Real estate agent sells concept

Press, 1 June 1989, Page 43

Real estate agent sells concept

Selling the units and townhouses at Mansfield Gardens is more like selling a retirement concept than real estate, says Mr Richard Palmer, the manager of Simes Real Estate and the agent for Mansfield Gardens. Three units and three townhouses are still unsold. Mr Palmer has a particular interest in selling retirement living, which dates back 10 years to when he sold the 66 units at Bishopspark.

He became a consultant for United Life Care, an offshoot of the United Building Society. U.L.C. looks after people from the time they buy their first home, raise their family and plan their retirement. Planning for retirement needs to be done early, while people are not under duress. 11l health, injury or a burglary can force people into making decisions they are unhappy with, Mr Palmer says. “Retirement complexes

appeal to people for five basic reasons — privacy, security, mental and physical independence, loneliness and the ability to grow old with dignity,” he says. Mr Palmer has seen many people, enjoying their new lifestyle in retirement complexes, blossom and look 10 years younger. He finds this aspect of his work particularly satisfying.

“The residents feel secure. They know what is ahead of them, that they never need leave or

live anywhere else and they will not have to live in a hospital or a home. They can grow old among their own treasures away from clinical surroundings,” he says. Frequently the families of older folk approach him because they are concerned that their relative needs additional security but have not been permitted to broach the subject. He will approach the relative to discuss the situation and offer possible solutions.