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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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