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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...

Hospitality - The Language of Hospitality

Wednesday, May 04, 2016

There are many indicators that a community is transitioning to a hospitality-centered philosophy. We talked about the physical plant and service delivery culture already. Today, we’re going to focus on language used by staff. In order to move toward the hospitality model, not only should a community eradicate the language of the medical model, even the phrasing of answers to frequently asked questions should morph into customer-centered jargon. ...Read the rest...

Hospitality - The Culture of Hospitality

Thursday, April 28, 2016

In an effort to transition to a hospitality culture, our most recent blog encouraged you to consider the physical environment: assess your plant facilities, correct delayed maintenance issues, completely renovate, or consider expansion projects. There are many factors to consider when rolling out a new hospitality image for your community. Today’s blog tackles the more subtle, perhaps less tangible, factor — the service delivery program. The way in which services are delivered becomes as much a part of your community as the physical environment, and it may adversely affect the transition to true hospitality if you’re not careful. ...Read the rest...

Hospitality - The Look of Hospitality

Thursday, April 21, 2016

In our previous blog on the physical plant, we identified elements that may be standing in the way of creating a hospitality environment. Now we must look at what the community wishes –– and can afford –– to accomplish. ...Read the rest...


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