Focus
This three word answer describes what sales teams produce that contributes to our financial success. Its the opposite of expense reduction.
Top line revenue or revenue producing activity
This food is something that we equate with a "wow" factor provided by the community.
What is blueberry pie?
This position has the ultimate accountability for sales / occupancy performance and holding the sales team accountable.
What is the Executive Director and Administrator
Response in 30 minutes or less, five attempts in three days and deep discovery are components of this LCS practice.
What are SalesFIRST Sales Standards
Give a specific example of how you (or your team) communicates sales and occupancy performance to your leadership team
Nice!!!
This is an example of how we can use SalesFIRST in our Health Centers to not miss out on any admissions
BOOM!!!!
Give a specific example of how you have used the SalesFIRST Indicators guide to help drive SalesFIRST in Independent Living and the Health Center. An example for each is fine.
That's What I'm Talkin' About!
This metric gauges the effectiveness of how well we convert initial inquiries to experiences.
What is the inquiry to experience conversion percentage?
Modules, badges and trailmixes are part of this LCS education system
What is Trailhead
Share a specific example of how you have celebrated success with your sales team.
PARRRTTTYYYYY!!!
Give an example of how your community minimizes lost revenue days by focusing on apartment turnover.
Show Me the Money!!!!
This is the LCS Signature Experience that is directly associated with SalesFIRST demonstrating the LCS commitment to hospitality.
What is Extraordinary Impressions
Give a specific example of a positive and constructive way that you have used to hold your sales teams accountable.
Yep!!!
This system (in person and virtual) teaches all of the fundamentals of the LCS sales process.
What is ExSell with LCS
Give an example of how your community has elevated new resident orientation to help a new resident feel welcomed (which can help with online reviews:)
Rollin' Out The Red Carpet!
Give an example of how you have made sure your Marketing Director is an important member of the leadership team however keeps focused on revenue producing activity vs. operational issues.
Mic Drop!!
Give a specific example of what your community has done to create an exceptional experience for prospects coming to the community. This can be IL or Health Center related
Oh Yeah!!
Online reviews help our communities in many ways. What are three specific ways that your community has worked together to generate reviews?
Nice!
These are documents used by the sales team and front desk to ensure that we are capturing information by asking questions of the prospect.
What are Connection Sheets?
Give an example of how you have engaged a resident marketing committee / resident leadership group to be constructively engaged in occupancy growth
Feelin' The Love!
Share an example of how your community ensures residents going to the hospital return to your Health Center for Rehabilitation
Great Answer!
Give an example of an building or community related investment that you community has made that has been important to generate sales.
SWEEEEETTTTT!!
Food and Beverage has a profound impact on the prospect experience. Give a specific example of how your community F/B program has wowed a prospect.
I'm Getting Hungry!
Give two examples of reports or dashboards in Salesforce that you have found helpful to understand your business and hold teams accountable.
Bring it Home!
This is an example of how your community incorporates SalesFIRST into new hire orientation.
Great Work!