Thought Leadership and Growth | Solutions Advisors

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Angela Green, VP of Sales & Strategic Consulting, recently delivered a compelling presentation at LeadingAge Colorado on how to harness social media best practices to attract and retain top talent in the senior living market. Want to learn how to build a strong social media foundation? Do you know the right kinds of team members to help you build and execute your strategy? Learn More>>

TEAM HIGHLIGHTS

Solutions Advisors’ Richmond Office Expands Capabilities

Solutions Advisors has made two significant new hires that are taking our skill set and client-facing offerings to a new level. We’d like to warmly welcome Beth Simos and Dianna Leyton. Beth brings over 30 years of operational leadership and strategic marketing experience in both private and public industries, including 13 years’ experience in senior living marketing at the agency level. A Certified Direct Marketer, Beth provides in-depth knowledge of direct marketing programs with an expertise in lead generation and customer engagement strategies. Read More>>

Solutions Advisors’ Mike Brindley, one of our most in-demand sales trainers (also known as “Captain Legacy”) shares his tried and true StoryTree sales tips:

Understand the Stages of Readiness. How you communicate with a prospect is completely connected to their stage of readiness. If they are in the “Thinking” stage, it’s about asking questions and building a relationship with them. When you think you’ve asked enough questions, ask three more. If the prospect entered the planning stage, use your status as a trusted advisor to support them in their plan to move to your community. Offering an incentive, using a personal proposal, or connecting them to a support vendor like a downsizing professional is always a great idea for prospects in the planning stage. Remember, 65% of your leads are most likely in either the thinking or planning stage.

All prospects are struggling in some way with their legacy and maintaining control. Be patient, build their trust and grow your relationship with them. If it takes 20 hours of selling time to get them to commit to your community, then front load the time early to build on that relationship, learn their story and allow them to make their own decisions.

Commonality is a key factor in Creative Follow Up. If they are an avid reader, and you are as well, then share books and have phone calls sharing your thoughts on that book, not just talk about the features of your community. If you both enjoy art, use that as a way to connect deeper with the prospect and really build that special relationship.

For more useful tips from Mike, register below for the next StoryTree sales workshop in September.

Lauren Messmer, Chief Operating Officer, was recently giving a community tour when she met a fascinating man and his spouse. Unknown to her at the time was that he is an accomplished public speaker and a published writer. At the end of their tour and visit he presented her with his book Integrity Matters.

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