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It’s Not Just About the Bricks and Mortar

Friday, July 15, 2016

Our industry wears the moniker of senior housing — so it’s all about the housing, right? I propose that, contrary to the name, it is not just about the campus, with its inviting social areas, multiple venues, attractive décor, and lovely homes. Certainly, it is important to pay attention to the buildings, their presentation, and facilities management, since the visual impression is usually the first impression. However, is that REALLY what determines the sale? I propose that it is NOT the deciding factor for most prospective residents. ...Read the rest...

RaDical Connections

Wednesday, July 06, 2016

I’ve said it before. As we round out this series, it’s worth saying again: People crave what’s real! Our customers need authentic interaction that puts them at ease, rather than increases their suspicion of us. Last week we explored the thresholds, or phases of the prospect’s decision-making process, which provide a transparent and predictable process for both sales counselor and prospective resident. That transparency and predictability encourage an authentic and trusting connection that equips prospective residents with the information, resources, and support they need to make a life-changing decision. ...Read the rest...

Radical Thresholds

Wednesday, June 29, 2016

At the core of RaDical Sales® is the hypothesis that our customers are immersed in a journey of determination about their future lifestyle and living situation. RaDical uses the term THRESHOLDS because our customers are at a threshold of several different phases of that decision-making process. Thresholds provides a framework and acknowledgement of the thresholds along with other information within the RaDical workbook from which the senior sales counselor can glean all the content, style suggestions, and processes needed to collaboratively help an older adult with a senior living decision.  ...Read the rest...

Why is the RaDical Sales System so Radical?

Wednesday, June 22, 2016

Rather than enticing your prospective resident around the obstacles to a move (working from the outside), RaDical equips the prospective resident to remove the obstacles (working from the inside). RaDical turns the sale inside out.  ...Read the rest...

What is RaDical Sales®?

Wednesday, June 15, 2016

In our culture, the word salesperson conjures up all kinds of negative images. Overcoming this misconception becomes our first challenge when meeting with new clients or potential residents.As sales professionals in the senior living industry, we are promoting a product for the purpose of enriching the lives of older adults. The goal is to be a different kind of salesperson — one who is working with a person rather than selling to a person.  ...Read the rest...

A Radical Approach to Selling

Wednesday, June 08, 2016

I became a salesperson by accident. I left a meaningful job that I loved because I needed more revenue for a large family, and because, admittedly there were painful politics involved in saving the world. While I was gratified by my new job, it was hard to admit. Does anyone ever really mean to become a salesperson? Suddenly, the question "what do you do?", asked incessantly in our culture, became an awkward juggling of euphemisms. "I work in senior services" or "I am a consultant" or "I work at a retirement community". My answers ranged from inaccurate to cumbersome, all with one purpose: to mask the truth about what I was ashamed to admit: I am a salesperson. ...Read the rest...

The Culture of Staff Enrichment

Wednesday, June 01, 2016

Last but certainly not least, the final strategy in our staff enrichment series may be the most important and yet hardest to achieve: ...Read the rest...

Staff Appreciation & Feelings of Self-Worth

Wednesday, May 25, 2016

Business magazines and business schools have proposed that money cannot be the only motivator for employee excellence. The thrill of the paycheck quickly wanes after it’s used to pay bills or buy that fancy new (fill in the blank). Motivators that are more enduring for employees include a feeling that they are contributing, and valued — thus creating a sense of self-worth. As we introduced last week, in our staff deep dive blog, these positive feelings translate into better employee outlook and performance on the job. ...Read the rest...

Staff Enrichment – A Deep Dive

Wednesday, May 18, 2016

Last week we took the plunge into our discussion on staff — one of the greatest assets of a community. We introduced ways to recognize their contributions, encourage career growth, and build their loyalty to the job and service delivery. Now let’s dive deeper into these approaches. ...Read the rest...

Staff — Our Greatest Asset

Wednesday, May 11, 2016

As marketing consultants, clients often ask us to conduct a market assessment of their senior living communities. Last month, we took a look at the physical plant and its significant role in creating a hospitality environment in a community. This month we’re going to talk about one of the greatest and yet often unrecognized assets of a community — our staff.  ...Read the rest...


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