GROW WITH LIBERTAS & EXP REALTY
By Tim & Julie Harris
Walt and Denise had lived in their four-bedroom colonial for thirty-one years. When their agent sat down with them, Walt got right to it: "We want this to be our last move. Something small, one level, low maintenance." He was sixty-eight and had a printed list of condos ready.
Denise poured the coffee and let him finish. Then she smiled and said, "He's planning to slow down. I'm planning a business." She sold quilting patterns online and needed a studio. They sold the colonial in nine days for $615,000 and bought a walkout rambler with room for both. At closing Walt said, "I came in planning our last move. I think we just bought the one before that."
You're going to meet a lot more Walts and Denises. People are living longer, working longer and passing more money to their kids than any generation before. That means more moves, more buyers and more listings for the agent who asks the right questions.
Key takeaways
About $124 trillion is expected to pass to the next generation by 2048, according to Cerulli Associates.
27% of existing homes sold in August 2026 were bought with all cash (NAR), and 39% of owner-occupied homes have no mortgage (Census Bureau).
Family money shows up three ways: all-cash purchases, bigger down payments and rate buydowns.
One family decision can turn into three or four transactions when you're the agent at the table.
Have an estate attorney, CPA, senior move manager and contractor ready to refer.
How big is the great wealth transfer?
About $124 trillion is expected to pass down by 2048, according to Cerulli Associates. Roughly $54 trillion of it goes from one spouse to the other first. That means the surviving spouse, often a widow, decides what happens to the house.
Janet, an agent outside Milwaukee, got a call from a son whose 81-year-old mother, Evelyn, had just lost her husband. Three kids in three states couldn't agree on anything. Janet had AI lay out the options on four simple pages, got two of the kids on an iPad at the kitchen table, and brought in an estate attorney and a CPA. Evelyn picked a condo near her church, the house sold in nine days for $412,000, and the son in Denver used his share to buy a bigger home through an agent Janet referred. One widow's decision became three deals in two states.
Families like this call the agent first. Keep a short list of attorneys, CPAs, senior move managers and contractors you'd trust with your own mom. Never take a referral fee from a lender or title company, since RESPA doesn't allow it. And never let an automated system reach out because of an obituary or probate filing. That call is yours to make.
How are families helping buyers buy homes?
One agent we coach closed four buyer sales in a single week. Three were funded by "the bank of Mom and Dad" or "the bank of Grandma and Grandpa." The numbers back her up:
27% of existing homes sold in August 2026 were bought with all cash (NAR).
Repeat buyers put down a median of 23%, the highest since 2003 (NAR 2025 Profile).
39% of owner-occupied homes have no mortgage at all, up from 34% ten years ago (Census Bureau, 2024).
40% of homeowners got help with the down payment on their current home, up from 35% in 2023. For Gen Z it was 78% (LendingTree, March 2026).
For a lot of buyers, the lender isn't just the mortgage company. It's Mom, Dad, Grandma or Grandpa, and the money shows up three ways:
All cash. The kids or grandkids buy outright, so the rate doesn't matter.
A bigger down payment. A smaller loan means a lower payment, and 20% down on a conventional loan means no mortgage insurance.
Buying down the rate. Gift money can usually go toward closing costs, including points. Have the lender confirm the rules.
What should agents say to buyers waiting for rates to drop?
Keep the conversation going.
Script: "Waiting on rates makes sense. There are other ways to get the payment where you want it, though. A lot of my buyers this year have had family help with the down payment or buying down the rate. Is that something your family has ever talked about?"
Get the lender involved early. Gift money needs a gift letter and a paper trail, and any family loan has to be disclosed.
Staying put can still be business
AARP research shows about 75% of people over 50 want to stay in their homes as they age. Most agents hear that and move on. Frank didn't.
Ruth was 72, recently widowed and ready to list her ranch outside Sacramento. Frank figured out she didn't really want to move. She wanted her daughter nearby, and the daughter was renting for $2,900 a month. Frank connected Ruth with a backyard cottage builder, a lender and an attorney. Ruth moved into the cottage, and her daughter's family moved into the main house. Frank made nothing on it, but Ruth told her walking group. Three of them called him, and two became listings.
Your action plan
Call five past clients who've been in their homes 15 or more years. Ask how the house is working for them now and whether anything is changing in the family.
Call every buyer who's on the fence because of rates. Ask if family might help, and connect them with a lender who handles gift funds.
Build your go-to list: an estate attorney, a CPA, a senior move manager and a contractor. Take the one you're missing to coffee.
Learn your city's rules on backyard cottages (ADUs) before your clients ask.
Frequently asked questions
Can gift money be used for a down payment?
Yes, on most loan types. The lender will usually require a gift letter and documentation showing where the money came from. Gift funds can often be used for closing costs and rate buydowns too.
What is the great wealth transfer?
It's the roughly $124 trillion that Cerulli Associates expects to pass from older Americans to heirs and charities by 2048, much of it first to a surviving spouse.
How many home buyers pay cash?
NAR reported that 27% of existing homes sold in August 2026 were bought with all cash.
Can parents lend their children money to buy a house?
Yes, but family loans generally must be disclosed to the mortgage lender, and buyers should involve a tax professional and attorney.
Hear the full episode
Listen to the full conversation on Real Estate Coaching Radio: https://podcasts.apple.com/us/podcast/how-family-money-is-creating-more-real-estate-deals/id849772346?i=1000792556355
About the authors
Tim and Julie Harris are America's most recognized real estate coaches, bestselling authors, and the voices behind Real Estate Coaching Radio, the nation's #1 daily podcast for real estate professionals. With decades of hands-on experience and a track record of helping thousands of agents achieve breakthrough success, Tim and Julie deliver real-world strategies that actually work. Whether you're looking to scale your business, sharpen your skills, or simply stay ahead of the market, their insights are your competitive edge.
Sources
Cerulli Associates, wealth transfer research
NAR Existing-Home Sales (September 2026)
U.S. Census Bureau, 2024 American Community Survey
AARP
Ready to stop guessing and start producing?
🎯 Start Premier Coaching (free trial): premiercoaching.com
💼 Build wealth with Tim's eXp team: whylibertas.com/harris
📲 Elite Coaching — text Tim directly: 512-758-0206
— Tim & Julie Harris
Founders of Tim & Julie Harris Real Estate Coaching | Publishers of Harris Real Estate Daily | Hosts of PowerHouseTalk | eXp Realty Sponsors at Libertas
What did you think of today's newsletter?
📬 Thanks for reading Harris Real Estate Daily. Share this with a colleague who needs clarity about where the industry is headed.
