You are Sales Pros so I don’t need to tell you how important every second with a prospective customer is.

You’ve probably read or heard about Margaret Wylde’s (http://www.promatura.com/) research: feeling at home is the number one contributor to high resident satisfaction in both independent living and assisted living.

Hmmm … we’re asking people to give up their home and exchange it for community living, aren’t we?

Might it be best to make our prospects feel at home?

Of course.

More from Margaret

“… the first few minutes in a community -- you lose most of your customers in that time period,” Margaret Wylde said at an Argentum conference (https://seniorhousingnews.com/2012/05/17/what-senio...

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Our team of experts are hitting the floor at the 2018 International Builders' Show! We will be hosting 3 cutting edge presentations, 2 education sessions, and 1 Master Session throughout the week. Come meet the team and be sure register today!
https://www.buildersshow.com/Home/

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For the first time ever, three industry experts are coming together to give a presentation that will be talked about for years to come. Register now, tickets are running: https://www.buildersshow.com/Search/EducationSession.aspx?id=554794

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Builder Magazine consulted with our Creative Director, Lauren Jordan, about the great debate in bathrooms: shower or tub.

"Millennials and Gen Xers are into functionality', and if they’re not going to use the tub frequently, they’re going to eliminate it altogether," Jordan explained.

Read the full article at: http://www.builderonline.com/design/consumer-trends/the-great-bathroom-debate-shower-or-tub_o

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Builder: M/I Homes, Design firm: Builders Design

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Schedule an appointment with us today to learn how our expertise in the areas below will ultimately drive your new home sales!

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Builder: M/I Homes Design Firm: Builders Design

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You opened this post so I know you are a professional and I don’t need to tell you why underestimating your prospects is so detrimental to your success.


But, as Atul Gawande so powerfully described in his book, The Checklist Manifesto, How To Get Things Right, http://atulgawande.com/book/the-checklist-manifesto/ top professionals use checklists.

Here is my Never, Ever, Underestimate Older Retirees Checklist.

Your prospects are not:

  • cute, adorable, or precious;
  • a bundle of needs;
  • stuck in their ways;
  • card-carrying, stereotypical members of any “generation” – GI or silent;
  • problems to be solved;
  • irrational about running out of money;
  • without aspirations;
  • full of fear;
  • necessarily hard of hearing;
  • needing to be told “this is where we eat” when you show them a dining room;
  • seeking “activities;”
  • enamored by being called “honey” or “you guys;”
  • cheap; or
  • beyond making major contributions.

What did I miss? I appreciate your comments.


Please email me at DRexford@BuildersDesign.com or give me a call on 443.717.4061. I’d like to learn more about what you want to accomplish.

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Builder: Van Metre Homes Design Firm: Builders Design

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