Educate◆Elevate◆Empower
◆NEW LIVE WEBINAR · WED, NOV 4 · MON, NOV 9 · NO COST TO ATTEND

NEW Are They Reacting or Planning? Two Senior Clients, Two Different Playbooks

A NEW live training from The Senior Advantage Academy. Not every senior client is in the same place when you walk through the door, and the consultation that serves one well doesn’t serve the other. Learn to tell the two apart, and how to show up for each.

Two sessions, same material. Pick the one that works for you:

  • Wednesday, November 4, 2026 · 11:00 AM–12:30 PM Central
  • Monday, November 9, 2026 · 10:00–11:30 AM Central
Live online · about 90 minutes · no cost to attend
Elderly couple sitting together, smiling warmly at home
◆WHY IT MATTERS

Two kinds of senior clients. Two different playbooks.

In Lisa’s experience, senior clients generally fall into one of two groups. Knowing which one you’re sitting with, ideally before you arrive, changes everything about how you show up.

Reactive movers: moving because they have to.

Something happened: the death of a spouse, a fall, a diagnosis or a hospital stay, a disability, a change in finances. These clients are often grieving, and they’re making one of the most consequential financial decisions of their life in the middle of it.

Proactive planners: moving because they want to.

They’re moving by choice, while choice is still available. They’ve done their research, toured communities, maybe joined a waiting list, and talked with their financial advisor. There’s more time, more options and less emotional weight on every decision.

Elderly couple reviewing documents together at home
◆WHAT YOU’LL LEARN

Practical perspective. Usable next steps.

How to recognize each type.

The trigger events behind a reactive move, and the signs of a proactive planner who has been thinking about this for a while.

How to tell which one you’re sitting with, often before you walk in the door.

What the first phone call tells you: who called, the senior or an adult child in crisis mode, the timeline they mentioned, the urgency in their voice. And what the referral source tells you.

Why a reactive mover can’t afford a mistake.

The proceeds from the sale may be all they have, and how you handle the listing, the pricing and the title work can follow them for the rest of their life.

Why proactive planners are worth cultivating.

They’re the clients you can serve best, and serving them well generates referrals that follow you for years.

Both deserve your best. But your best looks different for each of them.

Couple sitting together looking through a photo album
Thoughtful guidance starts with a better conversation.
◆WHO IT’S FOR

For agents who want to meet senior clients where they are.

Agents who work with older sellers, or want to, and want to walk into the first meeting knowing what kind of client they’re serving.
Agents who’ve had a senior client stall or a crisis move go sideways, and want a clearer way to read the situation.
Team leads who want a consistent approach for their agents.
Lisa Dunn
◆MEET YOUR PRESENTER

Learn from the person who built it.

Lisa Dunn founded The Senior Advantage Academy to give real estate professionals a better way to work with older adult clients and their families. She has specialized in the mature market since 2003, and built the framework you'll learn in this session from real conversations with agents and the families they serve, not from a textbook.

Founder & Lead Instructor, The Senior Advantage Academy
Specializing in the mature market since 2003
Professional real estate coach, Workman Success Systems
Consulted with the Minneapolis Association of Realtors to develop courses on serving older adults
Contributed to the LeadingAge certification course.
Contributing writer, Caring.com
Instructor, University of Minnesota OLLI program

About the Academy →

◆TESTIMONIALS

What colleagues and partners say about Lisa.

“

I refer Lisa to a lot of my clients who are helping their parent make a transition to senior housing like assisted living, or to the senior themselves looking to move to a senior community. She is so personal and an expert in her field, and makes the senior feel this move doesn't have to be so overwhelming. I've truly enjoyed her partnership over the years!

Eunice K Neubaurer CSA
“

Lisa and I have worked together for many years creating programming for our real estate community focused on providing value-added services to seniors. I can always, always depend on Lisa to follow through on whatever she commits to accomplishing. Her attributes go well beyond the three I was allowed to select — Lisa exemplifies all that's good in a real estate professional. It has been an honor to work alongside Lisa as she creates a better world for all of us.

Nancy Scott M.A.
“

I've known and respected Lisa for many years. She is a true professional who understands both the business and emotional sides of real estate. I have often turned to her expertise for consultation in assisting senior prospects in the home sale process, and have trusted her to present to both professional and consumer groups about real estate trends. I often recommend Lisa to others and am always confident she will serve them well.

Sue Ferguson Ebenezer
“

I have had the pleasure of experiencing Lisa's work both as a realtor and as a presenter. As a realtor, my mother purchased her condo with Lisa's guidance — she found exactly what she wanted and felt heard and respected through the entire process, and Lisa went above and beyond even after closing. As a presenter, Lisa spoke on niche marketing for our Women In Networking group and shared highly useful, easy-to-apply information; many members commented it was one of their favorite presentations. I have been absolutely delighted with Lisa's work and am glad to know her.

Teresa Thomas
◆RESERVE YOUR SEAT

Pick your session and save your seat.

This NEW webinar runs twice: Wednesday, November 4, 11:00 AM–12:30 PM Central, and Monday, November 9, 10:00–11:30 AM Central. Register and we’ll send your confirmation and a calendar invite. One session is all you need.

✉️ Questions? Email the Academy team
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◆GOOD TO KNOW

Before you join us.

Is there a cost to attend? +

No. There’s no cost to attend. It’s part of the Academy’s ongoing education series for real estate professionals.

Is this the same as the October 21 webinar? +

No. This is a NEW session on a different topic: the two kinds of senior clients and how to serve each.

Do I need to attend both sessions? +

No. Both sessions cover the same material, so one is all you need.

How long is the live webinar? +

Plan for about 90 minutes, with live Q&A at the end.

Will there be a replay? +

Registrants will receive a replay link after the session.

Is this connected to a certification program? +

This webinar stands on its own. You'll leave with a system you can use whether or not you go further. It's also a sample of how we teach inside the Senior Advantage Academy, where agents can work toward the CSREC™ (Certified Senior Real Estate Consultant) credential. I'll mention it briefly at the end, with no pressure either way.