I'm returning from a visit with some industry friends in Birmingham and have been thinking about how we approach the development of our sales and marketing approach.

Do you approach your sales and marketing efforts based on the buyer's decision making process or based on your marketing selling process?

Do you know the stages of the typical buying process?

Step one is deciding to decide, otherwise referred to as problem or need awareness.

Do seniors today think they need to sell their homes and move to a senior living community?

Many seniors don't see the need if there are no "triggering events" forcing them to make the move, however, in many cases they may have a latent financial need to move that they are not even aware of. With home values still declining or stable at best, seniors with free and clearn homes may actually be better off selling now and moving to a senior living community.

Taking the time to help seniors understand the real costs of remaining in their homes compared to the real value you provide in your community will get many seniors starting to realize they may really need to move now, and therefore they may start "deciding to decide".

Labels: Moving Now?

Rick Hunsicker presented to a group of marketing executives new techniques and sales tips during the Advanced Senior Living Sales seminar in Houston, TX on March 27, 2009.

In this video, Rick talks about how the seminar went and how you should attend the Advanced Senior Living Sales seminar being held in a city near you!

After seeing my friend Sharon Moon, Corporate VP for Greystone Communities, at the DFW airport, on the plane and for lunch at the O'Hare Airport, I wanted to share what she told me about her vision/mission for caring for seniors. What she said really struck me...she wants to be...

"offering beautiful living for the vocal and the voiceless"

If you've experienced being in a nursing home, you understand what she is saying!

I asked her if I could post this really neat mission on the blog, and she said it was OK!

I hope you think about this when you think of people in nursing homes, and hope that Sharon is directing their care!