Change Happens. We all hate it. Do you know someone who has put this off too long?
There comes a time when the 3 or 4 or 8 bedroom home that brought so much joy is really more of a lead weight. The treasured memories are turning into constant worries, about leaky pipes and roofs, broken air conditioning systems and rooms that haven't been used much in years. Stairs that scare you to think about them using.
Is there a person that comes to mind when you read this? An older but vibrant woman or man with too much house regardless of money, they are just burdened. You can almost feel it when you talk to them about their place.
REALTORS: here's what I want you to do right now:
Pick out a really attractive 1 level Condo or Co-op that seems like it might be a good fit for them, something in their neighborhood so they can stay close to their friends, so that she can still go to the same beauty shop and he can still go to his favorite hangouts. Use your best judgement about size given the persons financial situation.
Call that older person and tell them that you were thinking about them and were wondering if they would be open to going to look at something that would make their life easier, and free them from these worries.
They may give you some initial resistance, which is a natural defense that we all unconsciously do, "Dear, its no trouble. I really want to see this place for myself and i'm going anyway...I just thought I'd see if you would care to tag along?" An offer to drive and if you have time to get a snack or coffee goes a long way.
When you pick them up from their house, I want you to ask them the following thought exercise. "If you were to move from here, what items do you really care about and have sentimental attachment to...and what items would you just as soon jettison and be free of?"
I asked my Mom this, who is in this situation right now. I was shocked!
"The china cabinet" she replied. and the photos. Thats it"
Now when I am looking at the new place with my older clients I like to tell a story about this one time, that I had an estate sale and sold almost everything I owned and made enough money to just buy a really nice new sofa, dining room table and chairs. I loved how clean and new and fresh it felt. Like shedding a heavy coat on a hot day. I even donated my old clothes, and bought some new ones. Who doesn't want to do that? Make it a FUN idea.
As realtors we all know plenty of organizers, estate sale company's and packing and moving and shipping companies that will do everything. Offer to help clients pick the right service providers and offer to co-ordinate it all for them. Do not offer to help them move, leave it to the professionals. Trust me, it will just turn into a big mess and slow your clients down. Your clients may not even be aware that these things exist, help them see the value in getting it done by professionals quickly and safely.
Then comes the fun part, when your client has found a place that they like see if the realtor representing it will let you make an offer contingent on the sale of your clients home. (Your laws may vary. This is true for California). Explain to your client that this is a possibility, they may not even know. Some clients may be financially comfortable enough to easily cary two properties for a short period. Price your clients home to sell, not to sit. Lets get this done! Ask the sellers realtor to consider it and tell them that you have priced the older persons house aggressively.
By the way, I write this with love, coming from contribution.
I know an older person in another state that I cant help, but i wish I could. No realtor has bothered to ask them if they could help, they send calendars and magnets with football schedules, they call and ask if she is ready to sell NOW, but they don't paint the picture of HOW. Make it easy, its your job.
By the way, I have an excellent property for an older person to purchase. It's a spacious 2 bedroom 2 bathroom for $999,000. Its on the ocean in Santa Monica. Prestigious north of Montana location. It is all one level, fabulously remodeled, there are no steps or stairs at all, from the driveway where the valet takes your car. There are doormen and security so they can sleep soundly and feel safe and protected. There are young people, and older people and diversity. Its very "2017". A pool and hot tub and great gym to seal the deal. Did I mention it is a 2 bedroom on the Ocean for only $999,000?
Its a wonderful place with happy energy.
This property has been SOLD
