As your clients approach retirement, their needs, priorities, and goals shift but your value as a real estate professional doesn’t have to fade. In fact, the retirement years are often filled with just as many life changes as the early homebuying years, from downsizing to relocating, to tapping into equity or helping family members with their housing needs.

By offering relevant, thoughtful guidance tailored to this new phase, you can become more than just a real estate agent. You can become a trusted advisor who stays top of mind long after the last transaction.

Here are five ways you can support your clients through retirement transitions and continue to build lasting, trust-based relationships:

1. Help Clients Understand Why Credit Still Matters After Retirement

It’s a common misconception that credit scores stop being relevant in retirement. While your clients may not be taking out new auto loans or applying for credit cards as often, credit still plays an essential role in financial health, especially when unexpected changes occur.

Whether your client is looking to right-size, move closer to family, or take out a home equity loan for aging-in-place renovations, having a strong credit profile makes a significant difference. Encourage clients to review their credit reports annually through AnnualCreditReport.com, where they can access reports from all three major credit bureaus for free and review them often for any concerning trends or suspicious activity.

Also recommend that they keep a low-usage credit card active, even if it’s just for minor monthly expenses like utilities or subscriptions, to maintain credit history and show ongoing, responsible usage. This simple strategy can protect their credit profile and ensure they’re in a strong financial position when new opportunities or needs arise.

2. Reinforce the Value of Savings Beyond Retirement Accounts

Many of your retired clients will rely heavily on their 401(k)s, pensions, or Social Security benefits. But helping them recognize the importance of liquid savings beyond those accounts is key to long-term financial peace of mind.

Unexpected expenses don’t stop at retirement. Medical bills, home repairs, or urgent family support can arise with little notice. A separate emergency savings fund can help prevent clients from dipping into retirement funds too early, which could have tax or income implications.

You can suggest they connect with a certified financial planner (CFP) or refer them to free resources like NAPFA.org or AARP’s Retirement Planning tools. These resources can help them build strategies that go beyond traditional retirement saving models.

3. Help Retirees Set Healthy Financial Boundaries

Today’s retirees are navigating a complex family dynamic: many are helping adult children financially while still trying to protect their own long-term well-being. According to a 2024 report from Pew Research, nearly 60% of parents with adult children provided some financial help in the past year, including co-signing loans or providing housing assistance.

You can help your clients think critically about how much support they can realistically provide without compromising their own security. If a client mentions helping a child buy a home, consider gently guiding them toward options that protect their own financial health.

Remind them that being generous doesn’t mean being financially vulnerable. Encouraging boundaries can protect your client and their relationships, offering clear-headed guidance during a difficult decision.

4. Offer Equity-Based Lending Education

Many retirees are sitting on significant home equity but aren’t sure how to use it wisely. As their real estate advisor, you’re in a prime position to educate them on equity-based lending tools like a Home Equity Line of Credit (HELOC), a cash-out refinance, or a reverse mortgage, including a Lifestyle Home Loan.

For retirees who want to remain in their home but need to access funds, a reverse mortgage line of credit can be an attractive option. It allows them to tap into their home’s equity as needed, without taking on monthly mortgage payments. This type of flexible access to funds can be used to cover long-term care, home modifications, or supplement fixed income.

Partnering with a trusted mortgage professional or lender like Mutual of Omaha Mortgage allows you to offer holistic, well-rounded advice that extends far beyond traditional homebuying.

5. Become a Connector, Not Just a Closer

Today’s clients value professionals who offer more than one-time services. By keeping an eye on how your retired clients’ needs evolve, you can offer recommendations that cement your role as a go-to resource.

Host educational events, share helpful articles in your newsletters, or simply check in annually to ask how they’re doing. Offer introductions to elder law attorneys, financial planners, aging-in-place designers, or local home service providers. These connections show that you care about their life, not just their property.

When clients see you as someone who understands their values and future goals, they’re more likely to refer you to friends, return for future transactions, or even seek your input on major life decisions.

Be the Advisor They Didn’t Know They Needed

The best real estate professionals do more than sell homes. They build lifelong relationships rooted in trust, care, and expertise. Retirement is a major life transition, and your insights can be instrumental in helping clients navigate it with clarity and confidence.

By providing guidance that goes beyond the transaction, you position yourself not just as an agent, but as a trusted advisor for life’s next big chapter.

Want to offer reverse mortgage and retirement lending solutions to your clients?
Contact Mutual of Omaha Mortgage to learn how.