“Trust and time matter more than tactics when helping seniors transition.”

- Dan Rochon

Episode Summary

Serving Senior Clients the Right Way

Working with senior home buyers and sellers isn’t just another transaction—it’s often one of the most emotional and life-shaping decisions they’ll ever make. In this episode of the No Broke Months podcast, I had the pleasure of speaking with Heather Brooks, a Senior Real Estate Specialist and Aging in Place expert, to talk about exactly how real estate agents can better serve this important group.

Here’s what stood out—and what every agent needs to understand.

Why the Senior Market Needs a Different Approach

Seniors aren’t looking for flashy marketing. What they want is trust, patience, and clear guidance. Many of them have lived in their homes for decades, and they’re not just selling property—they’re letting go of decades of memories.

Some are facing real dilemmas:

• Do I age in place and modify my current home?

• Or is it time to move into something more accessible?

And with 76.2% of seniors owning their homes outright, these aren’t cash-strapped clients—they're decision-heavy ones.

Homes That Don’t Fit Anymore

Here’s something Heather pointed out that’s critical: Many of these homes were built before 1945. That means:

• Narrow doorways

• No grab bars or accessible bathrooms

• Steep staircases

• Second-floor bedrooms

In other words—not designed for aging bodies. As agents, we need to be offering solutions, not just listings.

How to Truly Serve Senior Clients

Heather dropped a lot of wisdom in this episode, including these key strategies:

✅ Build trust over time. Don’t rush seniors through paperwork or push for quick decisions. They need to process at their own pace.

✅ Offer relevant resources. From home modification contractors to senior care advisors, have a referral list ready.

✅ Focus on accessible design. Think zero-step entries, first-floor living, and walk-in showers when helping clients buy or sell.

✅ Be emotionally aware. A senior moving out of a home they’ve lived in for 40+ years might need more time, reassurance, and flexibility.

✅ Leverage Facebook. It’s still the platform where many seniors are active and engaged.

✅ Know the hotspots. Many seniors are relocating to Sun Belt states like Florida, Arizona, and the Carolinas—climates that support comfort and lifestyle.

Go Beyond Real Estate—Be a Resource

Heather also stressed the importance of networking with professionals in the senior care space—nurses, estate planners, contractors, and more. Agents who take time to educate themselves and others will earn long-term loyalty and more referrals.

Looking for a place to start? Heather invites agents to join her Aging in Place network—a hub for real estate professionals to learn, connect, and better serve this growing demographic.

Final Thought

Helping senior clients isn’t about slick marketing. It’s about trust, patience, and real-world solutions. If you’re willing to learn the nuances, you’ll stand out—not just as a real estate professional, but as a trusted guide during one of life’s biggest transitions.

Thanks for tuning in. Until next time, be grateful, make good choices, help someone… and go find that listing.

Do you doubt yourself? 

If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!

You just need to find YOUR Way. 

I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free. 

The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.

You can Claim Your Copy HERE.

Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money. 

Others will admire and value you. 

And don’t forget to join the Facebook group to network with the top agents:

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