Senior Living Sales: What Mystery Shops Reveal, with Libby Lauer
In this episode of the Move-In Senior Living Marketing Podcast, host Larry Williams speaks with Libby Lauer from Senior Source Consulting Group. Libby shares her expertise in senior living sales, mystery shopping, and customer experience. Key topics discussed include the discovery process's importance, pricing transparency, avoiding generic building tours, and addressing concerns thoroughly before saying goodbye. Libby emphasizes the significance of creating trust and value through understanding prospects' needs and providing personalized, human-centered interactions.
00:00 Introduction to Trust and Value in Senior Living Sales
01:28 Welcome and Guest Introduction
01:55 Key Topics in Senior Living Sales
02:12 Libby's Background and Expertise
02:28 Challenges in Senior Living Sales
05:06 Libby's Mystery Shopping Process
10:19 Importance of Discovery in Sales
17:08 Discussing Pricing Transparently
22:35 The Right Way to End a Tour
26:55 Final Thoughts and Advice
29:43 Key Takeaways
