There’s no doubt that the recession and housing market downturn impacted the senior living industry. Marketing to the always-cautious senior has been more challenging than ever, and our audience will not easily forget the experience. Faced with tighter budgets and tougher lead generation, retirement communities need to spend every dollar as strategically as possible to [...]
Read the rest of this entry »Archive for the 'Mature Market Experts' Category
Mature Market Experts Gem of The Day: Baby Boomer Steve Jobs Turns 54
October 6, 2011 – Update – One of the nation’s greatest boomers and inventors, Steve Jobs, has left us. I hope his vision for living doesn’t. (Originally posted Feb. 25, 2009) Mature Market Experts: more mature market news and stats more often: Yesterday Baby Boomer and cancer survivor Steve Jobs turned 54. As one of [...]
Read the rest of this entry »Selling To Seniors – The Principle of Scarcity
We continue to discuss the Principles of Influence and how they relate to selling to seniors. Thus far, we have covered four of the six – Consistency, Likability, Authority and Social Proof. Today, we’ll be covering the principle of Scarcity. When supplies of something are short, we humans are more likely to want it! … “It’s [...]
Read the rest of this entry »Selling To Seniors – The Principle of Social Proof
We continue to discuss the Principles of Influence and how they relate to selling to seniors. Thus far, we have covered three of the six – Consistency, Likability, and Authority. Today, we’ll be covering the principle of Social Proof. When a number of people agree on something, we are likely to be [...]
Read the rest of this entry »Selling To Seniors – The Principle of Authority
For my last several blogs, I have been discussing The Principles of Influence, as taught by Dr. Robert Cialdini, and how these principles apply to selling to seniors. Thus far, we have covered two of the six – Consistency and Likability. Today, we’ll be covering the principle of Authority. Studies show that people are more likely [...]
Read the rest of this entry »The Principle of “Liking” is a Key to Senior Housing Sales Success.
Selling to boomers or seniors? In our last blog entry we talked about the principle of “Consistency.” Today, we’re going to talk about the principle of “Liking.” People are ready to be persuaded by people they like…aside from the staples of life, people don’t buy products, they buy relationships! This is especially true when selling to [...]
Read the rest of this entry »How can the principle of “Consistency” help you with sales to boomers and seniors?
Last week, I talked about the power of listening. Selling to boomers or seniors? Here’s what a good friend of mine, Dick Ambrosius advises, “The three steps to moving the prospect quickly through the sales cycle: 1) Listen 2) Listen and 3) Listen. If you are listening to understand rather than to overcome objections, the [...]
Read the rest of this entry »Mature Market Experts Gem of The Week: The real elderly are hidden behind demographic murkiness
Mature Market Experts: More news and stats you can use on boomers, seniors, and the mature market — Silly segmentation strikes again. You probably didn’t think about it if you read about HP’s proposed new wristwatch in today’s business pages of the NY Times. Did you know that between 2008 and 2010, sale of watches fell [...]
Read the rest of this entry »Who Says Designing Senior Housing Can’t Be Sexy And Functional?
The recent article on Aging In Place: Home Renovators and Retirement Communities Benefit From A Certified Aging-In-Place Specialist (CAPS) written by my good friend, Tom Mann of TR Mann Consulting – and linked articles on aesthetics and luxury evoked a strong and immediate reaction in me. I was pleased to see such an emphatic recognition [...]
Read the rest of this entry »13 Steps to Senior Housing Success
Building, marketing, selling, and operating a successful senior housing project (active 55+ retirement community, continuing care retirement community, senior rental, assisted living, or skilled nursing care facility) today is a lot more complicated than it was just a decade ago. Today getting zoned, financed, built and occupied within budget is much more difficult. Not having [...]
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