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8 ways to successfully sell to seniors

Posted by www.psmbrokerage.com Admin on Thu, Mar 12, 2015 @ 03:12 PM

blog pic Seniors are by far the fastest growing market segment in the United States. It’s also one of the most lucrative. According to the latest U.S. census, this demographic comprises 37 percent of the total U.S. population and will grow to 45 percent this year. Seniors also possess approximately $1.6 trillion of all the disposable income in the country and have a combined household net worth of around $19 trillion. They also spend a cool $7 billion online each year.

So it should be no secret then that insurance agents will find the senior population an attractive market to serve. The key to doing so successfully, though, is in the art of the sell. It’s going to take a bit of adjustment on the part of brokers. Their buying habits are different from the Gen X crowd and certainly Millennials, particularly when it comes to Medicare-related policies. Before you make your first call, be prepared to “be” the following eight things:

  1. Be more personable.
  2. Be a sounding board to their own ideas.
  3. Be focused on their quality of life.
  4. Be easy to work with.
  5. Be digital.
  6. Be cognizant of the emotions involved.
  7. Be there for life.
  8. Be a resource.

 


http://www.lifehealthpro.com/2015/03/04/8-ways-to-successfully-sell-to-seniors...

 

Source: lifehealthpro.com

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Tags: Sales Tips, Senior Market, sales advice

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