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Sales/Sales Training
The New SMART Goals for Your Senior Living Sales Team
The New SMART Goals for Your Senior Living Sales Team

By Amy Brodie, Client Services Director No matter your professional discipline or expertise, chances are you’ve heard of—and have at some point in your career have aimed to meet—SMART goals. But as all of us in senior living know, our field is unique. And in light of...

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4 Senior Living Sales and Marketing Mistakes to Avoid in 2021
4 Senior Living Sales and Marketing Mistakes to Avoid in 2021

By Joan Kelly-Kincade, Senior Sales Advisor We’ve learned a lot this year. We’ve learned how to work from home. We’ve learned how to Zoom. We’ve learned how to stay safe. We’ve also learned how a global pandemic affects senior living; the field serving the population...

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Setting Sales Goals and The Canary in The Coal Mine
Setting Sales Goals and The Canary in The Coal Mine

How many of your management teams set your revenue budget by looking at last year’s sales goals and then bumping them up by some percentage (usually a stretch sales goal)? How many of you have set your sales goals with an eye towards the news of a housing market...

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The Sales Center of the Future… What Will it Look Like?
The Sales Center of the Future… What Will it Look Like?

For many years, the sales centers of senior living communities and home builders have contained similar elements. Floor plans, site plans, architectural renderings and samples of flooring, cabinets and countertops have been available for prospects to view. Often, a...

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The Value of Secret Shopping
The Value of Secret Shopping

One of the most common ways companies across industries measure their customer service is to secret shop their representatives, whether over the phone or in person. Senior living communities also benefit by measuring the service they deliver to senior living shoppers...

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Seven Factors for Selling Blue Sky or Expansions
Seven Factors for Selling Blue Sky or Expansions

Like many of you who have had interviews for sales positions, you’d often get thrown a question like, “Sell me this pen.” And you had to demonstrate your sales skills to convince the interviewer that you could easily sell him his own pen. But, I think the better...

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What To Consider When Evaluating CRMs
What To Consider When Evaluating CRMs

By Susan Dolton, Vice President of Sales Services Many marketing directors of Life Plan Communities are starting to panic. Matrixcare has announced that their support of REPs will cease in June 2018. REPs has been the industry standard so this announcement has left...

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