---
description: "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."
title: "David’s Sales Tips: How Prospects Navigate Change - One On One"
image: https://oneonone.com/hubfs/ScreenShot2022-03-22at12.03.28PM-1536x792.png
---

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# David’s Sales Tips: How Prospects Navigate Change

**David Smith** · July 29, 2025 · 1 min read

 

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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.

This video was produced by [Sherpa CRM](https://sherpacrm.com).

Written by **David Smith**

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