(For licensed real estate agents)
The Senior Partner: the agent edition
A field guide for supporting the real estate needs of clients 65 and over.
Free, by email.
You’re great with people. That is why these clients found you. Nobody handed you a structure for what comes after, so you run these on instinct. This book is the structure.
“The agents who win this work aren’t the ones who push hardest. They’re the ones who make the client feel in control the entire way through.”
Lance Pendleton, The Senior Partner
If you work with clients 65 and over, you have felt at least one of these.
A client took six months to decide, and you had no framework to guide them without pushing.
Power of Attorney came up and you weren’t sure who to call.
The adult children showed up mid-transaction with opinions, and the conversation got away from you.
The move was about grief as much as the listing, and you had no words for it.
Before your next one of these.
Ten questions to ask before you are in the room, and ten red flags to watch for once you are. It also names your Partner Bench, so you know who to call before you need them.
The 65+ Client Starter Kit. Free, by email.
Why these clients are different.
A move after 65 runs on different rules from a standard listing, and the agents who miss that lose the room.
The home holds more than equity.
Decades of life live in those rooms. If you can’t name that, you can’t earn the trust the deal requires.
The grief is part of the job.
It will show up in the middle of your timeline. The book tells you how to hold it without trying to fix it.
The family is a second client.
Adult children mean well and complicate everything. You’ll get the language to keep the homeowner in charge while keeping the family on your side.
The fear underneath it is losing control.
Your job is to help them keep the wheel. Do that and the decision stays theirs.
The legal and financial layer.
Powers of Attorney, trusts, tax exclusions, senior move managers. You won’t be giving advice. You’ll know when to hand off and who to call.
The part after closing.
The first six months are hard on the client. Agents who stay present through them are the ones the family calls next.
What you’ll be able to do.
Run the stay or move conversation on a framework that lets the client decide.
Handle fifty years of belongings by knowing what to sort first and who to call.
Use language that keeps the homeowner at the head of their own table.
Map every housing option, from aging in place to continuing care, so nobody decides by default.
Know what each document means and when to bring in an attorney or a CPA.
Stay present through the hard first six months, when most agents disappear. That is where referrals start.
Be the agent a family sends its parents to, because you have done this before.
About Lance.
Lance Pendleton has spent 20 years training thousands of agents. He was Chief Innovation Officer at the largest Sotheby’s International Realty affiliate, then National Head of Agent Development at Compass, where he helped develop and train agents as the company grew from 6,000 to 30,000.
In their words.
“Having worked alongside Lance, I have firsthand experience of the impact his knowledge and expertise has on development, team performance and individual growth.”
John Lannan, former MLB pitcher
Get your copy.
Every format has the complete book. The paperback adds tear-out scripts and checklists.
Each link opens in a new tab. ISBN 9798996313068.
Short answers.
If you don’t specialize in senior clients yet.
This is still for you. One a year is reason enough to have a structure.
How it differs from the homeowner edition.
That edition is written to the homeowner. This one is written to you, with the scripts and handoffs.
Whether it gives legal or financial advice.
No. It’s general guidance, not legal, tax, medical or financial advice. It points you to the right professional and tells you what to ask.
Start with the kit.
This page contains no legal, tax, medical or financial advice.