Distribute a "How to transfer your property taxes to a new home" flyer
One of the biggest opportunities for agents to convert "on the fence" listing prospects is to become a trusted information resource when a senior couple is thinking whether or not they should downsize for the rest of their retirement. Reasons for moving can include eliminating stairs, reducing monthly costs (i.e. pool maintenance on a pool that hasn't been used for years or heating/AC costs) and/or moving closer to kids/grandchildren. Many time kids are nudging mom and dad to move closer due to health concerns.
The typical reasons seniors decide to stay are nostalgia, friends in the neighborhood, perception that they can't get a home as nice as their current one and a huge jump in their property taxes. How well you connect with clients will determine the value you bring to helping the decision in each of these areas.
You should always have a "how property taxes work when downsizing" brochure available to address the property tax concern. To get specifics about transferring property taxes clients age 55 and over go to Prop 60 and 90 info.
Your flyer should include at least the following:
- A clear and concise benefit statement of how a senior can move to a new home without seeing a huge jump in their annual property taxes
- Description of the propositions and the benefits of the programs
- Must be age 55 when the home closes (don't let them miss the huge benefits of this program by closing early)
- Their new home must be same or less in value
- It is allowed only once in a lifetime
- A new home must be purchased within two years of closing the sold home
- Application paperwork must be completed within three years of closing the new home
- If moving to a home in a different county, make sure that county participates in Prop 90 transfers
Make sure to add a call to action that they contact you for more information. You can include a "leave the follow up to me" statement that let's them know you will be calling them to answer any questions they may have if you want to build a phone campaign around the flyers you distribute.
As you prospect have flyers ready so when a senior answers a door knock you can share the flyer and your expertise right on the spot. Integrate subsequent newsletter topics with seniors you share your flyer. If you establish yourself as a subject matter expert to your targeted seniors, you will look completely different from your competition and they will call you when they finally decide to move to a new home.
