Mature Market Experts: More news and stats you can use on boomers, seniors and the mature market – American Baby Boomers’ Retirement Horizons Shifting With Home Values – According to an October newsletter from the Employee Benefit Research Institute, American baby boomers just reaching retirement age are far more likely to be in debt (and have much higher levels of debt) than past generations of seniors. For those in the retirement community industry, this poses a serious threat (as does new technology that will allow seniors to age in place). Time to start thinking of /creating a new model that doesn’t rely on the transfer of home equity to cover the entire entrance deposit or complete purchase price of their new home. In fact, the recent recession and decline in housing values is proof that the time is now for this new model. Retirement community industry experts are starting to see some innovations, such as introducing seniors to life settlements to supplement the home sale price. While tools like life settlements are EXTREMELY helpful, my suspicion is that it’s going to take more than this.

On the good news front, TR Mann Consulting’s retirement community clients saw an uptick in sales at the end of 2009, hopefully foreshadowing a Happy 2010 for all of us that sell retirement communities! Much of this recent success is due to a newfound willingness by potential retirement community residents to set and accept a realistic price on the sale of their houses. How have sales trended in your neck of the woods? I’d love to hear from others responsible for advertising or marketing active adult retirement communities, continuing care retirement communities, assisted living, and skilled care.