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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...

Proceeding with Urban Alternative

Wednesday, March 29, 2017

READY, SET, GO… OR NO-GO ...Read the rest...

Primed and Ready for an Urban Alternative

Wednesday, March 22, 2017

The Urban Alternative presents itself as a creative development concept for the urban senior; herein called the Metro Senior. Previous blogs discussed the characteristics of this new consumer as well as the efficiencies created by an Urban Alternative (UA) model. Should every organization consider this new product? Probably not. Instead, let’s explore the key indicators that suggest the type of organization that could find success in this endeavor. ...Read the rest...

The Urban Alternative Model

Wednesday, March 15, 2017

What is an Urban Alternative? ...Read the rest...


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