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Let’s be real: senior living sales can be tough. You might be thinking the problem is simple – “We just need more leads!” But what if the reasons for those sluggish sales go way deeper than your lead volume? What if it’s something as seemingly insignificant as…a dropped tissue?

 Yes, you heard that right. 

Picture this: A prospective resident is touring your community, trying to imagine their life there. They’re taking it all in – the warm smiles, the fancy amenities, the promises of an enriching lifestyle. Suddenly, they spot it: a discarded tissue, clinging to the carpet near the elevator. 

The salesperson breezes right past it, continuing their pitch. But in that prospect’s mind, a tiny red flag just shot up. They’re now wondering: “Does no one here care about the details? If they ignore something this obvious, what else are they missing?” 

The Pesky Power of First Impressions 

That tissue story? It’s not just a random anecdote; it’s a powerful illustration. We, as humans, are wired to make snap judgments. Think Malcom Gladwell’s Blink.  Those first impressions, whether it’s a physical space or a sales interaction, can make or break a deal. 

In the senior living world, this is huge. You’re not just selling an apartment; you’re selling a lifestyle, a sense of security, and peace of mind for families. If the first impression is sloppy, it can erode trust in your community. 

It’s Not Just the Tissue, Though 

Okay, so maybe your community is spotless. High five! But there are a million other “little things” that can be silently sabotaging your sales: 

• The “Walk and Talk” Tour: Are your salespeople rushing prospects through, pointing out features without truly connecting? That’s a missed opportunity to build rapport and understand their real needs. 

• CRM Chaos: Is your CRM a black hole of unentered data and forgotten leads? If you’re not following up effectively, you’re basically throwing money away. 

• Shotguns and Lasers: Are your marketing efforts scattered and untargeted? You might be generating leads, but are they the right leads? Are you speaking to their hearts, or just listing amenities?  

• Team Disconnect: Is your sales team on an island? A community-wide sales culture, where everyone is invested in the outcome, is essential. 

The Antidote? A Sales and Marketing Assessment 

Here’s the good news: there’s a way to get clarity and a roadmap for improvement. It’s called a sales and marketing assessment, and it’s like a secret weapon for senior living communities. 

Think of it as a deep dive into your entire sales and marketing ecosystem. Experts come in, poke around (respectfully, of course), and uncover those hidden roadblocks you didn’t even know were there. 

What Does an Assessment Actually Do? 

A good assessment goes way beyond just saying “get more leads.” It’s a holistic approach that examines everything from: 

• Curb Appeal to Closing Calls: It covers the entire prospect journey, from their first impression of your community to the moment they sign on the dotted line. 

• Team Dynamics: It assesses your sales team’s skills, motivation, and processes, identifying areas for coaching and improvement. 

• Marketing Mojo: It evaluates your marketing strategies, from digital presence to events, ensuring they’re targeted, effective, and aligned with your community’s strengths. 

• The “Feel”: Assessments even dive into the overall vibe of your community – is it warm and welcoming, or a bit institutional?  

The ROI is Real 

Investing in an assessment isn’t just about fixing problems; it’s about unlocking potential. By addressing those seemingly small issues and implementing strategic changes, you can: 

• Boost Occupancy: Fill those empty apartments and generate more revenue. 

• Improve Efficiency: Streamline your sales process and make your team more effective. 

• Create a Buzz: Generate positive word-of-mouth and build a stronger reputation in your community. 

So, ditch the “more leads” mantra for a minute. Take a hard look at the entire picture. That dropped tissue might seem insignificant, but it’s a symptom of a larger issue. An assessment can help you diagnose the real problem and prescribe the perfect solution. 

Want to learn how Solutions Advisors is helping sales teams invest an assessment that helps drives occupancy? Let’s talk. Contact Mike Brindley, Chief Sales Officer, at 866-342-2267 or fill out the form below: