The Basics
The Longest Part of the Five Steps of the Sale
What is the Prospects Story?
What is getting the deposit (big C) and gaining commitment for the next step?
The time between contacts with an A referral source
What is 30 days?
"A" level prospects are these
What is the Connections Program?
Instead of just pointing out the features of the community, talk about this.
What are the benefits to the prospect?
A question that asks for feedback from a prospect. Can be open ended or closed
What is checking?
2 of the many flyers that can be brought on outreach to differentiate Brightview.
What are the Community Fact Sheet, Care Capabilities, WSV Expertise, Realtor Incentive Flyer, SPICE, Home Care v BV, Mind and Music?
The definition of 90/90/90
What is 90% of the first impression is made within the 1st 90 feet within 90 seconds
Marketing events should highlight the community's ___________
What are differentiators?
These 3 items are in all model apartment homes, per the QA
What are water bottles, floor plans and music playing?
A structured statement that links your community's capabilities to a prospect issue to increase persuasiveness.
What is Issue/Action/Value
What is close something/set next steps?
The percentage that the prospect should be talking during the Prospect Story/Understand part of the PV
What is 80%?
Your community's current Google Review Count and Rating
Answers will vary
This is the part when you get the commitment
What is the close?
These are 2 of the 6 types of questions in the Questioning Strategy
What are (any 2) Objectives, Current Situation, Level of Satisfaction, Future Needs, Personal Needs, Decision questions?
The concept of a reciprocal relationship between Brightview and the referral source
What is give to get?
What is the Lead and Closure By Source Report?
The competitor information that needs regular updates, on the Market Survey
What are occupancy, incentives being offered, turnover, physical plant updates, changes in pricing, etc
When the CSD or ED make a follow up contact after the PV
What is 24 hours?
The four components of the Objection Resolution Model
What are Acknowledge, Question, Position, Check?
It takes this many interactions to get a new referral source to send their first lead
What are 7 personalized interactions?
This is the BEST REGION in Brightview
The Baltimore/PA Region