Selling Senior Living Today

If you are heading to the Annual AAHSA Meeting in Los Angeles at the end of October, look for us at Booth #2031 in the Exhibition Hall.  We’ll have some special surprises for those who visit our booth.  Hope to see you there!

~ Rick Hunsicker
214-906-3801
President/Founder
www.HunsickerConsulting.com
www.SellingSeniorLiving.com

Since my post two weeks ago, I’ve had calls from readers asking more about how to deal with this Good Realtor/Bad Realtor situation that is helping and/or hurting sales and move-ins to your community.

We are in the process of developing a training tool to help non-real estate people learn how to advise their senior sellers on how to make sure they hire the right Realtor to sell their home.  We hope to have more information on this service later this month!

~ Rick Hunsicker
214-906-3801
President/Founder
www.HunsickerConsulting.com
www.SellingSeniorLiving.com

That’s the cover story for the September 6^th issue of TIME Magazine.  I was very interested to see this article, since for the last 2 years since I recovered from my heart transplant and started doing my What Seniors Need to Know Today, my biggest premise in these seminars was advising seniors that owning their home was a bad financial move.  And, this message is striking gold for communities that deliver it through my seminars.

So, now TIME Magazine comes out and confirms what I’ve been saying for the last two years.  You owe it to yourself to get this article and understand for yourself, as well as be able to discuss with your prospects, why keeping their house may be a poor financial decision.

 Feel free to call me at 214-906-3801 if you want to discuss further!

~ Rick Hunsicker
214-906-3801
President/Founder
www.HunsickerConsulting.com
www.SellingSeniorLiving.com

Many of you have started thinking about your 2011 Marketing Plan, hoping to develop a plan that will provide improved sales results over your results this year.

I have discovered a new approach to help build the Strategies, Tactics and Action Plans that might help you in developing the most effective plan for the new year.  I’ll share some of this with you here and on other posts.

When people buy things, they typically go through 5 Steps in the Purchase Decision Process.  Those Steps are #1. Need Recognition or Problem Awareness, #2. Search for Alternative Solutions, #3. Evaluation of Alternatives, #4. Purchase and Implementation and #5. Purchase Evaluation.

Have you ever thought about building your Marketing Plan and your specific Strategies based on how you connect with the customer at each of these steps?

When you really think about it, you will realize that you really do need to develop your plan around what is happening with the customer as the go through these purchase decision steps.

For example, in Step #1. Need Recognition or Problem Awareness, is your plan designed to help prospects realize they have a need to do something now?  Especially today, with so many of our prospects sitting on the sidelines, will your plan for the new year include Strategies and Tactics that help the customer say something like, “Well, maybe we do have a need to move now, especially from a financial point of view.”  I mention the financial need because right now so many of our prospects don’t think they “need” to do something until they have a health need! 

I’ll be providing more information on this concept in future postings.

~ Rick Hunsicker
214-906-3801
President/Founder
www.HunsickerConsulting.com
www.SellingSeniorLiving.com