There’s an old Yiddish saying that goes “We make plans and God laughs.” While that may seem a bit of a heavy way to start out a blog post about marketing, we think it’s pretty appropriate when you’re talking about the senior living space – specifically, when it comes...
Success, as we all know, is something that must be cultivated year after year. Think of a pro baseball scout searching for the best new recruits for his team. After he identifies a worthy recruit, he develops and nurtures the relationship until, finally, the new star...
In the 1989 film Field of Dreams, the character of Ray Kinsella takes a leap of faith against all odds and builds a baseball diamond based on a whispered promise: “If you build it, he will come.”His belief pays off as the ghosts of famous baseball player Shoeless Joe...
In Part 1 of our series on Prospect-Centered SellingSM, we discussed the current senior living sales environment, why the conventional wisdom on sales is very limiting, and the basic concept behind Prospect-Centered SellingSM – an evidence-based process developed by...
As any savvy marketer will tell you, “word of mouth” is free and remains the most credible and influential form of advertising in the business world today. Now, traditional word of mouth has been made exponentially more powerful by social media with its instantaneous...
There is a reason why most physicians and surgeons today practice what is called “evidence-based medicine,” or EBM. Simply put, doctors follow these medical “best practices” because they have been proven to deliver the highest rates of success for their...
Many senior living leaders today hear the familiar refrain from their sales people that “they don’t have any hot leads.” But are “hot leads” more a matter of attitude or reality? And are hot leads a result of effective sales preparation and process or are they simply...