I have heard some recent accounts of tough times in real estate when dealing with senior clients. Anybody who knows me, knows I have a soft spot for seniors because they are often the forgotten members of society; so it bothers me when I hear about these things happening. Like this: One very elderly lady gets to within days of closing and decides she doesn’t want to sell. She doesn’t want to sell because she never really wanted to in the first place, and besides, all attorneys are in cahoots with each other: She wants to keep her house. And, she doesn’t begin to understand the consequences of such a decision, nor even how she got to this point, really. Heartbreaking.

The key is patience. Patience and covering the same ground over and over…and OVER if that’s what it takes…until everyone truly understands not only the process, but HOW the process works. Remember many of these people, our seniors, don’t understand how real estate works ‘these days’. In their minds, they may envision Mayberry, where everyone knows everyone; or they may think the barber and the attorney are best buds. By the time many of the true seniors get to the point of selling the ‘family home’, they may very well have lost touch with the modern fast-paced reality. If you are going to represent them, you are going to have to assess the level of understanding of your client first; and if you can’t walk them through it, beware.

Remember that seniors need to net a certain amount, usually, and that’s a great discussion to have; but you may have to have it several times to make it understood; in other words, whether or not you can make that happen. And remember that these folks may not know how the attorney works, or even why one is involved. Think about how much real estate has changed in your lifetime, and then imagine being 85 and trying to grasp it. And remember that a seller may think the BUYER’S closing attorney is also her/his attorney. Explain it! Take the time, because I have found that there’s a lot of fear in the hearts of many seniors, and I have found that they truly appreciate it when you take the time to let them know they are being CARED for. That’s what I do, and I mean it. It’s just what we owe them.