Marketing Financial Services to Seniors (Hardcover)

by Larry Klein (Author) "Some use an age distinction, starting the cutoff at fifty or fifty-five..." (more)
Key Phrases: Larry Klein, Certified Financial Planner, United States (more...)

Editorial Reviews

Review
"...success goes to those who understand market psychology. No one does this better than Larry Klein..." -- Russ Alan Prince, PhD, Prince and Associates

"Brokers and advisors will find his clear explanation of the senior market's needs and motivation an extremely helpful tool..." -- Evan Cooper, Editor-in-Cheif, On Wall Street

"Klein lays bare the anatomy of senior psychology, offering step-by-step guidance on how to capture this lucrative and growing market." -- Gil Weinrich, Editor, Research Magazine

"Larry Klein has presented a powerful insight into why and how to market financial services to seniors. A must-read..." -- Ed Pittock, President, Society of Certified Senior Advisors

Editorial Reviews

Please REMOVE the Editorial Review by Ed Pittock -- Ed Pittock, President, Society of Certified Senior Advisors

Product Description
Marketing financial services to seniors guides any financial advisor how to market to seniors with guerilla tactics and with integrity. There's no reason to have a shortage of clients and this book teaches the advisor, in detailed tactical fashion, how to attract affluent retirees. While the entire financial services industry is crazed about baby boomers (who don't save and live on credit cards) today's seniors, while only 17% of the population, control 70% of the wealth. This is the book to get if you want to master the retiree market--fast.

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Product Details

• Hardcover: 176 pages
• Publisher: NF Communications, Inc. (January 1, 2001)
• ISBN-10: 0966206266
• ISBN-13: 978-0966206265
• Product Dimensions: 9.1 x 5.9 x 0.9 inches
• Shipping Weight: 15.2 ounces (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars See all reviews (14 customer reviews)
• Amazon.com Sales Rank: #477,530 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

17 of 19 people found the following review helpful:

1.0 out of 5 stars A promo rip-off, December 29, 2002

By A Customer

I was really disappointed with this book. It has none of the scripts or sample marketing materials promised. Klein wants to sell you a bunch of his other items: seminar kits, tapes, brochures to hand out, etc...all listed in his "appendix". The info given is so general it is of little use...you would have to spend money on his other items to really find out anything. Don't buy this if you are looking for a real guide to marketing to senior citizens...is is not here !!

3 of 3 people found the following review helpful:

5.0 out of 5 stars Marketing "correctly" to seniors!, November 7, 2001

By	Naureen Hamidani (Toronto, Ontario Canada) - See all my reviews

Mr. Klein demonstrates an excellent method of how to market to the senior population. The various tips on what to say, what not to say - either in person or in marketing material - does really make a difference, and this book shows exactly how to do it. A must read for those marketing financial services to seniors.

2 of 2 people found the following review helpful:

4.0 out of 5 stars Service the Senior Market-Seminars, November 7, 2001

By	Dick Melton (Ohio) - See all my reviews

The chapters on reaching the Senior Market to invite them
to a Seminar, I found quite helpful in planning for my next
seminar. Also the referral section was very informative.
I sent a box of $5.00 chocolates to several of my current
clients and got a lot of positive feed-back.