If you haven’t heard about 55+ active senior communities by now, you’re living under a rock.
But how do you, as a realtor, help guide empty nesters to these communities? These neighborhoods can be very different from what they’re used to.
While some principles of the business might be a little different, many of them stay the same.
Here’s what you need to do…
A realtor’s job is not simply to have a password to the MLS.
You’d think by this age, seniors would have everything figured out. For many this is true. But for many, moving has just become much more difficult.
55+ communities attract people from 55-90 yrs old. Moving at that stage of life is very stressful. Not only are they going to have to deal with the actual move, but in many cases, they’re going to have to figure out how to downsize. Getting rid of a life-time’s worth of stuff is not always easy.
Plus, the older the client, the more handicap they may be. A little more hand holding might be helpful. Most of these communities don’t offer meal or medical services. So if they need a more assisted type living arrangement, then it’s an entirely different set of communities you should be showing them.
And naturally, you often sell to people who are like you. Take the extra time to know and build a relationship with the buyer, adapting to their style if needed. The better they can relate to you, the more likely they are to send their friends/family your way. And by this stage of life, many of them have built a decent network of friends and family.
Real Agents Provide Real Value
I can’t tell you how many real estate agents I’ve met that just want a free lunch.
When you consider that you are often making about 3% commission on a home sale, that could easily be the same amount of money that the builder is making on the same home!
Builders love working with agents, despite this odd difference in pricing. What builders don’t like is relatives injecting themselves into a deal at the tail end, or realtors who don’t do anything more than sign an agent agreement.
As an agent, you need to be an expert, not only in real estate, but in mortgages. You also need to help your client through the buying process. Some buyers are very skeptical of builders, or have a hard time understanding contracts.
It is your job to provide real service to your client. It is not your client’s job to find you after they’ve already done all the footwork. This attention to your client is what inspires client loyalty. If your clients aren’t referring their friends and relatives to you, you are doing something wrong.
The most successful real estate agents out there know that being a real estate agent isn’t a get rich quick scheme. Real success equals real work.
Being a Real Estate Agent can be Rewarding
Here at Leisure Villas, we’ve worked with hundreds of agents. We have 3 brokers with in-house agents spending full time working to sell our products. We also work with outside agents every day who are helping their clients find their dream home in any one of our several 55+ communities.
I’ve met so many people who have had a wonderful experience buying from us. I’ve also had the privilege to know many great agents who time after time, lead their clients to communities like ours.
Working with active seniors can be a joy, along with being profitable. This is a growing market and it pays well to know your clients and the properties out there that are custom designed for those who are 55 and older.
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