This presentation covers the critical role of selling in the senior living industry. Not "Marketing to the Collective" but "Selling to the Individual." Research is quite clear - if you want to fill your home, stop marketing and start selling! We will take a deep dive into the "state of our industry," discuss how the time we are in right now is our great opportunity and discuss the causes behind our industry's occupancy decline. We will also examine the basic behaviors and skills that we must develop and more importantly, utilize, if we are to serve more seniors and their families. In the workshop section of this presentation, we will take an even deeper dive into these behaviors and skills and practice the implementation of both. Learning Objectives: As a result of attending this session, participants will… 1. Learn atypical selling behaviors and skills to quickly establish relationships of trust to grow occupancy and revenue. 2. Understand effective communication skills to apply to situations in participant’s professional and personal lives. 3. Discuss unique ways to first fully understand and then to successfully address the needs of all of our customers, both internal and external.