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TIPS TO SERVE THE 55+ MARKET at Cresswind CHERYL CRAWFORD, SRES - - PowerPoint PPT Presentation
TIPS TO SERVE THE 55+ MARKET at Cresswind CHERYL CRAWFORD, SRES - - PowerPoint PPT Presentation
TIPS TO SERVE THE 55+ MARKET at Cresswind CHERYL CRAWFORD, SRES Tips to Serve the 55+ Market 55 Three 55+ Living Generations Tips to Serve the 55+ Market G.I. Generation Age 92 & up 1901 - 1926 Silent Generation Age 73 - 91 1927 -
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G.I. Generation – Age 92 & up 1901 - 1926 Silent Generation – Age 73 - 91 1927 - 1945 Baby Boomers – Age 54 - 72 1946 - 1964
Tips to Serve the 55+ Market
Three 55+ Living Generations
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- G.I. Generation – 1.88%
- Silent Generation – 12.97%
- Baby Boomers – 26.10%
CURRENTLY 40.95% of the Population IS 55+!
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What does this information mean to a real estate professional?
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Knowing Your Market
- DISTINGUISH THE GENERATIONS & Differences
- EVENTS THAT SHAPED THE WAY
- FACTORS THAT INFLUENCE BUYERS
- REAL ESTATE NEEDS OF EACH GENERATION
- FINANCIAL CONSIDERATIONS
- CHANGING AS AGENT TO WORK EFFECTIVELY
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First Meeting
Step 1 Anticipate concerns Step 2 Build Rapport Step 3 Be empathetic Step 4 Explain agency Challenges Step 5 Establish your meeting objective Step 6 Perform a needs analysis
Know Your Market!
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Challenges Going IN Digital vs Paper
Buyers & Sellers
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- Emotional
- Possible physical impairment
- Family business
- Grief
Considerations Going IN
Buyers
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- Possessions
- Endowment Effect
- Preparing the home for sell
Considerations Going IN
Sellers
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Knowing The
G.I. Generation
Age 93 & Up
What events shaped this generation?
WWI Great Depression WWII Pearl Harbor
Knowing Your Market
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The
G.I. Generation
93 & up
What are their housing needs? Multigenerational?
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The
G.I. Generation
93 & Up
Working with them as agent:
Don’t want to downsize Risk averse Parting with possessions
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The Silent Generation 1925 – 1945 Age 73 - 91 What events shaped this generation?
WWI Great Depression “ Children Seen Not Heard” Heard”
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The Silent Generation Age 73 - 91
What are their housing needs?
Ease of living Recreation Educational opportunities
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The Silent Generation Age 73 - 91
Working with them as agent:
Savvy Lots of questions Formal
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The Baby Boomers
Age 54 - 72
What eve vent nts shaped this generation?
Vietnam War Cold War Space Race Civil Rights
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The Baby Boomers
Age 54 - 72
What are their housing needs?
Upscale Home office First floor masters Recreation
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The Baby Boomers
Age 54 - 72
Wor
- rking
king wi with h the hem as as ag agen ent:
Education High service One-stop shopping
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The Baby Boomers
Age 54 - 72
How did the recession change the outlook of Boomers?
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Generational differences affect behavior Different housing needs Housing options Financial information Presentations Resources . . . . . . Financial information Presentations Resources
CONCLUSION
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