How would you answer that question? At Solutions Advisors we wanted to know more about communities’ prospects than just the typical discovery questions. So we devised a Legacy Survey that asks, among other things: What do you consider your greatest achievement? What is your Life Motto? What was the happiest time of your life? Unsure whether perfect strangers would share such intimate information, we were surprised to receive many responses that were honest, funny, forthright and even poignant. You’ll hear more about these responses and Legacy surveys and understand why legacy is one of the most powerful tools in our sales toolbox at LeadingAge Indianapolis.
Plan to attend Legacy Learning, Session 76-G on Wednesday November 2nd from 12:00 to 1:30 pm. You will learn how listening to and understanding a person’s legacy advances the sales process by unlocking the door to their dreams and motivators. You’ll get to know customers not as a ‘hot’ or ‘cold’ prospect, but as an individual with a past, present and future. Hear Eric Eichhorst, Director of Sales at Applewood Life Plan Community in New Jersey, tell how listening to prospects’ stories have helped him better connect with customers and both improve sales and lower the entry age at his community. Hear why Mike Brindley, Vice President of Associate Development for Solutions Advisors, has earned the nickname “Captain Legacy” and how he uses legacy to spark ideas for creative follow up with customers. Kristin Kutac Ward will relate her own family’s history and how learning her father’s legacy has brought them closer. You will be entertained and leave with new knowledge on how to improve your own listening skills and dig deeper to discover the lives prospects have lived and the stories that matter.