How To Help Buyers Who Are Downsizing?

Posted by Gurpreet Ghatehora on Wednesday, August 14th, 2019 at 10:49am.

When it’s time for Baby Boomers to sell their big family homes and downsize some of them may struggle with the process. Even if they say they want to downsize they might insist that the downsized homes you show them aren’t big enough or don’t have enough family-friendly features because that’s what they’re used to. If you have found it challenging to deal with buyers who are in the process of downsizing and seem to not be sure of what they want here are some things that you can do to make them more open to smaller homes and to get clear on what their priorities really are:

Show Them Luxury Properties

One of the benefits of downsizing is that they will be able to afford a more luxurious new home that has features and amenities that they have put off having while they were raising a family. So show buyers that want to downsize properties with a smaller footprint but high-end amenities. Things like marble countertops, luxury master baths with jetted tubs and high-end walk-in showers, heated floors, and other little luxuries will get those downsizers thinking about the luxury they can afford now.

Show Them Homes In Family Communities

It could be that Boomer buyers are not ready to let go of the familiarity of a family neighborhood just to downsize. Show them homes in mixed-age communities where they can afford a luxurious home that is still in a family neighborhood with lots of children running around and plenty of fun activities that their grandkids can enjoy when they visit. Showing them smaller homes in family-friendly neighborhoods will keep their minds open to new homes because it will be a familiar and comfortable setting.

Keep Them Focused

Sometimes you just need to remind the buyers that they don’t need second-floor laundry or a huge bonus space anymore. When you’re taking them through properties gently remind them of the things that they do need or the things they have mentioned wanting in the past like a one-floor ranch house so there are no stairs they have to go up and down. Every time you show them a house gently remind them that their needs have changed so that they focused on what they need for this stage of their lives.

Show Them Maintenance-Free Properties

Many older buyers love the idea of maintenance-free properties. Whether it’s a high rise condo or a small home in a community where the yard work is taken care of as part of the HOA show them properties that have luxe outdoor spaces and make it clear that they won’t have to maintain those spaces. Showing buyers a gorgeous lawn that they don’t have to mow or maintain is a great way to get them interested in a property.

 

   

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