Members of the largest, most influential generation
of senior citizens in history are facing a financial decision far
greater than whether to endorse the latest Social Security "fix."
At issue is the sale of what may be their primary asset - the old
With the kids gone, the aches and pains amplifying
and retirement nearing, those once-fulfilling household-maintenance
duties such as lawn mowing, roof fixing, fence mending and cleaning
may be getting less therapeutic and more laborious.
Hence, thousands of seniors are pondering a move to
new quarters that will better fit their lifestyles, suit their health
and wealth needs and be closer in proximity to loved ones. They'll
do so as other contemporaries stay put, a phenomenon known as aging
in place. In fact, about 70 percent of all seniors will opt to spend
the rest of their lives in the place where they celebrated their
65th birthday, according to Senior
Advantage Real Estate Council.
For those who elect to adapt to their changing
world in a different setting, there's a litany of things to consider
-- and mistakes to be avoided -- before placing that house on the
First, seniors should secure the services of a Realtor
who routinely works with their peers, the council advises. There
are now more than 7,000 agents in all 50 states and Canada with
the distinction of Seniors Real Estate Specialist, or SRES -- now
the sixth-largest real estate specialty designation for Realtors.
Most major markets have several senior specialists to choose from
and more are rising through the ranks.
Many are also members of the 55-and-over set, including
Helen Barakauskas, a seniors real estate specialist with Prestige
Properties of Farmington, Conn., who lives in a 55-plus community.
Barakauskas recommends a market evaluation for senior
sellers, performed as part of an agent's basic service. "Some
of these folks have been living in their homes for 50 years,"
she says. "They bought a nice little place for $20,000 and
it is now worth $250,000, and they often can't believe it. An evaluation
will help provide that frame of reference they need."
She also recommends a full financial evaluation, in
which investment objectives, equity-conversion strategies, capital
gains taxes and the other implications of selling are thoroughly
More importantly, perhaps, is a less-formal lifestyle
analysis. "I find out what is most difficult about their situation
now and what is easier," she says. "If the current home
is too costly to maintain and its style is difficult for comfortable
living, that's important."
Barakauskas will try to help sellers determine whether
they need to be close to public transportation if they no longer
can drive, how important it is to be near quality medical care and
family and friends, and how important security is to them. "That
all leads to a discussion on different (housing) options,"
According to seniors real estate specialists, Realtors
should try to emphasize how a change in habitat could make the senior's
life much less complicated and more carefree, and focus more on
the positive than the negative of such a big step.
"The older generation needs a little more hand-holding
in this process," says Dennis Kaiser, a senior specialist with
ReMax Associates of San Diego. "It's easy to get overwhelmed
after you've lived in the same place most of your adult life."
Sometimes various assessments may indicate that seniors
needn't move at all, Kaiser says. "Often, a reverse
mortgage will enable them to stay where they are, and to many,
that's very important."
Reverse mortgages allow homeowners 62-years-old and
over to convert equity into cash to meet mounting medical expenses,
supplement Social Security or fix up their homes. "You can
make needed modifications in the home and generate the cash needed
to assist you," says Sally Hurme, a consumer-protection attorney
with AARP. "Of course, the set-up costs are pretty pricey,
so you don't want to do it if you know you're going to be moving
within three to five years."
Reverse mortgages are available through Fannie Mae,
the Federal Housing Administration and other national lending entities.
Seniors can inquire about them at their local banks.
Staying on top of state-tax nuances also helps many
senior clients. For example, California's Proposition 60 allows
seniors age 55 and up to transfer the base-year tax value of their
home to another home of equal or lesser value that they buy in the
same county, agent Kaiser notes.
This senior niche is one that's obviously not
going away. The number of persons 65 and older is expected to rise
137 percent to 82 million by 2050, according to the U.S. Census.
In home buying and selling, it's important that
agents who work with seniors emphasize counseling over selling,
seniors real estate specialists say. That extra care involves "asking
all the right questions and just being patient sometimes,"
says Sharon Durdel, a senior specialist with Las Vegas-based Liberty
Durdel advises seniors, "Get more than
one opinion and interview several different Realtors. The right
one should take extra regard in the circumstances of the (senior)
seller and the timing of the sale. This is an emotional time for
the sellers and everything should be in order."