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What Characterizes the Perfect Seniors Real Estate Expert?

What Characterizes the Perfect Seniors Real Estate Expert?

I have been spending a lot of time thinking. Scary right? Yes, that is what Chris says too.

I’ve been thinking about how to make sure each and EVERY mature homeowner in every market around the U.S., in North America, and eventually around the globe, is served at the highest level possible when they have a real estate related need or question.

It sometimes feels like a daunting task, but we are up for it. I feel both called and compelled to fulfill this worthy mission — it’s as though I have been preparing for it most of my live.

So, what characteristics are essential in becoming an agent who serves downsizing seniors, vulnerable elders, caregiver families, and aging services organizations?

Having spent the better part of two decades coaching, training, managing, and working alongside real estate agents across the country, I have compiled a list of qualities and qualifications that I feel differentiate the most qualified or “ideal” seniors real estate professionals from the average agent.

  • High integrity. Client needs come first. Doing the right thing is more important than earning a commission.
  • Respectful and gracious: Showing appreciation and respect for all parties.
    Patience and empathy: Has a deep appreciation for late life challenges and holds a space for clients to work through emotional challenges.
  • Relational: Sees people as valued and important. Believes real estate transactions are not about homes or addresses, but about individuals and families.
  • Skills and Knowledge
  • Successful: The ability to anticipate needs and challenges, create a plan, take action, and accomplish goals.
  • Competent: Knows their market, understands their client, and is able to effectively navigate transactions from beginning to end.
  • Well-read: Not only understands and knows the real estate market, but is also well-versed in the issues of aging, family dynamics, caregiving, and other late-life issues.
  • Connected: Surrounds them self with a network of subject matter experts who can be called upon when clients need non-real estate related support or assistance.


  • Action-oriented: Assertive and responsive. Enthusiastically leads and directs when appropriate and necessary to do so.
  • Helpful and supportive: Takes steps to get tasks accomplished — even if it means getting their hands dirty.
  • Consistent and dedicated: Follows through and completes tasks.
  • Flexible and innovative: Finds creative ways to insure that client needs are taken care of.
  • Communicative: Maintains frequent and clear communication in a way that is meaningful and appropriate for the parties involved.
  • Collaborative: Works well with others both inside and outside the real estate industry.
  • Team player: Creates reciprocal relationships with senior living communities and other aging services providers to insure seniors are well-served.

Life Experience

  • Legacy Coach: Wants to make a difference through their vocation. Knows that serving seniors provides a way to both earn a living and make a positive difference.
  • Caregiver role: Has first hand experience, either personally or professionally, helping older adults with late-life issues.
  • Family ties: Maintains fond memories and experiences with elder relatives and mentors who positively impacted their life.
  • Maturity: Understands that relationships are invaluable and that life is precious.

Albeit not comprehensive, this list will at least help paint a picture of the type of agent our organization and programs typically attract AND with whom we are seeking to connect.  There are lots of seniors out there and millions will need an agent who is sensitive to and knowledgeable about their needs in the coming years.

There are HUNDREDS of agents in the industry who are ‘perfect’ candidates for serving the senior market – for us, however, finding them is the hard part.

What do you think?

What other characteristics do you believe are important in working with downsizing seniors and elder home owners?

Who do you know fitting the above description? Forward this post and let them know you recommend them or send us an email and we will reach out!

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