"I found Mr. Hunsicker’s training to be extremely beneficial. The information and practices presented and demonstrated were detailed, relevant, and most importantly, simple enough that someone could implement them immediately and have an impact on their personal production and bottom line of their organization within minutes of returning to the office. The training program would have been a value at twice the price. However, it was clear that this program was Mr. Hunsicker’s passion and not merely another strategy for a trainer to make a quick buck putting on a seminar when he didn’t have another client to work with that day…"

Ted Mong
Director of Sales
National Church Residences

Sales and Marketing Examinations (often referred to as Marketing Audits) result in a unique and simplified actionable report to the owner/sponsor/manager or financial institution based on a thorough assessment of the sales and marketing program and processes, including the review of competitive offerings and pricing, marketing communications, media & website, lead generation, lead management, and sales execution and sales management. Over the last two years we have conducted several of these examinations for large and small for-profit and not-for-profit managers, owners and sponsors, as well as for investors considering community acquisitions. We offer one and two day on-site examinations with both immediate verbal on-site feedback as well as a written report with check-list style recommendations for improvement. Due to the high demand for these services, it is recommended that they be requested at least 6 weeks prior to the final report due date.

Celebrating Life!

As many of you know, I received the Gift of Life on New Year’s Eve 2007 in the form of a Heart Transplant. Part of my celebration of this new life, and a special birthday at the end of the June, I accomplished a few of my “bucket list” items the last weekend of June.

On Saturday, June 26th I went Skydiving and on Sunday, June 27th I got to drive a Richard Petty NASCAR race car 135 MPH at the Texas Motor Speedway. I only tell you this to encourage you to do the things you really want to do before it’s too late, like it almost was for me. We all work so hard, but we also need to take some time and play hard too!

Check out my crazy experience of jumping out of an airplane at 13,500 feet!

In this newsletter you’ll find information about Senior Living Talent and the continued rapid growth of this part of our business, as well as some interesting conflicting views on the real estate market. We’ll also cover the 3rd part of being prepared to prevent sales objections.

Rick Hunsicker
RickHunsicker@hunsickerconsulting.com
214-906-3801

Senior Living Talent

Now 4 months into this new area of our business, our recruiter Darren Arnett has already helped one of our clients acquire the talents of a proven sales professional and we have several active searches underway for additional sales professionals as well as Executive Directors and other operational leadership roles. If you know of proven operations leaders and sales leaders that would like to move up in their career, contact Darren Arnett at Darren@SeniorLivingTalent.com today!


What to believe about the Real Estate Market?
Written by Rick Hunsicker

How things change – we wanted you to see the ups and downs of anticipating the real estate recovery by two conflicting messages – one from Kiplinger and one from Zillow.com.

Watch my video to hear more about my thoughts on how to deal with the current real estate situation and also watch an interview with Zillow's COO, Spencer Rascoff on Fox Business.


Overcoming Objections – Part 3
Written by Rick Hunsicker

Overcoming Objections is one of the most popular parts of our sales training seminars and services. In fact, recently one of our attendees with an extensive sales and sales management background from another industry asked me why we devoted so much time to this area. He asked about the amount of “discovery” training vs. the amount of “overcoming objections” training. I told him that my experience is that many people in the industry are pretty well focused on trying to discover the prospect’s situation through the discovery process, but that when it comes to overcoming the toughest objections, many are ineffective in this area. So, for the next several newsletters we’ll provide you some tips on overcoming some of the typical objections we hear in the business.

In last month’s Newsletter, we discussed some ideas on how to “prevent” some of the typical objections by being well prepared for your presentations. (Notice I didn’t use the term “tour.”) There are three types of preparation; personal preparation, collateral preparation and visit preparation.

Last month we covered Collateral Preparation. This month I’ll discuss Visit Preparation.

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