If you're lucky enough to work with a senior client, you'll likely be faced with one of the two most common obstacles.  "I don't want a monthly payment" and "Whatever will I do with all this stuff?"  I tackled the financial objection in Overcoming Seniors Objections Part II.  Jay and Medford even put me to the test to see if I could really show seniors how they could save money by moving. Even though there's a new monthly payment, you can decrease the amount of monthly payments for seniors if they move.

Now to answer the issue of all that stuff.  Many elder clients have been in their homes for 20, 30 or 40+ years.  The closets, spare rooms, basements and garages are filled with stuff.  Some of it, important momentos most of it, stuff that was stuffed just because they didn't know what else to do with it, and throwing it away was out of the question. 

1. Don't react to the stuff. Your new client is going to be a little embarassed when they show you all their stuff. Just shrug it off and tell them this is what you expected when you learned they had been in their home for XXX number of years.
2. Do not suggest they get started going through all the stuff.  Give them a pack of color coded stickers  Red, pack it and move it, green it stays.  Now, if your client has been in the garage for 5 years, and it's filled with boxes, chances are most of it will not move with them.  If they are moving gardening tools, have your client remove those tools, but a green sticker on the door, and they're done! They'll probably move most of the things in the kitchen, bathroom and their bedroom. Put a red sticker on the door and be done! The basement, well other than a bowling trophy, coin collection, and holiday decorations most of it will probably not go with them.  Put a green sticker on the door.
3. Packing will take the amount of time alloted. If you allow 3 years, it will take 3 years, if you allow 1 month, it will take one month.  Do not encourage your clients to move the small pieces themselves to save money.  If your client has the assets, encourage them to hire a moving company, and move in one day.
4. Give your client a checklist of things to do before the move, on move day, and after the move. Remind them to keep food, medications, emergency numbers and important papers with them. 
5. Hire a company like Rose's Daughters.  They will pack, move and unpack your elder client on closing day.  In fact, since your client's new home will be unpacked, your client can likely have dinner at home that day! They will arrange estate sales, or dumpsters, whatever it takes.

Remember to stay calm and to give your client options when possible.  Often during the planning stages of the move your gentle guidance will be appreciated. Keep it as simple as possible for the senior.  Be the "move concierge" for your client. You'll become the family go-to person for years to come.