Working With The 55+ Age Group.....Some Haven't Purchased For Decades

By
Managing Real Estate Broker with RE/MAX Executive Realty

The typical buyer for an active adult community is not "typical" at all.  This is a buyer who has not purchased a home is 30 or 40 years.  He/she is terrified, and trusts no one.  This individual wants to see everything that is on the market within a 30 mile radius of where they presently live and never visits just once.

Whenever this buyer visits one community, all of them in that town will also be revisited.  They buy on comparison and are quite negative about everything.  This is their method of controlling the situation.  Even if they love what they see, they will find as many negatives as possible before they change their tone. 

The agent needs to be very patient because selling to this age group is a long process.  No one jumps.  No one buys with emotion, and they all have something to sell.  Usually what they have to sell is dated, and in their mind, it's updated because of renovations that occurred 15 years ago!!! 

The only saving grace in working with this older age group is that "they will buy."  It's a matter of "which one" they will buy.  They all need to scale down with their physical environment and financially also.   They all have repairs coming soon on their existing homes, and they're not interested in investing more money into that home. 

Their friends will play a very important role in what they purchase, so be patient with everyone!!!  They sometimes buy in groups.  That's happened to us a few times.  One friend buys and the other follows.  This is a fantastic concept to market and blogging has been a wonderful method along with direct mail marketing to this specific age group.  If you're an agent who has never listed one of these condos, at least visit a community and familiarize yourself with the concept.  You may have the opportunity to sell one in the future, and you may appreciate that cash deal!!!

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Topic:
Real Estate General Information
Location:
Massachusetts Norfolk County Franklin
Groups:
55+ Active Adult Communities Specialists Public
55+ Active Adult Community Specialists
Active Rain Newbies
Posts to Localism
RE/MAX Active Rain Bloggers
Tags:
active adult community buyers in franklin ma 02038

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Rainmaker
1,824,328
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Cynthia.....half the battle is knowing how to understand the older age group....I'm one of them.....the average age of our residents is mid 60's but we have sold to folks in their 80's.....several.....

August 21, 2010 12:51 PM
Rainmaker
991,498
Bill Burchard
Broker, Realtor - Murrieta Homes For Sale, Califor
3B Realty: BRE# 01864774

I recently helped a 70+ buyer find a home... and your experiences mimic mine, Barbara. They scrutinize everything, often plyaing the role of Devil’s Advocate. And they are very serious about buying... when they find the right place, in the right neighborhood.

August 21, 2010 01:50 PM
Rainmaker
1,824,328
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Bill....knowing how to deal with and understand the buyer is half the battle....

August 21, 2010 02:06 PM
Rainer
227,355
Karen Bernetti
Staging4Smooth Transitions Connecticut Home Staging

Barbara - Seniors are my all time favorite people to work with, I've had many opportunities to assist older couples with their downsize moves - you offer such wonderful advice!

August 21, 2010 11:56 PM
Rainmaker
1,824,328
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Thank you, Karen....it takes patience, for sure.

August 22, 2010 12:12 AM
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Rainmaker
1,824,328

Barbara Todaro

"New Franklin MA Homes"
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Additional Information

The Kuney-Todaro Team is the "#1 team in Franklin's #1 office." Our expertise is in marketing new construction and resale properties. New construction is our niche and we have sold 40 subdivisions in the area of Franklin MA.