Show:
The Basics
BV Connect: Sales
Outreach
Extras
Your Community
100

The Longest Part of the Five Steps of the Sale

What is the Prospects Story?

100
An example of a big C and a little c.

What is getting the deposit (big C) and gaining commitment for the next step?

100

The time between contacts with an A referral source

What is 30 days?

100

"A" level prospects are these

What are prospects who will likely move in within 30 days?
100
The program that communicates the reward for referring a move in to us

What is the Connections Program?

200

Instead of just pointing out the features of the community, talk about this.

What are the benefits to the prospect?

200

A question that asks for feedback from a prospect.  Can be open ended or closed

What is checking?

200

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?

200

The definition of 90/90/90

What is 90% of the first impression is made within the 1st 90 feet within 90 seconds

200

Marketing events should highlight the community's ___________

What are differentiators?

300

These 3 items are in all model apartment homes, per the QA

What are water bottles, floor plans and music playing?

300

A structured statement that links your community's capabilities to a prospect issue to increase persuasiveness. 

What is Issue/Action/Value

300
Just like with a prospect, always do this at the end of each meeting.

What is close something/set next steps?

300

The percentage that the prospect should be talking during the Prospect Story/Understand part of the PV

What is 80%?

300

Your community's current Google Review Count and Rating

Answers will vary

400

This is the part when you get the commitment

What is the close?

400

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?

400

The concept of a reciprocal relationship between Brightview and the referral source

What is give to get?

400
The report in Yardi shows what referral sources have referred to us

What is the Lead and Closure By Source Report?

400

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

500

When the CSD or ED make a follow up contact after the PV

What is 24 hours?

500

The four components of the Objection Resolution Model

What are Acknowledge, Question, Position, Check?

500

It takes this many interactions to get a new referral source to send their first lead

What are 7 personalized interactions?

500
Do this always, but especially when the community or a part of the community is quiet
What is tell a story?
500

This is the BEST REGION in Brightview

The Baltimore/PA Region