No doubt, you remember Dorothy, the ruby-red-slipper-wearing kid who immortalized those words in a movie called The Wizard of Oz. After millions of viewings, those five words remain permanently etched in our nation’s collective memory.
What A Journey It Has Been!
Why You Should Use Creative Follow-Up With All Your Senior-Living Prospects
Improve Your Sales Counselors’ Probabilities for Success With This Simple Practice
There’s a simple practice you can use to help your senior living sales counselors improve their chances of successfully converting their prospects. That practice? Daily (yes, daily) group planning or brainstorming sessions. Do them first thing in the morning for at least an hour or so, and it won’t be long before they have an enormous impact on your conversion rates.
4 Reasons Your Executive Director Should be Your Senior Living Community’s Sales Leader
Converting Your Senior-Living Prospects is All About Time in the Selling Zone
Empower and Motivate Your Sales Counselors Using New Metrics for Success
Help Your Prospects Improve Their Lives by Guiding Them Through Their Emotional Resistance to Buying
I’m sure you’re familiar with the traditional “speed-to-lead” sales approach in senior living sales. It’s the approach most sales counselors use—and it’s the one I used myself when I started. However, because it focuses on closing quickly, it doesn’t give the sales counselor time to establish a connection with the prospect or help them move through their emotional resistance to buying.
5 Strategies to Build Trust With Your Senior-Living Prospects
There is No Place Like the “Old Folks’ Home”
David’s Sales Tips: The Home Visit
David’s Sales Tips: Time in the Selling Zone®
In this installment of ‘David Smith’s Best Practices in Senior Housing Sales’ titled ‘Time in The Selling Zone®’ David educates sales counselors on what ‘quality’ means in regards to time distribution when the goal is to turn prospects into buyers. And how more time with fewer prospects results in better end-goals.
David’s Sales Tips: Concerned About Conversion Rates?
In this installment of ‘David Smith’s Best Practices in Senior Housing Sales’, David covers the subject of ‘conversion rates’ and how senior living sales counselors should approach and assess that concern. Through the Prospect-Centered® approach, David explains how proportioned, meaningful time in the selling zone corresponds to move-in success, and what that time should look like with qualified prospects.
David’s Sales Tips: Creative Follow-Up, What it is (and isn’t)
In this installment of ‘David Smith’s Best Practices in Senior Housing Sales,’ David sheds light on Creative Follow-Up (aka “CFU”) and how this tactic can create stronger connections between sales counselors and prospects. The confusion around effective CFU’s stems from misunderstanding the intent. An effective CFU has a lot more behind it than most sales counselors realize.
David’s Sales Tips: Advances, Small Steps Towards Success
David’s Sales Tips: Prospect Planning, The Foundation of Sales Success
David’s Sales Tips: Prospect Ambivalence – Going with the Skid
In this installment of “David Smith’s Best Practices in Senior Housing Sales,” David Smith takes on prospect ambivalence. His advice? Go with the skid! According to David, when sales counselors focus on leaning into, and further unwrapping prospect concerns, they can open up the conversation. When they open up the conversation, they can get to know their prospect including their fears, likes, dislikes, and ultimately, the reason for their ambivalence.
David’s Sales Tips: How Prospects Navigate Change
In this episode of “David Smith’s Best Practices in Senior Housing Sales,” David Smith tackles a big subject: how prospects navigate change. Building upon a groundbreaking theory developed by Prochaska & DiClemente, David unpacks the four important Stages of Change that senior housing prospects experience throughout their sales process. Understanding a person’s level of readiness is a crucial step not only in serving them best, but also in understanding our own best efforts in guiding them on their journey.
David’s Sales Tips: Fighting For the Same Prospects
In this episode of “David Smith’s Best Practices in Senior Housing Sales,” David Smith offers unique perspectives on the seemingly negative ‘facts’ of senior living sales. Senior sales counselors are selling something that very few desire to buy–change. On top of that, sales counselors are all competing for a small percentage of prospects. They’re focusing their sights on those that are the ‘easy sell’ and are ready to make the change to senior living. That leaves an untapped market of prospects that the average sales counselor deems ‘cold’ or ‘lost’.