Archive for July, 2015

Published on Thu, 02/26/2015 – 12:46am

Yesterday I published an article titled “New Series: Ask The Experts”. In one sentence, the way the series will work is that a group of experts will look at a marketing piece and offer suggestions on how to make it better.

This is always done with the permission of the senior…

Published on Sun, 05/31/2015 – 9:09pm

“When we started Stellar Senior Living, our approach to sales was to try to hire great salespeople and then get out of their way,“ said Aaron Benton, senior vice president for sales, marketing and recruiting. “We didn’t have a company-wide system or process.”

Stellar is a fairly recent entrant into the senior…

Statistics vs. Reality

July 29, 2015 || POSTED BY Don Fox || Industry News

Published on Tue, 10/28/2014 – 8:06pm

As I talk to senior living providers around the country, occupancy is consistently a big deal.

On one hand, it’s no surprise because occupancy equals revenue and without revenue nothing happens. On the other hand, the industry is fond of pointing out that senior living occupancy hovers around 90%, incrementally…

Do You Know The Language of Sales?

July 29, 2015 || POSTED BY Don Fox || Industry News

Published on Mon, 03/30/2015 – 11:53pm

By Pam McDonald


If we’re working toward the same goal and you say “tomato” while I say “tomatho,” it’s not that big of a deal, we’re likely to get each other. However, if you say “tomato” and I say “carrot stick,” we’ve got a problem. We’re likely to spend as much…

Published on Mon, 05/04/2015 – 10:31pm

According to Jay Reischl, Principal of DEI Sales Central, a sales management and training system and a Senior Housing Forum partner, “Training washes out after a while; without practice, skills disappear.” That makes “refreshers” in all areas of operations vital, but especially in sales and marketing, because, as Jay also…

une 15, 2015 by Emily Study

The importance of a senior living tour is undeniable. For many prospects, it seals the deal to move into a community; but if the tour isn’t done right,  it can lead potential residents straight to a competitor’s doorstep.

While perfecting the ultimate sales pitch takes practice, insight from tour-takers and tips…

Tips for Tours from a Sales Training Expert

July 29, 2015 || POSTED BY Don Fox || Industry News

Tips for Tours from a Sales Training Expert

Published on Tue, 07/28/2015 – 10:40pm

By Pam McDonald

[This is the second part of a two-part article; visit here for Part 1.]

Jeanine Aspen, President of DEI Management Systems Central, a Senior Housing Forum partner, noted that community tours maximize the opportunity to learn about each prospect. She…