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 »Selling To Seniors – The Principle of Reciprocity
We continue to discuss the Principles of Influence and how they relate to selling to seniors. Thus far, we have covered five of the six – Consistency, Likability, Authority , Social Proof, and Scarcity. Today, we wrap up the conversation with the principle of Reciprocity. Dr. Cialdini uses a great example, in his book The Principles of Influence, of one [...]
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 »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 »Heady Stuff – Innovative Brain Fitness Program Is A Game Changer
Non-Profit Dedicated To The Cognitive Health of Boomers and Seniors Is Worth Talking About It’s a beautiful thing when your work and your passion collide. Remarkably, I’ve had this good fortune several times throughout my career. A couple of years ago, I was speaking at the International Council on Active Aging’s Conference (ICAA) when I [...]
Read the rest of this entry »How to Create Good Public Relations and Positioning for your Retirement Community
Want more retirement community sales? Much of your success will be determined by how you have positioned your retirement community in the public relations arena. One of the biggest sins I frequently see retirement communities make is celebrating their residents’ past accomplishments. This is understandable, as many of these accomplishments are truly incredible … like defending [...]
Read the rest of this entry »Senior Housing, Retirement Communities, Fitness Centers – Important Upcoming Event Dates
Selling to seniors, senior housing, retirement communities, fitness centers, senior centers, assisted living, or nursing care … if you have anything to do with any of these, you don’t want to miss these events. TR Mann Consulting will be attending each of these events, so if you’d like to have a meeting, just give us a [...]
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 »Mature Market Experts Gem of The Day: How To Get Free Advertising
Mature Market Experts: stats and news you can use on boomers, seniors and the mature market – How To Get Free Advertising – The media campaigns you pay for could also be earning free market presence. If baby boomers are discussing your advertising on social media or watching parodies of it on Saturday Night [...]
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