David’s Sales Tips
Dec 19, 2018
In this installment of ‘David Smith’s Best Practices in Senior Housing Sales’, titled ‘The Home Visit’, David clarifies the purpose of home visits, how to plan an effective home-visit without ‘selling’ and how these visits can build a wealth of trust and results with prospects.
Nov 21, 2018
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.
Oct 16, 2018
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.
Sep 18, 2018
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.
Aug 27, 2018
In this installment of “Best Practices in Senior Housing Sales,” David Smith gives a definition of “Advances” and how they help senior sales counselors reach their goals. David sheds light on what most senior living professionals fear the most: lack of occupancy.
Jul 17, 2018
In this episode of “David Smith’s Best Practices in Senior Housing Sales,” David Smith advises sales counselors on prospect planning. What is it, why is it necessary and how does it help sales counselors reach their goals?
Jun 19, 2018
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.
May 22, 2018
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.
Apr 17, 2018
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’.
Mar 21, 2018
In this episode of “David Smith’s Best Practices in Senior Housing Sales,” David Smith continues to share his research and knowledge in the senior housing sales industry by focusing on the idea of ‘readiness’. Can you as a sales counselor get a prospect ‘ready’?