欢迎来到老年市场营销,我是Diane Masson,这个网站是为老年生活专业人士准备的。

在四个不同的国家,我已经填补了持续的护理退休社区,独立生活,协助生活,记忆力,熟练的护理和新的发展。

这本名为《高级住房营新利体育怎么样销》(Senior Housing Marketing)的书,有12条提高入住率的秘诀,在亚马逊网站(Amazon.com)上拥有五星评级。

2老年人销售按钮

来吧,加入我的博客来获取销售技巧和建议。然后考虑一下,我的书最适合你、销售团队还是你的整个运营团队。你可以了解更多关于这本书的信息,并在亚马逊上订购……祝你100%入住率!

市场营销2老年人通讯:帮助老年住房专业人士达到充分入住!新利体育怎么样
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营销2老年人博客

提高入住率的专家提示

谁是你的竞争对手?

谁是你的竞争对手?

听起来很简单,对吧?它是所有提供和你一样服务的公司。错了!它比你在街上或在你的特定行业的类似竞争对手要多得多。让我们以前台/礼宾员/迎宾员/接待员为例。无论你是从事酒店业、零售业还是提供老年住房,每位顾客在进入你的机构时都会比较自己受到的待遇。新利体育怎么样因此,沃尔玛、丽思卡尔顿和一个持续护理退休社区正在竞争。客户可能在一天内给两到三家不同类型的公司打电话。每个电话要么提供了一个伟大的电话互动和解决客户或一些挫折。也许他们打电话预定晚餐,预约医生,或者询问他们的父母未来在辅助生活社区的护理。 How many rings did it take for someone to answer the phone? Was their voice clear, distinct and friendly? Did it sound like they were smiling through the phone or a bit haggard? A FedEx delivery from an online store, a pizza delivery, a taxi transporting someone to the airport and a driver from a retirement community taking a senior to and from a doctor checkup are all competition. Was the delivery person friendly and were they on time? Did they leave the package in the rain or was the pizza cold? Take time to work with you team on how you can provide better customer service. Can you think of more examples of competitors who don’t initially seem like competitors? Please feel free to sign up for my weekly blog. Diane Twohy...
使用开场白的力量?

使用开场白的力量?

你只是在走过场,展示你的老年生活社区吗?你能做些什么来摆脱所有的竞争?在你的巡演或演讲开始时做一个强有力的陈述怎么样?让我来介绍一些有力的陈述想法,然后你可以在这个博客的评论区分享你的想法。希望每个人都能互相帮助,调整自己的权力声明,让自己变得更强大。“很多老年人对搬到这里来很兴奋。在接下来的两个月里,我们有15个人要搬进10套公寓。现在我们的退休社区有这么多的兴趣,我们的可用性有限。“我们的一位护理人员刚刚赢得了年度最佳护理人员。”“我们的厨师刚刚赢得了铁人厨师比赛。”“SB医院刚刚告诉我们,他们很自豪能与我们合作。”我们现在是我们社区的基石和长期护理支柱,因为所有其他地方的行政人员和护士主任已经换了很多次。 We alone remain constant in key staff longevity and great care management.” Now, it is your turn. Time to share your power statement and we can either give you a “like” or make a suggestion to enhance your statement further. Any suggestions to tweak mine? A special shout out to Nona for writing this comment to me last week, “Each time I read one of your blogs I become a more skilled senior sales professional. I love the attitude meter. Thank you for your enthusiasm and insights.” Please feel free to sign up for my weekly blog. Diane Twohy Masson...
如何解冻一个被冻住的老人?

如何解冻一个被冻住的老人?

高级后被诊断出患有累进眼睛黄斑变性等疾病的发病失明、痴呆、脑部肿瘤、中风、癌症、等等,会发生两件事之一:高级得到他们的事务,准备有人照顾他们,当他们不再能。他们开始否认。随着老年人疾病的发展,他们可能会来你的社区或我的社区参观。很难知道这位老人在他或她的家里可能处于不安全的情况。我认为这影响到我们每一个老年人住房行业的护理专业人士。新利体育怎么样然而,老年人拒绝为他们的家带来帮助,或搬到退休或辅助生活社区。当成年子女极度担心时,这就更难了。他们可能会求你说服他或她的父母搬进你的老年生活社区。我认为,这类老年人什么都不做的最大原因是,他们只是活在当下,而没有意识到健康进一步恶化的潜在危害。我们能做些什么来解冻那些可能处于危险中的老年人呢? Ask great questions Find out why they decided to tour your community today Inquire about what is most important for them Help them recognize they have a challenge Try to have them vocalize their plan for when they can no longer take care of themselves Educate them on potential future outcomes As a professional senior living expert, who has the best interests of the senior at heart, what have...
今天你的态度测量仪在哪里?

今天你的态度测量仪在哪里?

你的态度仪表可能会潜意识地影响你的销售业绩。如果我把同样的10条线索给3个态度不同的高级销售人员,销售结果会有很大的不同。看看你今天的态度如何。“哦,不,又有人进来了,我很忙。”抱怨:“每个人都还没有准备好。”非常低的重复旅行。主要想法:我累了,销售前景很糟糕,销售目标太高了。恐惧跟踪电话和别人说“不”。当高级客户说:“我还没准备好。”只关心自己。 Average Attitude Takes a few minutes to gear up to go meet the walk-in tour. “I have a few good prospects, some are not ready yet.” A few repeat tours per week. Major thoughts – I can do this, there are some good leads, I want to hit the sales goals. Some days feel great doing follow up phone calls and other days are a struggle. Believes the senior prospect 70% of the time when they say, “I am not ready yet.” Cares equally about the prospect and themselves. Great Attitude Excited to greet the walk-in tour within moments of arrival. Continually plans strategies to turn warm and hot leads into move-ins. Lots of repeat tours. Major thoughts – I am excited, the leads are great, I can exceed the sales goals. Has enthusiasm in their voice as they eagerly make follow up phone calls. When a senior prospect says, “I am not ready yet,” they know the prospect is scared, but close to a transition....
你是否允许大四学生待在家里?

你是否允许大四学生待在家里?

情景一:高级前景说:“我还没有准备好。”你说,“好的!”您甚至可能会尝试将它们称为第二次或第三次,但您获得了相同的答案并放弃。所以你安排六个月或一年的呼叫。方案二:高级前景说:“我还没有准备好。”你说,“好的!”然后你改变战术并开始邀请他们参加比赛或在您的高级生活社区的午餐,而不是期望他们决定通过电话进行移动。您每隔几周或每月安排一次邀请函。你不能通过电话出售某人。你想通过电话出售一名高级吗? Nobody is ever ready to move, particularly a senior who tends to live in the present moment. Quit enabling seniors to live at home, by giving up on them or believing the “I’m Not Ready Yet” mantra. Instead, do everything in your power to get them to come for an enjoyable visit that holds no pressure. If you pressurize them over the phone, every time you call, it makes people cling to their armchair a little harder and not leave the house. How about gently pulling them to an entertainment event, a luncheon or an outing with the residents. Remember that most seniors are lonely and will venture out if you are not going to pressurize them. Every senior that DECIDES to move has to determine for himself or herself that they will gain more by living in your retirement community than what they will give...
你是如何充实你的思想的?

你是如何充实你的思想的?

销售的成功来自于良好的态度。负面新闻使报纸和电视广告热销。新闻评论员靠美化恐惧和一个崩溃的世界赚钱。通过关掉新闻,让你的大脑充满积极的思想和能量来克服这种恐惧。你现在在读什么书?你多久看一次书?一天中是否有一个特定的时间最适合你?你是一天读一章还是多章?世界上似乎有读者和非读者。你是否有一个总是开始或完成一本伟大的书的朋友? Hint: I bet they are more positive than your friends who don’t read regularly. These are my current go to books for working in senior living: “How to Win Friends and Influence People,” by Dale Carnegie. I have read this classic about five times, just finished it with one sales team and currently on part two, chapter one with another team. This is one of the greatest books ever. “Live Your Life Like It Matters,” by Scott V. Black. This book has sparked ideas for me to create team sales meetings and most recently an entire marketing retreat. I just finished this book and the last two chapters are due for a team review in the next two weeks. “The Sales Bible,” by Jeffrey Gitomer. I have read this great book twice, just selected it for our book review at two Continuing Care Retirement Communities and chapter one is due next week. “How I Raised Myself From Failure to Success Through Selling,” by Frank Bettger. Another classic that...
情人节的枯花?

情人节的枯花?

情人节那天,我的甜心并没有打算送我一束枯萎的花。他在网上看到了一个漂亮的安排,并把它作为一个特别的惊喜送到了我的办公室。当我打开盒子的时候,这些花已经合上了,晒干了,花瓣边缘呈褐色,令人震惊的是没有水。什么? ? ! ! ?我把它们拿出来,读了丈夫写的可爱的纸条,把它们放在水里,拯救它们或让它们起死回生。我丈夫看到这些月饼后很不高兴,他说如果他知道这些月饼会是这种情况,他是不会点的。他以为他已经从花店订了花,它们会像图片所示的那样送到。这个情人节的混乱让我想起了婴儿潮一代的成年子女是如何根据公寓的大小、大厅的样子和护理质量来选择退休、辅助生活、记忆护理或技术护理社区的。几乎每一个婴儿潮时期出生的孩子都希望自己的父母得到最好的,但有些人仅从外表来评判老年生活社区。在好几个州,我都遇到过有爱心的护理人员,他们所在的老年生活社区最近没有重新装修过,公寓面积不大,或者面积不大。 It is very challenging to market these properties, but I have witnessed some amazing sales people overcome this dilemma. They say the best defense is a strong offense. Here is what one marketer said in Washington state about tired furniture in the lobby: “We don’t have a big brand new building with a lavish lobby entrance but what we do have is a...
“我的猫拉肚子了!”

“我的猫拉肚子了!”

信不信由你,我听到一位年长的销售人员对一位炙手可热的潜在客户说:“我的猫拉肚子了。”他们搞砸了销售,因为这位年长的销售人员非常担心那只生病的猫。真正地在你的老年生活社区,你是否强调积极的一面,消除消极的一面?也许你最好检查一下。老年营销人员很容易过度补偿和分享你没有提供的东西。他们只是想帮助客户。他们并不是在试图破坏销售,并将老年人送到竞争对手那里。每个退休社区都有其优点和缺点。不管你是全新的还是25岁的。始终展示你的优势。这是你教给你的高级生活顾问的东西吗?他们是如何学习的?不要以为他们会通过潜移默化来学习。这是我书中一章“永远不要对客户说”中的一位专家。有一句话对客户说得太诚实,比如:“你在我的名单上,今天要打电话。”“你在我的日程表上,今天要跟进。”告诉客户我们将保留10%。不要在别人面前或当着他们的面说他们是“潜在客户”,而要说“入场费90%可以退还给你的房产”。在这本书中,他们都是你的“客人”;我把他们称为“潜在客户”。请注意:“潜在客户”或“潜在客户”一词是指营销,是。。。
展示Un-Renovated公寓?好主意! !

展示Un-Renovated公寓?好主意! !

这张照片胜过千言万语。你们公寓的情况如何?我最近去俄勒冈州,镇上最好的地方的浴缸里有这个。我想吐。真的吗?然而,我看到过这种情况,更糟糕的是,当神秘购物的老年生活社区。你的维修团队工作过度,他们没有时间翻修公寓。这么多老年居民都搬走了,维修跟不上了。因此,高级生活销售人员不得不展示那些不干净或翻修过的公寓。在你们的退休社区这样可以吗? Non-renovated apartments have sold that way before, right? Wrong?!!! This is a poor long-term strategy and bad first impression to fill the building and increase occupancy. Don’t listen to the maintenance team blues! Here are four quick solutions if your retirement community is in this boat… Only show model apartments period. Never ever show a disgusting apartment that someone just moved out of. It is not available to show ever!!!! If you don’t have model apartments, make arrangements with a few residents to show their apartments. It’s always nice to have one or two residents who say you may show their apartment anytime. Have housekeeping clean up the disgusting apartment now, before it is shown to single a person. (I know this is double work for housekeeping, cleaning it before and after renovation. The extra clean does help sell apartments and improves first impressions.) The fourth choice is to pay an outside company to renovate apartments at your senior living community. I know it costs more money than doing it in-house. Please look...
如何让你的个人销售目标乘以10!

如何让你的个人销售目标乘以10!

你在脑海中有2014年的个人销售目标吗?如果你把它写在一张纸上,会有巨大的好处。根据哈佛大学的一项研究和销售大师布莱恩•特雷西的研究,只有3%的人写过目标,而这些人完成的目标是前者的10倍。如果你今年想完成10倍的目标,花15或30分钟专注于你的目标。你想达到退休组织要求的最低入住人数吗?你比普通人强吗?现实是什么?什么是可能的?写下你的目标是实现它们的关键,但是如果你通过激活你的目标使它变得有趣呢?如果你的目标可以站在你的桌子上跳舞,它们会是什么样子? Here are a couple of ideas: Cut out pictures from magazines and make a collage of your goals. Draw a picture of your goals. Turn a piece of clay or silly putty into your goal. Write your goals with Crayola washable window markers or lipstick on your your bathroom mirror. Make a short power point of your goals. Whichever method you select, keep your goals visually front and center on a daily basis. Speak them into existence and have a prosperous 2014. Please share your successes, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis. Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com...
6“新年钥匙”为入住动力!

6“新年钥匙”为入住动力!

2014年开始你的销售势头!这里有6个关键,你的老年生活团队可以同时做或增加一个技术每月增加入住率。决定对你的退休社区数据库采取主动而不是被动的反应。设定今年与整个数据库对话的目标。每周和每月打很多电话。第二天每次巡演都要回电。创造一个新的“哇”之旅,并教导其他部门的领导。学习一种新的闭合技术。每次旅行都要押金!通过关心长者的最大利益而不是你的薪水,来与潜在客户建立牢固的关系。 They will feel the difference. Generate new avenues for more prospective seniors to learn about and come to your senior living community. Start the New Year with excitement, learn a new technique and hug your team! Group hug for everyone! Please share your successes, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis. Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com with a 5-star rating. The book is required reading at George Mason University as a part of its marketing curriculum. Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy. Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets. ...
2014年新的老年生活开始

2014年新的老年生活开始

看看你的高级生活社区,因为你会成为一个全新的宝宝。这将是一个新的一年!将您的销售团队一起携带(即使是您只是您),在2013年反映并在2014年开始。如果您有100%的入住率 - 恭喜!如果您的退休社区占80%,90%或95%的占用,则是时候开始新鲜。如果你继续做你去年做的事情,那么你将最终得到相同的结果。为2014年设置新目标。一本名为“高级住房营销 - 如何增加您的入住率并保持完新利体育怎么样整”的书,“可以在积极的方向上转过人口普查。祝你好运,新年快乐!请在下方分享你的成功、失败或评论,加入对话,并与其他高级生活专业人士互动,了解目前在全国范围内提高入住率的有效方法。戴安·图伊·马森是《老年住房营销——如何增加入住率并保持住满》一书的作者,新利体育怎么样该书在亚马逊网站上有5颗星的评级。这本书是乔治梅森大学(George Mason University)市场营销课程的必读书目。 Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy. Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets. She has also been a corporate director of sales and a mystery shopper for independent living, assisted living, memory care and skilled care nursing communities in multiple states. Most recently Masson was recruited to consult for...
WOW老年生活销售的10个运营想法

WOW老年生活销售的10个运营想法

以下是运营团队如何给老年生活前景带来惊喜并帮助提高销售和入住率的10个好主意。客房部是否每天数次对老年生活社区和旅游通道区域的入口进行修缮(尤其是在落叶遍地的秋天)?退休社区的墙壁是否定期进行维修(步行者会在墙上做标记)?用餐服务会让食物呈现得很惊艳吗?用餐服务会用瓷器代替盘子和泡沫塑料杯吗?接待员是否愿意站起来迎接市场部的客人?活动总监是否提前重新安排住院医生的课程,以便住院医生在活动当天不会对营销人员生气(老年人不喜欢短通知)?交通部门会接那些不开车的老年生活准居民到老年生活社区去旅游吗?景观、标识和建筑外观是否处于最佳状态?是不是每个部门的领导都不遗余力地向未来的老年居民介绍自己?是否每个经理都鼓励他们的一线员工微笑并问候所有的客人和住客? Will department heads take two hours per month to help at sales and marketing events? Please share your successes, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis. Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com...
拜访你的老年生活社区像去看牙医吗?

拜访你的老年生活社区像去看牙医吗?

通过在未来几分钟或小时内提出简单的解释,可以简单地解释一个简单的解释,这可能是如此简单。如果您在高级生活社区跳过这一简单的一步 - 了解会发生什么。昨天,我是在牙医的牙医。我20年前收到了一个皇冠,没有糟糕的回忆或担心预约。一旦我签署了我会为皇冠支付,零解释接下来会发生什么......我的嘴里是艰难的听力,感觉和嗅到的程序,零知道原因。他不能采取一些快速解释的时刻提升对未知的恐惧吗?牙医确实警告我即将发生的冲击。这是我唯一的警告。他让我打开并咬住娇嫩的东西,然后他只是走开了,离开了我。我的嘴里是什么?为什么? Well it turned out to be a crown mold that needed to set in my mouth for 8 minutes. When the dentist came back, I had pretty much made a decision to never go to this dentist again. When a prospective senior resident arrives at your senior living community, they can have fears. A senior can fear being sold, giving up his or her home of 40 years, change in lifestyle, losing the size or view of the current home, downsizing, moving, mortality, being accepted by other residents, losing control and etc. Simply take two minutes before touring a prospective senior resident and...
你正在打破老年生活的记录吗?

你正在打破老年生活的记录吗?

我的团队刚刚在南加州的一名高级生活营销撤退。这是一段时间走出他们快节奏的销售生命,以培养和重视。这是庆祝打破记录的庆祝活动。自2001年以来,一个持续的护理退休社区(CCRC)自2001年以来,自2001年以来,另一个CCRC具有最大的搬家。前四大CCRC销售人员在荣誉卷中突出显示。这些人中的每一个都在行中袭击了他们的个人搬家目标。顶级销售人员最后一季度仅有10个CCRC搬迁。他们每人都对他或她的成功讲述了秘密。有各种谦虚的答案,其中包括:培养客户关系多年来,坚持不懈,良好的事件在新的前瞻性高级居民中不断绘制,增加重复之旅的数量,研究销售技术改善他们的工艺,房屋市场改善提供持续销售培训。 The retreat included: celebrating accomplishing quarterly goals, sales training, best practices discussions, our weekly book review of “How to Win Friends and Influence People,” personal time management to increase database calls and a wonderful breakfast and lunch. The sales people loved having an opportunity to hear best practices and sales experiences from their cohorts at another community. What are you doing to honor your sale people and celebrate success? It is tough having to accept constant rejection on a day-to-day basis. This is what makes senior living sales people extraordinary. Give a shout out to your sales people through this blog and send them a copy. Tell them they are special today. Please share your success, failures...
你很苦恼吗?你的老年生活前景知道吗?

你很苦恼吗?你的老年生活前景知道吗?

我们每个人都有一个私人家庭危机,健康紧急或者亲爱的朋友,它经历了一个主要的灾难。我们生命中的戏剧太多可能会压倒。然后我们开车去我们的退休社区工作,并试图在家留下它......你成功了吗?这个很难(硬…。我们中的一些人有个性的个性,以为半满的玻璃,其他人看到半空。每个人都有不同的优势和弱点。你的自我谈话告诉你一切都在长远来看,还是你只看到最坏情况的情况?这是如何影响你的工作?一位高级生活销售人员可以疲惫不堪,拥有众多销售,搬迁,呼叫,预定的旅行,并报告管理员或他们的老板期望他们这样做。突然散步旅游。 Do you share your troubles with the prospective resident or keep them to yourself? It is always shocking to me when a stressed senior living sales person shares their personal challenges with a prospective resident. What do they hope to accomplish? The senior came into the retirement community to explore their senior housing options. Now, his or her focus is taken off making a move to your retirement community and it lands on the senior living sales person’s troubles. A senior living sales person can actually sabotage his or her potential sales. This is turn affects occupancy. Is your senior living community’s occupancy down, because of stressed and over-sharing sales people? Have you experienced it? What tips can you share with the rest of us? Please share your success, failures or...
老年生活销售人员的最大愿望是什么?

老年生活销售人员的最大愿望是什么?

人类最大的愿望之一就是被欣赏。缺乏赏识是一个老年销售人员在另一个退休社区工作的首要原因。你知道吗,一个人会因为缺乏欣赏而发疯吗?这是真的!你最近分析过自己吗?你如何欣赏你的同事、家人甚至配偶?你已经在头脑中为自己辩护了吗?我认为我的工作也做得很好,直到……我的老年生活销售团队开始了一项新书评论。是的,我们开始阅读每一本书中最伟大的一本——《如何赢得朋友和影响他人》,作者是戴尔·卡内基。你有一本最喜欢的书,每一两年你都会翻阅一次吗?这本书是我的。它突然使我重新回到了成为一个有爱心的人的轨道上。有趣的是,我们怎么能在不知道自己在一成不变的情况下陷入一成不变。我们太忙了,专注于实现目标,以至于忘记了以我们希望的方式对待他人。这本书建议突出关键的短语,并将每章读两遍。这里有三条我每天都需要运用的伟大原则:不要批评、谴责或抱怨。给予真诚的感谢。激起对方的渴望。我的团队中的每一位成员都评论了他或她是如何比同事或家人更好地对待一位老年居住者的。你…吗?你想开始。。。
走在老年人生活消耗曲线的前面

走在老年人生活消耗曲线的前面

每个组织实现目标的方式都有点不同。一些老年生活社区设定的销售和入住目标从来没有实现过。每个月和每年的入住率都略有下降,居民不断流失。你如何走在潮流的前头?需要有人为你的个人独立生活,辅助生活,记忆护理,熟练护理或持续护理退休社区制定一个销售和营销战略计划。该计划需要得到实施,每个销售人员和运营团队成员都需要参与进来。重点应放在为现有居民服务和增加新住户入住率的同时目标。我已经开发了12个关键,以增加所有类型的老年人住房的占用。新利体育怎么样有些关键可以立即实现,以获得快速的结果,而其他关键是一个过程,需要一些时间来开发和执行。最重要的是,这12个关键是有效的,我很高兴达到100%的入住率。 Here are the keys in a nutshell; the details are contained in my book called Senior Housing Marketing – How To Increase Your Occupancy and Stay Full: Key 1 – Attitude toward Occupancy – Turn Your Change into Dollars Occupancy-driven Marketing Reports that will Wow Your CFO Key 2 – Quit Blabbing! Control the Flow of Information Tip: Five Steps to Controlling the Flow of Information Decreasing Apartment Availability Create Urgency for the Wait List Key 3 – Dare to Differentiate Yourself from Your Competition Keep the Waiting List FULL through Branding Key 4 – Do You Have Proactive or Reactive...
停止多任务处理,增加老年生活的销售

停止多任务处理,增加老年生活的销售

在你的辅助生活、记忆护理、熟练护理或持续护理退休社区(CCRC)中,你是否同时兼顾这10件事?电话响了,一个新的调查计划在大厅有一个新的步行游览到达要要求执行董事或董事会议营销与维护工作,确保公寓装修妥善完成文书工作的新入学叫医生让他们返回新搬家的医疗报告巡视即将迁入的家庭成员住院医生来办公室问问题为下一件事做准备名单上没有什么?给数据库中的任何人打电话或跟进呢?我知道,你没时间了。但你确实有时间,你知道吗?当你同时处理多个任务时,完成一项工作要多花25%到40%的时间。是的! !那么,怎样才能变得更有效率呢?一次只做一件事。早上把办公室的门关上一个小时,然后打电话就可以了。 If you do this everyday, you can make about 15 calls a day. Two things will happen if you take the time to increase your calls: Your sales will increase, because you will be proactively marketing versus reactively waiting for every customer to call you back. Your occupancy will rise, because the percentage of senior prospects who select an apartment on the first tour are low. The average person touring assisted living needs to see it three times and...
提高老年人住房入住率的简单思维转变新利体育怎么样

提高老年人住房入住率的简单思维转变新利体育怎么样

在老年生活销售中最常见的错误之一就是当潜在的老年居民说:“我还没有准备好!”求求你,求求你,别相信他们。当你听到这四个常用词时,就把它们改成“我害怕”。对于一个老人来说,要离开他们居住了30年、40年或50年的家,搬出去住是很难的。一想到要打包他们所有的财产就会让他们不知所措。表现得专业一点,让他们放心一点,并经常询问他们采取行动的时间。如果他们说要在一年内搬家,那实际上是6个月。如果他们说5年,实际上是2到3年。你只需把他们说的数字减半,然后每3个月抚摸一次,培养你们的关系。如果你已经这样做了——做得好! Congratulations, because you are in the minority of senior living sales people. Most senior living sales people, hear “I’m not ready yet” and bury that lead in their database. In our world of instant gratification, sales people just want to grab the people who say, I am ready now. Well guess what? Those are only 20% of the sales, so if your occupancy is down – here is probably why! 80% of seniors need to be listened to, nurtured and coddled into moving in. Increase your senior housing occupancy today with this simple mind shift! Please share your success, failures or comment to join the conversation and interact with other senior living professionals on what is currently...
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