Nick Patsio, broker/owner of Century 21 West Realty in Watertown, is one of 12 agents in his office to earn the MatureMoves Specialist designation.

Cautious and economy-minded – these are just two of the words that Century 21 Real Estate Corp. uses to describe senior citizens.

They are also words that appear in a brochure that describes Century 21’s MatureMoves program. The program, unveiled last year, helps brokers and sales agents better understand the needs of mature clients, or those 65 and older, who want to sell or buy a home.

While dozens of programs have focused on helping first-time homebuyers and the ever-growing Baby Boomer population, more and more real estate firms are realizing that it is also critical to learn how to serve this other growing sector.

Since the program’s inception, more than 2,000 Century 21 associates across the country have earned the MatureMoves Specialist designation.

It’s a great program, said Nick Patsio, broker/owner of Century 21 West Realty in Watertown, who is one of 12 agents in his office to earn the designation. From a company standpoint, we saw the growing population [of people 65 and over] as a great business opportunity.

Century 21’s MatureMoves program is not a unique concept.

The program is similar to the Senior Real Estate Specialist Realtor designation that a California-based group began offering on a national level about three years ago. That particular designation, offered by the Senior Advantage Real Estate Council, already has more than 3,500 designees nationwide.

Realtors participating in the MatureMoves program watch a 45-minute video that discusses the characteristics of mature movers and the types of homes and amenities they seek. They are also guided on marketing to that group.

As part of the certification process, the Realtors discuss the video with a trainer and take a short test.

One of the main tips that Patsio and his agents picked up from the program has to do with the psychological aspects of buying or selling a home. Senior homebuyers and sellers often feel vulnerable and nervous, they learned. Because of that, they seek professionals they can trust to help them navigate through the homebuying and selling process.

Mature buyers and sellers are likely to feel more comfortable knowing that their Realtor has been trained to understand their needs, said Patsio.

Sized to Fit
For Robert Romeo, president and owner of Lenox-based Century 21 Franklin Street Assoc., the program also offered more practical information, like the housing characteristics that are attractive to the mature buyer.

For example, senior buyers like homes with easy accessibility – usually meaning few or no stairs – and wide doorways to accommodate wheelchairs or walkers. Many also look for homes with master suites on the first floor.

While wanting to downsize from their current homes, some older buyers still want to remain in their current community and others want extra space to entertain friends and visiting family.

Romeo said he is using the information gleaned from the program to work with homebuilders and developers in the Berkshires.

Since development is limited in much of the Berkshires, Romeo wants to ensure that any new housing can meet what the market demands. He and his agents have been meeting with builders and asking them to keep longevity in mind as they are planning new homes.

Between 60 and 75 percent of our sales in Southern Berkshire County … are for second homes, said Romeo, who added that most of the second-home buyers fall into the mature category.

We have to make the best use of what we can develop, he said.

Twenty agents from Romeo’s four Century 21 offices – in Lenox, Great Barrington, Becket and Pittsfield – earned the designation.

This particular program made my agents more comfortable and knowledgeable about [seniors’] housing needs, said Romeo.

According to Patsio, learning to serve that particular niche is critical – especially given the large population of seniors. The U.S. Census Bureau reports that people 65 and older now account for more than 12 percent of the American population, and more than 45 million Americans are over the age of 60, according to statistics cited by Century 21 in a MatureMoves brochure.

For MatureMoves Specialists like Patsio and Romeo, that means there is a significant number of potential customers to whom they can reach out.

Patsio has already encountered a good number of older buyers in Watertown who are interested in moving into condominium complexes where they can still live independently.

Recently, he had a call from a woman who said her family has moved out and she is searching for another home.

People are looking to get rid of their big houses, he said.