In this section, we discuss sales relationships: how to start them, how to grow them and how to keep them rosy. And then there’s the c-word: commitment. What does it take to convert a lead to a sale? As in any relationship, it’s all about good communication.

Are you looking for love in all the wrong places? Or just barking up the wrong tree. Don’t despair. Here’s where we share the love and give you some of our top tips on how to increase the number of quality leads for your retirement village, even if it’s not in the first blush of spring. Love might come to everyone. But leads won’t. So we’ll show you how to create a plan of activities that will bring them a-running.

Ever wish there were more of you to spread the word? Well, cloning may still be a long way off. But you can do the next best thing and create unpaid apostles who’ll happily sell your retirement village for you. Where are these wonderful souls? Alleluia! They’re all around you. Or they should be. They’re the residents who are so happy not just with their retirement village but with their sales experience, they generate referrals and act as peer influencers. We’ll also show you how to identify other key networks and leverage them to build a congregation of the faithful.

Time can weary any relationship. Especially one that lasts as long as a retirement village contract. If the tired, old tricks are wearing a bit thin, your client might be susceptible to the advances of some lounge-suited Lothario from your competition. So how do you keep the once-bright embers of passion for your village alive long enough to reach settlement? Like in any relationship, the answer is create trust and listen to what the other person is actually saying. So we’ll give you our little secrets on spicing things up with some new moves to stimulate sales and increase your conversion rates.

With retirement villages so highly regulated and the clients – quite rightly – so well protected, it doesn’t take much for a commitment to turn into a cancellation. But it also doesn’t take much to make sure that happens as little as possible. It’s all about keeping those good vibrations – and communication – flowing. We’ll let you in on our secrets to running an effective client management system and keeping an up-to-date listing of prospects. Learn strategies for alleviating anxiety and nursing nervous nellies.