Agents Are Missing Out on the Downsizing Market: Here’s How to Cash In w/ Kathy Chiero | Episode 114

Real Producers

Agents are struggling to generate consistent listing leads, especially in a market where inventory is tight and sellers are sitting on low-interest-rate homes.

But what if there was an overlooked niche that’s not only highly motivated, but also underserved?

That’s where the downsizing demographic comes in.

Homeowners over 55 aren’t just thinking about selling, they’re actively planning for it.

They don’t need more space or better school districts. They need someone who understands the emotional and logistical complexities of selling a home they’ve lived in for decades.

Enter Kathy Chiero.

She’s spent 28 years in real estate, and 13 years ago, she tapped into a goldmine by creating “DownSize Columbus”, a lead-generating seminar for older homeowners who are ready to transition but don’t know where to start.

Today, she’s built an 8,000-person database and an event business that pays for itself (and then some) while feeding her pipeline with highly qualified leads. What makes downsizers so unique? How do we provide value to them?

In this episode, Kathy breaks down exactly how she built a seminar that became a machine for long-term listings.

She shares how she monetized it through vendor partnerships and why most agents won’t take the leap, even when the opportunity is right in front of them.

Selling a home when you downsize is completely different from going up the ladder. They aren’t looking for schools or size. They don’t want to sell their home, but aging is a track that’s going to force the decision one way or another. -Kathy Chiero

Things You’ll Learn In This Episode

• The most overlooked goldmine in real estate What does the data really say about the downsizing generation, and how can agents tap into this invisible yet valuable group?
• How Kathy built a seminar that drives 20% of her income What’s the secret to turning a napkin sketch into a well-oiled, money-making machine that generates listings and brand visibility?
• The genius way Kathy funds every event (and profits from it) How do you offset $30K+ in event costs and walk away with a bigger budget for your next one?
• Why selling the home is the easy part What are the five pillars Kathy built her business around, and how do they set her apart from agents who treat downsizing like just another listing?

Guest Bio

Kathy Chiero is a real estate agent and leader with nearly three decades of experience. 13 years ago, Kathy discovered a goldmine in the downsizing market by launching DownSize Columbus, a lead-generating seminar designed specifically for homeowners over 55 who are ready to transition but don’t know where to start. What began as a small event with 600 attendees has since grown into an 8,000-strong database and a thriving business that consistently feeds Kathy’s listing pipeline with highly motivated, qualified leads. Kathy’s unique approach goes beyond just selling homes, she helps seniors navigate the emotional and logistical challenges of letting go of a place they’ve called home for decades. To learn more, visit https://www.downsizecolumbus.com/.

About Your Host

Remington Ramsey is a speaker, author, entrepreneur, and visionary in the world of real estate. As the creator of "Real Producers", a widely acclaimed magazine connecting top agents and industry leaders, Remington has built an impressive platform dedicated to celebrating and elevating the real estate community. Remington is also the author of Agent Allies: Building Your Business With Strategic Real Estate Partnerships. With a passion for motivating and mentoring, he’s shared stages with some of the biggest names in business, helping professionals break through barriers and reach new heights. When he’s not busy being a real estate guru, Remington is known for his contagious energy, practical wisdom, and a good dose of humor—because let’s face it, navigating life and business requires both grit and a sense of humor. With multiple successful ventures under his belt and a reputation for engaging storytelling, he has the rare ability to make even the driest industry stats sound exciting.

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