By Leon Merian, SRES
As a Senior Real Estate Specialist (SRES), I often tell my clients, “Before we talk about selling your home, let’s talk about you.” It’s a statement that surprises many people, but it speaks to the ethics that should guide every real estate professional working with older adults.
For many seniors, selling a home is not just a financial decision, it’s an emotional and often complex life transition. The house they’ve lived in for decades holds memories, history, and meaning. In some cases, the move is not entirely by choice but driven by necessity – health concerns, financial pressures, or changing family dynamics. This is why working with a real estate professional who prioritizes ethics over transactions is crucial.
Beyond the sale: Understanding the full picture
One of the most important principles I uphold is not rushing to put on my “Realtor hat” until I know the person or family is fully supported in their transition. Before discussing real estate, I ensure that my clients have the right resources in place, including:
- Elder care attorneys to help with estate planning, wills, trusts, and any legal protections needed for financial and healthcare decisions.
• Move managers: Professionals who specialize in assisting seniors with decluttering, downsizing, and moving with dignity. - Aging-in-place experts for those who may not be ready to move but need home modifications to continue living safely in their current residence.
- Senior placement specialists: When the decision has been made to transition to assisted living or a continuing care community, these experts guide families toward the best fit.
Real estate is just one piece of a much larger puzzle. A true ethical Realtor does not see the transaction as a one-size-fits-all solution but instead listens first and ensures the client’s well-being is the top priority.
The ethical dilemma in real estate
Unfortunately, not all Realtors approach senior transitions with this level of care. Too often, I’ve seen agents push for a sale without considering the person’s best interests. In some cases, families are vulnerable, facing overwhelming decisions, and they put their trust in a professional who may be more focused on closing a deal than ensuring the transition is handled with integrity.
Warning signs to look for
If you or a loved one are considering selling a home, be mindful of these red flags when choosing a Realtor:
- Pressure to list immediately. Ethical agents take the time to understand your situation. If an agent is pushing to get the house on the market before assessing your needs, proceed with caution.
- Lack of resources. A knowledgeable SRES should be well-connected with elder care professionals. If they can’t provide referrals or guidance beyond real estate, they may not be the best fit.
- Ignoring the senior’s wishes. The decision to sell belongs to the homeowner. If the agent is primarily engaging with family members and not the senior, ethical concerns should be raised.
- No discussion about alternatives. Selling a home is not always the best or only option. A trustworthy agent will explore all possibilities, including staying in place with modifications or considering a gradual transition plan.
A Realtor’s role: Guide, not just salesperson
An ethical real estate professional understands that their job goes far beyond listing a home. When working with older adults, the approach must be rooted in compassion, patience, and integrity. Here’s what that looks like in action: - Listening first, selling second
Before any discussion of property value or marketing plans, an ethical Realtor asks:
- What are your biggest concerns about moving?
- What support do you need to make the best decision?
- What does an ideal transition look like for you?
- Acting as an advocate, not just an agent
An ethical Realtor helps seniors and their families navigate the entire transition process, not just the home sale. This may mean:
- Connecting them with trusted professionals who can assist in legal and financial matters.
- Helping them understand all available living options.
- Ensuring they are making a move because it’s right for them, not because of external pressures.
- Protecting seniors from financial exploitation
Older adults are sometimes targeted by scams, predatory buyers, or dishonest real estate practices. A responsible Realtor educates their clients about:
- Red flags in unsolicited offers or aggressive cash-buyout schemes.
- Understanding their rights in real estate transactions.
- Ensuring full transparency in contracts, fees, and potential conflicts of interest.
Why ethics matter more than ever
The senior population is growing rapidly, and with it comes an increasing need for honest, ethical professionals to guide older adults through major life changes. Realtors who specialize in working with seniors must understand that real estate is not just about property – it’s about people.
A home is not just an asset to be sold. It is the setting of a lifetime of experiences. The decision to move is one of the most significant transitions a person can make, and it deserves to be handled with the highest level of integrity, patience, and care.
For older adults and their families, choosing the right Realtor can make all the difference. A truly ethical real estate professional will prioritize the client’s needs above their own commission, ensuring that the journey is one of empowerment, not pressure.
If you or someone you love is considering a move, my best advice is this: Work with someone who sees you as a person, not just a transaction. Ethics in real estate is not just about following rules – it’s about doing what’s right.
Let’s meet for coffee and discuss your real estate goals for tomorrow or 10 years from now!
