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Medicare Blog | Medicare News | Medicare Information

5 Ways to Sell to Seniors

Posted by Jeremy Davis on Fri, Jun 20, 2014 @ 08:14 AM

Medicare Supplements

As longevity increases and more Baby Boomers advance into their senior years, those 65 and older are the most prevalent demographic on many advisors’ prospecting lists. With such a large pool of potential clients looking for retirement and financial advice — and also likely to make referrals to their friends and family — you can’t afford to miss the mark. Try these strategies on for size:

  1. Differentiate yourself online: You might think digital marketing is most effective when targeted towards younger generations, but a 2014 Pew Research Center study shows that 59 percent of seniors today are increasingly Internet savvy.
  2. Be an educator: By providing education to the senior community, advisors establish themselves as experts and earn credibility and trust.
  3. Be available to communicate often: Meaningful conversation is a surefire way to earn a senior’s trust, whether you’re discussing their finances or their children and grandchildren.
  4. Be patient, not pushy: Many times, people get impatient when they’re working with seniors, and it’s the first thing that will kill a sale.
  5. Make your business senior-friendly: Your office and presentation style should be tailored to seniors; handicap access, for example, speaks volumes to your elderly clients when they meet with you for the first time.

Source: lifehealthpro.com


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Tags: Medicare Supplement, med supp, tips on selling insurance to seniors

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