#68 - The Real Estate of Occupancy: Why the Building Is the Strategy with Evan Petig
Description
Summary
In this episode, Jerry Vinci and Evan Petig discuss the complexities of the senior living industry, focusing on the importance of bridging the gap between sales and ownership perspectives. They explore how understanding product value, optimizing inventory, and pricing strategies can enhance community engagement and performance. The conversation also touches on the future challenges and opportunities in senior living, emphasizing the need for innovative solutions to accommodate the growing senior population.
Learn More:
- Connect with Evan Petig
Takeaways
- The real power move is aligning sales and ownership perspectives.
- Sales teams must understand the product's value proposition.
- Ownership seeks collaboration, not criticism, from sales teams.
- Sales counselors face unique challenges in selling senior living.
- A holistic view of the product includes pricing, finishes, and community engagement.
- Inventory optimization requires data analysis and team collaboration.
- Establishing standards can eliminate objections in sales.
- Trust and value are critical in driving decisions in senior living.
- Celebrating small wins can build momentum in turnaround situations.
- Innovation and testing are essential for long-term sustainability in the industry.
Chapters
00:00 Introduction to the Podcast and Guest
03:52 Bridging the Gap Between Sales and Ownership
13:40 Holistic View of the Product in Senior Living
18:22 Inventory Optimization in Senior Living
24:05 Success Stories: Aligning Product and Pricing
29:31 Key Signals for Property Turnarounds
37:20 Innovative Solutions for Housing Older Adults
Keywords
senior living, sales, ownership, marketing, inventory optimization, pricing strategies, community engagement, leadership, future of aging, senior care
United States
