Selling a Senior’s Home

What Seniors and Adult Children are Asking

                    By Dawn O’Neal ~ Realty World Executive Advantage


When our loved one’s ability to live on their own has become a major concern for their health and/or safety, it is not an easy decision to make if they are going to move or if you can have someone come into their home and help them stay in their familiar surroundings.

1. Staying in their home with in-home help is always the first choice a senior will want if they have the capacity to make that choice.

2. Children’s Home – moving in with son or daughter

3. Care Center:

a. Independent

b. Assisted Living

c. Full Care

Unique issues and complex decisions
Selling a senior’s home really is different and can be much more complicated. You will most likely be dealing with several unique issues and complex decisions during the process. Though seniors usually make the decision to sell, it is not uncommon for their adult children to be involved in the process. Guilt can also play a factor in your emotions that many people might feel when they have a job they must attend to and feel they should be taking care of Mom/Dad also but time just does not allow you to do both.

See your house as an investment
Once the decision to sell has been made you need to start looking at the home as an investment. That involves selling the home for the most money, in the shortest time and with the least amount of inconvenience.

For most people a home represents the largest part of their net worth so getting the maximum price for the home is of utmost importance. Many seniors will be living on a fixed income; therefore the equity in their home becomes an integral part of their overall financial plan.

Put together an action plan to effectively market your property for top dollar.
Consult with a Seniors Real Estate Specialist – SRES®

The issues facing senior citizens when selling their home are much different than for younger people, and some real estate agents have little idea how to resolve them. A mistake can be very costly, and for that reason any senior looking to sell their home should consult with a specialist. This professional normally maintain a network of other senior-focused professionals who can assist in tax counseling, financial and estate planning, and other aspects of the sale and move.

Create a marketing plan Once you have selected an agent that you feel confident about and are comfortable working with, it is now time to put together a marketing plan for the home.

Comparative Market Analysis The first step is to have your agent prepare a CMA (comparative market analysis). This is a key piece of information as it compares your property—the subject property—with other homes in the area known as the comparables.

The CMA will compare your home against other homes that have sold in the last 60 days, are currently listed for sale or homes that are pending for comparable prices yet to close. The latter will not have as much bearing as the sold as the actual selling price is not known.


Determine your listing price
Once the agent evaluates the information and makes the necessary adjustments to make the subject property as close to the comparables as possible, it is time to determine a listing price for the property.

Under pricing and over pricing
Many seniors, once they decide to make the move, often make the mistake of “under pricing” the property in order to secure a fast sale. This is not recommended and should be discouraged.

In order to sell the property for maximum dollar, caution must also be taken not to “over price” the property either. This is also a very dangerous strategy as it will assist in selling other properties in the area.


Pricing and Buyers
Pricing a property within the recommended range will bring in around 75-80 percent of prospective buyers. Even in a hot market pricing the property too far above market value will limit showings as only 5-10 percent of all eligible home buyers will see the home. Listing the home below market value will guaranty that 100% of potential home buyers will see the home but again this is a very dangerous area. The public will perceive this to be a bargain which could result in the seller getting far less than what the home is worth. Selecting a proper listing price is one of the most important factors when selling a home.

Seller’s market or buyer’s market?
 During the listing of your home your agent should have discussed the current market conditions presently being experienced in your area. You should have a general understanding of how the local real estate market works, along with the forces and influences affecting your local real estate market at the present time.

Questions like whether it is a seller’s or buyer’s market should be answered. Perhaps the market is more balanced. If so, your agent should be able to tell you what effect this will have on the price and the average number of days it takes to sell a home like yours.


Listing on MLS
Another important factor when marketing the home is to list the property on MLS. The multiple listing service is a very important tool to help gain maximum exposure because it markets the property to all the other realtors who are members of the real estate board. It also gives the public access through the public MLS site that is supported by the real estate board and its members. Care must be given to the actual physical showing of the home while the Senior is living in the home so that all precautions for safety and privacy is carefully considered for each individual person.

If you have any questions or concerns, please do not hesitate to call me for a free consultation to see what the best alternative might be for Mom or Dad. I have some excellent referrals that are ready, willing and able to help you and the entire family decide what might be best for your loved ones and it is NOT always selling the home. Alternative in-home care could also be a consideration; reverse mortgage; moving to an independent housing facility; etc.

I have case workers that can help you evaluate, consider costs and locations and determine what will make both your lives and your loved one’s lives more rewarding for both of you and reduce the stress sometimes affiliated with caring for the elderly.


After all, when our parents are in need of our help, we want to take care of them with the same love that they cared for us with.

Dawn O’Neal

Broker~Owner~REALTOR®
Realty World Executive Advantage Real Estate Broker License #01101500 – Over 20 years experience GRI®, CRS®, LTG®, RRC®, PMN®, ASP®, e-PRO®, SRES®, CIPS®, TRC®, SFR®, CHS®
(408) 923-7758                           www.DawnOneal.com
Exceeding Expectations ~ ALWAYS! TM

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About Dawn O'Neal

Dawn O'Neal - WASHINGTON - Realogics Sotheby's International Realty - Managing Broker CALIFORNIA - Independent Broker~Owner~REALTOR® GRI, CRS, LTG®, RRC®, PMN® ASP®, e-PRO®, SRES®, CIPS, TRC®,SFR®, CHS®, CDPE®, Ombudsman and Trained in Negotiations & Mediation from Pepperdine University School of Law I have been self employed since 1975, a REALTOR® since 1990. I am a member of the Sequim Association of REALTORS® IN WASHINGTON and WAR® plus Santa Clara County Association of REALTORS® and CAR® in CALIFORNIA Plus NAR®. I work predominantly with residential clients, some commercial properties, 1031 exchanges, & extensively with Seniors. I have received many awards with RE/MAX and Realty World attaining both their top award of Hall of Fame & earned many designations. I love to work with clients in person or through emails & the Internet. Please visit my web page www.DawnOneal.com for a full profile, testimonials & my passion – Breakfast With Santa. My Motto - Exceeding Expectations - ALWAYS!
This entry was posted in Real Estate - Sellers & Buyers, REALTOR®, Seniors and Senior Services. Bookmark the permalink.

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