1 “S TOP S ELLING A ND S TART C ARING ” “Are your Sales Really Thriving or Barely Surviving?” Michael Miller President and CEO Primo Solutions, LLC

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Where did the information come from and How will it benefit me? Source

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Where the information come from… Source  Lost Leads Study  Thousands of Telephone and In-Person Mystery Shops  Countless visits to communities  Sales and Marketing Audits  Our National Sales Training Seminars (every other year)

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth How it will benefit you… Source Knowledge is power right?WRONG The APPLICATION of knowledge is power.

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth A Letter to the President

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Lost Leads Study  80% of deals are lost over the phone!  Typically a prospect will call 8-10 communities.  They will visit 2-3 communities.  80% of prospects eventually move into a senior living community.  1-3 months (35%)  4-12 months (25%)  months (20%)

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Lost Leads Study (cont.)  Reasons why they chose their current community  Close to doctor/hospital  Close to church  Amenities  Newer Community  Gated Community  Golf Course  Price  Friends lived there / Referral  Most Common Objections  Price  Sell Home  Not Ready (Just Looking) Honest Objection? 5 % 10 % 5 %

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth The Cost of Losing Leads  Assumptions  Avg. # Leads/month = 20  Cost per Lead = $500  Lose 60% over the phone Cost due to Lost Leads # Leads/month20 Lost Leads (60%)12 Cost of Leads Monthly $6,000 Annual Loss$72,000 Lost Revenue # Leads/month20 Lost Leads (60%)12 Lost Revenue Monthly $38,400 Annual Loss$460,800  Assumptions  Avg. # Leads/month = 20  Monthly cost for AL = $3,200

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth People don’t care how much you know until they know how much you care! What we SellWhat they want to Buy “The What”“The Why” Location Community Age Floor Plans Models Quality Size Pricing Reputation Features Awards Peace of Mind Validation Friendly Environment Socialization Safe “Homey” Cozy The Solution

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Mystery Shop Findings  The receptionists asked for the caller’s name, only 20% of the time.  60% of the Sales Counselors used the brochure as the close.  15% of the time, it took 10+ calls to speak to the salesperson.  35% of the time, shoppers did not get answers to their questions on the first call.  Only 38% of the Sales Counselors invited the prospect to visit the community.  90% of questions asked by the Sales Counselors are closed-ended questions.  98% of Sales Counselors talked more than 70% during the entire call.  45% of the time, the shopper was asked to visit the community in the first two minutes of the call. “Mind boggling, right?”

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Keys to Success

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #1 “Mix-Matched Socks”

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth The Re-Direct

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #2 is like beauty… “Perception is reality.”

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #3 Commodity - A good or service widely available and interchangeable with one provided by another company. o Marketing material looks the same o Phone inquiries sound the same o Buildings look the same o Amenities are the same

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #4

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #5 Questioning Skills “Getting Below the Surface” Conscious Mind (Logic) Subconscious Mind (Emotion) All meaningful decisions are made at this level.

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #6 “Overcome the RIGHT Objections”

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #7  ___% of sales calls close after minimum ___ calls.  Average salesperson gives up after ___ calls  % of salespeople make _____calls. 5 Bottom Line: 5% of the salespeople close 80% of the sales.

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Success Key #8 Everything Starts from the Top!

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Leadership  Give your team the knowledge and hold them accountable.  Shift your focus from Closing to “C-Losing”! Closing Move-Ins4 Monthly Revenue$12,800 Annual Revenue$153,600 C-Losing (Annual) Lost Leads$72,000 Potential Revenue from Lost Leads $460,800 Lost Revenue (5 Empty Apartments) $192,000

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth A Successful Close starts with an Excellent OPENING. (Rapport) Beauty is only skin deep. Ugly goes all the way to the bone. (Build Value) Follow Up Build rapport with the person on the phone! Stop the reverse look-ups! There are no such thing as A-B-C leads. Stop Selling the outside (logic) of the building and start selling the inside (emotion). Stop managing and start leading. Don’t cut your training budget and expect super stars. Develop your staff and hold them accountable - Always. Take-Away

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Questions/Comments

Anyone can point you in the right direction. We’ll help you reach your destination. Primo Solutions, LLC Booth Conclusion Mike Miller CEO | Speaker | Trainer | Consultant | Author x Pay to the Order of Date: Memo: YOU OR YOUR TEAM $ FREE LODGING ALFA Conference SIGNATURE Primo Solutions, LLC Senior Housing Sales Training Seminar Dollars For details, visit: Discount Code: ALFA_ONSITE ($500) (May 16-17,2012) Discount Code: ALFA_POST ($400) (May 18-31, 2012) No Cash Value