Summary
In this episode, Jerry Vinci discusses the challenges faced by senior living sales teams and presents a comprehensive 90-day plan to enhance sales processes. He emphasizes the importance of speed in follow-ups, building a high-performance sales plan, overcoming common objections, and creating urgency with empathy. The conversation provides actionable strategies for improving lead conversion and occupancy rates in senior living communities.
Takeaways
- Living sales are too slow, leads slip through, prospects stall.
- Speed is the single biggest advantage you can give yourself.
- 78% of families choose the first provider that follows up effectively.
- Hope is not a strategy; structured systems are essential.
- Objections are not rejections; they indicate a need for more information.
- Creating urgency while maintaining empathy is crucial.
- Most sales require at least five follow-ups to convert.
- Your community could be the best, but if you're not fast, it doesn't matter.
- Track your conversion rates to identify bottlenecks.
- Implement one strategy immediately to see results.
Chapters
00:00 Introduction to Senior Living Sales Challenges
01:46 Overview of my 90-Day Senior Living Sales Sprint Playbook
03:13 The Importance of Speed in Sales
06:23 Adopting a "Speed to Lead" Mindset
07:21 Setting up The "First Call" Framework
09:14 Building a High Performance Sales Plan
10:07 Map Out Your Sales Pipeline
11:08 Creating a Follow-Up Cadence that Works
15:03 Building a High Performance Sales Culture
16:34 Overcoming Sales Objections Like a Pro
18:15 Objections: I'm Not Ready
19:17 Objections: I Need to Talk to My Family
20:15 Objections: It's Too Expensive
21:19 Objections: Outdated Perceptions of Senior Living
22:09 Golden Rules to Overcoming Objections
23:27 Creating Urgency With Empathy
25:05 Using The "Future Pacing" Technique
26:04 Using Positive Urgency
27:09 Creating Urgency Around "Wait and See"
29:16 Wrapping up the 90-Day Sales Sprint
Popular Podcasts
Bookmarked by Reese's Book Club
Welcome to Bookmarked by Reese’s Book Club — the podcast where great stories, bold women, and irresistible conversations collide! Hosted by award-winning journalist Danielle Robay, each week new episodes balance thoughtful literary insight with the fervor of buzzy book trends, pop culture and more. Bookmarked brings together celebrities, tastemakers, influencers and authors from Reese's Book Club and beyond to share stories that transcend the page. Pull up a chair. You’re not just listening — you’re part of the conversation.
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com