1. Presented by Angela Hanson

2. “CCRC’s are SOLD, not Bought” or

3. Lead Faces a Complex Decision Process- Financial Considerations Contractual Implications Choices that impact how they will live Negative emotional connotation Sale of Home Physical Move All and all, just too over whelming……

4. What qualities make a great sales person? One more…….. They are INTERESTED, not interesting

5. Phase/Care Level - Health Services- Needs Driven Independent Living- Blue Sky Plan in Place Operational Ready to move

6. Getting to “yes”:

7. “You can’t sell urgency before desire”

8. Question: What percentage of Blue Sky depositors typically move into a community? Answer: 50%

9. Overall Goal- Get people moved in! (Fast!)

10. Sales Process- Take it one step at a time

12. Select a lead you have Be the lead Inquiry Discovery Get to yes

13. ALWAYS Ask how they heard Confirm info Have they visited Reason for call Try to get them in Confirm next step AVOID Selling by phone Not being interested Not setting timing Specifics of pricing Qualifying by phone Sending too much

14. ALWAYS Confirm rsvp Establish agenda Review logistics Register Basic & General Utilize residents Confirm next step AVOID Over informing Over touring Too many attendees Specifics of pricing Going too long

15. Preparation Review notes- What do you know? What do you need to know? Notification of staff Prepare collaterals etc. Refreshments Preview areas to be used/toured

16. OBSERVATION Physical appearance Mobility Body language Eye sight & hearing INTRODUCTION Establish connection Explain process & timing Quid pro quo Be “interested”

17. ALWAYS Match to wants Map in advance Focus busy areas Introductions Basic & General Utilize residents AVOID Don’t show it “all” Dining on the 1 st visit Assuming wants Rushing

18. Availability Price Point Location Features and benefits Handling negatives

19. Objections Too expensive Apt too small Desired apt not available Residents too “old” Don’t like food Cheaper at home “Not ready yet”

20. Obstacles ACI Terms of the agreement Timing Real Estate Market Apt availability

21. Creating Urgency Health approval Inventory Pricing Reality of current situation Seasonality Incentives and Tools If I could do X, ……….

22. CCRC ? Your CCRC ? Ready yet? Understand value? Found a great apt? ACI supportive? Reviewed finances? Aligns with values? Ask for the check!

23. Move-in Tools Real estate partners Market Analysis Market conditions Organizer/Planner

24. Make it happen Hand them over Ask for referrals!

25. Discussion of challenges in your specific community Common themes? Aging community – physical plant tired Residents aging in place Programming, activities, Dining venues

26. Share your success Share your ideas Other