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Amplify Your Business with Baby Boomer Listings. Aaron Simons. Aaron Simons. San Diego, CA The Heller Real Estate Group. Please complete an evaluation form found in the back of your program guide .

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aaron simons
Aaron Simons

Amplify Your Business with Baby Boomer Listings

San Diego, CA

The Heller Real Estate Group

please complete an evaluation form found in the back of your program guide
Please complete an evaluation formfound in the back of your program guide.

Amplify Your Business with Baby Boomer Listings

slide4
An Aging PopulationThe population of the United States is aging!Seniors are the largest age group in the United States.

Amplify Your Business with Baby Boomer Listings

baby boomers
Baby Boomers
  • Are defined as those who were born between 1946 and 1964.
  • Currently number 77 million and growing.
  • Make up 35% of the population.

Amplify Your Business with Baby Boomer Listings

baby boomers cont
Baby Boomers (cont.)
  • Are growing at a faster rate (15.1%) than the rest of the population (9.7%).
  • Will represent 45% of the population by 2015.
  • Controls more than three-fourths of the wealth in the United States.

Amplify Your Business with Baby Boomer Listings

top baby boomer listing opportunities
Top Baby Boomer Listing Opportunities
  • Probate and Trust Listings
  • Senior Transition Program
  • Professional Referral Network

Amplify Your Business with Baby Boomer Listings

probate and trust listings
Probate and Trust Listings

Amplify Your Business with Baby Boomer Listings

probate and trusts
Probate and Trusts
  • Are you interested in a source of business that has no peaks and valleys?
  • That is resistant to market cycles?
  • And that will continue to grow every year?
  • And that, best of all, is a free source of business?

Amplify Your Business with Baby Boomer Listings

probate listings have been flying under the radar for too long
Probate listings have been flying under the radar for too long.

Amplify Your Business with Baby Boomer Listings

perception of probate listings
Perception of Probate Listings
  • They don’t know how to find the information.
  • They take forever.
  • Not very many agents do them, so it must not be a good source.
  • It’s an insensitive way to do business.
  • Ambulance chasers do them.
  • They are complicated.

Amplify Your Business with Baby Boomer Listings

what is a probate
What Is a Probate?

Probate is the first step in the legal process of administering the estate of a deceased person, resolving all claims and distributing the deceased person’s property under a will.

Amplify Your Business with Baby Boomer Listings

settling an estate
Settling an Estate

There are only two ways to settle an estate:

  • Probate
  • Trust

Fewer than 5% of properties are held in a trust.

Amplify Your Business with Baby Boomer Listings

as real estate agents we are a critical piece of the probate process
As real estate agents, we are a critical piece of the probate process.

Amplify Your Business with Baby Boomer Listings

imagine this scenario
Imagine This Scenario
  • A friend or family member passes away.
  • You are notified that you have been appointed in the will to settle the estate.
  • There is real property that has been left behind.

Amplify Your Business with Baby Boomer Listings

what if
What If …
  • What if you have never sold a home before?
  • What if it’s been 20 years since you’ve participated in a real estate transaction?
  • What do you do with all the personal belongings inside the home?
  • What if the home needs some work before putting it up for sale?

Amplify Your Business with Baby Boomer Listings

what if1
What If …
  • What if there are still occupants living in the home?
  • What if you don’t even live in the same city?

What do you think you would be feeling at this point?

Amplify Your Business with Baby Boomer Listings

who would be pleased to hear from you
Who Would Be Pleased to Hear from You?
  • The appointed executor or administrator
  • The attorney
  • The client

Amplify Your Business with Baby Boomer Listings

as real estate agents we have the education and training to help with all of the above
As real estate agents, we have the education and training to help with all of the above.

Amplify Your Business with Baby Boomer Listings

where do you go to find probate listing leads
Where Do You Go to Find Probate Listing Leads?
  • The courthouse
    • Look up new probate case filings.
    • Usually electronic.
    • Most courthouses have an information help desk.
  • “Petition for Probate”
    • Check to see if there is real property in the estate.

Amplify Your Business with Baby Boomer Listings

where do you go to find probate listing leads1
Where Do You Go to Find Probate Listing Leads?

The information you need:

  • Name of the petitioner (executor/administrator)
    • Address and phone number for the petitioner
    • Relationship to the decedent
  • Name of the Attorney
    • Address, phone number, and email address for the attorney
  • Real Property Address

Amplify Your Business with Baby Boomer Listings

where do you go to find probate listing leads2
Where Do You Go to Find Probate Listing Leads?

Every city/county is different:

  • Some post the information online.
  • Some post part of the information online.
  • Some don’t post anything online.

Amplify Your Business with Baby Boomer Listings

probate listings and investor clients
Probate Listings and Investor Clients

Probate listings are also a great source for your investor clients.

Amplify Your Business with Baby Boomer Listings

the senior transition program
The Senior Transition Program

Amplify Your Business with Baby Boomer Listings

what is the transition
What Is the Transition?

It is the process of the senior selling their home and moving into a retirement facility.

Amplify Your Business with Baby Boomer Listings

what is your perception of a retirement facility
What is your perception of a retirement facility?

Amplify Your Business with Baby Boomer Listings

senior living communities
Senior Living Communities
  • As the population ages, the number of senior living communities is on the rise.
  • The majority of seniors will need to sell their homes in order to make the move into a senior living community.

Amplify Your Business with Baby Boomer Listings

different types of facilities
Different Types of Facilities

Are you familiar with the different types of retirement living communities?

  • Independent living
  • Assisted living
  • Skilled nursing
  • Memory care

Amplify Your Business with Baby Boomer Listings

imagine this facility scenario
Imagine This Facility Scenario
  • The senior, either on their own or by the urging of their family, goes to look at a retirement community.  
  • They like what they see, and maybe they even see the perfect unit for them.  
  • They leave excited about the opportunity and get home … and then they start thinking.

Amplify Your Business with Baby Boomer Listings

imagine this facility scenario1
Imagine This Facility Scenario
  • They start thinking about all of the things they’ve accumulated in their home for the past 30 years.
  • They start thinking about all the unfinished projects around the house they’ve never completed.  

Amplify Your Business with Baby Boomer Listings

imagine this facility scenario2
Imagine This Facility Scenario
  • They start thinking about the logistics of actually making a move.
  • Quickly their excitement turns to being overwhelmed and they become paralyzed.

Amplify Your Business with Baby Boomer Listings

downsizing hurdles
Downsizing Hurdles
  • There are many hurdles the senior and their families face while downsizing.
    • What personal items do they keep?
    • What do they do with items left behind?
      • Estate sale
      • Donation
      • Liquidation

Amplify Your Business with Baby Boomer Listings

downsizing hurdles cont
Downsizing Hurdles (cont.)
  • What projects do they do to get the home in selling condition?
    • Who can they trust to complete these projects?
    • Managing the transition from start to finish is our Value Proposition as real estate agents.

Amplify Your Business with Baby Boomer Listings

our value as real estate agents
Our Value as Real Estate Agents
  • Identifying the point of pain for senior living sales representatives.
  • In other words, what is the biggest hurdle in the sales process?
    • It’s the fact that moving is overwhelming for seniors.

Amplify Your Business with Baby Boomer Listings

create a concierge service
Create a Concierge Service
  • Create a “concierge” service to make the move stress-free and effortless to become the “go to” agent for senior living facilities.
  • Most seniors are very untrusting and wary of working with more than one person.

Amplify Your Business with Baby Boomer Listings

the heller five step plan
The Heller Five-Step Plan
  • Meet with the sellers.
  • Schedule an appointment for our professional home decorator/organizer.
  • Work with an estate sale specialist to plan what to do with the belongings.
  • Schedule any needed repairs.
  • Sell the home, coordinating any needed services.

Amplify Your Business with Baby Boomer Listings

professional referral network
Professional Referral Network

Amplify Your Business with Baby Boomer Listings

as real estate agents we often act as a resource for all of our clients housing and financial needs
As real estate agents, we often act as a resource for all of our clients’ housing and financial needs.

Amplify Your Business with Baby Boomer Listings

professional referral network1
Professional Referral Network

Do you have a list of professional service providers that you can refer your clients to if the need arises?

  • CPAs
  • CFPs
  • Attorneys
  • Insurance agents
  • Others

Amplify Your Business with Baby Boomer Listings

professional referral network2
Professional Referral Network

At some point during the transaction, your clients may need one of these professionals.

  • Are you actively referring your clients to your preferred vendors or letting them fend for themselves?
  • When we refer them to a top-notch professional, not only are we maintaining control of the client, we are now creating a relationship that will result in referrals if we work it correctly.

Amplify Your Business with Baby Boomer Listings

example
Example

When we sell a buyer a home, would it be a good idea for them to then put the home in a trust?

  • Yes

During the sale or after the close, do we pick up the phone and call the attorney and let them know about our client who has a legal need?

  • No

Amplify Your Business with Baby Boomer Listings

example1
Example

The reason we don’t is that we are busy with our own business and have moved on to the next lead/deal/fire.

However, if the attorney were to call us each week/month and ask us who we know that could use their help, we would be able to provide them a list of names, right?

Amplify Your Business with Baby Boomer Listings

example2
Example

Do you also think that the attorney/CPA/CFP also comes across clients each week or month that have a real estate need? Of course.

However, they do not pick up the phone either, typically because they are busy in their own business as well.

Amplify Your Business with Baby Boomer Listings

example3
Example

Yet, if we were to call them each week or month and ask them which clients they’ve come across that could use our help, they would be able to provide a list of leads we could then convert.

Amplify Your Business with Baby Boomer Listings

treat your professional network just like your past client database
Treat Your Professional Network Just Like Your Past Client Database
  • Call them a minimum of once a month.
  • Email them a minimum of once a month.
  • Keep track of how much business you have referred them.
    • Have a money field in your database to track this.

Amplify Your Business with Baby Boomer Listings

treat your professional network just like your past client database1
Treat Your Professional Network Just Like Your Past Client Database
  • Keep track of how much business they have referred to you.
  • Take good care of your top referring professionals.
    • Take your top referrers to coffee/lunch/dinner.

Amplify Your Business with Baby Boomer Listings

how to add to your professional referral database
How to Add to Your Professional Referral Database
  • First, look to see who you already give business to or have given business to in the past.
    • Always ask them the question “Who else in your field/office do you know that could use my services?”
    • If they work in a firm, leverage that into more business.

Amplify Your Business with Baby Boomer Listings

how to add to your professional referral database1
How to Add to Your Professional Referral Database
  • Look through your COI/PC database
  • Your professional database
  • Current clients
  • Office building or professional business parks
  • Professional associations
  • Meetup.com

Amplify Your Business with Baby Boomer Listings

thank you
Thank You!

Please complete an evaluation form found in the back of your program guide.

To download a free copy of this presentation, GO TO:

www.familyreunion.kw.com/downloads