David Smith
Oct 21, 2022
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.
Sep 7, 2022
Every so often I’m fortunate enough to reflect back on my career journey to date, and to share some of what I’ve learned along the way.
Sep 7, 2021
When it comes to senior living sales, there are a myriad of sales tactics at your disposal: emails, home visits, Zoom calls, community tours, and so on. Of course, given the complexity of this type of sale, chances are high you’ll need to employ a variety of tools to close a prospect.
Aug 31, 2021
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.
Aug 24, 2021
In terms of sales effectiveness, especially when it comes to senior-living communities, I’ve found one thing to be true above all else: culture matters. For some reason, though, a culture of effective sales performance is currently undervalued in large segments of the senior living industry.
Aug 17, 2021
Anyone who has worked as a senior living sales counselor knows that time is their most valuable and limited resource. That truth became apparent to me early on in my career as a senior housing sales professional, and it wasn’t long before I realized that my success was tied to how I spent my time.
Aug 10, 2021
In the decades I’ve spent in senior living sales, I’ve seen over and over that one of the biggest barriers to success comes when you use traditional metrics to measure how effective your sales counselors are.
Aug 3, 2021
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.
Jul 13, 2021
I’ve been involved in senior-living sales for decades, and you know what I’ve consistently found to be the most important factor in a prospect’s buying decision? Trust.
Jul 8, 2021
Senior living communities today aren’t your grandmother’s version of an old folks’ home. They are better — a lot better. Despite that, the overwhelming majority of today’s seniors just “aren’t ready” to move anywhere.