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Don’t Throw the Baby out with the Bath Water

Thursday, June 28, 2018

The latest new thing is exciting and automation and digital metrics are both wonderful strategies to be incorporated into our marketing strategies. I encourage the use of both strategies. However, sometimes the shiny new technique grabs all of our attention and results in less attention towards the basics. The key is to resist this phenomenon so that we maintain a balance between existing and new strategies. ...Read the rest...


Beyond the Numbers

Friday, June 22, 2018

Metrics have been a basic building block of an effective sales campaign for years; however, with today’s technology, sales professionals can go beyond just numbers to be more effective in their marketing efforts. As utilization of the internet has grown among both adult children and older adults searching for senior living, the ability to maximize marketing efforts online has become imperative. Websites are crucial to effective marketing efforts. Additionally, automation presents a strategy to optimize our marketing and sales efforts. ...Read the rest...


Individual Metrics

Friday, June 15, 2018

Another set of numbers that garner the attention of management, both at the departmental and operational level, is individual sales metrics. How often should a prospect be contacted or “touched,” and how does that translate to number of calls needed per day or week? ...Read the rest...


Metrics, the Essential Standbys

Friday, June 08, 2018

Perhaps you have been a sales professional in a senior living community for several years, routinely filling the residences that become vacant through attrition. That’s the first number to which you should pay attention. Each year, approximately 10% or your current number of residences will vacate due to death, health or change of circumstance. In certain life cycles of the community, this figure can drastically increase to percentages as high as 17-18%. Thus, be prepared to refill that number every year. In addition, you may have the responsibility of pre-selling an expansion or additional campus. If that is the case, numbers will assist in you planning on how to accomplish both feats at the same time. Use metrics. ...Read the rest...


It's All About the Numbers

Friday, June 01, 2018

Many areas of our lives are driven by numbers: the lottery, our 401K, our taxes, and our salaries and salary increases. A numbers-driven mentality is particularly important in the realm of sales. Numbers measure our successes as we determine our level of occupancy or conversion rates. ROI numbers are important in making precise budgetary decisions: what is working and what is not. Numbers are often a key factor in accountability within a sales department. ...Read the rest...


Mentoring to a Non-Prospect

Friday, May 25, 2018

Occasionally, we are faced with the prospect that we discover is not income or health qualified for our community. I think we all dread that interaction; however, if we change the perception of our role with prospects, we can let ourselves give up the feelings of guilt. Our job encompasses far more than enticing someone to move into our community. Our true job is to assist the prospect in developing a plan or making the right decision for the enhancement of their lives, and occasionally, that does not include a move into our residences. ...Read the rest...


Mentoring to Others –The Retiree

Thursday, May 17, 2018

Sometimes sales counselors or other professionals in the field of senior living have the opportunity to speak to retirees, both directly and in groups. Rather than spew out information about our communities, we can use the occasion to mentor them in their transition to retirement or more. ...Read the rest...


The Mission of Mentoring

Friday, May 11, 2018

Often when we consider the term “mentor, “we think of someone who has assisted and coached us in a work situation, or perhaps one who journeyed with us during personal growth. RD’s blog for May 5th suggests another type of mentor-ship, mentoring for retirement. ...Read the rest...


Retired Persons Finishing School

Friday, May 04, 2018

We go through life’s stages in order, one at a time. As we transition from baby to toddler, or student to graduate two things are consistent: we move from dependency to greater independence, and there people ahead of us who help guide us through the transitions by sharing their accumulated experience and wisdom. They nudge, comfort and prod as necessary; they can warn us of pitfalls and shine light on hidden treasures because they’ve been that way before.  ...Read the rest...


Give Me a Clue

Friday, April 27, 2018

This month the RD blog has discussed the decision-making process, how decisions do not occur in a vacuum, that human behaviors that influence decisions, and ways we might address these behaviorisms. In addition to providing the appropriate nudges by responding to these behaviors, we can assist our prospects by giving them information that assist in good decision making by providing comparisons, mental accounting, and feedback. ...Read the rest...


 

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