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’.