Glossary of Terms

Prospect-Centered Selling

I. Overview

What if you could extend and enhance the lives of hundreds of thousands of senior adults by inspiring them to leave homes that no longer fit their lifestyle needs? Given the incredible benefits offered, as well as very… Continue reading

Getting Past Ageism

Ageism is the stereotyping and discrimination of a person based on their age.

Older adults arguably take the brunt of ageism in the U.S., with a recent New York Times article reporting that 30 percent of people age 53 and… Continue reading

Stages of Change

The “stages of change” model, developed by James Prochaska, John Norcross and Carlo de Clemente (Changing For Good provides an excellent overview of the model), supports and reinforces One On One’s prospect-centered selling style.

At any time during the… Continue reading

Prospect-Centered Selling℠

Prospect-Centered Selling℠ is the service-marked name of a technique that focused on individual lifestyles and life stories of those who are making a move to seniors housing. The process may include creative followup, discovery and home visits that build a… Continue reading

Motivational Interviewing

Motivational interviewing is a questioning technique developed by clinical psychologists William R. Miller and Stephen Rollnick: “[It] is a collaborative person-centered form of guiding to elicit and strengthen motivation for change.” (2009) The process is based on empathetic discussion and… Continue reading