Michael P' Sullivan

1
Aging Baby Boomers
And Beyond
Closing More Sales with Older Affluent Customers
Michael P. Sullivan 50 - Plus Communications
Consulting Charlotte, North Carolina
2
History Makes Older Investors Different Than
Younger Investors

• Baby Boomers

Matures
GenXers
Berlin Wall Falls

• World War II

Vietnam
Depression
Prosperity
Downsizing
Assassination President Kennedy
Funeral of President Roosevelt
Challenger Explodes
Stock MarketCrash
The Bull Market
401(k)s
ã 1998 Richard B. Ross, Glencoe, Il, and Michael
P. Sullivan, Charlotte NC.
3
Boomers are
The Me Generation
ã 1998 Richard B. Ross, Glencoe, Il, and Michael
P. Sullivan, Charlotte NC.
4
Life Events Put Large Amounts of Money into Motion

• Life Events occur at a point of time, when an
  individual is at a specific stage in his or her
  life cycle.
• People in their 50s experience a far greater
  range of Life Events.

5
Five Types of Life Events

• Household Formation
• Inheritance
• Career Events
• Retirement
• Health/Dependency

6
Baby Boomer Emotionally Enriched Words, Phrases
and Ideas

• Possibilities
• Choices
• Options
• Personal experiences
• Self-fulfillment

• Second career
• Children
• Reduce stress
• Self-exploration
• Feeling

7
7 Steps to Closing More Sales

• 1. Select 15-20 Older Affluent Boomers from your
  book of business for a 3-4 month intensive
  contact program.
• 2. Fill out the Relationship Profiler for each
  selected client.
• 3. Write down how you can connect with the
  clients passions, dreams, activities and
  interests.

8
Meet Mike at the Webinar

• Learn how to find and close more sales with older
  affluent boomers
• Sign up for the next Webinar
• Work better with aging boomers
• Improve your business
• Improve your life