prospect-centered selling

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 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.

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.

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.