Tools and Tech for Working with Mature Clients with Ali Whitley

Expand all


Everyone is adapting to the technology they need, in their work and life. We want you to have the best tools that will benefit you and your clients. In this episode, Ali Whitley discusses working with our mature clients. The Seniors Real Estate Specialist® Designation (SRES®) is an amazing class that the Center for REALTOR® Development offers. This class discusses things you need to know. We discuss the technicalities of senior living, reverse mortgages, estates, taxes, and more. We also discuss helping our mature clients get established in communities and be connected in the ways that help them best. Thanks for joining us!

[2:22] Ali is an educator and loves all things education. She is happy to be the chair of the Emerging Business and Technology Forum for NAR this year.

[4:56] A person of the same age could have a very different lifestyle than another person. It depends on your activity and health and your ability to be active.

[8:16] Ali talks with clients about their interests. She finds out their activity level and the things they like to do.

[9:07] Art museums, libraries, and different types of opportunities in your community may have senior or 50-plus programs. When you get plugged into something, you find more to do. Do pre-work and find links for your clients to find their way.

[10:39] If we have things available for someone and we can start to identify it for them, their interests and their ability to meet people is going to "explode," so they'll be able to be connected in their communities.

[10:59] The Seniors Real Estate Specialist designation covers three generations: Gen X, Boomers, and the Silent Generation. These generations have different characteristics. They are very diverse in technology.

[11:59] As real estate professionals, we help clients across any technology abilities, know where they are, and meet them there, encouraging them to use technology in their transactions and their lives.

[12:20] Stereotypes are helpful for some conversations but don't ever over-assume things. Ali sees different generations using technology differently.

[13:36] Video chats and social media are useful for people to keep that connection and feel that they're in the know with their community and their family.

[15:18] Ali sees older people using video doorbells to keep an eye on who's coming up on their porch and when they're getting deliveries and having visitors. They're using health trackers and video medical appointments.

[16:52] When Monica's parents find something that satisfies a need that they have determined, like their Ring doorbell, they are thrilled to have the technology. But they still don't want "all of that technology."

[20:15] We need to talk with our clients and learn their communication preferences.

[20:40] Our young clients don't want to talk on the phone but our older clients want to talk on the phone and see us in person. This is a relationship-building business. We need to build the relationship in a way that the client is comfortable.

[26:19] There are all sorts of opportunities to use technology to make connections but face-to-face or voice-to-voice are important for people to feel connected.

[26:39] Ali is the chair of the Emerging Business and Technology Forum that works with the REACH program. The REACH program comes out of Second Century Ventures, the strategic investment arm of the National Association of REALTORS®.

[28:08] NAR chooses both REACH commercial and residential companies for technology that may be utilized in homes or businesses. Ali recommends some digital technology clients can use. 

[32:40] Ali suggests looking at the REACH program and Second Century Ventures to see all the REACH programs and classes.

[34:58] The Seniors Real Estate Specialist is one of many excellent offerings and you can find out more at Learning.REALTOR.


"A person of the same age could be in a very different lifestyle than another person. It really depends on your activity level, your health level; how you really feel about yourself, and your ability to have activity." — Ali Whitley

"Maybe someone had a real interest in something particular and their job took them in a different direction. Now, as they're retiring, they can start to take those classes that they thought that they would enjoy." — Ali Whitley

"As REALTORS®, we need to help clients across any technology abilities and we need to know where they are and meet them there and see if we can help to encourage new technology within their transactions." — Ali Whitley

"They can see your smiling face on the video or they get to meet you in person and they get a feel for who you are, and then later, if … you're sending a text, or you're sending something through email, now they can put your face to it." — Ali Whitley

About Ali Whitley

Ali Whitley is an active Residential Real Estate Agent and Director of Education at RE/MAX Crossroads. In addition to guiding buyer and seller clients through successful transactions, Ali is passionate about professional development and education. A skilled negotiator and experienced REALTOR® for over 26 years, she shares this expertise and empowers fellow agents as an educator and mentor, and as an instructor of Designations and Certifications. Ali is active in local, state, and national REALTOR® Associations, currently serving as President-Elect of Ohio REALTORS®, NAR Director and Chair of the Emerging Business and Technology Forum. She has been recognized as AABOR REALTOR® of the Year and as a "Woman of Note" by Crain's Cleveland Business. Ali is committed to excellence, fostering an inclusive environment focused on sharing strategies for growth and success.