Invest More Time in the Selling Zone® and Transform Your Senior Living Sales Results
Master One On One’s Prospect-Centered Selling® approach that has helped older adults get ready to benefit from an enriched lifestyle for nearly 40 years.
- Learn Prospect-Centered Selling (PCS)
- Get Insights & Support from Industry Sales Masters
- Build Connections & Conversions
Prospect-Centered Selling Masterclass Presenters
Build Genuine Connections and Improve Your Occupancy Through Better Conversions
Do you have a meaningful response to “I’m not ready yet” from qualified prospects who would benefit from your community? Frustrated watching potential residents stay in homes that no longer meet their needs while your fill rates and occupancy numbers stagnate?
Transform those reluctant prospects into enthusiastic residents by truly understanding how to confront the emotional barriers holding them back.
Learn and master One On One’s revolutionary Prospect-Centered Selling methodology—the approach that has helped fill communities across the US and Canada for nearly 4 decades.
Introducing the One On One Sales Academy
A Subscription Membership Program Focusing on the
5 Fundamental Pillars that Differentiate PCS from Transactional Selling
Paradigm SHIFT
Shift from Product versus Prospect-Centered Approach
Connect
Connect with Empathy and Build Trust
untangle
Untangle Emotional Resistance to Change
Plan To Advance
Plan Meaningful Advances Towards “Ready”
Key Metrics
Measure What Matters: Better Key Performance Metrics
Here's What You Get Inside the One On One Sales Academy
A Monthly Membership For Your Entire Team to Transform Your Senior Living Sales Approach
Sales Academy Membership
$150/mo (per community)
Launching June 2025
- Includes Access for All Team Members of 1 Community
- Expert-Led Masterclasses, Podcasts and Panel Discussions
- Interactive Social Platform for Members to Collaborate, Share Success, and Get Support
- Access to a Sales Resource Center
- Live Interactive Webinars and Q&A with David, Reed, and Industry Experts
- Peer Learning Groups Facilitated by our Chief Learning Officer
Your deposit secures your spot and includes your first billing period after launch.
To pay by a method other than a credit card, contact [email protected]
Meet David A. Smith
Creator of Prospect-Centered Selling
- 40+ Years in Senior Living Sales Leadership
- Co-Owner, The Gatesworth & Co-Founder, Sherpa CRM
- Author of "It's About Time"
- Producer of films "Time To Get Ready" and "It's A Matter of Time"
- Former Lead Instructor at Johns Hopkins & Erickson School of Aging
After successfully filling his own community The Gatesworth in record time (219 apartments in just 23 months), David created One On One to help dozens of developers fill communities across the US and Canada using the PCS methodology.
Meet Reed Davis
Chief Learning Officer & PCS Expert
- 22+ Years in Senior Living Sales Leadership
- Former International Director of Training and Coaching at Aline
- Expert in multiple senior living environments: Skilled Nursing, CCRC, Rental, Active Adult, and Memory Care
- Extensive experience in Start-Ups and turnarounds
- Coach and trainer for sales professionals across the US, Canada, and UK
As Chief Learning Officer for the One on One Sales Academy, Reed brings his wealth of experience to help sales professionals master the PCS methodology. His mission is to elevate sales teams, increase conversion ratios, and create meaningful lifestyles for older adults by implementing David A. Smith’s proven sales approach.
A Sneak Peek At The Masterclasses & Content You'll
Have Access To Inside One On One Sales Academy
The Paradigm Shift: Product-Centered Approach vs. Prospect-Centered Approach
Learn how PCS differs from Transactional or “Speed to Lead” Selling, and why cultivation of prospects can double your conversion rates.
Optimizing Performance: Harnessing Emotions to Untangle Prospect Resistance
Aaron Catoe, 12 Oaks Senior Living
Discover techniques for identifying and addressing the emotional barriers that prevent prospects from making the decision to move.
Connection is the common language everyone can understand.
Jeff Gronemeyer, Harmony Senior Services
Explore how building genuine connections creates trust with prospects.
Unleashing Your Inner Sales Hero: Identifying and Harnessing Your Natural Talents for Success
Lacy Jungman, Heritage Communities
Unlock your unique sales strengths and learn how to leverage your authentic personality to connect with prospects in ways that feel natural and effective.
Coaching Sales Teams to Plan to Advance
Sylvia Kurinsky, Charter Senior Living
Learn effective coaching strategies that help sales teams create meaningful advances and grow into Prospect-Centered Selling.
It’s the Taking Part That Counts: Including Team Members and Resident Ambassadors to Drive Community Growth
Patrick Leonard, The Gatesworth Communities
Explore how expanding the circle of trust beyond the sales counselor creates powerful connections that convert hesitant prospects.
Curiosity Driven Sales: Unlocking the Power of Questions to Advance Prospects
Kelly Singleton Meyer, KJB Sales Consulting
Learn the art of asking transformative questions that help prospects untangle their own resistance to moving and advance their readiness naturally.
Uncovering Blind Spots: Leveraging Secret Shops to Master Prospect-Centered Selling
Mike Miller, Primo Solutions
Learn how secret shops reveal hidden sales weaknesses and provide actionable insights to elevate your prospect-centered approach and build authentic connections.
Executive Director Involvement In Sales
Kent Mulkey, Psynergy Programs
Discover the critical role Executive Directors play in creating a community-wide sales culture and supporting the prospect-centered selling approach.
Houdini: The Magic to Getting Unstuck
Dave Permuter, The Gatesworth Communities
Uncover innovative approaches to revive stalled sales processes and help “stuck” prospects overcome their resistance to change.
Regional Leadership: Leading the Charge to Boost Occupancy and Drive Success
Julie Podewitz, Grow Your Occupancy
Explore how regional directors can effectively engage with sales teams to support relationship-building and optimize Time in the Selling Zone.
Data Drives the Bus: Leveraging Insights to Build Unstoppable Sales Success
Edie Smith, ProMatura
Learn how to collect, analyze, and act upon your community’s own sales metrics to make data-driven decisions
Mapping Success: Using Stages of Readiness as Your Roadmap to Sales Exellence
Kristin Kutac Ward, Austera Group
Master the psychology of change by understanding exactly where prospects are in their readiness journey and how to guide them forward with empathy.
Prospect-Centered Selling Has Transformed Thousands of Communities Across the US, Canada and UK Already.
Want To Be Next?
David Smith is the leading industry expert on improving occupancy through better utilization of proven sales tactics that connect the needs of the prospect to the improved lifestyle that they can obtain in seniors housing and care settings. Our results, and our revenues are up since adopting the underlying principles of Prospect Centered Selling.
Donald Thompson
CEO, Senior Living Communities, Charlotte, NC
David Smith is a giant in the senior living sales space. He invented Prospect-Centered Selling (PCS) to show our industry how to sell people a product they really didn’t want, and I mean REALLY didn’t want, but one they desperately needed. Because of Prospect-Centered Selling, we improved our sales closing ratios, and our sales consultants found a new fondness for the sales process. It gave our sales consultants purpose.
Richard Westin
CEO, Agemark, San Francisco, CA
David is a visionary in the senior housing field. I had the pleasure of working in the trenches to learn from him while he filled communities in both Chicago and Texas over twenty years ago. Since then, I have incorporated many of his philosophies and techniques into my own consulting and coaching style. I highly recommend his sales approach and his book.
Kristin Kutac Ward
Founder and CEO, Solutions Advisors and Solvere, Saint Petersburg, FL
David and PCS and taught people how to dive deep through empathetic listening and a guided approach that would help them be better salespeople. I have watched David’s approach help our sales teams become much more effective and increase their success rates. It has helped us at a time when competition is at an all-time high.
