Real Sage Advice Wins An Award

Every week there is a carnival held for real estate bloggers. While I'm a big fan of the carnival, I don't enter the competition very often because so many of my posts are so loosely tied to the real estate industry.   Well, one article on mine caught their eye.   I received recognition for entering out of hundreds of entries.

THE REAL PAYOFF FOR WORKING WITH SENIORS

I often get "looks" from my real estate agent colleagues when I tell them of my adventures working with seniors. They wonder why I do what I do. Yesterday was a typical day of my work with my senior clients I thought I'd take a minute to share before I go off and do it again today.

Claire is a new client who was referred to me by a past senior client.

I met with Claire at her financial planners office at 8:30 am (Yes, some of us are working before 9:00 am!). Eight days earlier Claire had signed a purchase agreement at a new Twin Cities Senior Cooperative, and signed it without representation. After we had an idea of what kind of money she would net after her house sold, we reveiwed her monthly income. Oh boy. I was very concerned about how tight things would be for her after she moved. I suggested she meet with her financial planner to make sure it was "doable".  After a discussion about how concerning this situation is for Claire, and a suggestion to look at a couple of other housing units before the 10 day right of recission was up, and a few tears, we ended the meeting. I assured Claire that moving and finding an affordable home will happen and that I would call her later in the day.  She hugged me and said "The Good Lord must be looking over me!"  REALTORs don't get paid for meeting with financial planners.

I returned to my office, put a call into the Minneapolis Public Housing Authority (I suspect we could find a program to help Claire pay for housing in a senior community)  and two other cooperatives that were going to be more affordable for Claire. REALTORS don't get paid for doing research for senior clients.

I spoke with the senior Cooperative that Claire had signed the purchase agreement with (actually a subscription agreement) and told them closing would have to be contigent upon the sale of the back up home. We discussed the language already in the contract and what would need to change for this purchase to work. Because I was not the procuring cause in this transaction, I will not get paid for these negotiations or contract amendments.

I spoke with the financial planner again with some new information, and spoke with Claire again. I told her I thought making things work for this particular senior cooperative was a long shot - how all of the stars in the heavens are going to have to line up perfectly for it to work, and because of all the uncertainties  she would endure a lot of unnecessary emotional turmoil. We could go look at a cooperative that would save her $100,000 and I asked her if she could see a little different lifestyle with that kind of money in reserves. Well, she agreed to go look at it with me, but still "has her heart set" on this other Cooperative. REALTORS don't get paid for bringing Senior clients to non-cooperating senior housing developments.

I told Claire she's the boss, if after looking at these other places she still wants to move into this first cooperative, we'll do what we can to make it happen. Then we talked through the possibility of having to hurry up and find a second choice if the "stars don't line up".

So, for about 4 hours yesterday, and a few hours today, I'll spend time doing a lot of things with my client I won't get paid for. But what a rich experience. My payment is being entrusted to help someone who doesn't have anyone else to help her, a financial planner who's trust I've gained, my past client who referred Claire looks like a hero, and I'm better for having experienced it.  I can't put food on the table with this kind of payment, but it fills you up in a way money can't.

P.S. If history repeats itself, and it usually does, you can bet monetary payment will be forthcoming in the way of referrals!

You can read about the event and other winners here at RSS Pieces:

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Comments

[Larry Cragun]

I love your articles. Lar

[Lisa Dunn]

Hi Lar,
That's great. Just so happens I'm a big fan of yours as well!

[Art Dinkin]

Lisa,

Very nice post. I am a practicing CFP in the Des Moines area and your topic hit home. Just last evening I was talking with an attorney friend of mine. We were discussing how we both do a lot of what we refer to as "service work" - helping clients without any compensation. We both agreed that it is a VITAL part of doing business.

Not only are we performing tasks our clients need, but in doing so we become much more referable. It is the right thing to do, and I believe that it is usually paid work (if you wait long enough).

Art Dinkin
www.momentonmoney.com

[Lisa Dunn]

Hi Art,
Prior to becoming a REALTOR I did some consulting in Des Moines at BCBS. I still have friends there and try to get back to visit. Thank you for stopping by. I hadn't ever actually named this type of work with my clients. "Service Work." I like it.