Older Homeowners Get Lower Prices: What Sellers Need to Know

For homeowners considering selling later in life, a latest reality is emerging: timing matters. Research suggests that sellers may receive lower prices for their homes once they reach around age 70, compared to younger homeowners.

A January research brief from the Center for Retirement Research at Boston College found that an 80-year-old homeowner gets approximately 5% less for a house held for about 11 years, compared to someone in their 40s or 50s. On a median home price of $405,400 (as of December 2025, according to the National Association of Realtors), this translates to a potential loss of $20,270.

This trend is particularly relevant as the baby boomer generation (born 1946-1964) ages. As of 2024, this demographic represents 20% of the U.S. Population and 36% of all homeowner households, according to Freddie Mac. A significant portion – 68% – of baby boomer homeowners intend to age in place, contributing to the current limited housing supply.

Several factors contribute to this disparity. Homes owned by older individuals are more likely to show signs of deferred maintenance or lack recent upgrades, impacting sale prices. Even after accounting for location and market conditions, Here’s a noticeable factor.

older homeowners are more inclined to sell through private, off-market listings. These sales, which bypass the public Multiple Listing Service (MLS), limit buyer competition and often involve investors, typically resulting in lower offers, according to the Center for Retirement Research briefing.

Despite this potential discount, home equity remains a substantial asset for older Americans. In 2022, the median home equity for those age 65 and over was $250,000 – a 47% increase from $170,000 in 2019, according to a report from the Joint Center for Housing Studies at Harvard University. This equity represents roughly 50% of the median wealth for households in that age group.

As Americans live longer and remain healthier, more are selling homes later in life, notes Jessica Lautz, deputy chief economist and vice president of research for the National Association of Realtors.

Data from the National Association of Realtors reveals that a significant percentage of older homeowners have owned their homes for extended periods. 38% of those aged 70-78 have lived in their homes for 21 years or more, while this figure rises to 44% for those aged 79-99.

Interestingly, 15% of those in the 79-99 age group sold their homes for less than 90% of the listing price, the highest percentage of any age group. Though, they are also the least likely to offer incentives to buyers, such as home warranties or assistance with closing costs.

Experts emphasize the importance of proactive planning for retirees and near-retirees. “From what we witness working with older homeowners, lower sale prices usually come from deferred maintenance and last-minute decisions [that are] often driven by tight cash flow in retirement,” says Joon Um, a certified financial planner with Secure Tax & Accounting.

“Small fixes get delayed, then buyers notice everything at once and price it in,” Um adds. Setting aside funds for upkeep, decluttering over time, and integrating the home sale into a broader retirement plan can help avoid selling under pressure.

Philip Strahan, coauthor of the Center for Retirement Research report, suggests that family members or trusted advisors can play a crucial role in monitoring the upkeep of an older loved one’s home. He also recommends seeking advice when navigating the sales process.

“When older people interact with the [real estate] brokerage community, maybe they should consult with adult children, someone they trust to help them,” Strahan said.

However, a lower sale price isn’t always a negative outcome. Some sellers may prioritize privacy and opt for a quick, private sale, even if it means accepting a lower offer. Others may choose to forgo expensive repairs in exchange for a faster transaction.

careful planning and awareness of these trends are key to maximizing the value of a home as part of a comprehensive retirement strategy. It is “a big retirement asset, not just a place to live,” Um said. “Managing it proactively can protect both value and cash flow.”

Q: What is the typical price difference for older homeowners?

A: The Center for Retirement Research found that an 80-year-old homeowner may receive 5% less for their home compared to someone in their 40s or 50s.

Q: Why are homes sold by older owners sometimes priced lower?

A: Deferred maintenance, fewer upgrades, and selling through private listings are key factors.

Q: How much equity do older homeowners typically have?

A: In 2022, the median home equity for homeowners age 65 and over was $250,000.

Q: What can older homeowners do to maximize their home’s value?

A: Proactive maintenance, decluttering, and seeking professional advice during the sales process are crucial steps.