battle for tomorrow’s customers begins today, and Agent Image can equip you with the tools you need to win. To learn more about our design, SEO and digital marketing services, visit our portfolio of top websites or contact us today.