Become the go-to expert in one of these real estate niches and parlay your expertise into a more lucrative and satisfying career. While casting a wide net can sometimes be a helpful strategy, you set yourself up to compete with every agent vying for the same listings and buyer clients. By becoming highly knowledgeable in a particular niche, you establish yourself as the subject matter expert for a specific audience of buyers, sellers or property types.
Choosing the right real estate niche (or niches) will help you gain expertise, sharpen your career focus and protect yourself from sudden market fluctuations. While many agents aspire to become luxury agents, many overlooked real estate niches can boost your annual revenue if you master the intricacies of those types of transactions. Here’s a list of real estate niches to help you identify and specialize in a type of property or client.
Property niches
These real estate niches are defined by the type of properties rather than the type of buyer or seller. However, by choosing the type of property you want to focus on in your career, you also choose the types of clients interested in your niche.
1. Luxury homes
What agent doesn’t aspire to sell gorgeous, luxury homes? Big ticket items result in higher commissions, after all, and you’ll often be dealing with cash offers. While the luxury market is lucrative, it can be very difficult to break into. High-net-worth clients can be more demanding and have high expectations — and you’ll have to build trust with them to break into this market. Once you’re in, the luxury niche can help you weather recessions and market downturns that devastate other niches.
Think you have what it takes to make it in luxury real estate in 2025? Check out our guide from SERHANT. agent Kayle Lee, linked below.
2. Work-from-home properties
The pandemic brought about a massive shift in the way we work. Many employers realized the enormous cost savings of not maintaining one or more office spaces for their team. Along with this shift came a need for home office space, as well as outdoor space.
You can position yourself as an agent who understands their client’s need for space, high-speed internet, convertible guest rooms, proximity to shared workspaces, a FedEx or UPS store, and so much more. While this encompasses all kinds of buyers and sellers seeking condos and single-family homes, you can market yourself as the agent who will help them find their right fit.
3. Probate or inherited properties
Probate or inherited properties are another real estate niche that can be quite lucrative, as well as challenging. As with distressed homeowners, you’ll need to be adept at showing genuine empathy while wielding your expert knowledge of probate laws.
One of the main benefits of working probate listings is that leads are easy to come by. Sign up for a predictive analytics service like Catalyze AI that procures probate leads for you. This will fill your CRM with homeowners with a 40% chance of selling their inherited property within the next 12 months.
4. Green housing
From sustainable building practices to green home features and off-the-grid living, many clients seek eco-conscious properties that leave a smaller carbon footprint, are better for their own health, and better for the health of our planet. Features like walkability and easy access to public transportation are considerations for many clients these days.
Green and sustainable building practices are becoming the norm, and recent natural disasters have made it clear that thoughtfully designed homes built with the right materials can also protect against catastrophic loss. To get a head start on working this niche, NAR’s GREEN designation offers education, marketing and networking opportunities.
5. Smart homes
Smart home features include motion-activated smart lighting , digital thermostats to turn on and off, app-controlled appliances and air conditioners, automated window treatments to close during the sunniest part of the day, voice-controlled devices, and so much more.
Knowing the “so much more” in that sentence will help you market yourself to buyers and sellers who are hip to all the ways technology can make a home more desirable.
6. Waterfront properties
Whether it’s a house with an ocean view or a lakefront bungalow, waterfront properties are in demand. Homebuyers looking for waterfront properties often have a little more money to spend and are willing to make a substantial investment in the waterfront home of their dreams.
As a bonus, waterfront properties often have relatively high turnover rates since many purchase them as retirement homes. If you live on the coast or nearby lakefront communities, this is a fantastic niche for you to break into. Market yourself as an expert in waterfront living by showing your audience your affinity for watersports and activities, and more generally, the lifestyle in your community.
7. Resort or golf course properties
Many buyers and sellers look for golf-course-adjacent properties or resort communities for their laidback lifestyle, unmatched amenities and beautiful views of their favorite green. If you live in a locale where golf courses and resort properties abound, you’ll likely be dealing with a fairly high-end clientele who can afford these types of homes. Market yourself at the clubhouse, through community Facebook group and join in activities like golf or tennis where these buyers and seller tend to congregate.
8. Vacation homes
While the days of striking it rich running Airbnbs might be on the decline, there are still ample opportunities for representing buyers and sellers of vacation properties. Profits for short-term rental investors are shrinking, which means a potential glut of prime vacation homes hitting the market at more attractive prices. Savvy agents can seize this opportunity and build a loyal clientele of buyers seeking more affordable second homes. If you live in second home market like Hawaii or Florida, you’re in luck!
9. Outdoor amenities
Targeting types of homes that offer easy access to the outdoor amenities in your area may bring you a tide of new clients. If you love to surf your nearby breaks, hit the slopes with your snowboard or skis or spend your weekends boating on the lake, then you probably have opportunities to meet buyers and sellers with similar interests.
Agents looking to specialize in an outdoor amenities niche might consider:
- Lakefront homes
- Mountain homes (think: the Adirondacks)
- Oceanfront or beachfront property
- Ski/Snowboarding resort properties (think: Whistler or Aspen)
- Farmland
- Vacant land
Properties in these niches may have unique property taxes, zoning or development regulations. You should understand the intricacies of these, as well as the desires and pain points of buyers and sellers in your chosen niche.
Many new resort communities often hire one brokerage or, in some cases, one agent to represent their listings. If this real estate niche is up your alley, speak with developers or the brokerages that commonly represent golf and resort properties.
10. New developments and construction
New developments often prefer to have one real estate agent represent every home in that community. That means you’d work with buyers and sellers on transactions in a specific development. Gated communities, HOAs or up-and-coming communities are three subspecialties of this niche.
New developments attract specific buyers looking for amenities and don’t mind paying a homeowner’s association fee to maintain a certain level of security and aesthetics. Speak with construction companies working closely with developers to form relationships and get in on the ground floor with these communities.
11. Fixer-uppers
Fixer-uppers have long been the domain of young and first-time homebuyers. However, with low inventory and high interest rates in recent years, many more house hunters are looking for a lower-priced property that they can improve with some love and sweat equity. This niche attracts buyers willing to compromise a bit on their dream home aesthetics to break into the market.
Servicing these fixer-upper clients early in their journey will give you a chance to make a client for life. The key to success in this niche? An in-depth knowledge of home renovation and a keen eye to spot diamonds in the rough. Agents who succeed in this niche counsel buyers on the renovations that offer the best return on investment. Also, if you have a knack for renovations and interior design, this will be an ideal real estate niche for you.
12. Fix & flip properties
Fix and flip property flippers have unique buying habits because they are primarily concerned with the spread between their upfront costs and the potential selling price of the property. Understanding how to calculate the potential profitability of fixer-upper properties that can be improved and sold for a profit is part of the expertise you need to serve property flippers.
Your success lies in your ability to identify distressed properties for these buyers and sell them quickly once the renovations are complete. It’s also a surprisingly recession-resistant niche. Find a handful of active investors to work with, and you won’t have to hunt for leads ever again.
13. Unique architectural properties
Do you feel warm and fuzzy when you spot a lovingly restored Craftsman or the clean lines and wood finishings of a mid-century modern gem? Do gleaming, refinished wood floors and wainscoting in a Victorian make you swoon? Or is Scandinavian, modern minimalist more your thing?
Specializing in these unique architectural styles will help you connect with buyers and sellers who share your passion (and you can avoid the significant pain point of listing ugly condos from the 80s and 90s). You’ll need to learn about restoration and preservation and study your chosen architectural style to fully understand the elements and features that make it so special. This niche is ideal for agents with a passion for architecture and design who live in historic neighborhoods.
14. Historic homes & historic districts
While this is somewhat similar to the unique architectural styles we just mentioned, historic homes and districts are often protected by municipal codes that prevent homeowners from changing the interior or exterior. In historic districts, your buyers and sellers may have rules to follow regarding paint colors or landscaping. If you live in an area with a significant number of historic homes or entire districts dedicated to older gems (I’m thinking Charleston, SC), then you’ll need to learn how to help clients navigate these codes.
15. Age-restricted communities
Many neighborhoods or communities are designed specifically for people who are 55 and older. In some states, these can be synonymous with retirement communities, but 55+ homebuyers and sellers have slightly unique needs from seniors. Your buyers and sellers will be grateful if you recognize the difference. These clients will look to you to help them downsize or find the right community that fits their immediate and long-term needs.
With the looming silver tsunami of retiring, equity-rich homeowners, age-restricted communities might become a very lucrative niche over the next five years.
16. Specific ZIP codes
If you’re old enough to remember Beverly Hills 90210, then you already know how certain zip codes can be shorthand for wealth and status. That tony zip code became synonymous with the rich kids on the eponymous TV show in the 90s.
While the five digits of your zip might signal your economic status, they can also indicate a desirable neighborhood because of its excellent public schools, affordability, proximity to the beach or popularity for other reasons.
According to CBS News and Realtor.com, properties in these zip codes saw between 2.9 and 5.2 times more views than the average U.S. home listing, and spent between 32 and 45 fewer days on the market in the first six months of 2024.
- ZIP 43230 or Gahanna, Ohio
- ZIP 01970 or Salem, Massachusetts
- ZIP 07920 or Basking Ridge, New Jersey
- ZIP 63021 or Ballwin, Missouri
17. Rental properties
There are 45.6 million renters in the U.S., according to data from Redfin and recent reporting by HousingWire that shows a 2.7% in U.S. renter households. As an agent, you can opt to serve the rental market or position yourself as the expert who helps renters make the leap into homeownership. Knowing about saving, budgeting, investing and mortgage financing will serve you well if you want to target renters who want to jump off the hamster wheel of paying rent, and who are ready to dip their toe into owning a property.
18. Equestrian properties
Finding a property with room for a horse (or multiple horses) can be tricky — not to mention the codes, regulations and zoning restrictions that come with owning one of these properties. With 1.6 million households in the U.S. owning horses, this niche might be a big one, depending on your location. Network with equestrian associations, rodeos, and veterinary offices to reach this desirable audience.
19. Commercial properties
While commercial real estate has taken a hit over the last few years, commercial real estate agents see opportunity. Prices for commercial real estate are trending downward in many areas, lowering the entry barrier for small businesses. With slumping prices, owners, landlords and municipalities are also open to creative ways to repurpose their commercial properties. Conversions from office space to residential apartments in major metros are one alternative use case being explored.
Join networking groups for small businesses or the Chamber of Commerce in your area to gain clientele in this niche. Speak with local businesses you frequent to see if they want to expand or move locations.
Buyer and seller niches
Developing expertise that helps specific buyers or sellers leads to a potentially lucrative real estate niche. While many agents aspire to crack the luxury market and deal exclusively with high-net-worth clients, there are plenty of other real estate niches that position you for long-term growth.
For example, buyers who need creative financing (often first-time homebuyers) can be an incredible source of referral business for you. Imagine the joy of helping clients experience homeownership for the first time in their lives! They’ll want to share your creativity and expertise that helped them reach this huge financial milestone.
20. First-time homebuyers
First-time homebuyers are an ideal niche for you if don’t mind explaining the basic principles of real estate transactions and guiding newbies through the buying process. This can be a lucrative niche because these often younger homebuyers are likely to share their big news on social media, referring you and your services to their entire network of friends and family. Target first-time homebuyers by holding live webinars in cooperation with your favorite mortgage professional.
21. Multi-generational living
Multi-generational households have increased since the pandemic, and with high housing costs, this market will likely stick around for the foreseeable future. College students moving back in with their parents or older parents moving in with their grown children are two examples.
Advertise on your social media channels and create a website or landing page that specializes in this real estate niche and gives home buying and selling information to the multi-generational audience.
22. Empty nesters or downsizers
After the kids have moved out, couples often find themselves with much more room than they need. Whether it’s the desire to downsize or an interest in moving to a new location, empty nesters are a great group to help on their journey to the next chapter in their lives.
Sponsor college graduations to attract empty-nesters parents who will soon find themselves with more space than they know how to use.
23. FSBOs
For sale by owner, or FSBO listings, are a popular choice for sellers who want a straightforward process that cuts down on cost (and who think it’s just SO easy to market and sell a home). If you want to target homeowners who are trying to DIY it, you’ll need to prove to them that you bring expertise and value and, ultimately, that you will get them more money for their home.
To work FSBOs successfully, you’ll need thick skin, a triple-line dialer, and the right training and scripts. Award-winning real estate coaches Tim and Julie Harris break down the best scripts below. You can also read about a brand-new college grad who crushed it by chasing FSBOs in Hawaii.
24. Military families
With 1.3 million active-duty military personnel and 2.6 family members projected for 2025, there’s no shortage of potential business in this niche. Understanding the unique challenges of military families who make a permanent change of station (PCS) every two years is key to succeeding in this niche.
This is an ideal real estate niche for agents who live close to military bases or have lived the military lifestyle themselves. This will build trust with the military community and help to fuel your referral business. Join Facebook groups that cater to military families who are PCSing to find new clients.
25. Veterans
Working with a real estate professional knowledgeable about VA benefits and financing can simplify veterans’ home buying and selling process. Many organizations help connect veterans with real estate agents and brokers. Building relationships with local veteran resource centers is key to success in this niche.
If you are a veteran, the spouse of active-duty military personnel, or anyone willing to learn the process of helping service members find housing, this is for you. Seek additional education, like the Military Relocation Professional Designation (MRP) from the National Association of Realtors (NAR), to really up your game.
26. Foreign-language and international buyers
Foreign investors or international buyers are a diverse group of clients. Being multilingual is a must for this niche, as you’ll need to communicate effectively with your client to get a deal done. Like first-time homebuyers, these niche clients may not be familiar with the home buying or selling process in the United States, so you’lll need to provide thorough guidance on the process. Having a network or sphere of influence in other countries or experience in emigrating yourself will help you generate leads for your business.
27. Relocation services
To find clients in this real estate niche, you’ll need to network on Linkedin (with businesses) and on Facebook (with individuals and families). The best sources for relocation clients are often HR departments within national or transnational companies that frequently move their employees from place to place. Obtain relocation certification from WERC to establish your expertise.
For this real estate niche, you’ll need to be familiar with all the communities and neighborhoods in your market to identify the right location for buyers moving from out of town.
28. Foreclosure, REOs and short sales
Some real estate transactions and clients, including foreclosures, real-estate-owned (REO) properties and short sales, require a delicate touch. You’ll need to be highly sensitive and empathetic to the many challenges facing distressed homeowners to excel in this real estate niche. You’ll also need a clear understanding of relevant real estate law and tax codes.
If you’re unfamiliar with these terms, let us explain. The lender owns foreclosures and REOs after a sale has failed or a borrower defaults on their mortgage. Once the bank takes ownership of these properties, its goal is to recoup as much of its money as possible.
These niches can be highly competitive, but once you understand property values in your market, it is profitable to help these clients. Choose to work for a brokerage specializing in these properties to build your reputation as a trusted expert in this niche. Work with banks to establish their trust in you, as these transactions can be intricate. Banks can provide a consistent stream of new business once you’ve established a relationship with them.
The full picture
Specialists sell more real estate. Almost every successful agent works in a clearly defined niche to laser focus their marketing and lead generation strategies and ultimately, their expertise. Becoming a subject matter expert makes you super desirable to the audience you’re targeting and keeps leads flowing into your inbox.
The better defined the niche, the more successful the agent. For example, Ben Cabellero consistently ranks as the number one agent in the country on the Real Trends Verified list. He only sells new development homes in Texas. Alexa Lambert is the second highest-ranked agent and specializes in trophy properties in a handful of posh Manhattan neighborhoods.
Just as they’ve done, focusing your time, effort and resources on a well-defined real estate niche will build the knowledge and skills your clients demand.
