Your attitude meter can subconsciously be affecting your sales performance. If I gave the same 10 leads to three senior living sales people with different types of attitudes, the sale results would vary widely. See where your attitude falls today.
- “Oh no, another walk in, I am so busy.”
- Complains, “Everyone is simply not ready yet.”
- Very low repeat tours.
- Major thoughts – I’m tired, the leads are terrible and the sales goals are too high.
- Dreads follow up phone calls and people saying “No.”
- Believes the senior prospect when they say, “I am not ready yet.”
- Cares mostly about themselves.
- Takes a few minutes to gear up to go meet the walk-in tour.
- “I have a few good prospects, some are not ready yet.”
- A few repeat tours per week.
- Major thoughts – I can do this, there are some good leads, I want to hit the sales goals.
- Some days feel great doing follow up phone calls and other days are a struggle.
- Believes the senior prospect 70% of the time when they say, “I am not ready yet.”
- Cares equally about the prospect and themselves.
- Excited to greet the walk-in tour within moments of arrival.
- Continually plans strategies to turn warm and hot leads into move-ins.
- Lots of repeat tours.
- Major thoughts – I am excited, the leads are great, I can exceed the sales goals.
- Has enthusiasm in their voice as they eagerly make follow up phone calls.
- When a senior prospect says, “I am not ready yet,” they know the prospect is scared, but close to a transition. Believes they will move forward in the near future.
- Cares mostly about the senior prospect and helping them find a solution for their needs.
Where do you and your senior living team members fall on the attitude meter? What else can you add to differentiate the three attitudes?
Please share your successes, failures or comment below 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 at Amazon.com with a 5-star rating. The book is required reading at George Mason University as a part of its marketing curriculum. Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy. Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets. She has also been a corporate director of sales and a mystery shopper for independent living, assisted living, memory care and skilled care nursing communities in multiple states. Currently, Masson is setting move-in records as the regional marketing director of two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California. Interestingly, this career started when she was looking for a place for her own mom and helped her loved one transition through three levels of care.