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Wednesday, August 31, 2016

When attempting to create an effective message in any media – electronic, print, or verbal -- efficacy can be increased by the use of personas.Personas entered the scene in the 90’s and have become increasingly utilized by marketing professionals in the senior living industry.The concept fits well with our adult child clientele shopping for a parent as well as the older adults shopping for themselves. ...Read the rest...


Wednesday, August 24, 2016


Who is Searching for Your Website- Part 2

Thursday, August 18, 2016

Who Is Searching For Your Web Site? We previously established that it is most often the adult child of an older adult who searches for a senior living website, being reactive to a situation that has arisen with the parent(s), most often a health or cognitive concern. When seniors conduct a search on their own behalf, they fall into one of two categories: the reactive consumer or the proactive consumer. Read prior article.
 ...Read the rest...

Who Is Searching For Your Web Site?

Thursday, August 11, 2016

After honing your web site to assure good positioning during a query, you must next attract your human customer. We acknowledge that each customer is unique with a unique set of desires or needs; however, it is often helpful to divide your customers into subsets:adult children and the adult consumers shopping for themselves. Each group seeks different information during a search, and their conversion times vary dramatically. ...Read the rest...


Tuesday, August 02, 2016

It’s probably news to no one that web sites have become the first point of contact for many of today’s customers seeking senior living options. Previously, the industry stressed the importance of the initial visit to communities for its ability to create that first favorable impression on our customer. Today, it is the internet that provides that opportunity, so providers should pay particular attention to their websites and the impression it makes upon potential customers. Equally important, is that the webpage be positioned where customers can easily locate us within the many results of a query. ...Read the rest...

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...


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