senior living industry
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.
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.
Feb 27, 2018
After spending nearly three decades practicing, researching and coaching others on the senior housing sales journey, David compresses what he knows into tangible, research-based techniques that senior housing sales professionals can apply in their daily work.