Realtor helps seniors along downsizing journey

Lee Ann Balta’s specialty is assisting seniors during their downsizing journey.

Balta is a certified senior housing professional for Century 21 Scheetz. She partners with Betzy Bautista to lead the team. Balta has worked with Bautista since 2010. Bautista was Balta’s administrative assistant until two years ago, when Bautista obtained a real estate license and they became partners.

“We are better together, for sure,” said Balta, who works out of the Century 21 Scheetz office in Zionsville.

Balta presents free Silver Journey Senior Living Series seminars at 2 p.m. on the second Monday each month at Hussey-Mayfield Memorial Public Library in Zionsville. The Adult Children Series is held at 4:30 p.m. the third Tuesday of each month at Hussey-Mayfield. They are 90-minute sessions and aren’t used as marketing tools.

“We’re not there to sell them anything,” she said.

Balta said approximately 70 percent of the population wants to age in place and live independently.

“Some people look at a 55-and-over community as kind of a resort with activities and amenities,” she said.

She said her clients are not always buying a smaller house or condominium; they are often moving into senior living communities.

“I’m 59, so most of my clients are around my age,” she said. “Everybody knows five or six Realtors. You end up using the one you know, like and trust or the one you feel will advocate for you the most or the one you feel safe with.”

Balta said there is a longer process of building a relationship with those in the process of downsizing.

“Just the consideration of what the next chapter looks like is just so much more than the real estate piece,” she said. “The real estate piece is just the last piece of what tends to be a bigger puzzle. It’s just a journey that I enjoy taking with people, building relationships years before they’re ready to actually make that step.”

Balta said she helps clients process the steps and provides a support system.

“It’s talking about the market and the mental process of what’s going and what’s staying,” she said. “How do we remove all the unwanted items or wanted items that can’t necessarily go with them? A lot of people get stuck into what to do with this household of stuff.”

Balta said she often introduces clients to others who have gone through the process of downsizing or who are going through it at the same time.

“I try to have them focus on what’s next,” she said. “They’re downsizing, so what do they really want to take with them? If we can just focus on that, that starts to help them move in that direction. I often say don’t worry about the stuff that’s left behind, I’ll take care of that. That’s what my team does. It’s real estate, but it’s not real estate in the traditional sense of, ‘Call me when you’re ready to sell.’ That’s way too late in the process.”

Balta starts with a consultation to see what the clients’ support team is like as far as family members and close friends..

“There are all tasks that need to be done, and we’re starting to build a plan to delegate those tasks,” Balta said. “If they’re rich with people and a support system, then there may not be costs associated with the move, except for maybe at the very end when we’re selling the real estate. If they don’t have people, then we may need to hire a packer and a mover. I’m looking for those movers and packers that specialize in serving seniors because they know to be gentle, caring and respectful.”

Online auctions can help with items not being moved.

“I’m a huge trash-to-treasure girl, so I love online auctions because people aren’t traipsing through the house,” she said.

At Balta’s most recent auction from a 3,500-square-foot home, the auctioneer sold all but three items. The funds made from the auction could help with moving costs.

“We help people find joy in this and in going through the next process,” she said. “Every person’s journey is different and it’s so customized.”

For more, visit yoursilverjourney.com.

Realtor helps seniors along downsizing journey

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