Selling seniors housing often involves the family as much as it does the individual prospect. A move from a home or a family’s home is a monumentally emotional decision for both parties. The adult children may feel guilty for wanting to find outside care rather than take care of their parents themselves.

A salesperson has to mediate these feelings in order to inspire change. The adult children’s lives are likely busy, and their role in their aging parents’ lives doesn’t have to include things such as medicine management or house keeping. This is why seniors housing is a good option; they will be able to maintain their position as a son or daughter and let someone else provide care (learn more about communication with adult children and its importance in selling in an interview with expert David Solie). The relationship-based selling style promoted by One On One brings family into the equation, as more than a financial element, but as an emotional one as well, addressing issues of guilt when it comes to their involvement in the moving process.

Watch the video below to learn about the experience a Mallard Cove Senior Living resident and his family had in the moving process.