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 »Archive for the 'real estate' Category
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 [...]
Read the rest of this entry »Step by Step: When Aging in Place Works
One may walk over the highest mountain one step at a time. – John Wanamaker Guest post: I found Sharon‘s story about the journey to aging in place with her father so practical (step-by-step approach) and compelling, I asked her if I could share it. Before you place a loved one into a facility, read [...]
Read the rest of this entry »How Much is a Senior Worth? Recruiting Retirees to Spur the Local Economy
How do you attract seniors to your town, city, or state? And what’s their value to the local economy? Late last year, I was asked to speak at the National Active Retirement Association (NARA) Conference on this topic. State representatives from across the country where in attendance, as was NARA’s founder Dan Owens, who has [...]
Read the rest of this entry »Sales Success Selling To Seniors – Step Six, “The reason I am calling …”
Selling retirement communities to seniors requires a special love and empathy for the mature market. Listening is at the heart of our 10 step process for sales success selling to seniors. Today, we are going to discuss step 6. Step 6: The Reason I Am Calling Now, we are at the heart of the call, the [...]
Read the rest of this entry »10 Steps To Sales Success for Selling to Seniors – Step 1
Selling to seniors? The success of a good senior housing sales team rests in their ability to build relationships over the phone. Why the phone? Because after a retiree requests information, they are WAITING for us to tell them what the next step is. In fact, the mature market needs us to help them break [...]
Read the rest of this entry »Berks County Retirement Community First In Nation To Utilize Innovative Brain Fitness Program
Heritage of Green Hills Serves As Prototype For Super Noggin Over the next 18 years the baby boomer tidal wave will reach the shores of retirement. Add to that the fact that people over 85 are now the fastest-growing segment of the population, and the result is that by 2050, the number of Americans 85 [...]
Read the rest of this entry »Mature Market Experts Gem of the Day: Incline Elevators Lift Retirement Real Estate
Mature Market Experts: More news and stats you can use on boomers, seniors and the mature market – Incline Elevators Lift Retirement Real Estate. Many seniors dream of a lakeside home to retire to. Their search may lead them to the perfect house – except it is located on a steep hill. Incline elevators (which [...]
Read the rest of this entry »Mature Market Experts Gem of the Day: Boomers 55+ Housing Wish List
Mature Market Experts: More news and stats you can use on boomers, seniors and the mature market – Boomers 55+ Housing Wish List. Just what are baby boomers looking for in the real estate market? And what are they actually willing to pay for? According to a recent survey prepared by NAHB (National Association of [...]
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