Solutions Advisors Stories

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The Rubber Chicken Dinner

A prospect considering a move to a new community complained to the sales counselor that all they served in the dining room of her current community was “rubber chicken”. Sensing an opportunity for Creative Follow Up, the sales counselor sent the prospect a dinner invitation and arranged with the chef to serve a real rubber chicken at dinner. When the lid of the tray was removed and the rubber chicken revealed, the prospect had a good laugh and vowed to take the fake chicken with her to show all her friends. Of course, the rubber chicken was replaced with a delicious entrée, the prospect had a dinner she won’t soon forget, and a special relationship was forged thanks to the sales person’s initiative and Creative Follow Up.

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