Sales

If you want to maintain 100% occupancy and ensure you have a pre-qualified wait list to keep your facility full, then you must possess 3 basic sales skills.

You must be able to:

A. Qualify the Business

There are 3 main criteria in qualifying a potential sale whether youre in retail, tourism or retirement communities:

1) What is the seniors financial status? Does this potential resident have the resources to maintain residency with you for an indeterminate length of time?

Think for a moment about how many grandparents reside in your retirement home or retirement community. The grandparent population is a very large one, and a well-to-do one. Quite often, grandparents have more household wealth than the population as a whole.

The numbers across the country are very large -- well over 80 million grandparents. Soon, there will be 90 to 100 million grandparents.