the golden opportunity with boomers and...

The Golden Opportunity with Boomers and Seniors

Aaron Simons

Aaron Simons

Carlsbad, CA

Mega Agent

FAMILY REUNION

2016

1. Boomer/Senior statistics

2. Three opportunities for listings

a. Probates

b. Senior Transition Program

c. Referrals

Objectives

FAMILY REUNION

2016

• Boomers – born between 1946 and 1964.

• Current number – ___________ and growing.

• Current percentage – ______ of the population.

• Seniors – largest demographic in size and

percentage of the population in the United

States

The Opportunity Is Now

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2016

• Total population –

• Population 65 years and older –

(According to 2010 Census brief)


15.1%

9.7%

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• By 2015, 50 years and older will represent

_____ of the population.(According to the AARP)

• 55 plus age group controls more than

______ of America’s wealth.


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2016

1. Probate and Trust Listings

2. The Senior Transition Program

3. Professional Referral Network

Listing Opportunities

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• It’s a source of business ...

• with no peaks and valleys

• resistant to market cycles

• which continues to grow every year

• and best of all …• that’s free!

Probate and Trust Listings

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2016

• Agents’ perceptions?• They don’t know where to find the leads• Probate can take forever• Not many agents do them so they must not be

a good source• Insensitive way to do business• Ambulance chasers• Probate is complicated


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• What is a probate?• First step in the legal process of

administering the estate of a deceased person, resolving all claims, and distributing the deceased person's property under a will

• There are only two ways of settling an estate:• Probate

• Trust• Less than 5% of properties are held in a trust


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2016

A friend or family member passes

away, you are notified that you

have been appointed in their will

or by the court to settle the estate

and there is real property that was

left behind.

Imagine this scenario …

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• You’ve never sold a home before.

• It’s been 20 years since you’ve participated in a

real estate transaction.

• What do you do with all the personal belongings

inside the home?

• What if the home needs some work before putting

it up for sale?

• What if there are still occupants living in the home?

• What if you don’t even live in the same city?

And …

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• Are a critical piece of the probate process!

• Have the education and training to help!

• What will be the reaction if you …

• Call the person in the scenario?

• Or call the busy attorney working on the same case?

Excited and relieved to hear from you!

Real Estate Agents

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2016

• Probate listings – great source for investor

clients

• It’s not uncommon to come across … • a property in poor physical condition

• an executor who wants to sell quickly for cash and

not hassle with putting it up for sale


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2016

• What is transition?

• Process of senior selling their home and moving

into a retirement facility

• Many retirement living options

• Number of senior living communities on the rise

The Senior Transition Program

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2016

• Be familiar with the many senior living facilities

in your area

• Independent Living

• Assisted Living

• Skilled Nursing

• Memory Care


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2016

• Majority of seniors need to sell their homes to

move into a senior living community

• Challenge for sales reps at retirement homes

when signing up a new resident

• Opportunity for you!


FAMILY REUNION

2016

A senior goes to look at a

retirement community. They like

what they see, and even see the

perfect unit for them. They leave

excited about the opportunity and

get home and then they start

thinking ...

Imagine this scenario …

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2016

about all of the things they’ve accumulated

in their home for the past 30 years; about

all the unfinished projects around the

house they’ve never completed; about the

logistics of actually making a move.

Quickly their excitement turns to feeling

overwhelmed, and they become paralyzed.

They start thinking …

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2016

• Can help seniors by removing that feeling!• Can provide value to sales reps!

• Put yourself in the path with:• Seminars• Lunch and Learns

They will welcome your expertise!

Real Estate Agents

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2016

• Have professional service providers to

refer your clients to

• CPA

• CFP

• Attorney

• They may need one or all of the above

Professional Referral Network

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Question …

• Are you referring clients to your preferred

vendors or letting them fend for themselves?


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Example …

• Do you suggest new buyers put their home

in a trust? Yes

• Do you call your attorney and put them in

touch? No


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• Treat your professional referral network

just like your past client database

• Call and email a minimum of once a month

• Keep track of how much business you refer

them and how much they refer to you in

your database


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2016

• Add to your professional referral network

• Those you’ve referred already

• Those in your database you could refer

• Those who could refer to you

• Those you’d like to get to know so you could

refer


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2016

KW MAPS Group Coaching Program:Baby Boomer Listings• Probate process explained

• Key players, where to get leads, scripts, etc.

• The Senior Transition Program explained• Senior living facilities, your VP, who to call, scripts,

seminars, etc.

http://mapscoaching.kw.com/baby-boomer-listingsNext start date: Monday, March 28, 2016 – 1:00 p.m. CT

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