Prospect-Centered Sales
Published March 12, 2012 | To view the contents of this post, you must be authenticated and have the required access level.
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
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.
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
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.
Selling With Emotion
Published December 20, 2011 | In this follow-up video (see part one here) featuring Listening Leaders Institute Lyman “Manny” Steil, he and David Smith discuss the importance of catharsis in senior sales.
For seniors, making the decision to move is a primarily emotional decision, and so the act of catharsis, or “dumping the bucket” of emotion, as Steil calls it, is a vital part of moving past these barriers to a turning point of change.
With One On One’s prospect-centered selling style, factors such as catharsis and phatic conversation, as covered in the previous video, are important elements in successfully converting a lead base… Continue reading
Getting On the Same Level
Published December 16, 2011 | Keynote speaker at this year’s Advanced Sales Summit, Lyman “Manny” Steil, Chairperson of the International Listening Leaders Institute, offered valuable advice on the importance of communication in relationship building, including senior sales.
In the following interview excerpt, Steil covers one of several stages of communication, the “phatic” level. This being the “chit-chat of life,” he says that what may seem like a trivial activity is actually an important first step.
According to David Smith, President of One On One, these interactions are important for developing common denominators between prospects and salespeople in seniors housing.
