Are they Marketing or Selling?

By Chad Reischl | February 3, 2017

Is a job discrepancy creating a crisis in accountability for your sales team?
In 2008 a major senior housing provider delivered a ‘role discrepancy exercise’ to her sales team at a national sales meeting.  (see blog:   Role Discrepancy for more details).
To summarize,  when she gave her sale people a survey asking them to describe their role…

Role Discrepancy

By Chad Reischl | February 3, 2017

DEI Central has been dedicated to helping Senior Housing providers manage their census since 2008.  And what started our decision to dedicate our resources to Senior Housing is an interesting story, and one that still speaks to many providers. But see what you think.
One of the many DEI published texts on the subject of sales…

Definition of Sales: HELPING PEOPLE DO WHAT THEY DO, BETTER!

By Chad Reischl | January 23, 2017

As senior living providers we all struggle at times to differentiate our communities. The plentiful supply of options now available in most markets has prompted an aura of commoditization around the entire industry.

One way that will surely set you apart is to approach sales from a different perspective. Let’s challenge one simple premise about the…