MH Sales Tips – Top 5 Reasons Why Manufactured Homes Continue To Remain The Number One Housing Option For Seniors
“Age is an issue of mind over matter. If you don’t mind, it doesn’t matter.”
Manufactured homes remain the number one housing option for seniors retiring from the workforce. In fact, the greater portion of households that live in manufactured homes are headed by a retiree (32%) than site-built homes (24%), as per CFPB Analysis of Consumer Finances Survey. Baby Boomers are perhaps the biggest advocates of manufactured homeownership and tend to be very involved in encouraging other seniors and friends to join in the lifestyle.
A salesperson’s success will be dependent upon acquiring information and understanding the wants, needs and preferences of senior homebuyers. As life expectancy continues to increase, this demographic group will continue to be a growing market for the manufactured housing industry.
(Author’s observation): As a ranking member of the “Silent Generation” (born 1941), I am often indeed “silent” and sometimes embarrassed when conversing with younger sales people who can’t understand why I seem unresponsive to technological discussions using terms that I don’t have a clue what they mean. They often seem incredulous that I could be that illiterate. I find it untenable dealing with anyone that cannot relate to our generational differences. I believe that others of my “ilk” feel the same discomforts with the technology obsessed, “not that there’s anything wrong with that.”
(Sales tip): To be successful in selling manufactured homes you must relate to seniors on a level they understand and take the time required to make sure you address all their demographic issues and earn their trust, in a “language” they understand. – P.S. You might find older people are smarter about life than you thought.
Contrary to popular beliefs, I have found that younger salespeople who relate to elders with compassion, patience, honesty and understanding are typically more successful than others often lacking those characteristics. Seniors want to be relevant! They appreciate a young, relatable, respectable salesperson. These are the kinds of maternal and paternal relationships that both parties will cherish and profit from.
Manufactured home salespersons should be mindful of senior circumstances and the following 5 reasons that seniors turn to manufactured housing in their retirement years.
Top 5 Reasons Why Senior Retirees Prefer Manufactured Homes
- 1. Acquisition cost will be up to 50% less than a site-built home with quality construction features, stringent fire and wind safety requirements, state-of-the-art amenities and features at least equal and often superior to a newly constructed site-built home.
- Reduced utility costs: An energy efficient manufactured home means smaller energy consumption.
- Lower maintenance costs: New manufactured homes are warranted by the manufacturer against defects and materials for a minimum of one year. Manufactured homes are the only single family housing in the United States subject to a federal building code (HUD Code), which also mandates the warranty provisions.
- Reduced or no property taxes; a manufactured home not permanently attached to real property will be taxed, in most states, as personal property. Manufactured home purchasers also have the option of placing and attaching the home onto owned private property, thus qualifying for financing under the same conditions as a site-built home. In other words, a manufactured home attached to real property is considered real estate in every respect.
- Manufactured homes can be customized to meet requirements, wants and needs of the home purchaser, including upgraded energy saving appliances, cathedral ceilings, fully integrated covered porches, luxury baths, and much more. Some manufacturers can customize manufactured homes for those with mobility issues.