At first glance, the retirement living industry seems to be just an offshoot of real estate. Well, it is…and it isn’t. In fact, it’s a much trickier field with lots of hidden thorns to catch the unwary. Achieving sales results in retirement living takes a completely different, perennial mindset. Your aim is to nurture a steady, long-term relationship with the client to achieve – and then keep – a sale. After all, unlike real estate, that sale can wither on the vine at any time, right up to settlement.

Accordingly, general sales programs just don’t offer the necessary knowledge, understanding or sensitivity to deal with this scenario. Not surprisingly, many operators have been pleading for guidance and we’ve found compelling industry support to develop a specialised retirement living sales-training program to raise a better crop of effective sales professionals.