Sales Counselor Senior Living

Responsibilities

• Receives walk-in/call-in visitors and uses software systems to identify and contact leads provided by the Business Development Coordinator and current community residents.
• Effectively explains and demonstrates to prospective residents and their families the benefits of residing and receiving care at the community.
• Communicates sales and contractual information and closes contract sales to maintain and improve occupancy levels.
• Solicits assistance of community staff to promote and explain community services, practices, policies, pricing and other information necessary to close the sale.
• Routinely reviews software databases to identify and follow-up on leads from all sources.
• Calls a lead and obtains additional information on personal residential and care needs.
• Encourages prospective residents and families to make wait list deposits.
• Maintains positive and understanding relationships with current residents and their family.
• Encourages their positive promotion of community to friends, acquaintances and family.
• Identifies religious, civic and social groups to which current residents belong to expand referral network.
• Cultivate leads with current residents through positive interaction and interest in activities and concerns.
• Follows-up with resident referrals as identified.
• Explains and promotes the Resident Referral Program to current residents.
• Affords assistance in identifying innovative events and methods to increase visitation of targeted groups.
• Affords assistance in planning, sponsoring, organizing, and executing special events to inform and attract referrals and prospects to visit community.
• Presents and demonstrates the value and benefits of the community for its residents as appropriate to stimulate interest and sales.
• Obtains and maintains knowledge of competitors.
• Communicates community features to best compete with competitor’s strengths and weaknesses.
• May visit competitors’ communities to understand how to best refer and market services and products.
• Conducts personal tours of communities for prospective residents and family.
• Schedules meetings with staff department heads as requested or as deemed necessary to effectively convince potential residents of abilities to meet their residential and care needs.
• Understands needs of potential residents to highlight community features that will satisfy them.
• Explains fee structure in a manner that will be most meaningful and that will clearly reflect the benefits of prospective resident’s choices.
• Explains the physical and financial assessment processes to prospects and coordinates required staff interviews and credit checks.
• Closes contractual arrangements.
• Communicates availability of units and status of waiting lists.
• Obtains necessary personal information and prepares standard, legal documents required for signature.
• Communicates pricing structures and service rates.
• Obtains signatures, required deposits and authorizations for move-ins.
• Affords assistance in coordinating needs relating to logistics of new resident moves including such things as transference of keys, furniture move-in coordination, unit preparation, new resident orientation and welcoming, etc.
• Maintains continued contact to reflect concern and interest for their continued wellbeing and satisfaction after relocation to the community.
• Affords input regarding the development of promotional brochures, videos and mailings as used in networking referrals and marketing to prospective residents.
• Prepares written reports and communicates status of current success in a clear and concise manner.

  Qualifications

  • A Bachelor’s degree or equivalent in coursework and related experience is required.
  • Minimum of five years of progressive experience in the real estate or health care field including experience in such areas as promotion, public relations, or admissions, including a minimum of two years with a proven sales or promotion track record.
  • Prior experience selling or promoting senior residential and health care services is highly preferred.
  • Reliable car transportation with insurance, plus a valid driver’s license.
  • Knowledge of residential, psychological, social and health care needs of seniors.
  • Knowledge of competing organizations’ strengths and weaknesses and ability to maintain this information to maximize sales and occupancy potential.
  • Ability to assist with the development of marketing strategies to compete within the local market.
  • Ability to successfully persuade potential residents and families to make deposits and ultimately move to community.
  • Ability to relate positively with networking sources and provide solutions to perceived needs for their referrals.
  • Ability to explain complex alternative contractual arrangements in a clear, concise and patient manner to prospective residents to best convey the benefits to be gained by their choice.
  • Flexibility to adjust hours of work to the needs of potential residents and referral sources.
  • Ability to develop work schedules, work independently and manage multiple projects simultaneously.
  • Ability to handle multiple interruptions to schedules to meet the needs of potential residents and families.
  • Knowledge of marketing software and the ability to accurately and efficiently maintain lists, reports etc. for effective follow-up use by self and others.
  • Ability to effectively communicate promotional and sales needs and information to internal marketing and support staff.
  • Willingness to follow up with potential referral sources and assist with specific leads as requested.