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DEI Learning Centers

DEI offers a variety of online courses  to senior housing industry customers. These DEI Digital products are designed for executive, corporate and regional operations, sales and marketing management team members, as well as for individual community operations, sales and marketing management and staff.

The goal for this product line is to offer the industry a simple, inexpensive learning format for education about digital lead generation and referrals to maximize them to accompany other sources of business (i.e., family and professional referral sources) to keep the sales pipeline full and to eliminate lost revenue.

This product is different from other digital sales trainings currently being used because of its holistic focus on both Operations and Sales/Marketing.

MODULE 1: Foundation Concepts

Will help individuals understand the process of creating ‘visibility’ into the sales operations of their communities and establishing meaningful goals.

MODULE 2: Selling to Residents and their Families

The focus is on opening and rapport building and then getting the information during discovery that is so important to creating a sales relationship with potential residents.

MODULE 3: Overcoming Objections and Closing the Sale

The focus of this module is on challenging the sales and management team to understand their unique value proposition they offer their clients, the ‘reasons’ that your resident select your community.

MODULE 4: Answering the Telephone and Responding to Email

This module helps make the most of the interest already being generated for potential occupancy.  The training focuses on answer the telephone/email and using conversational techniques to get ‘face to face’ with the inquiring party.

MODULE 5: Conducting the Community Tour

Tours are not best conducted as ‘real estate’ demonstrations but rather as ‘an experience of living in community’, your community.

MODULE 6: Selling to Referral Sources

Most sales or outreach efforts to community or medical referral sources all too commonly ‘default’ to marketing.  While marketing has it place, primarily to find new referral sources to sell to, the critical job of most outreach representatives is to spend time ‘selling’ to referral sources.

MODULE 7: Physicians as Referral Sources

When expanding your referral base more deeply into the medical continuum, it will be helpful to understand the basics of how to get in front of the community physicians to foster this all-important referral source.

MODULE 8: Creating a Lasting Referral Relationship

This module will give you creative ideas to create not just a ‘sales meeting’ but a strategy for a ‘territory plan’.

MODULE 9: Building Your Presentation to Referral Sources

Takes all concepts from the above modules and applies them in the form of a step by step presentation development process.

MODULE 10: Building Your Presentation to Prospects

Takes all concepts from the above modules and applies them in the form of a step by step presentation development process.

MODULE 11: Answering the Community Telephone

Takes all concepts from the above modules and applies them in the form of a step by step presentation development process.

Announcing our newest module:

MODULE 12: Maximizing Internet Leads and Referrals

The course is a convenient and effective way to help you improve your communication and sales skills.  But more importantly, the training will immediately translate into an improvement in your closing ratios.