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realtor | Nevada Senior Guide

Marketing Real Estate to Senior Citizen Buyers by Marte Cliff

May 9, 2013 by · Leave a Comment
Filed under: Articles 

Have you noticed? Senior citizens aren’t as old as they used to be. At least  some aren’t. And that means you cannot market to all seniors in the same  way.

Senior buyers come in two varieties. The first are those who are actually  suffering from the ravages of age – and are only too happy to tell you all about  it. They’ll give you a list of ailments and things they can no longer do, so  your job in finding them a home is a bit more straightforward.

You can openly discuss issues like stairways, counter heights, doorway  widths, and space to install grab bars in the bathroom. They’ll tell you what  they need and want so you can go out and find it for them.

When you’re selling to this group, go preview homes before you take them  along.

When people are having a hard time getting around, need a wheelchair or  walker, or are just unsteady on their feet, they don’t need to be dragged around  looking at all the wrong homes. They won’t appreciate you wasting their energy  by showing them homes that are obviously wrong.

So pay careful attention to their needs, and if you eliminate a house they’ve  asked about, tell them why. It might be because the bathrooms and bedrooms are  on the second floor and the laundry room is in the basement – or perhaps because  of steep steps leading to the house. Maybe the garage is too narrow to allow  them room to put a wheel chair in and out of the car, or the bathroom door is  too narrow for the wheel chair to get through.

Do your homework, tell them the straight facts, and you’ll earn their  loyalty.

This segment of the senior population may be focused on living within minutes  of a medical facility, and they’ll probably tell you which one.

But what about the second group? What about the ones who are  officially senior citizens, but have no intention of acknowledging the fact?

You’d do well not to mention the words “Senior citizen” in their  presence.

Instead, find out more about them and their lives. Many are still working, so  see if they want to locate near the workplace. After that, inquire about hobbies  and other leisure time activities. Your new seniors may be avid golfers, they  may want to hit the gym three days a week, they make require fast access to a  swimming pool, or perhaps want to locate near a boarding facility where they can  keep a horse.

They may even want a home with a bit of pasture so they can take care of that  horse themselves.

Don’t assume anything. Some seniors are anxious to leave yard care  behind so they can pursue other interests, while others have been waiting for  retirement to have time to landscape a yard and grow a huge garden.

Take the time to listen. Listening is important no matter who your  client is, but when you’re selling to senior citizens, you need to listen to the  subtle hints as well as the open statements.

Remember, in the back of their minds, they’re recognizing the possibility of  ill-health in the future. How could they avoid it, with the television and  newspapers shouting it at every turn?

They know that the day could be coming soon when they won’t be able to easily  navigate those stairways – and they know that a wheel chair could be a part of  their future. They may even have a secret fear of living too far from a medical  facility.

But many simply do not want to talk about that. So don’t bring it up  unless they do.

Selling to seniors isn’t really all that different from selling to anyone  else. Your job is to listen and pay  attention to what you hear. When you do  that with each and every customer and client you’ll be head and shoulders above  your competition – because listening is almost a lost art.

Marte Cliff is a Freelance Copywriter and former real estate broker who  specializes in writing for real estate and related industries.

Marte offers a free mini-course for Realtors trying to build a business, as  well as web copywriting and lead generation packages. Learn more about them at  http://www.copybymarte.com

Marte offers a weekly ezine for real estate professionals and others with an  interest in marketing themselves or their property. To subscribe, and get a copy  of her report: How to Get Referrals & Testimonials, visit her at http://www.marte-cliff.com

Article Source: http://EzineArticles.com/?expert=Marte_Cliff

 

Nevada-Senior-Guide Michael Miller Realtor – Las Vegas

August 10, 2011 by · Leave a Comment
Filed under: Single Family Homes 

www.greenvalleyvalues.com

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