Think Like a 50+ aged Customer to Build Sales

At the NAHB's International Builder's Show, I partnered with panelists Lita Dirks; Lita Dirks & Company, David Miles; Miles DNA and Gabe Pasquale, RXR Realty on a presentation with keys to think like the 50+ home buyer and maximize their experience.

For those of us who are boomers, we are somewhere between 46-64 years old.

Thinking differently became very apparent to me when I was recently flying home from VA. The woman sitting in my row was traveling with her small child. We started talking and she told me about how her career goals had changed with the birth of her child. No longer did she want to be out and about networking; she wanted to give up her prestigious title and long commute into Washington to freelance from home to be able to spend more time with her child. Certainly this was understandable.

I thought about what how she would want to be sold versus what I would want. Both of us would want an honest approach to sales. Time is of value so we would want to cut to the chase.
We both want technology that makes life easier and more accessible. We are both connecting for information and reaching our friends. We'd want sales people who are credible and build a relationship. If they keep in touch with us...all the better.

At our presentation at IBS; Lita showed how merchandising sparks the imagination of customers helping them dream about how they will live in their home. David is also an image maker as he helps ignite the spark. Boomers talk and cocktail party conversation is important in successful buzz. David creates the subliminal advertising messages that ignites interest. Gabe specializes in high-end luxury living and his company partners with the Ritz Carlton brand for their communities. He talked about how branding means delivering the message in every facet of marketing. He understands this consumer wants to have fun and his goals is to make their homebuying experience different, memorable and fun.