Network with Senior Placement Professionals
Most real estate professionals, while perhaps doing a one-off senior sale involved in a "buy in" option to finance an assisted living scenario (hear Bevin Eustace), are not strategic so don't focus on finding ways to systematically repeat their success with senior placement real estate sales. For a great discussion of the massive opportunity in senior placement to motivate your strategic thinking in this area hear Elena Merchand.- especially minute seven on.
When families have a major health event for a senior loved one they can be put in a position to evaluate and make housing placement decisions that are complicated, confusing, expensive and always changing. Most don't know there is an entire industry - senior placement - that helps families develop options and provide solutions that can meet budget and healthcare needs and concerns.
A senior placement professional is the first knowledgeable person that learns when a health event that required in a stay in a Skilled Nursing Facility (NSF) will result in the patient returning to their home, or will require a move to an assisted living facility, and whether the family will need to sell the senior's home to pay for the expense. Elena Merchand mentions that one in seven discharges from an SNF results in a real estate transaction. You need to know as many of these placement professionals as possible so you'll find out about these transactions long before your competitors do!
Google these pros that service your area, build a list of targets and develop a prospecting plan to network and nourish as many of these relationships as possible. Lorri Thanos describes how senior placement specialists are used to working with Real Estate professionals. Some like Elena have their real estate license. Others are considering getting their real estate license. Offer to do a commission split on the leads they provide to you if they're licensed. If they are thinking of getting their license direct them to Lumbleau RE licensing school - one of the best online licensing companies for the California BRE test.
Senior Placement professionals see the huge real estate potential associated with the vital role they play for their clients and the market for families selling homes to finance senior placement scenarios is only going to get bigger. Placement pros see you as a source of leads and they can be a huge source for you. Be among the smart and few and leverage this strategy to the max!
