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.