Program Summary
Selling the Senior Living Experience: Don't Market to the Masses, Sell to the Individual
"We must see and engage with people as the unique individuals that they truly are and then sell to that uniqueness. Always remembering, if we cannot sell them, we cannot serve them!"
According to senior focus groups, we are far from promoting excellence in senior living. Our customers remain "fearful" and "distrusting" of our services. This is mainly due to the headwinds we face on a daily basis, including COVID and the media. However, there is a solution!
By adopting 8 simple, research-based sales standards, we can rebuild that trust and allay many of the fears our customers may have. We will discuss how we MUST adopt a "sell to the individual" culture and abandon our tired and failed approach of "marketing to the collective." The research is in and the answers are clear! Let's commit to truly promoting excellence in senior living!
Join Michael Marlow as he shares his expertise to guide sales teams to increase their lead conversion rates in the senior living services industry by focusing on personalized and fast follow-up strategies, optimizing the number of leads managed, and harnessing referrals from existing residents and their families. Michael emphasizes personalized follow-up strategies, team selling, and involving adult children in the decision-making process.
Executives and sales professionals in the senior living industry will find valuable insights on effective sales approaches and creating personalized customer experiences. Michael challenges conventional sales methods by advocating for a "one-size-fits-one" strategy, providing viewers with valuable tactics to enhance sales and customer engagement in senior living.
Learner Objectives:
- Understand the research-based 8 sales standards that result in increased move-ins.
- Develop the skills necessary to better understand the wants, needs and expectations of our customers.
- Practice creating meaningful, memorable and unique experiences for all of our customers, both current and future.
“Michael has presented to our communities a number of times and we are very pleased with the knowledge he brings. He is truly an expert in the senior living industry!”
- Neil Hinkson
"Micheal's session was so captivating and relatable, it made me picture my own team and how we create experiences for our residents and their families. It was a pleasure sitting in on the brief time we had with Micheal, I left feeling encouraged and hopeful."
- Catie Reese
Venue & Lodging
AC Hotels Lansing University Area
3160 East Michigan Ave., Lansing, MI 48912
HCAM secured a discounted group rate of $159++ per night if booked prior to October 30. Parking is complimentary. Room availability and/or the discounted group rate is NOT guaranteed. There are a limited number of rooms available.
A lodging link will be provided to you upon registration.
Agenda
| Thursday, November 16, 2023 | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
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| 9:00 AM - 3:30 PM | Sales & Marketing Boot Camp
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