As your clients age and they start facing a variety of life challenges, the family home becomes a frequent topic of conversation for them.
Older clients thoughts and concerns
- We would like to live at home as long as possible.
- It would be great if we could reduce our housing expenses.
- We need to free up some real estate equity to enjoy our retirement.
- Can my parents afford a retirement community?
As Realtors you are faced with client questions that only they can answer
- We want to move but we don't know where.
- We think a bungalow would be good, but maybe a town house? On the other hand a condominium would be ok.
- We are having difficulty dealing with housing issues facing aging parents or grand parents.
Sometime Realtors ask, Is it worth dealing with older clients?
- I know there are trillions of dollars in real estate equity in the 60 plus housing market, but older clients take so much time and they rarely make decisions.
- How do I differentiate myself from other realtors.
- Adult children want “their” realtor to help their parents.
Like Realtors, Financial Advisors are faced with recurring client conversations and life scenarios
- Older clients eroding capital trying maintain the family home.
- Clients looking to free up real estate equity to enhance their lifestyle but unable to make a housing decision.
- Adult children starting to advise parents, children want to move parent’s portfolio to "their” advisor.
Are there business opportunities if I understand a clients housing issues?
- Every year in your community billions of dollars in real estate equity is liquidated and the proceeds invested. The question is how do I work with these clients?
- Understanding shelter issues will differentiate you from other advisors?
- Client retention increases when you can help solve challenging family issues.
The problem is not with your expertise as a realtor or financial advisor, the challenges is with your clients!
Housing- TLC offers a series of 30 – 45 minutes client lectures that can help them through the buying process
Lectures available
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Where
do I/we go from here?
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An informative
light hearted look at making a later life move buying decision
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Financial
impact of a later life move
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How much should we spend on our next
home?
How much equity should we take out of
our property?
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What
do we do with the stuff?
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Handy tips of getting rid of stuff
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Preparing
the house for sale?
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General
tips on preparing a house to sell
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Contact us for more information or to
book a no obligation virtual information session
[email protected]
