Selling Senior Living Today

Join us for the third Free Senior Living Summer Sales and Marketing Webinar brought to you by Hunsicker Consulting and SellingSeniorLiving.com.  You can register for the Webinar listed below.  Everyone who registers will receive the popular Executing Word of Mouth Marketing White Paper. This webinar will be presented by Rick Hunsicker.

Build a Highly Effective Marketing Plan for 2012

Friday, August 19 12PM CDT

Learn a unique approach to build your 2012 Marketing Plan based on how customers buy and get successful strategies to consider for your 2012 Marketing Plan.

 To Register – Click Here

Did you realize what your Body Language tells customers can make or break sales for you?  Have you ever studied Body Language and it’s affects on sales success?

If you’d like to learn some of the ways the way you use Body Language can help you in your business of senior living sales, you’ll find great information in the Senior Living Excellence Sales and Marketing e-Learning Module on Body Language in Sales.

Body Language in Sales is one of over 45 e-Learning Modules in the new Senior Living Excellence Sales and Marketing library now available at http://www.sellingseniorliving.com/senior-living-excellence.html.

For more tips, subscribe to our monthly newsletter!

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

I’ve recently had an inquire from another consultant asking if I had a source for the statements many make about seniors living better and longer in a Continuing Care Retirement Community (CCRC).  One of my colleagues found one such source that I want to share with you.

Most sites that refer to CCRC residents living longer use http://aspe.hhs.gov/daltcp/reports/ccrcrpt.pdf as their source. It has this paragraph on page 8:

“The information within this section relies heavily on the findings of William Scanlon and Bruce Layton in the United State GAO Report to Congressional Requesters. Statistics show that CCRC residents have a life-expectancy which is 1½ to 2 years longer than other elderly individuals. It has also been found that CCRCs reduce the risk of disease and disability and improve the health and functioning of their residents. Although little research has been done on what exactly causes these noticeable health benefits, many have attributed it to the more active approach that CCRCs take towards health care.”

The report was written by Jacquelyn Sanders, a third-year undergraduate student at Colgate University at the time. She doesn’t quote original sources for the statistics and in the report she refers to (by Scanlon & Layton), http://www.gao.gov/archive/1997/he97036.pdf

I hope this helps you in presenting to your customers the benefits of living in a CCRC vs. remaining in their home.

For more tips, subscribe to our monthly newsletter!

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

Join us for the first Free Senior Living Summer Sales and Marketing Webinar Series brought to you by Hunsicker Consulting and SellingSeniorLiving.com.  You can register for one or all three of the webinars listed below.  Everyone who registers will receive the popular Executing Word of Mouth Marketing White Paper. These webinars will be presented by Rick Hunsicker.

Effectively Dealing with the Housing Situation – Friday, July 22 12PM CDT

Learn about why owning a paid for old house is a bad idea for seniors today, especially financially and how more communities are helping seniors get houses sold!  Sign Up

Advanced Sales Approaches for Senior Living Today – Friday, August 5 12PM CDT

Learn some of the newest and most effective sales approaches being utilized today by successful communities and how to effectively overcome the most common sales objections.  Sign  Up!

Build a Highly Effective Marketing Plan for 2012 – Friday, August 19 12PM CDT

Learn a unique approach to build your 2012 Marketing Plan based on how customers buy and get successful strategies to consider for your 2012 Marketing Plan.  Sign Up

Hopefully this tip will help you if you are in sales of senior living communities.  When a prospect says they are not ready yet, ask them if they have lived in a senior living community before.  Most will say they have not, and then you ask them how they know they are not ready if they have never lived in a community before.  The best thing to do at that point is to invite them for a trial visit to your community.  Trial visits result a high percentage of move-ins, since many seniors then realize that they are really ready after they experience the lifestyle.

For more tips, subscribe to our monthly newsletter!

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

I’m sitting here at the desk in the Guest Room of one of my client’s communities working on my upcoming seminar, and I’m working on the issue of Overcoming the Price Objection. As I think about all of the discounting I’m seeing today in the senior living business, including Independent Living and Assisted Living, I’m hoping that the senior living industry does not follow the auto industry into the “cash rebate debacle” that has so damaged the auto industry. If our sales people don’t learn how to sell value and have the skills and determination to learn the skills of selling at your fair price, the “easy sell” of giving away the store will ruin this industry, as it looks like might happen to the US auto industry. Our leaders should work as hard on training their sales people and their ED’s and General Managers on how to sell at fair prices as they do on figuring out what discount to offer! What do you think?

~ Rick Hunsicker
www.sellingseniorliving.com
www.hunsickerconsulting.com