The Golden Opportunity with Boomers and Seniors
Aaron Simons
Aaron Simons
Carlsbad, CA
Mega Agent
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2016
1. Boomer/Senior statistics
2. Three opportunities for listings
a. Probates
b. Senior Transition Program
c. Referrals
Objectives
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• 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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• Total population –
• Population 65 years and older –
(According to 2010 Census brief)
The Opportunity Is Now
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.
The Opportunity Is Now
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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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• 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
Probate and Trust Listings
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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
Probate and Trust Listings
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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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• 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
Probate and Trust Listings
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• 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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• Be familiar with the many senior living facilities
in your area
• Independent Living
• Assisted Living
• Skilled Nursing
• Memory Care
The Senior Transition Program
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• 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!
The Senior Transition Program
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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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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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• 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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• 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?
Professional Referral Network
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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
Professional Referral Network
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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
Professional Referral Network
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• 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
Professional Referral Network
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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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