Back to beginning of Blog Listing 

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...

Red Carpet Hosting

Thursday, May 25, 2017

Prepare “The Golden Path” ...Read the rest...

Roll Out the Red Carpet from the Start

Thursday, May 18, 2017

It is important to provide an exceptional experience to those who attend a guest event. Often prospects will come to the event as a way of “testing the waters” before scheduling personal meeting time; therefore, if their experience is not up to par, you may never see them again. Be certain to be at your best for all guest events. Visitors should receive the red-carpet treatment every time they visit. ...Read the rest...

Differences Between Educational and Experiential Event Planning

Thursday, May 11, 2017

Marketing event strategies should include both educational and experiential events, particularly when attempting to attract significant new leads or increase the engagement of existing leads. As mentioned previously, the goal of an educational event is to attract those who love to learn more; whereas, an experiential event is a time just to have fun. ...Read the rest...

Increase Engagement Through Guest Events

Thursday, May 04, 2017

Sales teams often describe a slump in visits and tours during summer months when families are otherwise occupied with vacations, graduations, weddings, and trips. This slower time allows for a little breathing room during which you may consider using guest events as a channel to deepen engagement with prospective residents. ...Read the rest...

Best Questions Lead to Success

Wednesday, April 26, 2017

Many seasoned sales professionals established their methods of discovery, questioning, and presentations long ago, but how many have critically evaluated whether their methods and their questions are most effective in ushering a prospect down the road of decision-making? Recognizing that prospects are individualistic in their journey, there are universal thresholds through which they must pass in order to get to their ultimate decision:I want to move into this community.  ...Read the rest...

Continue the Path

Wednesday, April 19, 2017

Planning ahead means developing smart questions that will help you uncover a prospect’s most important needs. Open ended questions start with Who, What, Where, Why, How and When. Try to keep your questions brief, as long ones often result in short answers, whereas short questions such as, “What prompted you to visit today?” can result in long, detailed answers that reveal a great deal of important information about the visitor’s situation.  ...Read the rest...

Creating a Pathway to Success

Wednesday, April 12, 2017

The first step in planning for success is to perform an effective review of the prospect who is scheduled to visit or that you plan to call. Each time you interact with a prospect, it is wise to have a commitment objective as suggested in Action Selling...Read the rest...

Your Path to Increased Sales

Wednesday, April 05, 2017

80 20 sales rule ...Read the rest...


Subscribe to Weekly Email with Latest Blog

Sign Up Now

Blog Archive


Contact Us, the Senior Living Solution Finders
* Required