Soar to Success August 2019

J ust as investors pick their strategy and the type of properties they wish to include in their portfolio, you must consider picking the type of client that you would like to serve. With baby boomers preparing for their next chapter they often decide that they no longer want to own their own a home. This often happens during the transitional years (nearing retirement when they are considering moving nearer to children or grandchildren.) Their priorities change from building wealth to freeing up monies for travel. Here is an example of a transitional client: Karl and Marie put their house on the market thinking they would relocate back near family By Karen Cupp Baby Boomer Clients the Favorite Rental Demographic “when their house sold”. The house sold more quickly than expected so they came to me to rent. Now three years later they are still with me and tell me they plan to stay for another year or two until retirement. What does that tell me about how to tailor my customer service to attract these kinds of clients? Be understanding to their emotional needs. Many of them have not rented a home in twenty plus years. They are used to having total say and privacy, so it is important to use excellent communication skills to set expectations about responsibilities. Meet with them periodically to discuss their satisfaction and needs regarding the home.