Skip to content
Register for the 2025 Sales Summit with special pricing for Members
LEARN MORE

Transform Your Senior Living Sales Results

One On One’s Prospect-Centered Selling® approach 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
LEARN MORE

Sales Master Class 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

img2

Introducing One On One Sales Academy

A Subscription Membership Program Focusing on the
5 Fundamental Pillars that Differentiate PCS from Transactional Selling
11

PARADIGM SHIFT

Shift from Product versus Prospect-Centered Approach

22

CONNECT

Connect with Empathy and Build Trust

33

UNTANGLE

Untangle Emotional Resistance to Change

44

PLAN TO ADVANCE

Plan Meaningful Advances Towards “Ready”

55

METRICS & MANAGEMENT

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/month
per community or up to three sales
team members

Coming Summer 2025

  • Access for All Team Members per Community
  • Sales Master Classes & Panels
  • 'It's About Time' Podcast and Documentary Film
  • Sales Guides & Resources
  • Peer Learning Groups Facilitated by Chief Learning Officer Reed Davis
  • Live Interactive Webinars and Q&A with David & Reed, Other Industry Experts
  • Sales Coaching & Other Group Learning Opportunities
Your deposit secures your spot and includes your first billing period after launch.
To pay by a method other than a credit card, contact hello@oneonone.com

Meet David A. Smith


Creator of Prospect-Centered Selling

  • 40+ Years in Senior Living Sales Leadership
  • Created the Prospect-Centered Selling Methodology
  • Founder of One On One Consulting
  • Co-Founder, Sherpa CRM
  • Author of "It's About Time" on PCS methodology
  • Producer of documentary films "Time To Get Ready" and "It's A Matter of Time"
  • Former Lead Instructor for Sales Modules at Johns Hopkins & UMBC Erickson School of Aging
David A. Smith
reed-big

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

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.

Mike-Miller

Uncovering Blind Spots: Leveraging Secret Shops to Master Prospect-Centered Selling

Primo Solutions

Learn how secret shops reveal hidden sales weaknesses and provide actionable insights to elevate your prospect-centered approach and build authentic connections.

Julie-Podewitz

Regional Leadership: Leading the Charge to Boost Occupancy and Drive Success

Grow Your Occupancy

Explore how regional directors can effectively engage with sales teams to support relationship-building and optimize Time in the Selling Zone.

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.

 

Mike-Miller

Uncovering Blind Spots: Leveraging Secret Shops to Master Prospect-Centered Selling

Primo Solutions

Learn how secret shops reveal hidden sales weaknesses and provide actionable insights to elevate your prospect-centered approach and build authentic connections.

 

Julie-Podewitz

Regional Leadership: Leading the Charge to Boost Occupancy and Drive Success

Grow Your Occupancy

Explore how regional directors can effectively engage with sales teams to support relationship-building and optimize Time in the Selling Zone.

Prospect-Centered Selling Has Transformed
Thousands of Senior Living Communities

Want To Be Next?

Donald Thompson

 

 

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
President, American Seniors Housing Association, Washington, DC

 

Donald Thompson

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
President, American Seniors Housing Association, Washington, DC

Richard Westin

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

Kristin Kutac Ward

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

Kevin Carlin


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.

Kevin Carlin
Principal, Meridian Senior Living

donaldThompson

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
President, American Seniors Housing Association, Washington, DC

testi-img2

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

testi-img3

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

 

Kevin Carlin

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.

Kevin Carlin
Principal, Meridian Senior Living