For Many Seniors Selling Their Home, "Letting Go" Is Often the Crux Point 

"Crux Point"

The Merriam-Webster dictionary gives three definitions for "crux."  All three are relevant here.

1. an unsolved question
2. an essential point requiring resolution
3. a main or central feature.

"Letting Go"

I work with a lot of older persons who want to sell their home as both a personal passion and a professional specialty.  I also have my share of young, first-time home sellers.  After a few years of this, a pattern has emerged.  

Younger people tend to readily "let go."  They tend to let go of the house, the relationships with neighbors, the family memories made in the house, with relatively little stress.

But for elderly home sellers, there just seems to be a pattern that more of them have some unique thing, something peculiar and specific to them, that stresses them to let go of.  I've had one client simply back out of a sale at the last minute, not wanting to abandon memories.  Another became hospitalized with stress over selling and moving (her husband had always managed such things).  Another elderly client was quite miffed at me because I got her home sold too quickly...she had not yet fully adjusted mentally to moving.  An elderly widower was doing great until he had to confront the reality that a basement-full of half-completed repair projects would remain forever incomplete.  These clients have taught me a lot about how it's different when selling a senior's home.

If I could cite one particular most common challenge about "selling an older person's home" it would be this issue of "letting go."

"Grabbing On"

Knowing that letting go is likely going to raise it's fiesty head at some point during the process of selling their home, we can more readily work with the client, with their family, or their fellow church members, neighbors, etc., and be ready for it.  In fact, we can work toward even minimizing or preventing the problem.  

But how do we help the elderly home seller with "letting go?"  Here are some methods I use in working with older home owners.

• Find "The Anchor"
  Get to know the client well enough on a personal level discover what they cherish and what they will miss after moving.  Or what aspect of the home-selling/moving process is most stressful?  If they won't let go, then we need to find out just what it is that they most likely won't want to let go of.  (Memories, projects, the home, neighbors, ...)
  
  
• "Grabbing On"
  One thing that exacerbates the letting go problem, is that the client is often unclear what it is they are supposed to be "grabbing on" to.  "Fear of the unknown", if you will.  If they're moving to an assisted living facility, have them tour a number of candidate facilities before putting the house up for sale.  Let them go visit a number of times at the one they select, getting to know staff and new neighbors.  Or help identify what new projects can be started with the money from auctioning the hoard of old incomplete projects.  Maybe the client's family have a group lunch at the new nursing home, to show the reality of how it will still be family-friendly.  "Letting go of the past" is a lot easier if one's hands are fully occupied "grabbing on to the future."
  
  
• "It Takes a Team"
  It can be overwhelming, the number of unfamiliar people that enter the life of a senior when they sell their home, dispose of their possessions, move to a new community, and many more.  Show the client how many people will be cooperating as a team, and who they are, to make all the pieces fall in to place at the right time in the right sequence.  Maybe a bio page or paragraph for each person and service role.  Print the Google+ Profile for the auctioneer or his company.  Print the bio page for the buyer's loan officer.  Show a portrait of the appraiser and of the home inspector as soon as you learn who they are, or show examples.  Show portraits and bio's for staff at the new nursing home.  
   
• Provide an "Itenerary Book"
  You've seen those promotional pamphlets that advertise group-travel for retirees.  It will lay out the tour with a play by play narrative, emphasizing how the seasoned, caring Tour Guide will meet you at the cruise ship upon arrival at ______, "then accompany you on a bus tour of carefully selected galleries and the countryside."  That format obviously works.  So, for your elderly client, provide an "itenerary book" for the home sale process, pointing out how you as their realtor will help them through each step of the process, and how you will help assure all members of "The Team" (see above) will work together in helping the client succeed.  How you will take special steps to minimize stress, screen and qualify buyers, help them prepare for home security, meet new neighbors...
  
  

There are many more special services and sensitivities a Seniors Real Estate Specialist can provide for our elderly clients.  Hopefully this blog will jump start your imagination and enthusiasm for the deeply rewarding opportunities to serve seniors, elderly clients, and their parents and families. 

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