Why choose an Accredited Senior Agent ?

WHY CHOOSE AN
ACCREDITED SENIOR
AGENT
What’s In It For You?
© Chris Newell 2011

The Accredited Senior Agent (ASA) represents not
only an agent who works with mature/senior clients
and their family; it also represents an agent who
has achieved some longevity in the real estate
profession.
What’s In A Name?
Hire Me and I’ll Do Everything AND I’ll Make It Easy; Hire An Average Agent & You’ll Struggle!

Longevity
 The majority of Realtors who leave the
profession, do so within the first 3 years. The
most recent data available shows that only
40% of new licensees are still active full-time
at the 3-year point.
 ASA members have a minimum of 3 years’
experience. The average tenure for ASA
members is 15 years. Many ASA members
came to real estate from another career where
they worked with mature people and seniors
on a daily basis.

Accredited Senior Agent - ASA
While we like to make a play on words and say
“I‟m an ASA – I take the headaches out of
your move”,
it is a serious play on words.
Holders of the ASA designation not only receive
extensive training in all aspects of the
mature/senior market, we also receive ongoing
updates on changes in all areas of these
markets.

To illustrate what makes choosing an Accredited
Senior Agent the right choice for you, the following
covers a brief background of the designation,
followed by a summary of some of the topics
covered in the course.
ASA Education

A Brief History
 The Accredited Senior Agent program was
born out of frustration at the lack of Canadian
information for agents wanting to focus on this
market.
 Founder Barry Lebow, an agent for 43 years,
and a group of agents with a combined 350+
years of experience, put the course together.
 In 2010 the Accredited Senior Agent Program
was awarded the ‘Best In Education’ award by
the Real Estate Institute of Canada, Toronto
Chapter, and is recommended for the national
award this year.
Hire Me AND I’ll Do Everything and I’ll Make It Easy; Hire An Average Agent & You’ll Struggle!

Course of Study
 Asking the right questions to help my clients
make the best choices for themselves
 The benefits, for my clients, of a ‘consulting’
business model
 Market demographics specific to our area
 The etiquette of working with mature/senior
clients
 Understanding, and explaining, complex
Canadian tax laws and estates – in simple terms
By no means an exhaustive list, these next slides will show you some of the
areas of study that all Accredited Senior Agent graduates complete.

Course of Study
 Recognizing options for people with one or
more investment properties
 Options to help you stay in their home, if that is
what you really want to do
 Recognizing when a team of experts is
needed
 Knowing local members of that team of
experts who can help you if needed
 How to identify housing and lifestyle options
for the mature and senior market segment

Course of Study
 How to protect you, and me, from unintended
problems
 Insurance issues most agents, their
clients, and even insurance agents, are not
aware of
 Working in the sometimes-stressful family
environment
 Transition Management – helping you with one
of the most challenging aspects of the move

A little information on why I am the right
choice for your next move, or maybe non-
move
About Me

About me
 I have been selling homes in Kingston and Area
since 1991and have worked with many, many
seniors as they sell their family home and buy
another or transition to an apartment
 I love people from all walks of life, enjoy listening
to their stories, try and understand what they are
experiencing, genuinely care, and like to help, if
asked.
 I have always enjoyed working with seniors as
they often need guidance. They recognize that I
genuinely enjoy assisting them, that I am patient
and willing to take the time to point out things that
are important to their well-being, in more ways
than one.

About Me
 I provide straight forward advice regarding how to
maximize a home’s sales potential and dollar
amount
 I encourage and welcome family to be involved as
the sale of a property for a senior can be a huge
decision
 I try to take the stress out of this difficult transition
and make the experience fun. Nothing beats
laughter and a smile and a sparkle in the eye of a
senior!
 I know that I am honest, ethical, and trustworthy
but you need to be the judge of that! Allow me to
meet with you and an opportunity to prove myself.

As an Accredited Senior Agent, I have
some powerful, exclusive tools to help you,
and your family if they are involved in the
decision-making, through the process
Tools To Help You

A Private Moment
 Perhaps the most useful tool I can share with
you is titled ‘Should I Move or Stay – Your
Personal Survey’
This short, exclusive, survey is really designed
to help you understand the pro’s and con’s of
staying or moving. I understand that this can
be one of the most emotional decisions for you
to make, so I encourage you to use this as a
private tool. Answer the questions secure in
the knowledge you don’t have to share the
answers with anyone.

A Private Moment
Here are just a few of the questions on ‘Your Personal Survey’:

A Series of Information
Brochures
1. Insurance: What You Need to Know.
If you’re like most people, you don’t really think too much
about your various insurance coverages’. In this free
brochure, you’ll discover some things that your insurance
agent may not have thought to tell you. You’ll also learn a
few things to consider regarding your Provincial health
coverage, and some good news about life insurance. As
you read this report, remember that this is provided for
basic thought-provocation only; you need to speak with your
insurance expert to get advice specific to your personal
situation.
Compiled by consulting with experts in many fields, these exclusive brochures
cover many critical topics, most of which are unknown to the average
consumer and agent.
There are 7 brochures in the series, covering these topics.

Information Brochures
4. The 8 Most Important Questions I Will Ask
You
Making a move in the later years of your life
is often a daunting, confusion-filled event. It
can be emotionally draining, and often
creates stress in the least expected parts of
your life. Here’s the first question: ‘Do you
WANT to move, or do you feel you HAVE to
move?’
A critical question, for sure.

2. The Top 7 Questions You Need To Ask Any
Agent
Your home is typically the biggest investment
you have. It’s also the holder of
memories, cherished possessions, and so much
more. It’s not bricks and mortar; it’s a
living, breathing part of you. And now you think
it’s time to move on to the next phase of your life.
To guide you through this process, you must
make sure you are hiring the best agent for your
needs. Use these questions; they’ll help you
make the right choice. In real estate, as in life, all
things are not created equal.

3. What‟s Changed In Real Estate?
If you’re like most seniors, you haven’t bought or
sold your home in many, many years. Whether
that’s the case or not, this free brochure will give
you useful insights into the major changes in real
estate over the last 20 years. The basics of the
business haven’t changed – it’s still all about
helping you make your move as smoothly and in
as stress-free a way as possible. It’s the legal
part of things and the marketing part that have
really changed.

5. Retiring Out Of Canada
If you’re like many seniors, you’re planning on
spending at least part of your year somewhere
outside Canada. For some, it’s heading to
warmer climes during the cold Canadian Winter.
For other’s, it could be spending a number of
months in ‘the old country’. If time beyond ‘a
vacation’ is in your plans, there a number of
things to be aware of. The items listed are by no
means an exhaustive list; they’re a guideline to
get you thinking.

6. Transition Management Q & A
What Exactly Is Transition Management?
When someone has been living in their home for a long
time, or they are unable to take on the multitude of things
needing to be done to make a move, there is a new breed
of professional on the scene to help them - Transition
Managers. The role of a Transition Manager is to take care
of ALL the details involved, from preparing the home for
sale, dealing with contents, coordinating any trades people,
preparing a summary of available options for your next
home - you name it, we can provide the service. Best of all,
when you hire Leslie Doe to handle your move, from A to Z,
you not only deal with a proven professional; you deal with
someone who will make it easy for you.

7. What Do I Do With All My „STUFF‟?
If you’re like most people, you have accumulated
a lot of ‘stuff’ over the course of a lifetime.
And, like most people, you don’t know what to do
with it. In fact, for the majority of senior clients I
work with, this is the most difficult part of the
process for them. Quite often, with the exception
of a few family heirlooms, neither your adult kids
nor your grandchildren will be interested in these
items. Here’s a few ideas on what to do with your
‘stuff’ . . .

A brief explanation of the benefits of hiring a
consultant compared to hiring the average
high-pressure, ‘paid-for-a-sale’ agent.
Consultant vs. Salesperson

 Traditional salespeople, by necessity of getting
a paycheque, are focused on ‘making the sale’.
In fact, ‘making the sale’ is the overriding goal
throughout the entire process.
 Consultants tell the client ‘how it is’, even if this
means making no sale today. This open and
straightforward relationship is better for both
the client and the salesperson.

Benefits of the Consultant approach, to both you
and I, include:
 Both you and I know that it is the your agenda,
not mine, that is being addressed
 You are less guarded and less defensive
 You feel comfortable talking more
 You take an active part in designing an action
plan to meet your specific needs
 I am not attached to the outcome of the initial
meeting – whatever happens, happens.

What Questions Do You Have For Me?
Questions

Insert your contact information here, and
leave on-screen while you are doing the
inevitable ‘post-workshop scrum’ with
people.
My Information

Why choose an Accredited Senior Agent ?

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