Question: How do you currently handle prospective residents who must sell a home before they move-in?
Are you handing them over to realtors….iBuyers? Or putting them in touch with transition specialists who are realtors themselves or affiliated with a realtor?
Can they help? Yes, but….…!
While all claim to help families transition a loved one out of a home and into a senior living community, none may be what your prospect really needs.
They may be good at providing resources, but this does little to nothing to take the burden of decisions and tasks off the backs of prospects.
In fact, using these resources can add months onto the move-in – months that your prospect could be spending as a resident in your community, and months of revenue that you could be enjoying.
Have you ever heard:
“Oh, we will fix up the house on our own”
or
“the realtor wants us to clean-up house, fix this, fix that, move this out before they will take pictures to list it.”
The fact is, realtors don’t buy the house. Real estate agents are good at what they do, but they won’t take any burdens off your client. In fact, they’ll add a laundry list of action items to get the house ready for sale.
What you may really need is a transition specialist who can actually buy your prospect’s house.
To be clear, we’re not referring to an I-Buyer service who may engage in bait and switch tactics to squeeze more money out of your prospect. This doesn’t help anyone and can negatively impact the reputation you are working so hard to sustain.
We are referring to a highly skilled, trained specialist who is also a certified home buyer. A solutions-oriented group with a level of compassion you won’t find in realtors, I-Buyers, lenders, or others who look at your prospect purely from a transactional standpoint.
We know this because these are the only kind of transition specialists that can get the certification of Real Estate Senior Transition Specialists. Ohana Legacy Properties is one of those.
Here’s what makes Certified Real Estate Senior Transition Specialists different:
- They undergo an extensive on-site training program on the senior living industry – to ensure they understand the family’s challenges, issues, and solutions.
- They are hired for their passion to serve seniors, strong ethics, and inter-personal skills as well as reputation in their communities – qualities you will rarely find in many real estate agent or I-Buyers.
- They are apt at dealing with the emotional challenges of your prospective resident, providing solid advice and additional resources, if needed.
- They are dedicated to the senior living community, working as a partner, keeping you informed of progress every step of the way.
- Because they are also certified Real Estate Senior Transition Specialists who are certified home cash buyers, they can provide a fair offer to the prospective resident on the spot.
- They take all the hassle off their backs of your prospects so that they are ready to move in quickly.
What does using a transition specialist/certified buyer mean for senior living sales?
- It gives your sales team a valuable tool, in the form of a solid solution to quickly convert prospects who need to sell their homes to pay for care.
- It helps build trust and loyalty with your prospect, because you are seen as a partner who cares, helping them make the transition and giving them options.
- Unlike Realtors and iBuyers, they don’t charge commissions (6%) or closing fees (3-4%). This leaves more equity in the house to be used for care.
- It helps you move more residents in months sooner. In many cases, houses can close as quickly as 10 days.
When you have a prospective resident who needs to access the equity in their house to pay for your community, you have a challenge many will walk away from.
We’ve heard from many iBuyers and Realtors that these types of real estate transactions are “complicated…..take too much effort….. take too much time……. or it’s not worth the effort.” And yet, these individuals represent more than 50% of your prospects.
Your prospective residents who need to sell their home have emotional needs as well as financial ones. Options and solutions are what they need, not corporate sharks with “deals” that devalue their home or realtors that insist on adding task after task to their to-do lists to make the house “retail-ready”.
One of our certified Senior Transition Specialists walked into a home to evaluate after another investor was just there. The first thing the potential clients said to us was:
“Are you going to push me to sign a contract now like the others?”
Then they said:
“And, are you going to throw out all moms stuff into a dumpster like the others said they were?”
It’s clear these house buyers did not have the compassion or empathy to work in this senior care transition environment.
Make sure you introduce your valuable prospect to someone whose interests are aligned with yours. Picking the right transition specialist partner is a good first step.
Reach out to Ohana Legacy Properties:
Local and family owned.
They’ve been through this same thing themselves.
They will treat you like family.
https://ohanalegacyproperties.com/real-estate-senior-transition-specialists/
