The Principle of Authority

By Tom Mann, Principal, Executive Vice President For my last several blogs, I have been discussing The Principles of Influence, as taught by Dr. Robert Cialdini, and how these principles apply to selling to seniors. Thus far, we have covered two of the six...

The Principle of Consistency

By Tom Mann, Principal, Executive Vice President In our last blog, I talked about the power of listening. Selling to boomers or seniors? Here’s what a good friend of mine, Dick Ambrosius advises, “The three steps to moving the prospect quickly through the sales cycle:...

Is Your Sales Team Really Listening?

By Tom Mann, Principal, Executive Vice President Sales and marketing techniques for selling to boomers, seniors, and the mature market. Being a good husband, wife, friend, or marketer is all about the process of discovery. And TRUE discovery comes from conversation...

Stop worrying about SEO

By Tom Mann, Principal, Executive Vice President The Importance of Words and Wellness Directors Words are powerful. Many years ago I wrote a blog titled, “Death of the Continuing Care Retirement Community” which was focused on the importance of the words we use or...

Senior Housing Trends: Part III

Health Care and Senior Housing Trends By Tom Mann, Principal, Executive Vice President What are the implications of the Affordable Care Act to look forward to? What will be the evolution of strategic partnerships in senior living, health care, and technology? How...

Senior Housing Trends: Part II

What do senior housing prospects want? By Tom Mann, Principal, Executive Vice President In Part II of Senior Housing Trends, we’re going to review how residents’ needs are changing. From moving out of their houses, to choosing contracts, to picking the right product,...