A Revolutionary Guide to Selling Seniors Housing & Healthcare

By Bestselling Author Traci Bild

The new blueprint for success in filling your

Senior Living Community to 100% capacity…

Thanks for taking a moment to learn more about Zero Lost Revenue Days.

In 2009, we helped over 100 seniors housing communities (US & Canada) grow occupancy, on average, by 9.3%. While most providers saw occupancy decline and experience massive financial losses, our portfolio of coaching communities thrived!

I’ve got a personal secret. One that could make YOU more successful than ever this year…

In a moment, I’ll tell you exactly what it is.

For now let me just say…It has to do with a completely new way of approaching Seniors Housing and Healthcare sales. Some people call it a new “blueprint for success…for a post-recession era of selling senior living.”

When I first developed this blueprint, close to a decade ago, I was new to the seniors housing business and came in with a curious mind. I kept asking, “why?” Why are communities not filled to capacity? Why are people settling for budget when they can maximize occupancy and experience Zero Lost Revenue Days (a term I first heard from my guru friend Jayne Sallerson)? It sounds crazy, but providers are (and have been for years), leaving millions of dollars on the table for competitors to freely take. This book will forever transform the way you look at seniors housing sales and the expectation you have of the Executive and Sales Directors responsible for generating revenue.

Communities who have used my blueprint, from California, to New York… Ohio, to Clearwater… and Canada… were whispering about the sales generating power of this “scientific approach” to filling their buildings, as well as the increased revenue, bonuses, and most of all lives changed due to the ability to demonstrate real value to prospective residents.

Our industry has been severely afflicted by people who hide from the fact that what we do is “Sell” seniors housing services. This is something to be proud of, not ashamed. As a result, we have Marketing Directors acting as customer service agents when the reality is they are responsible for the bottom line of the community and need to be equipped with the tools needed to effectively sell (and they are desperate for them). Sadly, Marketing Directors and many of their managers believe they simply know what to do- If that were true, occupancy would be increasing, not declining. It is time for a REVOLUTIONARY APPROACH TO SELLING SENIORS HOUSING AND HEALTHCARE. It is time to raise the bar and transform the experience people have when considering our services: A few examples…

RAISE THE BAR ON SALES EXPECTATIONS…

IF A BUILDING IS NOT FULL THERE IS A CLEAR REASON, STOP MAKING EXCUSES AND START IMPLEMENTING SYSTEMS…

EVERY LEAD IS A HOT LEAD. ALL THEY WANT TO KNOW IS IF YOU’RE A FIT…SO STOP PRE-JUDGING PEOPLE AND PUTTING THEM IN A PRECONCEIVED BOX!

The creator of this blueprint - called Zero Lost Revenue Days: A Revolutionary Approach to Selling Seniors Housing & Healthcare - I am the bestselling author of 7 Steps to Successful Selling and have been featured on Fox News, CNN, ABC, as well as in Newsweek, The Wall Street Journal, USA Today and more for my sales expertise within the Seniors Housing industry. So long as you are willing to use this “blueprint,” you too can experience the record success others are so excited about.

Having committed 100% of my business to the Seniors Housing industry for close to a decade, never did I learn and grow so much as I did over the past two years. For my clients, my coaching team, and myself, the recession was the opportunity of a lifetime, to learn, adapt, and grow. While communities throughout our industry saw occupancy decline nationwide, we saw buildings continue to fill and our entire portfolio of communities (100+ per week in our coaching program), grow on average, by 9.3%! So I thought, why not share my blueprint with those who do not have the benefit of our coaching? Thus came, Zero Lost Revenue Days. I believe our industry is finally ready! It’s time for a quantum shift in thinking that just might take our industry to the next level…and that is exciting!

Communities who put the blueprint to work (not just think about it but do apply it) see instantaneous results in their sales efforts. Profoundly good results (I’ll tell you exactly how good in a moment.)

And now I firmly believe that this book can do the same for you. If you’re looking to reach the next level in your seniors housing business, or in life, this is the simplest and fastest way to get there. At least that has been my experience and that of our many clients.

“The First Major Shift in Business Thinking In a Decade Within Our Industry”

As you’re about to discover, Zero Lost Revenue Days lays out a completely new approach to selling seniors housing and healthcare.

Our bottom line increase was over $2,000,000.00. Hiring Traci Bild was one of the best things we ever did for our Company! Julie Callender, Sr. V.P. Bethesda Adult Communities

It’s so practical and sensible that anyone with an average intelligence can use this blueprint to fill their building and in turn, experience zero lost revenue days- imagine!

But how can it be so powerful?

Because Zero Lost Revenue Days represents the first major shift in business thinking our industry has seen in at least a decade. People are finally ready to change the way sales is handled!

My blueprint has helped start ups, CCRC, IL, AL, MC, ALZ, SNF, and Home Health, experience record sales and revenue.

“Our management company operates twelve assisted living facilities containing nearly 800 units. All our campuses are mostly new within the past 10 years with many in rural, yet competitive markets. We were 80% occupied for the 600 units then under management when we started with Bild Consulting. In the past year, we have expanded about 200 units and during that time, our average occupancy has increased to nearly 95% with several of our properties now at 100% occupancy, zero lost revenue days! The annualized increase in occupancy amounts to over $2,900,000.” Dean Bloemke, President Welcome Home Management, Inc.

How YOU Can Get There Too…

In 4 Easy Stages!

Zero Lost Revenue reveals that blueprint in detail, so you can copy our plan… and our client success… After just 10 minutes with this book, you’ll know how to:

• Transform your mindset from budget to 100% occupancy, nothing less.

• Take a community that has stalled in occupancy and get it moving again…

• Create a sales centered culture where full occupancy is not left solely in the hands of the sales director. To fill, it truly requires a team effort; starting with the Administrator.

• Duplicate your winning strategy in multiple sites so you can fill every room to capacity and create a brand so strong people are clamoring to get in…

Putting just a few of these strategies to work could hand you the “best job in the world” - The ability to impact the lives of seniors in a BIG way, increased revenue to put more employees to work, cash flow to keep your property and services top notch, and increased bonuses to boot!

And you can get there too - in four simple stages - with the plan you’ll discover for the first time in Zero Lost Revenue Days

STAGE #1:

A STEP BY STEP SYSTEM TO CONVERT 75% OF INQUIRIES INTO ON-SITE VISITS

The first stage requires you to do only one thing. It’s not creating a plan. It’s not filing paperwork. It’s not “getting motivated.” Instead you need to… GET PROSPECTS COMING IN THE DOOR NOW! This is the #1 skill factor proven to drive occupancy.

I show you exactly how with ideas such as…

• INCREASE TRAFFIC…without spending an extra dime! You don’t need to run more ads or spend more money. I am going to tell you exactly what to do to get your inquirers excited to come visit YOU in 48 hours or less. You won’t have to “create anything.” Just get ready… trust the system presented… and THEN use it!

• TALK LESS, LISTEN MORE! People ask, on average, just two questions of their inquirers and begin selling. It’s a fact! I will provide you with the exact questions you need to ask to create the emotion and excitement needed to get people to come in and experience your community first hand. Your calls will be shorter, more focused, and you will be more accomplished than at any other time in your career!

• CLOSE 75% OF INQUIRY CALLS TO APPOINTMENTS: Yes, you read that right! While our industry converts less than 45%, you will be closing 75% or more. The best part is I will show you a system that gets people telling you exactly how they want you to close them, it’s crazy! Oh, and you must know how to ASK for the appointment. I will teach you two simple steps that are rock solid and fail proof.

“With Traci’s help, we increased census from 92% to 99%, a Company record and an amazing achievement in our industry!” Louise Franklin, VP Sales, ACTS Retirement Life

• REAL SUCCESS BEGINS WITH THIS SECRET: If you define success by the number of brochures sent and the lead data collected, it’s time to ditch your brochures and devote your attentions to creating TRUE success… that means move ins! Sales directors, NOT brochures, sell! We need enough move ins to fill your building to capacity! NOW…not in a year or two!

These are just a few of the ideas you’ll use to get occupancy trending up, not down. Once you get full you will have the blueprint in place to STAY full and experience the long-term impact of zero lost revenue days!

STAGE #2:

A STEP BY STEP SYSTEM TO CONVERT 50% OF ON-SITE VISITS TO MOVED IN RESIDENTS

In Stage 2, you’ll grasp why those hot leads you are working to close, ARE NOT CLOSING! It’s not a mystery! The fact is, they don’t see the value. What about the real estate market you ask? Far too many people are using this as an excuse: That includes sales directors and your prospective residents. I will show you how to use the proven systems in Stage 1 and apply it to Stage 2 to create a visit experience unlike anything prospects have seen at your competitors with ideas like these…

“”The BILD system addresses the “missing link” in sales training. Our census grew from 90% to 99% Company-wide, in six months, doing NOTHING different than implementing the BILD System for addressing and following up on incoming leads. I recommend this fabulous system to anyone outside our communities MSA!” Philip Scott, President Carlton Senior Living

• Pre-Planned Visits: Get People to Say, “Wow!” Sounds easy, right? Then why is it that not one on-site mystery shop we have conducted has surpassed the simple test of making our shopper go, “Wow!” The fact is that sales directors are just “Showing up” for their appointments and letting the building sell itself. One of our clients went from four to sixteen move ins per month simply by implementing our Inquiry and Visit Planning Systems… You can use this same technique to double your move ins.

• Stand Out…! Everyone looks the same! You and your competitors offer dining, transportation, activities, housekeeping, healthcare services, and more. To a prospect, you all blend together! Find out how to stand out from the competition and become a celebrity in your local market!

• Improve the Odds of Closing on the Next Step by 70%…! Getting prospects back for a second visit dramatically improves your odds of closing. Use our proven technique, called the “One Extra,” to improve the odds of them saying “Yes,” by an additional 70%! Whether your call to action is asking for the deposit, a move in date, a commitment to attend an event, a weekend stay offer, a home visit, or something else- you will see people saying more!

Once you’ve increased the number of on-site visits and built tremendous value as to why they should choose you over your competitors (including their home), it’s time to start the follow up process…yet you want to keep the sales cycle as short as possible!

STAGE #3:

Build an AUTO-PILOT Follow Up System… So No Lead Are Left Behind

Yes you’ve got people flooding through the doors, energy is high… But the problem is, you’re not closing…

The solution? Simply build an “Auto-Pilot” for your follow up strategy and take your personal opinion out of it. Learn a step by step follow up plan like nothing you’ve ever seen.

• FOLLOW UP WITH PEOPLE WHEN THEY ARE INTERESTED! NOT 7-14 DAYS LATER! I have mastered the follow up process and will provide you with a step-by-step system to engage prospects and get them bought into the life changing experience your community can provide. My multi-media approach gives your follow up a sense of purpose and provides clear direction as to “what’s next” for your prospects. You will discover a 30 day to 365 Day turnkey follow up plan.

• STOP THE PAPERWORK TRAIN IN ITS TRACKS! With all the new reporting, data and information out there, some are awash in reports… But as a Zero Lost Revenue Days master, you’ll only need SIX numbers to move toward full occupancy and zero lost revenue days… I will reveal what they are.

• THE ABILITY TO CLOSE IS NOT YOUR PROBLEM… IT’S THE INABILITY TO SLOW DOWN AND DO THE UPFRONT WORK REQUIRED TO GET PEOPLE EXCITED TO BUY! While everyone is pre-occupied with closing skills, I will prove to you that it’s discovery skills that need the most fine-tuning. You can’t get people excited to buy if you don’t know what it is they want. I will show you how to work harder on the front end of the sale versus the back end and provide proven techniques to help combat the effects of the real estate market and declined economy.

THERE’S MORE:

Fall In Love With Your Job Again! Become Present In What You Are Doing Every Day… And Help More People, Generate More Revenue, and Become The Envy of Your Peers

In the sea of generic training seminars on senior care marketing and sales, Traci Bild threw us a life preserver. Her style and program are masterful and I highly recommend them to senior care leaders and anyone else trying to build census, sales and revenues. Barbara Schneck - President Cornerstone Senior Communities

Watch your community take on a life of its own…a fully occupied building, a collaborative team environment, loyal referral sources, and increased demand because everyone wants what they can’t have- YOU! Here is what else you will learn:

• 5 STEPS TO GETTING 5 YES RESPONSES AND BOOKING � OR BETTER WHEN ON THE PHONE SETTING APPOINTMENTS: 99% of all people in sales have call reluctance and fear of the phone: Even if you HATE follow up, these easy steps will eliminate call reluctance and fear of the telephone permanently. Also… quadruple your confidence.

• HANDLING THE BIG OBJECTIONS: I will teach you a solid system for handling the most challenging objections such as: I can’t sell my home, I am waiting on the market to recover, my husband is not ready, I need more time, and more! And this single secret will ensure that you do not let objections stop sales dead in their tracks but instead allow you to use them to create greater value.

• COLLABORATION: You will fill twice as fast by creating a strong team environment where it’s “everyone’s job” to sell. Gone are the days of sales directors being 100% responsible for getting the move ins needed to achieve zero lost revenue days. I will show you how to double the performance of each individual employee every single day.

At this point, the simple plan you’ll have in place will carry your community from where you are today to 100% occupancy. Yet only if you use the information provided.

But we’ve only scratched the surface. Zero Lost Revenue Days is simply brimming with ideas, from cover to cover… and they’re ready for you to begin using in full as of April 1st! Step by simple step!

Book Will be Published on April 1, 2010

 

Our “actual” difference from YE 2004 to YE 2005 was $2,498,785.00 in effective rental income. This is a number I’m thrilled with! Anja Rogers, Senior VP Senior Star Living

Respond today and you’ll be rewarded right away. You’ll receive Zero Lost Revenue Days for just $29.00.

Considering that Traci is paid top dollar to provide these ideas to her clients in the US and Canada, this is a pretty good deal. Considering that this is the exact plan she and her team uses to dramatically drive occupancy at hundreds of properties annually, it looks even better!

My Personal Secret Revealed… PLUS a Guarantee

Now… about that “personal secret” I mentioned earlier? Well, I almost never mention these things in public. But in this case, I feel you should know.

Yes I am the creator of the systems in this book so I know them inside and out. Yet in 2009, I took everything to the next level, leaving no stone unturned. I personally used every single system taught in Zero Lost Revenue Days in my consulting business. It drove our annual sales over 100% in 2009 alone- a record year for our Company!

That’s why I’m willing to make you this rock-solid guarantee:

If Zero Lost Revenue Days isn’t the most powerful program you’ve ever seen for taking your seniors housing community or healthcare business or life to the next level, simply return it and receive a prompt, full refund…

No questions asked… I can’t make it any more “NO RISK” than that!

You have nothing to lose and everything to gain by at least checking out this revolutionary new blueprint for success in the post- recession age of selling seniors housing and healthcare; it will never be the same.

Sincerely,

Traci Bild

President

Bild Consulting & Bild Research Institute

800.640.0688 / TBild@TraciBild.com

Yes Traci! I’m ready to experience zero lost revenue days!

CLICK HERE