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
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.
Wrinkle Think
Published January 17, 2012 | 
Wrinkle Think is a website provided by Senior Living Communities with a mission that includes “redefining America’s conversation on aging.” Wrinkle Think contributors offer their personal stories as well as those taken from the mainstream media that challenge preconceptions of old age and senior living.
Learning Through Legacy
Published January 11, 2012 | Senior adults are often an excellent source of knowledge and first-hand history.
The Cornell Legacy Project, led by Karl Pillemer, a professor in the College of Human Ecology at Cornell University as well as the Weill Cornell Medical College, recognizes members of the aging population as some of the wisest people around.
The Legacy Project takes a look at American life through the lens of an older demographic. From New Year’s resolutions to life-long values, seniors give their advice to the Legacy Project, and younger audiences can gain perspective from a those who have “seen it all.” The Project… Continue reading
Erickson School of Aging
Published January 4, 2012 | Hosted by the University of Maryland, Baltimore County, the Erickson School of Aging, Management and Policy is an institution that takes a hands-on approach to educating and training potential leaders who will enhance the lives of senior adults.
National Investment Center
Published January 4, 2012 | The National Investment Center (NIC) was founded in 1991 and has since become an important industry resource for financial research and assessments in senior housing. The organization offers several publications including a free monthly newsletter and an annual conference.
American Seniors Housing Association
Published January 4, 2012 | The American Seniors Housing Association (ASHA) is an organization based in Washington D.C. and led by executives who are involved in stages of seniors housing including financing, development and operations. Membership includes both for-profit and non-for-profit operators who develop market-driven housing options, services and amenities for seniors.
Phone: (202) 237-0900
Address: American Seniors Housing Association
5225 Wisconsin Avenue, NW, Suite 502
Washington, DC 20015
Stages of Change
Published December 30, 2011 | 
The “stages of change” model, developed by James Prochaska, John Norcross and Carlo de Clemente (Changing For Good provides an excellent overview of the model), supports and reinforces One On One’s prospect-centered selling style.
At any time during the sales process, each prospect’s behavior and statements are associated with one of four stages of “readiness.” Depending on what triggers the initial inquiry, Prospects can start out at any one of the four stages. In general, the more crisis-driven and higher-acuity the prospect is in, the more ready they are likely to be.
Prospects frequently move back and forth from… Continue reading
One On One Training Winter 2012
Published December 29, 2011 | Professional sales training in St. Louis
The latest training session is coming soon featuring One On One President David Smith presenting the best sales practices at The Gatesworth in St. Louis, February 16-17.
Download the brochure.
E-mail us here.
Upcoming trainees may access exclusive content here.
