This episode is all about prospect planning. Why do we do it? When is the best time for a planning session? Who should be in the room? Find the answers to these questions and more in this week's Ask Alex and visit sherpacrm.com to find more resources on planning.

Happy Mother's Day, sales heroes! In this episode, Alex is joined by Sherpa marketing director Francisco Fisher (her son!) to discuss an important topic in managing an effective sales team: who should we hire to sell senior living? You can see a related webinar devoted to hiring in senior living sales by visiting sherpacrm.com or just listen to this week's episode to learn more about what to do before, during and after the hiring process to recruit and retain the best sales talent. 

How can you discover a prospective resident’s life story? What insights does someone’s life story reveal - about who they were, who they are and who they will become? Alex shares how actively listening for values in someone’s life story can deepen your understanding of what is most important to them and what motivates them.

This episode is an edited version of a 2020 Ask Alex webinar on creative follow-up featuring Sherpa Co-founder David Smith and National Training Director Reed Davis. They answer the question “What makes a great creative follow-up?” by exploring ways to make prospect engagements more personalized and impactful. Learn more at sherpacrm.com.

What does it take to achieve sales goals and maintain culture across a senior living company? In this episode, Alex meets with Spencer Wagner, Director of Sales for Koelsch Communities to talk about ways to hire, formalize a strategy and use metrics to grow an organization. Visit sherpacrm.com to see Sherpa's 2021 Best Sales Performer Report.

Imagine your sales time is a bucket of water and your leads are crops in a field. Should you water everything evenly or focus on where the strongest roots are? In this episode, Alex talks data and sales strategy in advance of Sherpa's 2021 Best Sales Performers Report, coming out in March. Hear how best performers use their most precious resource – time. Learn more at www.sherpacrm.com. 

What does a prospect-centered sales culture look like? This week Alex meets with Jayne Sallerson, Chief Operating Officer for Charter Senior Living. They discuss ways that activities like creative follow-up or home visits can make for a memorable interaction between a community and their prospective residents. We'd love to hear from you! Email us at [email protected].

Alex meets with Jason Kohler, Executive Vice President, Senior Living for Beztak Properties. Jason has more than 20 years' experience in the industry working in several roles and projects, most recently leading Beztak's growing senior living portfolio. He and Alex discuss how to drive real change for senior living sales and what it means to exemplify a person-centered culture from the top. Connect with Jason at [email protected].

Visit www.sherpacrm.com for more Ask Alex content and see how you can join Alex at Culture Starter, Sherpa's 2-day sales training event.

In this episode, Alex gets back to basics and meditates on one of the most fundamental human experiences: love. How can opening your heart and mind to a prospect foster connection and trust? How can approaching sales from a perspective of genuine care strengthen your personal and professional relationships?

UPDATED - Time to get vulnerable – this episode was originally published in an unedited format. If you're a subscriber, thank you and please re-download the polished version.

In this episode, Alex responds to a sales counselor who writes, "I love my job, but sometimes I feel extreme pressure when it comes to move-in numbers." How should people respond to perceived urgency to close quickly? What are some ways that we can focus on what matters?

We'd love to hear your questions. Write us at [email protected]