Episode 110: Don't Market to the Masses, Sell to the Individuals

In this episode, host Jennifer Drago interviews Michael Marlow, Vice President of Sales Education at Watercrest Senior Living Group. Michael shares his expertise to guide entrepreneurs to increase their lead conversion rates in the senior living services industry by focusing on personalized and fast follow-up strategies, optimizing the number of leads managed, and harnessing referrals from existing residents and their families.

Michael also emphasizes personalized follow-up strategies, team selling, and involving adult children in the decision-making process.

Entrepreneurs and professionals in the senior living industry will find valuable insights on effective sales approaches and creating personalized customer experiences. Michael challenges conventional sales methods by advocating for a "one-size-fits-one" strategy, providing viewers with valuable tactics to enhance sales and customer engagement in senior living.

About Our Guest:

Michael Marlow has an impressive 28-year track record in the Senior Living industry. He started his career with Hillhaven and has held senior sales management and training roles with Brookdale Senior Living, Atria Senior Living, and LCS. These roles have ranged from Regional Sales Director to National Vice President of Sales. He currently serves as the Vice President of Sales Education at Watercrest Senior Living Group. Michael also serves as the President of The Marlow Group, Inc., a sales training and consulting company.

As a nationally published author and frequent national and international lecturer, Michael has delivered over two hundred presentations to diverse senior living groups, including Leading Age, state Argentum affiliates, and various healthcare conferences. He is also the author of an Argentum Best of the Best award sales training program in 2014. Michael is a proud graduate of the University of Kentucky and resides in Louisville, KY.

Watercrest Senior Living Group is a senior living provider, based in Vero Beach, Florida, dedicated to honoring mothers and fathers. They believe that each resident, prospective resident and family member is unique and they are dedicated to providing meaningful, memorable and unique experiences to each. Their focus is to begin that experience well before they choose to live at a Watercrest community to assist them in making an informed decision.

Contact Michael at:  [e-mail] or on Linked In.

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