What Senior Consumers Want

In a recent study, market research firm,Yankelovich, calls it "looping" and it concerns consumers wanting to understand the "whats, whys, and hows" like never before. Consumers have a strong desire to understand how things work. This includes explaining the big picture to clients, as well as keeping them in the loop by providing regular status updates.
Sharing information with everyone involved in the transaction is important too. That means updating the husband and the wife (or the adult child involved with a prospect's transaction), not just sharing the information with one party and hoping the news will get passed on. I try to eliminate real estate jargon, but not "dumb things down".
Outstanding customer service has become increasingly important. In 2005, 3/4 of those aged 50 to 74 considered outstanding customer service critically important. In 2006, the percentages grew to an average of 85%. Being knowledgeable and not pressuring them rank highly with this mature audience, so I make sure that my service and style are in sync with my prospects' desires.