Course Description

Relationship Selling In Senior Living is the foundation of all learning at Senior Living Sales Pro. Whether you are experienced or a brand new sales counselor, a General Manager, Department Manager, Regional Sales or looking to break into the industry, this course is for you.

Learning Objectives

Occupancy is the outcome of many small greetings and meetings – a courtship of sorts. All occupancy begins with a relationship made between you (the sales counselor) and a prospective resident (the Prospect). Understanding the distinct difference between making a transactional sale versus a relationship based sale is vital to your ongoing and continued success. Who are you in this relationship-based sale and what role do you play? What about the Prospect? What is going on in their life and how is it that you are both about to embark on a 200-day journey?

• Develop personal expertise.
• Ultimately create greater occupancy success.
• Master the prospect journey from Inquiry to Move-In.
• Enable your advancement in the senior living industry.
• To improve the senior living sales profession.

Key Concepts Covered Include:

This is the foundation of everything Senior Living Sales Pro has to offer. It is the core learning that everyone who comes to Senior LivingS ales Pro will need to take in order to build and move forward.

1. Know your Profile, Know Yourself
2. Understanding the Prospect
3. First Impressions
4. Are You Ready?
5. The First In-Person Meeting and Tour
6. “I’m not ready yet.”
7. 200-Day Journey

Who should take this training?

• Everyone who leases/sells senior-living projects
• Brand new sales personnel during orientation to the role of senior-living sales/leasing
• Individuals seeking to become a Senior Living Sales Professional
• Front desk/concierge personnel in a senior-living residence(s)
• General Managers and/or Administrators of senior-living residence(s)
• Sales Managers/Coaches accountable for occupancy performance