Senior Living Advisors Are Sending Agents Six-Figure Listings — And Almost Nobody Is Paying Attention

There's a professional who sits across the table from homeowners making one of the biggest decisions of their lives — and it's not a real estate agent.

It's a senior living advisor.

Every day, these specialists help families navigate the emotional, logistical, and financial maze of transitioning an aging parent out of the family home and into assisted living, memory care, or a continuing care retirement community. And nearly every one of those conversations leads to the same inevitable question: *What do we do with the house?*

If you're not in their rolodex when that question comes up, someone else is.

The Numbers Behind the Opportunity

The math here is staggering. According to the National Association of Realtors, sellers aged 65 and older accounted for 27% of all home sales in 2025 — and that number is climbing as 10,000 Baby Boomers turn 65 every single day. The median home price for these sellers? $380,000. These aren't starter homes. They're established properties in desirable neighborhoods, often owned free and clear, with motivated sellers and straightforward transactions.

Senior living advisors — sometimes called senior placement agents or eldercare navigators — typically work with 15 to 30 families per month. Even if only a third of those engagements result in a home sale, that's 5 to 10 warm, pre-qualified listing leads flowing through a single professional's office every month.

Yet most agents have never met a senior living advisor, let alone built a referral relationship with one.

Why This Partnership Works Both Ways

The best referral relationships aren't one-directional, and this one is no exception. Senior living advisors face a constant challenge: families often can't fund the move to assisted living until the house sells. They need agents who understand the unique dynamics of senior transitions — decluttering timelines, estate sale coordination, power-of-attorney complications, and the emotional weight of selling a family home of 30 or 40 years.

When you position yourself as the agent who *gets it* — who can coordinate with estate sale companies, recommend reliable cleanout services, and handle the transaction with patience and empathy — you become invaluable to the advisor's practice. You solve their biggest bottleneck, and they solve your prospecting problem.

Building the Relationship: A Practical Playbook

**Start local.** Search for senior living advisors, geriatric care managers, and elder law attorneys in your market. Most metro areas have 10 to 20 active advisors. The Aging Life Care Association directory and A Place for Mom's advisor network are good starting points.

**Lead with education, not a pitch.** Invite an advisor to co-host a "Planning Ahead" workshop at a local senior center or church. Cover topics like home equity strategies, downsizing timelines, and how to prepare a home for sale. You bring the real estate expertise; they bring the senior care knowledge. The audience trusts you both more because you showed up together.

**Create a senior transition checklist.** Build a branded, one-page resource that walks families through the home-sale timeline alongside the senior living transition timeline. Give it to advisors to share with their clients. This positions you as the default recommendation before the family ever thinks to Google "real estate agent near me."

**Close the feedback loop.** After every transaction that originates from an advisor referral, send a handwritten note with a brief update on how the sale went. Include the sale price, days on market, and a line about how the family is settling in. This isn't just courtesy — it's proof of competence that makes the advisor confident sending the next family your way.

The Expanding Ecosystem

Once you're connected with senior living advisors, adjacent referral doors open naturally. Elder law attorneys drafting estate plans need agents for probate sales. Aging-in-place remodelers encounter homeowners who ultimately decide to sell instead of renovate. Home health agencies work with families weighing their options. Each of these professionals becomes a node in a referral network that compounds over time.

The agents who build these relationships now are positioning themselves for a demographic wave that will define the housing market for the next two decades. The silver tsunami isn't coming — it's here. The only question is whether you're the agent these families get referred to, or the one who never knew the opportunity existed.