Our blog page covers topics related to the Human Resouces (HR) industry.
In it, you'll find information of national interest, such as current HR trends, industry updates, new HR products reviews, and access to Human Resource training, including online training, seminars, webcasts, audio conferences, and podcasts - all designed for you, the busy professional!
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One of the great ironies of our time is that the people who provide services seniors often need are the same people seniors often mistrust.
Insurance agents, brokers and accountants routinely are ranked toward the bottom of the pack when pollsters ask consumers to rate various professions according to how consumers perceive those professions' ethical standards. (Nurses, doctors and scientists usually head the lists.)
As depressing as the poll results are, it gets worse: Seniors
You've heard over and over that marketing to seniors requires "special" knowledge and understanding. You've been told that you will never succeed if you use the same selling techniques with seniors that you use with 40-year-olds. Why is this? Why are seniors more resistant than other consumer segments to traditional marketing practices? And, perhaps most important, what are the traits and habits that make seniors so different in American society today?
This happened to one of our Certified Senior Advisors the other day, and I want to share his story with you.
Our CSA has an 84-year-old mother who, to all outward appearances, is in good shape. What you can't see is that three years ago, she had a mild stroke that has played havoc with her short-term memory. She can vividly remember something from 20 years ago, but tell her your name, and she's unable to retain it 20 seconds later.
Most everyone understands what IQ stands for. You may even have taken an intelligence test at some point in your life. When it comes to ethics, however, there's no commonly accepted test; yet, our EQ, or ethical quotient can have just as much bearing on how we do in life as our IQ can.
A high EQ is especially important for anyone who markets services or products to seniors. Consider that several years ago, the National Center on Elder Abuse estimated that nearly one in every three
Giving up on prospects too soon is the biggest marketing mistake professionals make, yet we see it happen over and over again. Take Mark, for example. A financial planner who was eager to bring clients into his new office, Mark had a nice brochure printed and purchased a list of seniors from a mailing house.
The first mailing was a letter introducing himself to his prospects. Next he sent out packages featuring the new brochure. Soon after, he started making follow-up calls but connected
