Working within a senior-focused real estate landscape can be both rewarding and profitable. It can also be stressful for seniors and their families. Clients can become emotional as they transition into the next stage of their life, even when the change is a money-saver and a move in a more positive direction. Family members often start to have internal conflicts, which can pour over into broker-client or agent-client meetings. I have learned, over time, that these uncomfortable situations for brokers and agents are almost always avoidable. So, how do you help your client downsize, turn a profit and generate a referral? Well, there are some basic practices that I have embedded into my day-to-day business that I will share. When helping seniors downsize, consider these tips: 1. Understand attachment issues have nothing to do with wanting to sell the home Attachment issues are usually at the core of any hesitation when it comes to downsizing a home. Years of living in a ho...
- To deal with attachment and hesitation issues on your client's behalf, I feel it is important that one remain in good communication with all involved.
- Seek out the family member with the best relationship with your client, and make him or her a part of the process.
- If the client can afford it, I will bring in a coordinator/estate sale expert to assign value to certain belongings, give unbiased feedback on what isn't worth keeping and to help clear out a family home before or after a sale depending on specific circumstances.