Tag Archives for " Prospects "

10 Tips For Training Sales Personnel – Keys For Retirement Housing Prospects

By Andrew John Cocks | Retirement Housing For Sale

10 Tips For Training Sales Personnel – Keys For Retirement Housing Prospects

By understanding how the older generation is different as it ages, retirement community sales staffs can overcome sales barriers and connect more effectively with prospects. The following is a list of Tips for Training Sales Personnel which may be helpful for your business.

Sales Tip #1 Connect with the right side of the brain
Explain living in your community by telling stories, relevant ones that touch emotions. Modern brain research shows that story telling increases the flow of adrenaline to the brain and helps us store and recall. Images are stored in a different place in the brain than the words that describe the visual.

Sales Tip #2 – Relate to their lives in retirement
They want to know what your community offers, and balance those against the experiences they want in retirement. Ask the specific question, “What do you want to do in retirement?” For older adults, the “what” is usually significant and very individualized.

Show them how your retirement community can satisfy their needs, and how you can help them do that.

Sales Tip #3 – Be authentic and trustworthy
Show you care about them as a person. They want to be treated as individuals not as prospects. They want to be able to trust you. Be authentic in your discussions with them. They are “professional consumerologists” with a lifetime of buying experiences. In particular, your face is a clue to whether you believe what you’re saying. Treat all their questions with respect and answer them respectfully.

Sales Tip #4 – Connect by relating to their families, and yours
The family is a deep, emotional feeling that drives all behavior. Show them pictures of your own children and grandchildren. Talk about them. More than 80% of people over age 60 are grandparents. Focus on the emotional connection between older adults and their grandparents. Describe way in which living in your retirement community can enhance those family relationships.

Sales Tip #5 – Control the physical setting
Make them comfortable in your office. Offer them the most comfortable chairs. Keep a couch pillow in plain sight that they can use to make themselves more comfortable. Have several sets of reader glasses nearby for them to use if they forgot their own. Use a large barrel pen so it’s easy for them to write. Avoid bright lights or outside sunshine; they can distract older adults from what you are saying. With age, we tend to have a attention-deficit syndrome like many youngsters.

Sales Tip #6 – Don’t call them “senior citizens” or “Boomers”
Research shows that about half of people of age don’t like these terms. Don’t use labels. If you must, refer to them as, “people like yourself, whom I deal with.” Treat them as individuals.

Sales Tip #7 – They take more time with decisions
They don’t always understand what you’re saying at that moment. Their central nervous system tends to slow with age. It doesn’t mean they don’t get it, it just means it may take more time to process it. Be patient. Typically, they are in no hurry to get things done. From experience, they know quick decisions are often regretted.

Sales Tip #8 Feelings, not intellect.
Decisions are made on the basis of feelings, not intellect. Intellect is used to understand; feelings are used to decide. When looking for a reaction to what you have presented, ask them, “How does that feel to you?” not “Does that make sense to you?”

Sales Tip #9 – Independence is what they want in retirement
Use words that depict people in their 60s, 70s and 80s as maintaining their independence in their retirement. It’s the key concept for selling your retirement communities. Give them several options and let them decide. A key attitude is they want things simplified but they don’t want to lose control.

Sales Tip #10 Analogies not analysis.
Because older adults often have difficulty following your reasoning and recommendations, you need to make it easier for them. Use analogies, metaphors and similes that mirror their value system. Give them anchors. Explain it by saying, “This is like that (analogy.)”

By Michael P. Sullivan, President, 50-Plus Communications Consulting Charlotte North Carolina, (704) 554-7863.
Mike consults and trains staff at retirement facilities, homecare living firms, financial services and health care organizations. His book, “101 Easy Ways to Increase Business with Boomerplus Clients” is available on his website, http://www.graymoney.biz Contact him at mps50plus@aol.com

Investment Prospects of Cottage Properties – Can They Make the Grade

By Andrew John Cocks | Cottage Properties

Investment Prospects of Cottage Properties – Can They Make the Grade

Article by Canadian Home Find

Under what circumstances can you be able to make a good investment out of your purchase of an idyllic and luxurious cottage property? In most instances, buying a cottage property is more of an emotional purchase than anything else. If you think that it is a sound investment, then think again.

Purchase of recreational properties such as cottages is a lifestyle choice, and it will not necessarily result to a fatter bank account. In most cases, seasoned investors don’t look at recreational properties as an investment option for they are not. Instead, the purchase of this type of properties is primarily motivated by their intention to provide their family with great holiday option. It is also their option when looking for a peaceful place for them to retire.

If you love the lifestyle, then you will surely be making a wise decision when you buy a cottage property. However, you have to perform some serious assessment of your financial portfolio since this decision cannot be considered as an investment move.

An Expensive Proposition

When you decide to buy your dream cottage, it is essential that you take into account the additional expense items such as applicable taxes, maintenance and upkeep, second mortgage, etc. All these expense items will impact on your finances for a property that you will use for a few times each year.

On the heels of a recovering economy, sales performance of the recreational property segment has stayed in negative territory. In recent market report, average price of high-end luxury and recreational properties was pegged within the range of $ 370,000 and $ 600,000.

Despite the high average price of this property segment, seasoned investors don’t consider them as a good investment option. Cottages are, in most instances, bad investment ventures since they exist in a market which experts consider as illiquid. This means that you may have a hard time unloading this type of properties since there are just a few buyers in this market segment. You may have to accept significant decrease in your financial profile if you decide to sell the property below the principal amount.

A major part of the value of recreational property is attributed to its location. A cottage that is located within a few hours’ drive from the city center and perched near a lake is likely to fetch a better price. This means that you have better chances in selling this type of recreational property. If you own a cottage property that has a full line of amenities, then you can make a good sales pitch if you focus on baby boomers that are looking for a great retirement home.

Cottage is an Expensive Property Ownership

You must have to contend with high ongoing cost if you allow yourself to be charmed by romantic images of sunsets and hammocks that go with owning a recreational property. You have to account for additional insurance, property taxes, maintenance cost, etc. Most lenders are reluctant to approve mortgage applications for recreational properties, and if you are to get an approval, the package may not be that great. Insurance companies may not be inclined to grant coverage to a recreational property that remains empty for the most part of the year.

In order to cover some of the cost, you may consider renting out your cottage property. However, this option brings with it additional responsibilities. You have to spend time and resources to advertise the property. You must also perform the necessary screening process of your prospective tenants. Finally, you must spend significant time in cleaning and maintaining the property.

Article by canadianhomefind.com Canada’s most effective For Sale By Owner service. Click for more information on: For Sale By Owner how-to Most Effective FSBO Programs Browse FSBO Listings

Article by canadianhomefind.com Canada’s most effective For Sale By Owner service. Click for more information on: For Sale By Owner how-to Most Effective FSBO Programs Browse FSBO Listings

What you can expect from a Northumbrian Cottage holiday. To book your holiday cottage just visit www.northumbrian-cottages.info/
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