Senior Living Marketing Perspectives: The Executive Director's Role in Sales 

Episode Summary: 

In this episode, Debbie Howard and Erin Thompson delve into the Executive Director's pivotal role in the sales process. They discuss shifting from a sales to a service mindset, the importance of understanding resident needs throughout their journey, and how building trust and showcasing community strengths can enhance leadership and drive success. 

Key Takeaways: 

• Understanding Success from the Prospect's Perspective: Learn how to recognize and align with what success means to your prospects and current residents throughout their journey in the community. 

• Shifting from Sales to Service: Discover the fundamental shift needed from a traditional sales mindset to a service-focused approach, emphasizing that leadership and sales intersect through service within the community. 

• Being a Resource, Not a Sales Pitch: Explore how the Executive Director can act as a valuable resource, providing support and guidance rather than simply delivering a sales pitch. 

• The Importance of Last Impressions: Understand that how a resident or family member feels upon leaving the community is as crucial as their initial tour or move-in experience, and how this impacts the Net Promoter Score. 

• Building Trust with Prospects: Examine why the involvement of the Executive Director is essential in building trust and forming meaningful connections with prospects. 

• Showcasing Community Strengths: Learn how the Executive Director can effectively position the community by leveraging their deep knowledge of the community's strengths and attributes. 

Resources: 

• Transcript 

• Connect with Erin on LinkedIn 

• Check out Erin’s Website