Have you noticed that many seniors are wanting to move to 55+ communities?
Maybe you’re a younger realtor, or maybe you just want to get an edge on the competition. While some things may stay the same, because let’s face it, we’re all still human, different life stages come with different needs and preferences.
Selling to more 55+ homebuyers?
There are a few differences when selling to seniors.
First, there is the label: Before I get too far, when I refer to seniors, I’m really referring to people 55 and older. There is a misconception that people consider “senior” to be offensive. This may be true for the lower half, who are still not technically considered “seniors,” but there is a breaking point where it doesn’t matter anymore.
Most seniors know how old they are, even if they pretend otherwise. When people move into a 55+ community, they generally understand that this is a place for active adults, many of which are getting up there in age. They themselves know that they’re getting up there in age also, and are often able to accept that pretty soon, if not already, they’ll be getting discounts at the local theater.
Also, keep in mind: Many clients in this age group hope for this to be their last move. Because of this, most of them understand that accessibility will be an issue down the road. While most of us understand this, many builders are still making homes that are not easily ADA adaptable.
Being ADA adaptable requires a little more thought and planning than a regular house. Look for communities that don’t have stairs, that have wider doors for wheelchairs, and that has the appropriate turning radius’s.
Knowing a little about financing, especially reverse mortgages, is helpful. Finding a qualified loan officer can save your client a lot of headaches. While most claim to do reverse mortgages, far fewer are those who can actually perform with any degree of reliability.
Many clients will be brought in by their kids at first, or even a spouse. Many younger couples are eager to plan a move together. This is usually the case when a couple gets older too, but we often find many clients who are dragging a spouse or kids who are dragging their parents out to convince them of the move.
Often this happens because someone sees a need that the other is unwilling to accept yet. Sometimes a husband who is in poor health, will try to make the move so that when he dies, his wife will be in a community with others like her, thus she won’t be as lonely.
Sometimes a kid sees that their parents are struggling with their yard work, and they want a safer or a more carefree environment.
Typically, Empty nesters, especially active and healthy ones, just want to have a low maintenance community that is also a fun place for grandkids to visit, and a place where they can make friends that are in their same life-stage.
Senior Communities are popping up everywhere.
While there are plenty of 55+ communities showing up around the country, many of them haven’t had the experience to know what they’re doing. They’re building homes for seniors like they build homes for younger couples.
Your best bet is to look for a company that has been specializing in 55+ communities for a long time. At Leisure Villas, 55+ is all we do. We know what empty nesters are looking for. Come see why we’re different. Bring your clients and you’ll see why they recognize us as Utah’s leader in active retirement communities.