Summary
In this episode of From Leads to Leases, Jerry Vinci talks with John Greaves, Owner of Next Step Sales Management, about how to stop wasting leads on training and start empowering sales teams with purpose-built practice. John introduces the Senior Living Sales Practice Studio, an AI-driven simulation tool that gives sales counselors a chance to rehearse real conversations, receive actionable feedback, and become prospect-ready faster. They dive into role clarity, onboarding gaps, the future of AI in senior care, and how customized platforms can reduce regional burnout while driving measurable outcomes. This is a must-listen for leaders who want to train smarter, not harder—without losing the human element.
Takeaways
- Sales training is often misunderstood and undervalued in senior living.
- Role clarity is essential for maximizing sales performance.
- AI can help sales counselors practice and improve their skills before engaging with prospects.
- The Senior Living Sales Practice Studio provides a safe space for sales training.
- Sales counselors should focus on face-to-face conversations with families.
- Measurable outcomes are crucial for assessing sales training effectiveness.
- Storytelling is a powerful tool in sales conversations.
- Sales counselors need to be subject matter experts in their market.
- The sales process is evolving, requiring adaptability from sales counselors.
- Building relationships with other communities can enhance trust and referrals.
