AboutOne of my specialties is working with the elderly to sell their homes. It can be a difficult and emotional decision for them; they usually sell their home because they need a smaller, manageable residence or an assisted living facility. I have come to understand how important it is to treat these clients like a family member—they need someone who is both knowledgeable and compassionate. One of my older clients had lived in her home for more than 40 years and had to move because of an issue she had with stairs. She told me directly she was interviewing other agents but by the end of our discussion, she had decided to work with me. When I asked why, her response was, “You didn’t try to sell me on how great you are. You made it all about me and my needs.” After we sold her house, we remained friends. Today, we even swap books each month, and she knows I genuinely care about my clients and have their best interests at heart.