Marketing Financial Services to Seniors

Average customer rating:

Great info, but.........

I hope my competition forgets to read this one

Good Book. It used to be criminal to market to seniors.

A promo rip-off

One of the best books on marketing I have ever read...

Marketing Financial Services to Seniors
Larry Klein
Manufacturer: NF Communications, Inc.
ProductGroup: Book
Binding: Hardcover

General | Marketing | Marketing & Sales | Business & Investing | Subjects | Books
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ASIN: 0966206266

Book Description

Marketing financial services to seniors guides any financial advisor how to market to seniors with guerilla tactics and with integrity. There's no reason to have a shortage of clients and this book teaches the advisor, in detailed tactical fashion, how to attract affluent retirees. While the entire financial services industry is crazed about baby boomers (who don't save and live on credit cards) today's seniors, while only 17% of the population, control 70% of the wealth. This is the book to get if you want to master the retiree market--fast.

Customer Reviews:

Great info, but................2007-07-19

While I enjoyed the book, there was a lot of emphasis on the services Larry talks about using. He owns the companies that you could or would buy the services from.

The company has undergone a lot of name changes, and from my research it was due to complaints from customers.

In addition, once you get on his email list, you are stuck. While you can "unsubscribe" to the email, it just continues under a different company name.

When I called the company for information, the guy that answered was helpful and honest. He pointed out that while many companies have approved the seminars and services, many large name companies haven't and wouldn't. As I live near Larry's office, the guy knew all the companies in the area and was helpful in telling me not to use the service.

I would suggest that you take the information to heart and mold it to your own use. Work with your compliance people and develop your own material, if they don't already have ready to use material.

The seniors that are on the list you buy, mostly aren't interested in the product, they are interested in the freebie that they get for filling out the info cards.

I hope my competition forgets to read this one.......2003-11-24

I have been following Klein's work for a few years. He is an absolute genious when it comes to marketing. The financial services industry confuses marketing and sales - they are different. I picked up some great ideas in this book, and I am looking forward to adding them to my practice.

Good Book. It used to be criminal to market to seniors........2003-04-21

This was a great book. It really opened my eyes to the true financial needs of seniors and how I can fill that gap. I have been involved with my branch of financial services (futures, commodities, managed futures, and commodity pools) for the past 11 years. I have written three books on the subject, but I never realized that the group that I most ignored were in dire need of my services. Mr.Klein does a great job of explaining indepth the senior psychology to investing. He also shows you that it is not unscrupulous to communicate the proper message to this very wealthy segment of the population. In fact he does a perfect job of showning the financial professional it is criminal not to make an effort to communicate with these individuals. Don't wait until they die and then help their baby booming children. Roll up your sleeves and help them come up with solutions today for their estate planning, their long term care needs, their income needs, and their capital gains needs.

Great book. Very refreshing. I believe financial service professionals should buy this book. Seniors who want to deal with honest financial helpers should also read this book to know what to look for.

A promo rip-off.......2002-12-30

I was really disappointed with this book. It has none of the scripts or sample marketing materials promised. Klein wants to sell you a bunch of his other items: seminar kits, tapes, brochures to hand out, etc...all listed in his "appendix". The info given is so general it is of little use...you would have to spend money on his other items to really find out anything. Don't buy this if you are looking for a real guide to marketing to senior citizens...is is not here !!

One of the best books on marketing I have ever read..........2002-06-05

Larry offers great insite into what makes Senior's Tick. If you are presently marketing to Senior's or are thinking about it, you had better read this book or take your chances!

Average customer rating:

Great info from a top marketer!
Only relevant to a select few
Succesfully marketing to the rich.
A must have
Outstanding Book, First of its kind

Marketing to the Affluent
Thomas J. Stanley
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

ASIN: 0070610479

Amazon.com

Three uniquely targeted guides by Thomas J. Stanley--bestselling author of The Millionaire Next Door--have been released in paperback for those specializing in sales to the wealthy. In Marketing to the Affluent, Stanley defines the moneyed population and outlines the traits it takes to reach them. In Selling to the Affluent, Stanley discusses the true needs of the well-to-do and ways to effectively meet those needs. And in Networking with the Affluent, he explains how to reach this elite audience by securing word-of-mouth endorsements from their peers.

Book Description

"Dr, Stanley's prospecting techniques saved me thousands of hours of tedious work normally given to cold calls and mailer leads."-Ken Catanella, Senior Vice President, Shearson Lehman Hutton. "This is a must-read book for anyone involved with strategic planning for businesses serving the affluent."-Seth Poppel, Vice President, Director of Corporate Planning, Chase Manhattan Bank, N.A.

Customer Reviews:

Great info from a top marketer!.......2005-09-30

If you want to know the real truth about marketing to the affluent, and especially want to hear about creative networkers, this is THE book for you!!!

Only relevant to a select few.......2005-08-06

This book would be great to those marketing financial services. Example after example is spent determining how to market securities and finding out about how to find them. Unfortunately, if you are in any other line of business, there will be precious little for you to take away with this book. It was a waste of my money, but again, if you are selling financial products go for it.

Mark

Succesfully marketing to the rich........2005-04-06

This book is a "how to" guide to establishing a solid marketing strategy in an affluent market. A great read that provides a clear indication of who has the money, what they spend it on and what you can do to get it.

A must have.......2004-03-10

As a strong believer in the concept that there are defined qualities that produce given results I was further impressed with this book. When you consider other books covering the millionaire subject such as the Instant Millionaire or the Millionaire Brain, you can start drawing up your own set of criteria that define this important segment along with the parameters that will allow you to reach out and conduct business with this important market.

Outstanding Book, First of its kind.......2003-02-11

Dr. Thomas Stanley has become a big name since his book "The Millionaire Next Door" but some of his have been tracking his work since his days as Georgia State Professor.

This was his breakthrough work. Lots of original research and tremendous insights.

I work as a financial consultant to people who receive personal injury awards and found Dr. Stanley's writing extremely valuable.

Anyone who works with high producers or who wants to be a high income producer should own this book.

Book Description

The American Association of Retired Persons estimates that the number of communities for seniors has doubled in the past ten years and will more than double again before the turn of the century. With estimated annual revenues of $14 billion, the industry is expected to grow dramatically -- to $30 billion by the year 2000. This explosive growth has meant that new administrators and staff often are learning by trial and error the complicated task of delivering high-quality and consistent services to elderly persons. While many new facilities have been successful, others have found themselves plagued by a variety administrative and financial difficulties. Operators, developers, lenders, and staff members are attending conferences in record numbers, eager for practical answers to management challenges.

In Senior Living Communities Benjamin Pearce offers the first comprehensive guide to managing these important facilities. Drawing on years of experience running successful retirement communities, Pearce offers a wealth of sound advice and practical solutions. He discusses operating methods, staffing ratios, department management, cost containment, sales and marketing strategies, techniques of financial analysis, budgeting, and human resources. He also offers specific details on resident relations, transportation, activities, food service, housekeeping, laundry, and maintenance. An extensive operations audit is included in an appendix.

As Americans of the baby boom generation approach their senior years, society must prepare a strategy for accommodating this burgeoning population. Senior Living Communities will prove an indispensable source of information and advice on various aspects of these rapidly growing facilities, including development, finance, investment, operations, improvement, and marketing.

Customer Reviews:

Outdated Information.......2007-01-11

When I received a e-mail advertising this book, I thought it was new material. Out of the box, the browning faded paper told me that this was a very old publication, not worth looking at. The changes in the industry in the last few years have been such that current information is essential. I returned the book within 24 hours. It advertising material to potential readers, it should be made clear that this is very outdated material and not a new edition or remotely current information.

Really good for those interested in assisted living needs.......2003-02-11

I needed information on how to finance, build and market senior housing. The information in this book on elderly and handicapped housing needs is really helpful to me. This is well done, and those of us not part of the industry can understand it.

An essential part of your long-term care management library........2003-01-25

Pearce has done an excellent job of writing a sentinel primer for managing long-term care communities. The details are all there. Of even greater importance, the details are presented within the context of critical principles that distinguish the excellent community from the average or mediocre. As a faculty member responsible for a number of long-term care management courses at two schools of public health, this is one of a very limited number of texts that I assign as "must reads" for my students.

A Detailed and Complete Guide on Senior Living Communities.......2003-01-22

I truly enjoyed "Senior Living Communities: Operations Management and Marketing for Assisted Living, Congregate, and Continuing Care Retirement Communities". It answered most of the questions that I had on developing a community for senior living. I feel a social calling to provide for the housing and care needs of the elderly. The Senior Care track was adopted as a part of the Masters of Real Estate degree that I am enrolled in. This book was used in one of my classes. What a blessing! As I began to read this book, I realized that most of the "concise details" in developing a community are all in there. I am so amazed to see such valuable information each time I turn the page. The author has addressed the obvious and the important things that often are forgotten. This book is like the bible of developing successful senior living communities. The knowledge gained by reading this book will definitely create the foundation for the development of a successful project.

Senior Living Communities.......2002-01-22

Though this book may have been intended as a how-to for Benjamin Pearce's colleagues in the trade, it is thoroughly readable and complete. As someone who contemplates eventual entry into a Continuing Care Retirement Community, I found explanations for much that I have observed in the community where my own parents reside as well as what I have seen in the near dozen that I have toured. The intelligent consumer could not find a better way to be educated about the subject than to delve into the outline of management and practices that the author details. This will be a useful handbook for me for hopefully many years to come.

Average customer rating:

Basic business, not much else
A solid, step-by-step, "user friendly", resource

Marketing to Seniors
Michael C. Walker
Manufacturer: 1st Books Library
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

ASIN: 0759691150

Book Description

Marketing to Seniors enveils a number of unique aspects of the senior market, including the introduction of the "extended senior customer" to account for the involvement of others in senior purchasing decisions. These include family, friends, advisors and health care professionals, for example.

Customer Reviews:

Basic business, not much else.......2006-10-12

This book was very disappointing. There is a lot of content about the basics of starting a business, such as business planning and the like. All of this is very vanilla, however. There is a dearth of content that is specific to the senior market. So unless you want Starting a Business 101, skip it. If you are looking for real insight on the senior market, try "Marketing Financial Services to Seniors" by Larry Klein, which is superb (albeit focused on financial products).

A solid, step-by-step, "user friendly", resource.......2003-01-05

Marketing To Seniors: Are You Ready To Profit As This Market Soars? by Michael C. Walker (creator of the award-winning Club 24 Senior Living At Home program) is a solid, step-by-step, "user friendly", resource to forming a marketing plan based around and upon a close understanding of, and harmony with, senior citizen purchasing decisions. A thorough and practical guide to expanding one's market base and improving sales, Marketing To Seniors is a highly recommended instructional text that will prove to be invaluable for anyone marketing any category of service or type of product directed towards an increasingly aging and expanding customer base.

Leading Product Development: The Senior Manager's Guide to Creating and Shaping the Enterprise

Average customer rating:

One of the best books that I've ever read on any topic
Essential for anyone involved with product development.
Hard to read, very theoretical, too general

Leading Product Development: The Senior Manager's Guide to Creating and Shaping the Enterprise
Steven C. Wheelwright
Manufacturer: Free Press
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

Operations Research | Management & Leadership | Business & Investing | Subjects | Books

Entrepreneurship | Small Business & Entrepreneurship | Business & Investing | Subjects | Books

General | Small Business & Entrepreneurship | Business & Investing | Subjects | Books

General & Reference | Technology | Science | Subjects | Books
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ASIN: 0029344654

Book Description

In their groundbreaking book Revolutionizing Product Development, Steven C. Wheelwright and Kim B. Clark demonstrated how project leaders for product development could apply new innovations to bring products to market at breakneck speed. Now, in their new work, they address the general manager's role in leading product development efforts -- at the functional, unit, group, and corporate levels.

Up to now, senior managers have merely approved or rejected proposals at the beginning of a project and rushed in at the end to resolve problems. This traditional approach to product development no longer works, the authors contend. A fundamental shift in the role of senior management is taking place: the entire spectrum of new product development is now the responsibility of the general manager -- from pre-project planning to completion. Wheelwright and Clark draw on their combined consulting experience and numerous examples -- such as Kodak, Honda, Hewlett-Packard, and Gillette -- to explain how this new role can be successfully executed in today's competitive arena.

The authors show how the margin for error in new product development has become razor thin. Pre-project planning, they show, takes the guesswork out of development so that projects run smoothly from start to finish. Second, they describe how to choose a set of projects that match a company's specific strategic objectives, resources, and "organizational horsepower" -- enabling the development of consistently successful products and capabilities over time. Finally, they reveal how to create a plan for action: how to determine project sequence, what measurements and incentives are crucial, and, most important, how to capture project learning and integrate it back into the ongoing stream of product development.

Wheelwright and Clark conclude that the opportunity for rapid, significant development lies in managerial leadership of pre-project planning and commitment to improvement at every step of the product's life cycle. They provide managers with the tools needed to master these processes, making this book necessary reading for every manager who wants the upper hand in bringing timely, efficient, high-quality new products to market.

Customer Reviews:

One of the best books that I've ever read on any topic.......1999-11-10

This is an excellent book. Thorough plan on how to implement a new product process and senior management's role. We're using this at our company to define the processes.

Essential for anyone involved with product development........1999-05-24

This is definitely a senior executive's reference or summary to product development. Some of the essential concepts in taking products to market are covered. Steven Wheelwright and Kim Clark capture the essence of making products successful although many concepts have been captured already in the field of software engineering. The importance of senior management's involvement in the process, effective portfolio management and the journey to building effective teams are well laid out. We have found that product managers can relate to the content and use some of the macro principles on projects. Reading this with "Developing Products in Half the Time", "Managing the Design Factory", "Commercializing New Technologies", "Microsoft Secrets", "Seeing Differently", and "The Innovator's Dilemma" will give you a full appreciation of the content.

Hard to read, very theoretical, too general.......1999-05-07

I found this book tough to plow through. Straight from the "ivory tower", it belongs in a college classroom, not in the real business world. It is quite general, so perhaps it is helpful in some segments of business. I found it hard to relate to my world of commercial software development.

How You Can Reach & Sell the $20 Trillion Senior Marketplace

Average customer rating:

I'm sold on seniors
A very highly recommended, practical marketing book
How You Can Reach & Sell the $20 Trillion Senior Marketplace

How You Can Reach & Sell the $20 Trillion Senior Marketplace
Gary Onks
Manufacturer: Sold on Seniors Inc
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Book Description

Learn how to reach and sell the biggest, fastest growing and highest net-worth consumer group that exists. Based on Real-Life, In-Person sales to seniors. Author sold over $5 Million in products to seniors his first year of selling directly to them one-on-one. You will learn Real-World solutions to your selling needs, not theory. His methods work! Learn his selling secrets.

Customer Reviews:

I'm sold on seniors.......2002-05-22

If you want to run a successful business, focus on the senior market, says Sold On Seniors author Gary Onks. A former marketer of retirement homes, Onks takes readers "backstage" to see how seniors live, act and think. He leads us into their world and explains how to reach them.

I must state up front that very little of his advice need be limited to seniors. When he speaks of trust and freedom and independence and hearing "I care" from sales staff, I think everyone would agree those are features that would draw customers. But perhaps seniors have the time to look for these qualities and a heightened need for security that makes such features all the more important when pitching to the senior market.

Onks clearly identifies with seniors, sharing with readers his tales of youthful experiences with his "Grandpap" and "Meemaw". He shares this secret with readers: "If you stir it all together and boil it all down to its basic elements, you find my original and 'Natural' Secret Ingredient in the recipe for successful selling to seniors. It is simply, show them that you 'Care', and show them with your heart."

Be forewarned, this is not literary writing, nor will your high school English teacher be impressed. And it does not read like a business book (whew!). The writing is no-nonsense, straight shooting, and conversational ... almost like what you'd expect him to tell you sitting on the front porch of an old farm house. I like that style of writing (perhaps because I wrote Climb your Stairway to Heaven in just as conversational a tone).

Gary Onks convinced me. It's time to get seniorized.

The reviewer is David Leonhardt, author of Climb your Stairway to Heaven: the 9 habits of maximum happiness. ...

A very highly recommended, practical marketing book.......2002-03-27

Sold On Seniors by marketing expert Gary Onks is a direct, no-nonsense, bottom line guide to improving one's sales by marketing products directly to senior citizens, who dominate marketplaces all across America. Chapters disclose tips, tricks, techniques, and secrets to reaching the senior market, getting oneself noticed and getting one's product sold. A very highly recommended, practical marketing book especially as the baby boom generation continues to age, Sold On Seniors On Seniors is an invaluable introduction to this specialized marketing niche for the novice entrepreneur, and a welcome reference for even the more experienced business professional dealing with a clientele of senior aged consumers or patrons.

How You Can Reach & Sell the $20 Trillion Senior Marketplace.......2001-11-07

Very informative, a real eye opener about senior citizens. Quite interesting to read, not dry and boring like many sales books. Full of really useful tips and ideas on improving sales. I truly enjoyed it and recommend it highly.

Marketing Long Term and Senior Care Services (Health Marketing Quarterly Series) (Health Marketing Quarterly Series)

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Marketing Long Term and Senior Care Services (Health Marketing Quarterly Series) (Health Marketing Quarterly Series)

Manufacturer: Haworth Press
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Health Care Delivery | Administration & Policy | Medicine | Subjects | Books

General | Health, Mind & Body | Subjects | Books
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Start Your Own Senior Services Business (Start Your Own )

ASIN: 0866562893

Segmenting the Mature Market: Identifying, Targeting and Reaching America's Diverse, Booming Senior Markets : Based on the 50+ Studies

Average customer rating:

Segmenting the Mature Market: Identifying, Targeting and Reaching America's Diverse, Booming Senior Markets : Based on the 50+ Studies
Carol M. Morgan , and Doran J. Levy
Manufacturer: Probus Professional Pub
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Advisors who focus on the whole senior are needed.(Targeting seniors for long term care insurance): An article from: National Underwriter Life & Health

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Advisors who focus on the whole senior are needed.(Targeting seniors for long term care insurance): An article from: National Underwriter Life & Health
Larry Barton
Manufacturer: The National Underwriter Company
ProductGroup: Book
Binding: Digital

General | Business & Investing | Subjects | Books

Book Description

This digital document is an article from National Underwriter Life & Health, published by The National Underwriter Company on April 18, 2005. The length of the article is 726 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Advisors who focus on the whole senior are needed.(Targeting seniors for long term care insurance)
Author: Larry Barton
Publication: National Underwriter Life & Health (Magazine/Journal)
Date: April 18, 2005
Publisher: The National Underwriter Company
Volume: 109 Issue: 15 Page: 13(2)

Distributed by Thomson Gale

Agriculture section. (Senior Division 2002).: An article from: Transactions of the Missouri Academy of Science

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Agriculture section. (Senior Division 2002).: An article from: Transactions of the Missouri Academy of Science
Michael Aide , and Mack Wilson
Manufacturer: Missouri Academy of Science
ProductGroup: Book
Binding: Digital

General | Business & Investing | Subjects | Books

General | Science | Subjects | Books

Science & Technology | Subjects | e-Docs | Formats | Books

Book Description

This digital document is an article from Transactions of the Missouri Academy of Science, published by Missouri Academy of Science on January 1, 2002. The length of the article is 902 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Agriculture section. (Senior Division 2002).
Author: Michael Aide
Publication: Transactions of the Missouri Academy of Science (Refereed)
Date: January 1, 2002
Publisher: Missouri Academy of Science
Page: 66(2)

Distributed by Thomson Gale

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