Based on massive, innovative, original and on-going research. Conducted since 1989 on 20,000 respondents to date, this research has gathered more than 50 million pieces of data and created nine separate psychographic segmentation strategies. These strategies offer a unique and deeper perspective on this highly diverse market, now our largest and most lucrative. The book's insights can be used by anyone attempting to identify, target, or influence persons 40 and older.

Lots of marketers paint a rosy picture of the lifestyle of baby boomers as they enter the retirement years. But authors Moschis and Mathur, basing their findings on 20 years of surveys among baby boomers and their parents, tell it like it is. Many baby boomers have saved little money for retirement; their health is worse than that of their parents; and while both generations say travel is in their futures, many will not have money enough to rent a budget motel a few miles from home. But the picture is not all bleak. Moschis and Mathur use their findings to discuss how people can live longer, more satisfying lives. In addition, they apply those findings to marketing and advertising, advising businesses how to use the attitudes and mindsets of mature consumers to create products and services for them as well as to make those products and services more appealing to older customers.

For the next 20 years, roughly 10,000 citizens will hit medicare eligibility each and every day. Understanding their attitudes, interests, spending patterns, buying preferences and the emerging opportunities for profiting by targeted development and marketing of products and services to them is vital to the forward thinking entrepreneur and marketing executive. There is no product, service, industry or profession category unaffected by this demographic sea-change. The leading-edge boomer and senior population quietly controls the majority of the deiscretionary spending and investing capability, so this is the roadmap to the money.

Go Where the Money Is BOOMERS & SENIORS: Hold over 50% of the nation’s wealth and more of its discretionary spending 46% have net worths exceeding $2-million Hold $1 out of every $2 available to advertisers, marketers, merchants, and service providers This is not a book about social good or business excellence or broad, big, sweeping ideas. It is a manual about getting money from those who have it and are, given reason and their interests met, very willing to spend it —on just about everything, and more of it, at higher average prices than any other consumers. Covers: What leading-edge boomers and seniors buy and why they buy it: the diversity and amount of their spending will surprise you Opportunities with The Affluent and The Still-Working: while 10,000 retire every day, 72% of boomers plan to keep working past age 65 The power of profiling: learn how to sub-divide this market, develop the profile of your ideal customer within this demographic, and use it profitably The New American Family: 2 and 3 generations under one roof: what does this mean to your business? The 10 best advantages of marketing to boomers and seniors and how to leverage them: Capitalize on conditioned behaviors and imbedded commands How to incorporate the power of…frame of reference, familiarity, classic credibility, fear and stress reduction, aspirations, and ambition in your advertising, marketing, and selling Lessons from and secrets of: AARP, Disney, Playboy, psychics and mentalists, 7-figure income financial advisors, dentists and lawyers, the mattress store with prices starting 6X the national price average, the J. Crew Co., Facebook, Coke vs. Pepsi, and others

For 40 years, companies and organizations have focused their marketing efforts on young adults 18-49 years old. But today's Boomer Consumer, those 78 million Americans born between 1946-64, are either 50 years old or will be soon. And marketers are confused. They don't know how to treat today's older Boomers, who aren't seniors and never will be, but are no longer young adults. Over the past few years, Matt Thornhill and John Martin of the Boomer Project have extensively researched and studied Boomers. They have uncovered key psychological, sociological, and anthropological aspects of this generation. Their research-inspired consumer insights have appeared in stories about Boomers on NBC, CBS, CNBC, MSNBC, and PBS, as well as BusinessWeek, Time, and US News & World Report, and newspapers like The New York Times, The Washington Post, Chicago Tribune, and the Los Angeles Times. For the first time, the Boomer Project's insights have been packaged into this powerful marketing resource: Boomer Consumer. You'll learn how to connect with and influence this large-and-in-charge generation by using techniques like emotionally compelling messages, the power of story, and life stage instead of age. Plus, you'll come away with ten new rules for marketing to today's Boomer Consumer that can be applied across hundreds of categories. Boomers are far from over the hill as consumers. Companies and organizations that can tap into today's Boomer Consumer will be poised for success for years to come.

Capitalizing on what is arguably the most important social phenomenon of our time and place—the aging of America—this book shows organizations how to market specifically to baby boomers in their third act of life. The graying of America is undeniable, with an estimated 10,000 boomers turning 65 every day. But to dismiss the baby boomer generation as a group no longer worth marketing to would be foolish. According to the Census Bureau, in 2029—the year when the last boomer will have turned 65—there will still be more than 61 million boomers, roughly 17 percent of the projected population of the United States. Boomers will still be the wealthiest generation in the United States until at least 2030, according to the Deloitte Center for Financial Services, with their share of net household wealth to peak at 50.2 percent by 2020. Boomers 3.0: Marketing to Baby Boomers in Their Third Act of Life describes how to market to baby boomers from a cultural perspective, specifically addressing the demographic group of baby boomers in their later adulthood—a period that will continue for the next two to three decades. The author uses the term "3.0" to indicate the baby boomers' third phase of life and explains how this third act of life will differ from earlier periods; accordingly, organizations should take a different approach to marketing to them than in the past. This book offers a way to contextualize business objectives within a culturally based, forward-thinking framework that fully leverages the opportunities presented by what is perhaps the biggest and most affluent customer base in history. Readers will be able to use the strategies described to map territories to stake and mine in targeting boomers, create meaningful relationships with individuals in this group, and communicate effectively with boomers to offer them products and services.

SELL TO THOSE WHO SPEND: Market to the Affluent THE SCARY TRUTH: The middle-class consumer population—and their buying power—is massively shrinking. Customers are buying less and in fewer categories. THE SILVER LINING: It takes no more work to attract customers from the explosively growing Mass-Affluent, Affluent, and Ultra-Affluent populations eager to pay premium prices in return for exceptional expertise, service, and experiences. Millionaire maker Dan S. Kennedy, joined by branding experts Nick Nanton, J.W. Dicks and team, show you how to re-position your business, practice, or sales career to attract customers or clients for whom price is NOT a determining factor. Learn how to sell to those who will always be spending. • Practical Strategies Revealed: Ritz-Carlton, Disney, Harrah’s Entertainment, Dove, AARP, Dr. Oz, Starbucks, Williams-Sonoma, DeBeers, the health and wellness industry and many other fascinating and diverse true-life examples • E-Factors: 10 surprising Emotional Buy Triggers the affluent find irresistible • Stop Selling Products and Services: Learn how selling aspirations and emotional fulfillment is more profitable • StorySelling™: Learn how to scale the affluents’ “sales wall” • Million-Dollar Marketing System: Step-by-step blueprint comparable to those developed for six-figure clients, ready for do-it-yourself use