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7 Ways You're Setting Up Senior Living Sales Reps to Fail

If I were to ask you, "Would you like to see sales by the end of this year exceed sales generated last year" you'd likely tell me yes. The challenge is, (as the saying goes) if you do the same things over and over again, you'll likely generate the same results. To be honest, it baffles me that...

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Are your content marketing and sales Enablement software Systems married or divorced?

by Michelle Nessman | February 10, 2016 | Sales, Sales Strategies

Does marketing know the outcome of the lead they brought in? Does sales know how they got that lead?  Imagine if the strategies and results of the two teams were married together. With the right software in place, you can close gaps, increase ROI, generate more leads and provide transparency...

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"How are we ever going to pay for this?" Senior Living Customer concerns you must be ready to address!

Positioning yourself as a trusted advisor and the go-to in your market for information regarding senior living requires a solid understanding of the fears, concerns or even misunderstandings of your customer, as well as relevant, useful content that can help them understand the ins and outs of...

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Is Discovery Happening in Your Discovery Room in your Senior Living Community?

While in the Sacramento area last week, I visited several senior living communities to compare the experience to that of a client there.  While you may be optimistically thinking that what I am about to say doesn’t apply to you, I caution you to review the information I am about to share with...

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Community Relations and External Business Development- they're not the same thing?

External sales strategies have been re-defined by the senior living industry in the last few years and some providers are still struggling to wrap their mind around what external sales people should be doing. Fact: long gone are the days where community relations is a successful external sales...

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Rural Senior Living Markets- You’re not the only option

Recently, family friends asked me how to pursue looking for a skilled nursing facility for their mother (who happens to live across the street from me). Being a first responder and fire fighter, I have visited their mother twice within the last couple of weeks; because she has fallen or her...

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How to Meet Your Sales Goals in the New Year

Each January, roughly one in three Americans resolve to better themselves in some way personally or professionally, however, a much smaller percentage of people actually make good on those resolutions. While about 75% of people stick to their goals for at least a week, less than half are still...

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Not Just Another Senior Living Tour

by Michelle Nessman | August 08, 2014 | Our Blog, Sales Strategies

In prior blogs, I’ve stressed the importance of having well-thought out, strategic questions that guide the conversation the direction you want it to go. The second part of holding successful, meaningful sales appointments is understanding the importance of tailoring your responses and the...

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Are You A Trusted Advisor Or A Roadblock?

When working with prospects, there are times when the family or prospect signals that they have identified a problem, barrier or objection. The signal could be expressed verbally, or perhaps you picked up on it simply watching their body language (crossed arms, scowls, etc.). How you respond...

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Senior Living Sales Consideration: Real Estate Developers Betting Big on Boomers

While NIC reports that senior housing shows promise of exceeding national occupancy averages prior to 2008, top performing sales counselors are gearing up to sell to what is unarguably the toughest target audience we have seen yet: baby boomers.

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