Summary

In this episode, Jerry Vinci discusses the challenges faced by senior living sales teams and presents a comprehensive 90-day plan to enhance sales processes. He emphasizes the importance of speed in follow-ups, building a high-performance sales plan, overcoming common objections, and creating urgency with empathy. The conversation provides actionable strategies for improving lead conversion and occupancy rates in senior living communities.

Takeaways

• Living sales are too slow, leads slip through, prospects stall.
• Speed is the single biggest advantage you can give yourself.
• 78% of families choose the first provider that follows up effectively.
• Hope is not a strategy; structured systems are essential.
• Objections are not rejections; they indicate a need for more information.
• Creating urgency while maintaining empathy is crucial.
• Most sales require at least five follow-ups to convert.
• Your community could be the best, but if you're not fast, it doesn't matter.
• Track your conversion rates to identify bottlenecks.
• Implement one strategy immediately to see results.

Chapters

00:00 Introduction to Senior Living Sales Challenges

01:46 Overview of my 90-Day Senior Living Sales Sprint Playbook

03:13 The Importance of Speed in Sales

06:23 Adopting a "Speed to Lead" Mindset

07:21 Setting up The "First Call" Framework

09:14 Building a High Performance Sales Plan

10:07 Map Out Your Sales Pipeline

11:08 Creating a Follow-Up Cadence that Works

15:03 Building a High Performance Sales Culture

16:34 Overcoming Sales Objections Like a Pro

18:15 Objections: I'm Not Ready

19:17 Objections: I Need to Talk to My Family

20:15 Objections: It's Too Expensive

21:19 Objections: Outdated Perceptions of Senior Living

22:09 Golden Rules to Overcoming Objections

23:27 Creating Urgency With Empathy

25:05 Using The "Future Pacing" Technique

26:04 Using Positive Urgency

27:09 Creating Urgency Around "Wait and See"

29:16 Wrapping up the 90-Day Sales Sprint