The 55+ consumer isn’t looking for a quick deal. They’re looking for confidence—confidence in their choices, in their lifestyle, and in the people guiding them. Here’s how builders and sales professionals can shift from chasing closings to building certainty.

The 55+ consumer resists pressure, but they respond to meaning. Here’s how sales teams can inspire urgency without resorting to old-school closing tricks.

From finances to lifestyle choices, too many myths about the 55+ consumer persist. Here’s what builders and sales teams need to know to connect authentically.

From wellness amenities to flexible home designs, today’s 55+ buyers want more than a home—they want a lifestyle. Here are the top trends shaping sales in 2025

The “victim–rescuer–persecutor” dynamic shows up in sales more than we think. Shifting to empowerment roles creates trust and confident 55+ buyers.

With compensation changes and new buyer agreements, the sales landscape is shifting. Builders must rethink transparency and communication for 55+ buyers.

Listening isn’t waiting to speak—it’s building understanding. Active listening uncovers what really matters and builds confidence with 55+ consumers.

In the 55+ market, credibility is everything. When sales teams make and keep commitments, they build trust that carries buyers confidently across the finish line.

A well-placed story can spark imagination and emotional urgency for a buyer envisioning their next chapter. Here’s how to weave stories into the sales process.

The pushy sales model doesn’t work for 55+ buyers. Customer-centric selling creates empowered, confident buyers who feel understood and supported.

Sales success in 55+ communities isn’t about closing quickly—it’s about connecting authentically. These three pillars unlock long-term trust and stronger relationships.

From lifestyle priorities to financial misconceptions, 55+ buyers bring unique needs to the table. Addressing blind spots can turn a transactional experience into a transformational one.

Buying a home should feel exciting, but most 55+ buyers report stress and hesitation. Here’s how builders and sales teams can create confidence through empathy and education.

Homebuilders and developers often struggle with putting together a Unique Selling Proposition (USP) for several reasons, particularly in competitive markets like 55+ active adult communities.

With the announcement of a possible Ted Lasso Season 4 coming next year, I was reminded of one of my favorite scenes from the end of season 1—the dart game.

Following up is one of the most underserved parts of the sales process in our industry, and given the longer buying cycles of 55+ customers, it can be even more impactful.

What's your sales team's game plan with new customers walking in the door or online (chat, text, phone)?

Episode 6 of the Building Dreams podcast by Timber Block is out! Todd Warshauer is this episode’s special guest! Todd is a dynamic senior executive with a rich and diverse experience spanning over two decades in sales, growth, and real estate technology.

Are your 55+ sales training efforts hitting the mark? There’s a pattern of challenges that many companies face with their sales training programs.

Authenticity is the foundation of any relationship, especially in real estate. When working with 55+ customers, I believe in the 5 "Be's" for being authentic and building trust.