5 Steps To A Sale
In this step of a sale, you explain some ways we can help them and then walk the prospect around the community.
Step 3 - The Show
This is where you can find questions to help you during an inquiry call or PV
Inquiry Form
This is how many total apartments you have at your community.
176
Instead of the f word (facility), use this instead.
Community
This is what 90/90/90 means
90% of someone's first impression is made within 90 feet and 90 seconds.
In this step of a sale, you give a brief overview of your services and differentiators in a quick 90 seconds
Step 2 - The Community's Story
During an inquiry call or PV, it is important to do THIS FIRST and foremost, before beginning the call or PV?
Gain their contact information
This is your community's current occupancy today.
95%
Instead of activities to describe what goes on every day at the community, use this instead.
Programs
This form should be used to communicate basic information about the prospect to the CSD.
Inquiry Form
This step of a sale is the most important step and typically the longest step.
Step 1 - The Prospect's Story
During this step of the sale, we give an overview of BV Paramus key differentiators
Step 2 - The Community Story
This is how many vacant apartments you have available.
8
Instead of room to describe where a resident lives, use this .
Apartment (or apartment home)
When first meeting/speaking with a prospect, it is important to do this.
Tell them your role. Be yourself.
In this step of a sale, we might send a small meaningful gift.
Step 5 - The Follow Up
When talking to a prospective resident or family member, these are the types of questions we should ask.
Open-ended questions
This is how many move-ins you need to get to budgeted occupancy - 94% in March.
Instead of the word "Tour", we say this.
Personal Visit
A best practice is to follow up with inquiry calls in this time frame.
Within 2 Hours
In this step of a sale, you set the stage for a next action we will take to move the sale forward.
Step 4 - The Close
Instead of talking about features during Step 3 - The Show, talk about these.
Benefits.
This is the number of 1:1 monthly outreach visits the community is expected to complete
30
For an unexpected person who comes in looking for information for their loved one, we say this:
Visitor or Guest - NOT WALK IN
This is the name of the call center that manages our incoming leads.
Serviam or Senior Vu