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413
Senior Living Sales – A New Perspective and Approach!
AL; IL
The latest NIC statistics paint a bleak picture of our industry in this current COVID-focused environment. In fact, we have just experienced our single worst quarterly occupancy decline and the lowest overall occupancy on record since NIC began reporting 14 years ago. Does it have to be this way? No! There are so many reasons for optimism as our customers need us now more than ever! However, we desperately need a New Perspective and change in approach! The customer demand is still there, but unless we radically change our selling mindset, this downward trend will not change. In this presentation, we will discuss what radical changes are needed, how it can be easily executed on a daily basis, and how this change will help us serve more customers than ever before!
- Change our mindset from a "Marketing to the Collective" mindset to a "Selling to the Individual" mindset.
- Discuss 8 specific strategies that will guarantee occupancy success, but only if executed on a daily basis.
- Dispel the myth that we cannot grow our occupancy in this COVID-focused environment. We can succeed IF we are willing to change our sales philosophy and approach!
Michael Marlow, Sales Engagement Manager, Life Care Services, Des Moines
Michael Marlow has been involved in the senior living industry for more than 27 years, beginning his career with Hillhaven, and has served in various sales training and senior sales management roles with Vencor, Atria, and Brookdale. These roles have ranged from regional sales director to national vice president of sales. He is also a nationally published author and frequent national and international lecturer in many areas such as LeadingAge sessions, state ALFA affiliates, national health care conferences, and at the University of Louisville schools of Nursing and Dentistry. Marlow is also the author of an ALFA Best of the Best award winning sales training program in 2012. He is a proud graduate of the University of Kentucky and lives in Louisville, KY. He is married with two grown children; Bradley, a physical therapy assistant at Beacon Orthopedic Erlanger, KY, and Jill, an occupational therapist at Skyline Medical Center in Nashville, TN.
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