More house for your money – negotiating the best possible deal

By Korey Welch, Owner of Boom Realty 
and Senior Mortgage Broker, Loan Factory 

Selling a home is one of the largest financial decisions most people will ever make, and for seniors, it often comes with an added layer of emotional and logistical complexity. Whether you’re helping a parent, a loved one, or making the move yourself, the process deserves both sensitivity and smart strategy.
As a 25-year industry veteran who is both a licensed real estate broker and mortgage broker, I’ve worked with countless seniors and their families to help them make the most of this major life transition – financially, emotionally, and practically. I also charge just a 1% listing commission fee, which recently saved a Falmouth seller $56,000 on the sale of their $2.8-million home.
This guide will walk you through how to approach a home sale or purchase with confidence and show you how working with the right professional can make all the difference.
Key considerations before negotiating

  1. What are the senior’s goals?
    Understanding why the home is being sold helps shape every decision:
  • Are they downsizing to simplify life?
  • Moving to assisted living or closer to family?
  • Looking to cash out to support retirement?
  • Hoping to pass wealth to loved ones?
    Each goal calls for a slightly different strategy.
  1. Don’t assume – evaluate the home’s value
    Get a professional appraisal or comparative market analysis (CMA) to know what the home is truly worth.
    Understand the local market: Is it a buyer’s or seller’s market? The answer will shape your negotiating leverage.
  2. Involve the right people
    Senior sales often require a collaborative effort. You may need:
  • Support from family or legal representatives.
  • A real estate agent with deep experience helping seniors.
  • A power of attorney if the senior can’t attend closings or sign documents.
    Smart negotiation strategies
    Set a realistic asking price
    Pricing too high can lead to longer market times and unnecessary stress. Pricing smartly attracts serious buyers and stronger offers.
    Highlight the home’s strengths
    Single-level living, updated systems, and quiet neighborhoods can all be strong selling points, especially if your likely buyer is a family or someone looking for accessible living.
    Understand buyer motivations
    Different buyers prioritize different things:
  • Investors want speed and price.
  • Families may value condition, layout, and timing.
    Knowing what the buyer wants helps you craft the right counteroffer.
    Negotiate more than just price
    There are many deal points beyond the dollar figure:
  • Closing date: Seniors may need more time to move or prepare for the next chapter.
  • Fixtures and furniture: Consider including certain items for convenience.
  • Repairs: Instead of fixing everything, offer repair credits to avoid the hassle.
    Stay alert for scams
    Seniors are often targeted by “quick sale” cash buyers offering far below market value.
    Never sign anything without having a trusted professional review it.
    Legal, financial, and logistical tips
  • Estate planning: Coordinate with an estate attorney if the home is part of an inheritance or long-term plan.
  • Taxes: Seniors selling a primary residence may be eligible for up to $250,000 (individuals) or $500,000 (married couples) in capital-gains exclusions.
  • Mortgage strategy: As a licensed mortgage broker, I can help structure the financing side for any new purchase or reverse mortgage planning.
    Emotional considerations
    Let’s be real – this isn’t just a financial transaction. It’s often the sale of a home filled with decades of memories.
    Give yourself or your loved one space and time to grieve, reflect, and prepare.
    A good agent will never rush the process unnecessarily.
    The bottom line: Who you work with matters
    Most seniors will buy or sell a home only once or twice in their lifetime. You deserve to work with someone who treats your money – and your time – with care.
    With 25 years of experience, dual licensing as a mortgage broker and real estate broker, and a fair 1% listing fee, I offer a level of value that’s rare in this industry. You won’t be pressured, and you won’t be hit with outrageous commissions. Just straight-up expertise, honesty, and respect for your goals.
    If you’re considering a sale or purchase and want someone in your corner who’s truly on your side, I’d be honored to help.
    Korey Welch, owner of Boom Realty and Senior Mortgage Broker (NMLS: 14991) with Loan Factory (NMLS: 320841), is a licensed mortgage broker/real estate broker based in Rockland. For more than two decades, Korey has been helping seniors determine the best fit. For a complimentary consultation, contact him at korey@koreywelch.com, 781-367-3351.