If you could describe the characteristics of the perfect sales market what would they be? Would they include: high growth potential, a market with unique needs that have been undeserved, daytime sales and prospects with a disposable income? Let's look at this perfect market: Seniors!
According to the U.S. Census Bureau, an American turns 65 every second! Then add in 76 million of those fabulous Baby Boomers who are racing toward retirement. Can you say opportunity?? In fact by the year 2030, people age 65 and older will make up more than 20 percent of the overall population. It is an undeniable fact we're headed for an incredible surge in the retirement population that will last for decades.
The Senior market today is truly not what many sales people mistakenly think it is.
The Senior market is vibrant, energetic and looking to protect their assets and their families. And don't forget, they're living longer!
Consider this: only a few years ago seniors lived an average of five to ten years during retirements. Now the average length of retirement is now 22 years!
Admittedly, people are happy to live longer, but it creates a series problems if their assets don't last equally long or longer.
As an increasing number of Americans reach retirement age, they will have many of the same needs as every retiree has had before them: Medicare, long term care, final expenses, income continuation, asset protection and the ability to pass on their financial legacy to the family. The next generation of Seniors is used to more options, better and faster service and personalized attention.
If given the choice, would you rather set appointments to meet prospects from 8 a.m. to 5 p.m. or work appointments from 4 p.m. to 10 p.m. and weekends? Most salespeople would choose daytime sales during the week, which allows for a more regular work schedule and provides you a choice in how you spend your evenings and weekends.
It's no secret that Seniors control the bulk of the wealth in the United States. The latest estimate puts it at 77 percent. This market has the resources and wants to purchase the products you present.