In this installment of ‘David Smith’s Best Practices in Senior Housing Sales’, titled ‘The Home Visit’, David clarifies the purpose of home visits, how to plan an effective home-visit without ‘selling’ and how these visits can build a wealth of trust and results with prospects.
David’s Sales Tips: Time in the Selling Zone®
In this installment of ‘David Smith’s Best Practices in Senior Housing Sales’ titled ‘Time in The Selling Zone®’ David educates sales counselors on what ‘quality’ means in regards to time distribution when the goal is to turn prospects into buyers. And how more time with fewer prospects results in better end-goals.
David’s Sales Tips: Concerned About Conversion Rates?
In this installment of ‘David Smith’s Best Practices in Senior Housing Sales’, David covers the subject of ‘conversion rates’ and how senior living sales counselors should approach and assess that concern. Through the Prospect-Centered® approach, David explains how proportioned, meaningful time in the selling zone corresponds to move-in success, and what that time should look like with qualified prospects.