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Presenting a Type C Contract Fee-for-Service

Friday, August 11, 2017

The lower cost of a Fee-for-Service Agreement results in an immediate appeal to mature seniors; however, after visiting multiple communities during the decision-making journey, the prospects have probably been presented with the advantages of other types of contracts. An astute sales counselor must be able to promote your community’s Fee-for-Service Agreement and explain why it most effectively meets their needs and desires. ...Read the rest...


Presenting a Type B Agreement - Modified

Friday, August 04, 2017

When explaining the comparison of agreements to a prospect, it is helpful to be specific regarding the order in which you explain them. Type A and Type C Agreements should be presented first in order to provide greater clarity in presenting Type B which is actually a hybrid of A and C. ...Read the rest...


Presenting a Type A Agreement - LifeCare

Thursday, July 27, 2017

A sales counselor in a Life Plan Community or Continuing Care Retirement Community (CCRC) that offers a Type A Agreement should certainly be well-versed in the terms of their LifeCare Agreement. I suggest that even sales counselors whose communities do not offer an A-type agreement should understand the basic tenants of various agreements in order to be an effective counselor to prospects researching several communities, one of which might offer an A Agreement. For those unfamiliar with this particular product, let’s take a minute for a brief review. ...Read the rest...


Representing Your Residency Agreement

Thursday, July 20, 2017

PRESENTING THE BASICS ...Read the rest...


Selling Your Type of Residency Contract

Thursday, July 13, 2017

Over the years, I am often surprised by the number of senior living counselors and sales professionals who are unfamiliar with the types of contracts available with a Life Plan Community, also known as a Continuing Care Retirement Community (CCRC). I suggest that a truly superior sales counselor should have a firm knowledge of all types of contracts in order to more effectively assist prospects navigating the maze of senior living options. Prospects are typically trying to make a decision while organizing, digesting, and comparing communities that may not be apples-to-apples comparisons at all. If a sales professional has a thorough knowledge of the residency contracts available, he/she can better serve the prospect during comparison shopping and the decision-making process. ...Read the rest...


There is No Such Thing as Touching Base

Friday, June 30, 2017

Know why you are calling  ...Read the rest...


Maneuvering a Roadblock During a Tour

Thursday, June 22, 2017

Sometimes you’ve followed all of the guidelines and implemented all of the recommended strategies, and the prospective resident or family member still throws up obstacles and roadblocks. What do you do next? ...Read the rest...


What Makes a Lead Talk

Friday, June 16, 2017

You do! Salesperson, know thyself: Are you the cause of your own suffering? People share private information when they feel either a) it’s in their best interest to do so; and/or b) when they feel safe. ...Read the rest...


Structuring Your Tour

Thursday, June 08, 2017

Most of us have experienced leaving a room with a purpose in mind only to arrive in the new room empty-minded; we blame distraction, fatigue, age, ADHD or all of the above. Recent research from the University of Notre Dame proves that walking through a doorway tends to make people forget. It's normal and somewhere between widespread and universal. It's even true with "virtual tours." It's the doorway that matters, not the door, so the old trick of removing doors in model units may make rooms look bigger, but it won't help recall. Most of the time, this is a minor aggravation and sooner or later we remember the reason and complete our missions, but what if the business at hand consists mostly of entering, leaving and entering more rooms? ...Read the rest...


Making the Most of Your Tours

Thursday, June 01, 2017

The somewhat slower pace of summer presents a good time to reexamine your procedure for tours and other prospect interactions. Throughout June and July, the RD blog will explore tour, discovery, and follow up procedures. Everyone can benefit from reassessing their current methods. ...Read the rest...


 

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