Prices are now $500-700K and the folks buying in recent years are almost exclusively white collar: nurse, surgical tech, engineer, etc.

Change your message to so far as why they would want to sell.Motivations of older people in general:60s to 70: Retire, downsize, travel, spend time with grandkids/kids, buy new toys70s to 80: Leave a legacy to loved ones, protect their nest egg, maintain health. 80s plus: Simply their estate, leave legacy so loved ones will remember them, slow decline in heath, stay out of nursing home or being a burden on family.I have a couple of sources where you can get the age of your prospect if you want to tailor a message to each age group.

I described to my Mom (a retired RN) what it’s like getting a RO License with the following analogy – imagine the library of information a nurse is required to know, then imagine picking 75 questions at random from that library for your final exam.

I agree that the biggest cancer in all that is the teachers union (and I would add to that the nursing union as well - a small disclosure though - My wife is both a special education teacher and a vocational nurse... and yet) those unions are in away of any meaningful reform.

My wife is a nurse so it made sense for her.

Lets say the person goes into a nursing home in 2012 but wants to sell her house in 2014.

By blue collar I mean jobs like teachers, nurses, factory workers.

I am guessing that the $20k a month is for a nursing home with a private aid and possibly experimental, not insurance covered, medical expenses.  

Typically along the lines of: cooking (meals are prepared or they have a dining room), cleaning (they don't have to clean their room/apt), bathing (if it is a fall risk/concern), and potentially laundry, etc.People often confuse this with a nursing home which it is not, or at least the level of care shouldn't be at a nursing home level.

Nursing assistants are not going to go running for A-class rentals as they become available.