Solutions Advisors has provided marketing and sales consulting to Applewood, a New Jersey-based Life Plan Community, for two years with a focus on sales, brand positioning and strategic events that showcase the community’s Engaged Living program, a philosophy of whole-body and mind wellness. Along with creating targeted and contemporary-looking direct mail, collateral materials and website, Solutions Advisors helped the sales team transition from transactional selling to person-centered selling, a philosophy which focuses on the prospect’s stage of readiness. The switch to Sherpa CRM helped to reinforce this change in selling style. Sherpa helps the team keep track of quality measures like the prospect’s stage of readiness to move, time spent in the selling zone and advances rather than just the number of tasks completed.
Year-end results for 2016 show an increase in initial inquiries from 567 in 2015 to 725 in 2016, resulting in 236 initial tours, 58 deposits and 37 move-ins. What’s more, the average age of recent people moving in dropped by four years, from 87 to 83, since 2014 and the number of couples moving in to Applewood has quadrupled over that same time period from 3 to 13.
“Solutions Advisors’ approach to person-centered selling has made a huge difference in how we approach sales. It has helped us really get to know and understand our prospects. We’re learning to ask the right questions and creating solutions to their problems. It’s a tailored approach to each individual; we truly are selling a life style, not real estate.”
– Keith Grady, President and CEO, ApplewoodView more Case Studies