Does Your Senior Living Sales Team Need Sales Training?

Does Your Senior Living Sales Team Need Sales Training?

My new senior living sales teams went from selling need driven independent living rentals (which is a piece of cake) to successfully selling CCRC (Continuing Care Retirement Community) entrance fees.  The organization completely transformed.  Do you want this for your team or do you just want to improve occupancy?  Start investing into some type of training through a sales training or book review.  Watch your team grow and start getting excited about selling again…this is a fun and rewarding business…

Do you have an experienced sales team at your retirement community and the sales are just not happening like they used to?  Or do you have some brand new team players that need to learn everything?

Is It Time for Sales Training?  Hopefully you have someone in your organization that can take a half-day or a whole day to build some team camaraderie and put the sales team back on track.

Here are 5 reasons to invest in Sales Training as soon as possible:

  1. Your team(s) may just be burnt out or could be in a rut…
  2. What if there are 10 basic things to warm up a customer and they are just leaving one out?  A refresher course on the basics could help…
  3. How to steer the customer through the sales process…
  4. Are they focused on listening to the customer or have they progressed to just giving a tour and being an order taker?
  5. Do the sales people realize that if the prospective resident gives the same objection at the end of every tour, adding some key stories into the presentation can cure it?

What if your budget can’t afford sales training and no one in the organization has the know-how or the experience to be the trainer?  Start a book review…one chapter a week.   Pick the right book, there are so many to choose from.  My teams just completed an entire book called Senior Housing Marketing – How to Increase Your Occupancy and Stay Full.  (This is a book I wrote to help experienced and brand new sales and marketing people improve quickly.)

CCRC entrance fee sales are on the upswing now…the economy is improving… Is it time to kick-start your senior living sales team?

Please share your stories of success, so we can all benefit!

Diane Twohy Masson is the author of Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available for sale at  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 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: Blog: