Senior Real Estate Specialist Nikki Bucklew says understanding cognitive impairment in older adults is more than just being a real estate expert, but a trusted guide through life’s most difficult transitions. He writes that it is important to become
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As a real estate agent, you are increasingly likely to encounter clients facing cognitive issues. According to the Centers for Disease Control and Prevention (CDC), by 2022, 4% of adults 65 and older will report having been diagnosed with dementia, and that number will increase to 13.1% of those 85 and older. .
However, the same study found that these numbers may be underreported because many dementia study participants may not be aware of their diagnosis or may choose not to disclose their diagnosis. suggests a 40% to 60% higher likelihood of Given that seniors make up a significant portion of the housing market, it is essential to recognize and respond to the unique needs of these customers with empathy and professionalism.
Real estate is private property
For many older clients, selling a home is more than just about finances and transactions. Rather, it’s about their lives, memories, and future. As an agent, you have a unique opportunity and responsibility to serve them carefully and honestly, especially when they may be facing challenges that they haven’t shared with you publicly.
Sometimes people seem perfectly fine. It is only when we are under pressure, such as a big decision, a change in our daily routine, or the stress of a major life transition, that cracks begin to appear. You may be struggling to follow a conversation or seem overwhelmed by simple steps. Maybe the other person has forgotten the appointment or doesn’t know why you’re meeting. These moments may seem small, but they matter.
Recognizing red flags
As an agent, it’s not your job to diagnose someone, but it is your job to observe. Certain behaviors, especially in stressful situations such as downsizing, can indicate cognitive impairment or underlying health problems such as urinary tract infections (UTIs) or the after-effects of a stroke.
Missed or forgotten appointments: If a client confirms an appointment with you but forgets why, this could be more than just an oversight. Difficulty following: Struggling with timelines or processes can be another sign. You may notice that they take excessively detailed notes or repeatedly ask for instructions for clarification. Noticeable Hygiene or Appearance Concerns: If the client is disheveled, doesn’t shower, or wears the same clothes over and over again, it may indicate a problem managing basic activities of daily living (ADLs). It may be showing. Heightened anxiety: We all feel a little nervous about a deal or a big decision, but if your client’s anxiety is extreme or seems drastically different than what you’ve seen in previous meetings, it’s typical. It could indicate something more than nervousness. Be especially careful if your anxiety is affecting your ability to participate in discussions and decision-making.
None of these signs automatically mean that your client has a cognitive impairment or serious health problem, but they should prompt you to stop and consider how to best support your client. .
How to deal with this situation
Trust your instincts when you feel something isn’t working. Your role isn’t just about completing deals. It’s about treating clients with care and dignity.
Gather emergency contacts early: During your initial consultation, ask who you would like to contact in case of an emergency. This not only helps in case of unexpected events, but also provides a bridge in case of cognitive problems later on. Having this information in advance can make a big difference if things suddenly change. Suggest a trusted companion: If you notice your client is struggling, ask if they have a friend, family member, or neighbor who could join them for an upcoming appointment. Position yourself as a helpful additional set of eyes and ears to the complexity of your transaction. Keep detailed notes: Good record-keeping is essential. Document important conversations, financial discussions, and decisions with your observations. This protects you and ensures that your client’s needs are met with transparency and care. Escalate if necessary: Seek guidance from your broker or attorney as the customer’s failures become more apparent. In some cases, the involvement of professionals such as social workers, senior living advisors, and health care providers may be necessary to ensure the client’s safety and well-being.
Become the agent your family wants
The truth is, no one wants to think of this happening to someone they love. But when it does, you’ll want your agent to notice the signs, slow down, and show compassion. You’ll want the agent to protect their interests, respect their dignity, and make sure it’s not just a transaction.
This means being more than just a real estate expert, we are a trusted guide through life’s most difficult transitions. When you approach every client interaction with this level of consideration, you’ll not only make a difference, but you’ll also advance yourself professionally in ways that go far beyond the transaction.
Dr. Nikki Bucklew is the author of Senior-Focused Real Estate: The Path to Purpose and founder and CEO of the Senior Real Estate Institute. Contact SeniorsRealEstateInstitute.com.
