Turning “stuck homeowners” into closings: Unlocking the hidden housing pipeline

Key takeaway

Flyhomes CEO Tushar Garg said many homeowners want to move but can’t because their equity is locked in their current home. He said Flyhomes’ buy-before-you-sell platform is designed to unlock that mobility by helping lenders and agents convert sidelined homeowners into active buyers.

What leaders need to know:

• Mobility is a major constraint. Garg said many homeowners have equity but can’t easily use it to buy their next home before selling their current one.
• Contingent offers are still a pain point. Garg said Flyhomes aims to help buyers avoid weaker contingent offers and bring more certainty to the transaction.
• The model works through lenders and agents. Garg said Flyhomes uses a B2B2C model, white-labeling products so lenders and agents can offer the solution to their clients.
• Buy-before-you-sell can drive incremental transactions. Garg said the company sees hidden demand from homeowners who aren’t moving because the process feels too complicated or risky.
• Downsizing is a major opportunity. Garg said about 30% of Flyhomes’ volume comes from downsizers, including retired homeowners who may have equity but not the traditional income needed for a long-term mortgage.
• The opportunity goes beyond one deal. Garg said a successful buy-before-you-sell experience can generate referrals and give agents and lenders a reason to re-engage past clients.