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!!!