Q:  Denise, I liked your suggestions about drumming up inventory… What do you think about the idea of tracking down people who are potentially going through a life change – kids going off to college whose parents may need to downsize, seniors retiring, or even Millennials who may need to sell their current smaller home and buy a larger home for their expanding families?

A: Now you are getting creative! Good work! This is a fantastic idea. Just remember, they may not be ready right when you send the letter, so I encourage you to create a special database for these individuals and follow-up with them on a regular basis.

One great way to get people to get off the fence when you are talking about a transition is to show them the possibilities regarding what they are moving to. Paint the picture for them so they will begin to get excited and pick up the phone to find out more.