1. Presented by Chuck Schwambach

2. We may experience this… “Did you see those prices? I thought this was a not-for-profit community!”

3. Educate Inform Reassure Isolate emotional issues

4. Fear Satisfaction Money/value concerns

6. I’m not ready yet I’m too young I’m too old Not sure what to do I’ll miss my friends

8. I’ll never get sick I’ll never need nursing care I’ll always drive everywhere I’ll never need all those services

9. Monthly fees too high I have to sell my home My children are against this I can get a better deal at Shadyhome Retirement Community

10. Establish trust Educate and inform Establish if objections is legitimate breaking down the brick wall Ask for clarification Soften objection Provide empathy and understanding Never stop selling

11. Butch Cassidy Video

12. Assure you have the buy-in Assure all their questions are answered Ask the tough questions Watch the body language Discuss finances Assure you have explained the benefits to them Ask for check Schedule subsequent appointment

13. Lost in America Video