Episodes
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This episode is all about prospect planning. Why do we do it? When is the best time for a planning session? Who should be in the room? Find the answers to these questions and more in this week's Ask Alex and visit sherpacrm.com to find more resources on planning.
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Happy Mother's Day, sales heroes! In this episode, Alex is joined by Sherpa marketing director Francisco Fisher (her son!) to discuss an important topic in managing an effective sales team: who should we hire to sell senior living? You can see a related webinar devoted to hiring in senior living sales by visiting sherpacrm.com or just listen to this week's episode to learn more about what to do before, during and after the hiring process to recruit and retain the best sales talent.
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Missing episodes?
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How can you discover a prospective resident’s life story? What insights does someone’s life story reveal - about who they were, who they are and who they will become? Alex shares how actively listening for values in someone’s life story can deepen your understanding of what is most important to them and what motivates them.
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This episode is an edited version of a 2020 Ask Alex webinar on creative follow-up featuring Sherpa Co-founder David Smith and National Training Director Reed Davis. They answer the question “What makes a great creative follow-up?” by exploring ways to make prospect engagements more personalized and impactful. Learn more at sherpacrm.com.
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What does it take to achieve sales goals and maintain culture across a senior living company? In this episode, Alex meets with Spencer Wagner, Director of Sales for Koelsch Communities to talk about ways to hire, formalize a strategy and use metrics to grow an organization. Visit sherpacrm.com to see Sherpa's 2021 Best Sales Performer Report.
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Imagine your sales time is a bucket of water and your leads are crops in a field. Should you water everything evenly or focus on where the strongest roots are? In this episode, Alex talks data and sales strategy in advance of Sherpa's 2021 Best Sales Performers Report, coming out in March. Hear how best performers use their most precious resource – time. Learn more at www.sherpacrm.com.
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What does a prospect-centered sales culture look like? This week Alex meets with Jayne Sallerson, Chief Operating Officer for Charter Senior Living. They discuss ways that activities like creative follow-up or home visits can make for a memorable interaction between a community and their prospective residents. We'd love to hear from you! Email us at [email protected].
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Alex meets with Jason Kohler, Executive Vice President, Senior Living for Beztak Properties. Jason has more than 20 years' experience in the industry working in several roles and projects, most recently leading Beztak's growing senior living portfolio. He and Alex discuss how to drive real change for senior living sales and what it means to exemplify a person-centered culture from the top. Connect with Jason at [email protected].
Visit www.sherpacrm.com for more Ask Alex content and see how you can join Alex at Culture Starter, Sherpa's 2-day sales training event.
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In this episode, Alex gets back to basics and meditates on one of the most fundamental human experiences: love. How can opening your heart and mind to a prospect foster connection and trust? How can approaching sales from a perspective of genuine care strengthen your personal and professional relationships?
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UPDATED - Time to get vulnerable – this episode was originally published in an unedited format. If you're a subscriber, thank you and please re-download the polished version.
In this episode, Alex responds to a sales counselor who writes, "I love my job, but sometimes I feel extreme pressure when it comes to move-in numbers." How should people respond to perceived urgency to close quickly? What are some ways that we can focus on what matters?
We'd love to hear your questions. Write us at [email protected]
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We get a lot of requests for our Sales Hero Manifesto. It's a reminder of why we do what we do. It's our true north when it comes to Prospect-Centered Selling. In this episode, Alex reads the Sales Hero Manifesto and comments on what it means to those of us who are striving to improve the lives of seniors every day. Email us for your copy at [email protected].
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In this episode, Alex answer a question she hears a lot: how do you make the most of your time in the selling zone each day? Alex reflects on how the ideal structure of a great day in sales incorporates essential sales activities, like planning, to help sales teams stay focused and proactive.
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Alex is joined by Stacy Meuhlher, Director of Leasing for The Gatesworth in St. Louis. They reflect on intention: why do we do this job? What motivates us and our prospects? How can we be an advocate for and support those who are making the difficult decision to move? Join Alex and Stacy as they cover a typical day in sales, including planning sessions, and how to inspire change in our prospects and ourselves.
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How can empathic connections lead to breakthroughs and meaningful advances in the sales journey? Alex shares her thoughts on how sales teams can develop the skill of empathy and inspire change in prospects.
Learn more www.sherpacrm.com
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Is curiosity a skill that can be learned? Does being curious help you guide change in people? This week Alex reflects on how we can be inspired to be more curious and why it is an invaluable attribute of top performers in senior living sales.
Learn more https://www.sherpacrm.com
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This week, Alex speaks with a very special guest, her mom! Vita is currently a senior living resident who was faced with a choice to move. In this episode, she and Alex discuss some of the difficulties and breakthroughs in the decision-making process.
Learn more about inspiring change at sherpacrm.com.
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In this episode, Alex talks with Anthony Iannarino, entrepreneur and writer of The Sales Blog. They investigate the innerworkings of successful selling, including developing discipline and approaching selling from a point of discovery, about yourself and the client.
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Alex is back with Casey Jackson, Executive Director for The Institute for Individual and Organizational Change. The topic is still on empathy, but with more specific applications and approaches to senior living sales.
If you loved what you hear, take a look at the upcoming Empath retreat December 6-8 in Santa Barbara where Casey will be speaking.
Stay heroic!
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In this inaugural episode, Alex speaks with Casey Jackson, a trainer and consultant who has worked with organizations including The Institute for Individual and Organizational Change, where he serves as Executive Director. The pair explore the relevance and importance of empathy in senior living sales. Stay tuned for Part 2!
