by Diane Masson | Jan 31, 2016
Or is it easier to say, “I am too busy!” And you work through lunch again?
Burnt out employees in senior living can become cranky and irritable. It can affect the quality of service to senior residents. The grouchiness can wash into home life too.
Do yourself a favor and invest in yourself and your team.
Start a new book review with your senior living sales or operations team. Read one chapter a week or two chapters a month. Select a book and have each person apply the principles in each chapter to his or her senior living position.
One of my teams is reading, “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full.” Its focus is written for retirement communities, but the principles can easily be converted to assisted living, skilled nursing or memory care communities. Feedback from teams on a nationwide basis has insisted this book has helped their occupancy grow.
My sales teams are currently reading, “How I Raised Myself From Failure to Success in Selling,” and, “The Greatest Salesman in the World.” “The Greatest Salesman in the World,” book has you read a scroll three times a day for one month before you move onto the subsequent scroll with the next principle. This is the third time in my life reading this book daily for 10 months. Each time it changed my life in a positive significant way.
Start growing yourself and your team! Watch your attitude soar! The occupancy will follow in an upward direction. It is guaranteed!
Diane Masson has worked in senior housing for 18 years and is the regional marketing director for two debt-free Continuing Care Retirement Communities in Southern CA (Freedom Village in Lake Forest and The Village in Hemet). Her first book “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” is being utilized by senior housing professionals across the country. Both her first book and second book, “Your Senior Housing Options,” have 5-star ratings on Amazon.com.
![Does Your Senior Living Sales Team Need Sales Training?]()
by Diane Masson | Oct 15, 2012
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:
- Your team(s) may just be burnt out or could be in a rut…
- 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…
- How to steer the customer through the sales process…
- Are they focused on listening to the customer or have they progressed to just giving a tour and being an order taker?
- 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 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.net Blog: http://marketing2seniors.net/blog/
