Description or Job Summary:

The Senior Living Counselor is a sales professional who presents and sells the community lifestyle to the prospective resident ? from initial lead through closing ? leading to deposits and gains in occupancy. This individual is responsible for meeting with prospective residents through telephone contact, personal appointments and will apply effective sales techniques which include a thorough discovery process, consultative and relational selling practices.

This effort includes both conducting and monitoring measurable sales goals for calls, appointments, event attendance, deposits and occupancy for the community. The Senior Living Counselor is responsible for achieving (meeting or exceeding) reservation and move-in goals which advance occupancy for the community.

• Transports prospects within a reasonable distance to and from the Information Center.
• Call on prospects in their home.
• Make evening or weekend appointments if necessary to close a sale.
• Works primarily indoors in a climate controlled setting.
• Possible exposure to unpleasant odors.
• Possible exposure to chemicals as identified in the MSDS Manual.
• Continuous exposure to clients and/or family members who may be under stress.

Responsibilities:

The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned.

• Generate sales referrals from potential resident and community contacts
• Respond to requests for information in a timely manner
• Provide accurate reports to all appropriate parties
• Maintain regular contact with existing leads and prospects
• Achieve the community sales and move in goals
• Exceed hospitality and service standards
• Follow the Sales Process
  • Prospecting
    • Interact with all leads whether provided through advertising, public relations, referral, or personal contact and to turn those leads into depositors and residents of the Community through the use of professional selling skills including but not limited to outbound sales calls, in-person sales presentations, event participation, and group presentations
    • Greet all visitors pleasantly and professionally presenting a very positive image for the Community
    • Address specific customer preferences and priorities to guide them to commitment
    • Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals
    • Maintain REPS data base effectively and in a timely manner with all inquiries

• Discovery process
  • Skillfully interview prospects or their representatives to ascertain how the Community will meet their needs
  • Know and be able to explain the benefits of residing at the Community
  • Record all information obtained during the interview process and accurately input data in the REPS data base

• Presentations
  • Conduct effective sales presentations that inspire customers to take the next step in the sales process

• Closing Skills
  • Influence closing through sales messages, presentation techniques, facilitation methods and relationship management

• Retention
  • Execute thorough follow through to be able to retain all sales and move prospects forward to move-in
  • Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact

• Data Management and Tracking the Customer Journey
  • Operate prospect-tracking system (CRM) and possess strong personal computer proficiency
  • Maintain effective hot lead list which provides forecasting opportunities to know and reach monthly sales goals