Sales Strategy
The first step in building trust with a prospective resident or family.
What is active listening?
When we recognize and accept the responsibility to take care of the residents in our communities. We provide the utmost care, service, and professionalism to our residents and their families, while also recognizing our employees, service partners, and our stakeholders. We will not let you down!
What is Responsibility?
A prospect says, “I’m not ready yet.” This is the best way to respond.
What is exploring what “ready” looks like and identifying barriers?
Vista Senior Living operates in ____ number of states.
What is 4?
This service offers short-term stays for seniors recovering from surgery or illness.
What is respite care?
This technique involves asking questions to uncover needs and preferences.
What is discovery?
This value, simply stated, we care tremendously about the services we provide, the lives we touch, the people we work with, and our reputation.
What is Care?
This approach helps reframe the objection “It’s too expensive” by focusing on long-term benefits.
What is cost vs. value comparison and lifestyle enhancement discussion?
Sima, our fearless leader, has ____ kids.
What is 6?
These financial options allow seniors to convert part of their home equity into cash to pay for care.
What is a reverse mortgage or bridge loan?
This closing technique involves summarizing benefits and asking for a decision.
What is the assumptive close?
Our Corporate Officers and Management Teams are intimately involved with our communities. We seek and employ those who share our vision to create an outstanding resident experience. Some call this passion; we call it our standard. We enjoy what we do every single day.
What is Enthusiasm?
When a family member says, “We need to think about it,” this technique helps move the conversation forward.
What is setting a follow-up date and offering additional resources?
She is our Corporate Compliance Officer
Who is Kim Bongartz?
This term refers to a community that offers multiple levels of care on one campus.
What is a Continuing Care Retirement Community (CCRC)?
A technique to position your pricing as a value rather than a cost.
What is value framing or cost-benefit analysis?
Achieving our company mission takes intellect, hard work, compassion, and humility. If we can improve something within our communities or within our company, we will make every effort to achieve that. We are not perfect; if we make a mistake, we fix it.
What is Humility?
This objection often arises from fear of change and can be addressed by validating emotions and offering transitional support.
What is “I don’t want to leave my home”?
Visita Senior Living Chief Nursing Officer.
Who is Channie Lifsics?
What is the average age, nationally, for seniors moving into assisted living?
What is 84-87 (range)?
This technique uses silence strategically to encourage deeper responses.
What is the power of the pause?
Life happens, and setbacks are part of the journey. We use our setbacks as springboards to achieve even greater success.
What is Resilience?
Identifies and sigma around aging.
What is, I dont want to live with "old people"
Gleb Zarkh
Who is our CFO?
Seniors have the right to make decisions about their medical care, including accepting or refusing treatment. This is known as this type of right.
What is informed consent?