How Homework Can Improve A Senior Living Sales Person’s Performance

How Homework Can Improve A Senior Living Sales Person’s Performance

Senior Housing MarketingAre you doing a senior housing sales book review each week?  If not, you should be.  If a sales person is not growing then they are moving backward.  Sales people can get in rut and become complacent.  They can claim that the lack of sales is from the economy or houses not selling.  Well, I am telling you that none of that matters.  It’s the attitude of the senior living sales person, which determines the sales growth.

Book reviews do several things:  First it creates collaboration among colleagues on a new topic.  Plus it has a sales person revisit their own techniques to see if there is room for improvement.  A new word or sentence said at the right time during a tour can spur a prospective senior resident to say yes to a move instead of thinking about it.  Thirdly, the stronger performers can help teach the new or weaker team members.

Now, let’s talk about the homework.  When a sales person is working at a million miles an hour pace, they don’t have time to be introspective about anything.  They barely have time to eat lunch.  Homework – happens at home – where he or she is away from the busy work place and they have time to absorb new material.  Reflection on positive outcomes for work – at home – can help a sales person become more effective.

Senior living sales people want to perform well.  Help them by offering a weekly book review – one chapter of homework a week…

Please comment to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.

Diane Twohy Masson is the author of Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available for sale at  Masson’s book will be required reading at George Mason University in the Fall as part of the marketing curriculum.  She is currently consulting with Seniors For Living and two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California. Connection and partnership opportunities: Email:


  1. This is very timely and drives my conviction. For the last 3 weeks I have been assigning homework to my sales team which we then collectively discuss on a team conference call the following week. My team has been expressing the value that they have foun in this and are actually having some fun!

    • Way to go Lisa! It is fun and watch your occupancy grow! Are you using a book?