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Hoarding Homeowners Present Challenges for Agents




The KCM Crew welcomes back Nikki Buckelew as our guest contributor today.

Bungalow HomeCongratulations! You received a “come list me” call from one of your mailings and have just scheduled a new listing appointment!

The home is located in a highly sought after part of town where the property values have steadily increased and homes are selling quickly. The homeowner tells you that the home is free-and-clear and that she is moving to another state to live with her daughter. You are already thinking to yourself, “Why can’t they all be this easy?”

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Real Estate Teams Jumping onto the Seniors Real Estate Bandwagon




Expanding into the seniors real estate niche: Good business sense for teams

More and more real estate teams – both small and large – are beginning to consider the idea of expanding into the seniors real estate market. Unlike most solo-agents, teams typically have administrative support, consistent marketing campaigns, established branding, and diversity within their team members. This foundational structure can potentially provide the basis for a highly successful seniors real estate division when approached correctly.

What exactly does “correctly” look like?

Naturally, what I am about to share is a matter of opinion and certainly open to scrutiny, however, as a seniors real estate professional, coach, broker, manager, and trainer, I have seen a lot of agents over the past 20 years attempt to master the mature market (75+ segment) and have observed certain key elements that have ultimately lead to either extreme successes or failures.

So, before you hastily rush to post comments to counter any of the points I share below, remember that there are exceptions to every rule and that everyone has a different definition of success. Mine is only one, and since this happens to be my blog post, here goes.

A definition of “success” as it relates to teams serving the seniors real estate market.

Successful seniors real estate teams are those who:

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Two Controversial Mortgage Products Agents Should Know About




We already know from NAR that 1 in 4 home sales in 2012 involved a seller over the age of 65. It’s also no secret that the aging population is growing rapidly, creating the commonly referred to “Senior Tsunami.”

With this massive demographic shift and impending related changes in the real estate market, agents have little choice but to expand their knowledge base in order to better serve this aging clientele and the buyers of their homes.

Reverse Mortgages

There seems to be a lot of curiosity (and skepticism) these days around the reverse mortgage products on the market and whether or not agents should familiarize themselves with them.

Of course, we have all seen the infomercials featuring Fred Thompson, Henry Winkler, and others touting the many virtues of the Reverse Mortgage for older homeowners, but why should real estate professionals learn about them?

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Multi-Generational Housing Knowledge Critical for Agents in the Coming Decade




This past week I was reminded again about the visualization of the baby boomer generation looking much like a basketball making it’s way through a garden hose. With the first baby boomer having turned 65 years old in 2011 and 8,000 of this cohort “celebrating” a 65th birthday daily, we are being bombarded regularly with messages about how this generation will impact virtually every aspect of life.

Even the National Association of REALTORS® (NAR) didn't have a break-out session at this year’s NAR Conference in San Francisco devoted to dealing with the senior client, 55+ living options, or multi-generational housing needs. This despite their own reports indicating 1 in 4 home sellers as being over the age of 65 last year.

Regardless of your city, county, or state, this trend and need for suitable housing to serve the needs of not only our aging boomer generation as homeowners, but more importantly, their needs as primary caregivers for their rapidly aging parents and relatives, is only going to accelerate in the coming decade.

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Serious Housing Conversations Happen Over the Holidays




Grandson & GrandpaAs the holidays approach, families will be gathering all across the country to share meals, exchange gifts, and take part in activities and traditions passed down through the generations.

And while this time of year is typically reserved for celebration and remembrance, it is often a time for serious conversations and decision making for those with elder parents and relatives.

Common Situations:

“My mom always bakes the Holiday pies. Last year she left out the sugar and we all just laughed, but this year she almost burned the house down when she forgot to take them out of the oven. It’s time for her to consider moving, but we don’t really know where to start. We are going to encourage her to go with us to look at assisted living communities while we have time off from work.” - Marcie L.

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