Prospect-Centered Sales
Published March 12, 2012 | To view the contents of this post, you must be authenticated and have the required access level.
2012 ALFA Expo in Dallas
Published February 29, 2012 | The 2012 ALFA Conference and Expo is scheduled for May 16-18 in Dallas, TX.
Speakers will include Margaret Wylde of ProMatura Group, Peter Sheahan of ChangeLabs, Adam Gazzaley of Neuroscience Center at the University of California and Bill Strickland of Manchester Bidwell Corporation.
To learn more, read the program or register for this event, click here.
Owners: What to Expect From 2012
Published February 23, 2012 | In an ALFA Update report (read it here), housing experts from companies (including senior living brokerage firm Marcus & Millichap) give their forecasts for this year’s senior housing market.
The verdict: while the years leading to 2011 were marked by large-scale acquisitions and mergers, buyers in 2012 will be thinking small. And private-pay.
Traininees Weigh In
Published February 22, 2012 | 
This month, One On One trained dozens of professionals in the effectiveness of Prospect-Centered Selling. We received some wonderful feedback including success stories and new ways to adapt the selling style. Read a few of the responses to our anonymous survey below. Thanks again, trainees!
Respondent from St. Louis training:
This training will enable me to go deeper and feel comfortable getting the “stories” from people. It will assist in taking that quality time to build or continue to build relationships with future or present clients. I called a potential resident to follow up, and in the conversation,… Continue reading
Protected: Sales Training Expectations
Published February 3, 2012 |
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Protected: More Materials for Training
Published February 3, 2012 |
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Protected: Ed & Rozine Prospect Bio
Published February 3, 2012 |
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Positive Trends in Senior Housing
Published January 30, 2012 | The senior housing occupancy rates continued to inch upward in the fourth quarter of 2011 according to a recent news release from the National Investment Center.
The article notes that while the average occupancy rate increased 0.1 percentage points since last quarter (up 0.7 percent from last year), construction activity continues to decline with 0.4 percent fewer percentage points than the previous quarter.
Please see the table below taken from the NIC website, and visit nicmap.org for more senior-living industry research.
Getting Past Ageism
Published January 27, 2012 | Ageism is the stereotyping and discrimination of a person based on their age.
Older adults arguably take the brunt of ageism in the U.S., with a recent New York Times article reporting that 30 percent of people age 53 and older (who responded to a Clemson University study) say they have been mistreated because of their age. Sixty-three percent of those who responded said they have been victims of discrimination in one way or another.
While the numbers are disconcerting, they are not surprising. Ageism does not receive the same attention as other forms of discrimination do in this country,… Continue reading
Effective Direct Mail Campaigns
Published January 17, 2012 | 
Following his presentation at the Advanced Sales & Marketing Summit, Aaron D’Costa, Chief Business Development Officer for Pathway Senior Living, shared some of his experiences with direct mail campaigns.
Targeted lists and economic printing options, he says, are key to minimizing a cost-to-lead ratio for generating prospective residents.
For the reader: does your direct mail campaigns benefit from specific information-gathering and online publishing services?
To listen to an excerpted audio file from the interview (that took place in Dec. 2011), click the link below.
