how to sell to seniors and their adult children at the same time
DESCRIPTION
TRANSCRIPT
![Page 1: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/1.jpg)
Michael P. Sullivan50-Plus Communications ConsultingCharlotte, North Carolina704 554 [email protected]
Specialist in Training Senior Living Associates
How to Sell to Seniors and Their Adult Children at the Same Time
How to Sell to Seniors and Their Adult Children at the Same Time
![Page 2: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/2.jpg)
Rosalynn Carter’s Four Kinds of People in the World
1. Those who have been caregivers
2. Those who are caregivers
3. Those who will be caregivers
4. Those who will need caregivers
![Page 3: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/3.jpg)
Who is the Typical Family Caregiver?
Woman, age 49, caring for widowed mother, age 69.
Usually oldest daughter
![Page 4: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/4.jpg)
![Page 5: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/5.jpg)
Others?
Next oldest daughter
Then next oldest daughter who lives close by
Then daughter-in-law
And finally son
![Page 6: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/6.jpg)
Two Generations!
--Matures’ age 68 and up ’ age 68 and up
-‘Baby Boomers’ 48 to -‘Baby Boomers’ 48 to 6767
![Page 7: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/7.jpg)
Main Point:
Two Different Generations!
![Page 8: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/8.jpg)
Key Differences Between Matures And Baby Boomers
Baby BoomersBaby BoomersMatures
Focus on themselves -- “Voyage to the
interior.” Distrust of authority
We deserve it; We deserve it; disappointed disappointed expectationsexpectations
Control; choices, stress, simplification
Self-sacrifice, especially
for childrenRespect for authority
We’ve earned it We’ve earned it because of all our because of all our
hard workhard work Frugality,
responsibility, caution, value
![Page 9: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/9.jpg)
Boomers more likely to have living parents
-- 71 %
![Page 10: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/10.jpg)
Boomers more likely to have
living parents….And likely to have children at same
time!33%
![Page 11: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/11.jpg)
For Older Parents: The decision to move into a new place is often one
of the hardest ones associated with this
stage of life!
![Page 12: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/12.jpg)
“It involves their loved ones, it involves guilt, it involves their fears for the future, it involves the very heart of family values.”
–Senator Russell D. Feinberg, New York Times
Powerful Emotions – For Parents
![Page 13: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/13.jpg)
The farther the physical
distance, the harder it is to
keep the family connected
![Page 14: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/14.jpg)
The family may have to get used to it.
Takes time.
![Page 15: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/15.jpg)
The adult children often think of their parents as
getting older but never
“being old!”
![Page 16: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/16.jpg)
They see that their parents are struggling with the daily
chores of life…
![Page 17: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/17.jpg)
Perhaps starting to
have obvious memory
problems..
![Page 18: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/18.jpg)
They see them as no longer able to handle all that is required to live in
their home independently…
![Page 19: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/19.jpg)
As adult children care for their older parents they face certain universal
problems.
![Page 20: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/20.jpg)
The Relationship
Language Can Be a Problem
![Page 21: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/21.jpg)
‘Time Zone Problems’
Mary Pipher in her book, Another Country:Navigating the Emotional Terrain of
Our Elders
![Page 22: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/22.jpg)
For Older Adults,
learning to accept
vulnerabilities and to ask for
help.
![Page 23: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/23.jpg)
Some time after retirement from daily working for a living and the onset of chronic
illness that occurs in old age most develop “a
blind spot”
![Page 24: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/24.jpg)
Parents allowing children to be part of the decision making process – encourage opinion, let them ask
questions and express opinions
![Page 25: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/25.jpg)
What is their family history?
Are they supportive?
![Page 26: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/26.jpg)
What words are you hearing?Are they
connecting?Words. Phrases.
Meaning.
![Page 27: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/27.jpg)
Find out what conversations they have
had with friends and relatives about
retirement community life
![Page 28: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/28.jpg)
What position are the older adults taking?
![Page 29: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/29.jpg)
What position are the adult
children taking?
![Page 30: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/30.jpg)
Explore what they are
hearing about the housing options you represent
![Page 31: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/31.jpg)
Talk about your location in terms of
convenience but give
examples
![Page 32: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/32.jpg)
Key point:Tell them a story about your senior
living residents
![Page 33: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/33.jpg)
90% of your sales effectiveness based on your
ability to develop rapport with the
prospect and family
![Page 34: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/34.jpg)
Developing rapport is a tall tall challenge
![Page 35: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/35.jpg)
Tell your stories about families who are caring for their own parents who
needed advice
![Page 36: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/36.jpg)
Get Started on the Right Foot Build a personal
relationship
Stand out
Be supportive
![Page 37: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/37.jpg)
Communicating with the older
parent
![Page 38: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/38.jpg)
The “cognitive
age” versus “chronologica
l age” syndrome
![Page 39: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/39.jpg)
Slow downSpeak distinctly and clearly
– not louderAsk questions
Use simple, short sentences so your conversation is
understandable
![Page 40: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/40.jpg)
Selling to the Family
Focus on the emotional Focus on the emotional connection between connection between older adults and their older adults and their grown children grown children
![Page 41: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/41.jpg)
![Page 42: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/42.jpg)
Sales Tip
Focus on their family
Show you care about them as a person
Connect with the right side of the brain
![Page 43: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/43.jpg)
Ask, “How Does That Feel ?”
“Does that make sense to you?’
Feeling touches emotions
![Page 44: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/44.jpg)
Emotionally Enriched Words, Phrases and Ideas
Not dependent on others
Self-sufficient New experiences Learning Family,
Grandchildren
Doing things together
Travel Helping others Generous Giving back
MaturesMatures
1998 Richard B. Ross, Glencoe, Il, and Michael P. Sullivan, Charlotte NC.
![Page 45: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/45.jpg)
Emotionally Enriched Words, Phrases and Ideas
PossibilitiesChoicesOptionsPersonal experiencesSelf-fulfillment Maintaining control
BoomersBoomers
![Page 46: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/46.jpg)
![Page 47: How to sell to seniors and their adult children at the same time](https://reader036.vdocuments.net/reader036/viewer/2022062512/553aa8e15503467d318b45b0/html5/thumbnails/47.jpg)
Michael P. Sullivan50-Plus Communications ConsultingCharlotte, North Carolina704 554 [email protected]
How to Sell to Seniors and Their Adult Children at the Same Time
How to Sell to Seniors and Their Adult Children at the Same Time
Robert WalkerRetirementHomes.com1-888-544-9124 x [email protected]
Facebook.com/RetirementHomesYouTube.com/RetirementHomes