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The Senior Market Is Half the Country: Felicia Saraceno’s Full Playbook for Real Estate Agents
Americans 55 and older own about 55% of homes in the United States. Baby boomers make up 42% of all buyers and 55% of all sellers. More than half of homeowners over 55 own their homes free and clear.
Most agents are not prepared to serve this market well. Felicia Saraceno is here to change that.
Known nationally as The Senior Lady, Felicia spent years as an executive director and sales director in senior living before she ever sold a home. She has moved more than 400 seniors into communities, chairs the eXp Senior Network, and created the Certified Senior Transition Specialist Designation, the first of its kind in the industry.
In this episode, Felicia shares her complete playbook for agents who want to build a real practice in the senior market.
What you will hear in this episode:
Why most agents approach senior living communities the wrong way, and who you should actually be building a relationship with
The words and phrases that immediately mark you as an outsider, starting with the F word
How to segment the 55-plus market into two distinct client types with very different needs and goals
The five referral partners every agent in this space should have, and why a funeral home might surprise you
How to host events inside senior living communities that generate leads for both you and the community
Why age does not matter as much as education and authority when you are working with older clients
Felicia also shares how she thinks about the financial conversation with 80-plus clients, why capital gains is one of the most important topics to be ready to discuss, and what her X Factor is.
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