4 Things That Can Make Your Senior Living Sales Team Olympians!

4 Things That Can Make Your Senior Living Sales Team Olympians!

1) A great Olympic attitude – every single day! The attitude of a senior living sales person can literally increase or decrease your occupancy.  Every gold medalist Olympian has an amazing story of adversity that they overcame with a great attitude.  Some of the new Olympians even gave up on their sport for a year or more and then came back to win with a positive team spirit and an amazing coach!  Does the senior living sales coach at your organization have a winning attitude that is contagious to the team?  Can you feel the energy in the office and at your retirement community marketing events?

2) Believing like an Olympian in the community with 100% conviction! If the targeted occupancy goal is 95 percent at your assisted living and you are running at 90 percent, 85 percent, or less, how can you function under this pressure?  How can you keep this stressor out of your interactions with the customer?  Are you Unbelieving Ursula—wringing your hands and scratching your head?  Or are you Believing Betty—charming prospects by painting a pretty picture of their potential lifestyle in your amazing community?

3) Having the work ethic of an Olympian! Move-ins don’t happen without follow up calls and tours period.   Are you personal texting and chatting with residents or making 15 to 20 calls a day – EVERY DAY!  This will result in a minimum of 5 tours a week!  With enough potential residents walking in the door of your Continuing Care Retirement Community, it’s just a matter of them recognizing that your community is the best!  Olympic senior living sales people ALWAYS ask for the deposit at every single appointment!

4) Emulating a selfless attitude like an Olympian! One hundred percent of the marketing team’s focus should be listening to customers and understanding their needs.  This information is helpful in customizing your retirement community’s features and services to satisfy those needs. There’s no greater fulfillment in life than to help other people improve their lives.  If you bring this attitude to every appointment, and there are enough people walking through your doors, occupancy will take care of itself. Many sales people believe their work is more than a job.  They consider it a social service or a ministry.  These folks are making a difference in the world, building one relationship at a time.  Are you this type of senior housing marketer?

Your prospective customers will feel your Olympic attitude and passion.  This alone will intrigue them and keep communication progressing with strength.  They know intuitively if you are looking out for their best interests or merely want to fill the building for a commission.  Your verbal and nonverbal communication in a customer meeting says it all. If you’re listening 100 percent, you don’t have time to talk about yourself.  Every word that comes out of your mouth will be for the prospective resident’s benefit.

Please share how you or your senior living team is performing to a gold medal standard of excellence!

Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available for sale at Amazon.com.  If your curiosity is piqued to inquire on Diane’s availability to speak at a senior housing conference (CCRC, independent living, assisted living, skilled nursing or memory care) – please call: 206-853-6655 or email diane@marketing2seniors.net.  Diane is currently consulting in Southern California for Freedom Management Company, the proud debt-free owners of Freedom Village in Lake Forest and The Village in Hemet, California.  For more information:Twitter: @market2seniors Web: www.marketing2seniors.netBlog: http://marketing2seniors.net/blog/

1 Comment

  1. Diane,
    I agree that a winning attitude with the team and strong listening skills to uncover our prospective resident’s needs are crucial to occupancy success. Sometimes it’s hard to maintain high levels of both when monotony sets in with unanswered calls, a stream of “nos” or limited “fresh” prospects. Do you have any suggestions?