2016-IBS-smallTuesday, January 19 | 1:00 – 2:00 PM

Location: North 252

Format: Building Knowledge Session

Level of Content: Intermediate

Appropriate for: 55+ Housing Builders & Developers, Sales & Marketing Professionals

Rich Carlson & Bob Schultz

Track(s): 55+ Housing

Speaker(s): Rich Carlson, MIRM, CMP, CAASH, Carlson Communications, NORTHBOROUGH, MA |
Bob Schultz, CSP, MIRM, The International New Home Sales Specialists, Boca Raton, FL

What It’s About:

This session will help you accelerate the decision making process of prospective 55+ buyers by applying the newest marketing tactics and sales techniques to the fundamental strategies that have proven successful for decades. You will analyze real-life examples from an active adult community that created synergy and congruency between sales and marketing efforts and produced extraordinary results. Discover how high performing sales professionals influence and educate today’s baby boomers, and how using technology to measure the effectiveness of your marketing expenditures and sales conversion ratios will fast-track the pace and volume of sales and maximize your ROI.

What You’ll Learn:

  • Understand ways to align and harmonize sales and marketing efforts to maximize your ROI.
  • Determine a prospect’s level of intent in the buying process and develop interactive sales presentations.
  • Utilize a mix of advertising – including print, social media, television and radio – to gain the attention of your target market and accelerate their decision to take action.

Continuing Education: NAHB – 1.00 CE hour(s), NKBA – 0.1 CEU(s)

How to Attend:

Participants must be registered for a full registration package or a 1-day education with expo pass package valid for the day of the session they wish to attend. Seating for Building Knowledge sessions will be on a first-come, first-served basis.

Author Rich Carlson

Senior marketing specialist, Rich Carlson, has 44 years of experience working in advertising, marketing, and public relations on national, regional and local levels. In the 11 years prior to founding Carlson Communications in 1989, Rich worked in senior management positions for three prominent real estate developers in New England and Texas, specializing in real estate marketing and sales. Since 1995, Rich has specialized in all facets of marketing senior housing including active adult, independent living, assisted living, memory care and skilled nursing. As a marketing consultant, Rich helps clients achieve their sales goals while strengthening in-house sales and marketing teams with strategic advice on planning and implementing effective marketing strategies. He is a frequent speaker at national and regional conventions and is the author of, "Are You Prepared for the Recovery?"

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