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Team Up with Assisted Living Centers

Jan 20, 2015

Posted by

Walter Sanford

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS and now wealthy from his systems, Sanford teaches his systems and strategies t Read more

Many of my coaching clients are soliciting assisted living centers.  We love clients with motivation, and making the move to assisted living centers provides that motivation quotient for our coaching clients.  

We love equity, too, because the short sale and REO thing is so “last year”!  With the commission cuts, long closing times, no control leads on REO/short sale leads -- exhaustion and frustration creeps in. 

My systems always provide multiple sources of income with one exertion of energy, and this system is no different.  Here are the steps:

1.Put together a list of every assisted living center in your market area.

  You can extend your geographical market area out to accommodate more.  Assisted living centers have a fantastic appeal.  Out-of-area facilities even pull from your favorite neighborhoods.  These centers often have the fancy condo complex out front.  They offer options for lease or purchase.  They often offer amenities like meal service, maid service, nursing service, and medical help.  Your client will love the available activities, too.  If the time comes when living in the condo becomes too difficult, the move to the next level of care is available on the premises.

2.Buying into an assisted living center usually takes some cash and your clients may need to sell their homes for top dollar.

3.These are mature homeowners/clients who normally have some equity.

4.The centers know that you meet many sellers in your day-to-day business.

  It wouldn’t hurt to discuss with them the numerous baby boomers you meet on a regular basis and discuss how you could promote their product.

5.The centers would certainly appreciate their sales information in your listing/buyer presentations and on your website.  They’d love it if you started blogging about their project!  For those who think social media will make you money, go ahead -- post and tweet about it.

6.Tell the assisted living center director how you can spread the word about their services and ask for a personal tour to learn more.  They’ll be happy to oblige…immediately.

7.Make contact with the sales office representative.  Tell them what you can do for them and that you need more information. 

8.During this stage, one of your goals is to obtain exclusive representation of the new complex, including commissions on rentals, even if the in house sales staff handles the closing details.  One of my coaching clients has a new listing on the whole new complex, but that is not why we started this process.  We have another demographic in mind!

9.What we really want is the home that needs to be sold so the center has a client with cash for a closing.  The center understands the needs of their new client (selling a home first), and they understand that the chances of closing rely heavily on with whom the client lists their home.  They will want their new, interested, and up-to-speed agent to help with the representation.

There you have it -- something to blog, post, and tweet about.  It’s yet another stellar service you offer your clients.  It’s another page on your website.  Most importantly, it is seller lead generation in two of the hottest non-short sale/REO demographics.

My coaching clients start on a new lead generation system each month to increase their listing presentations.  This leads to more listings, which brings more buyers, which brings the opportunity for you to make more down payments on rental properties where the tenants pay off the loans.  It’s the Sanford Systems’ four step program to becoming financially independent!