Getting past the, “I’m not ready yet”

We’ve all heard it at some time. If you’re in any area of senior living you’ve heard it from an other- wise perfect prospect for moving into your community. Those in sales have felt it most acutely. After a veritable symphony of conversations, tours, calls, Q&A sessions, they arrive at a crescendo only to have it fizzle with the words “I’m not ready yet.” The words are a disappointment at least, a threat to your occupancy and bottom line at worst.

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