The Activated Visits Training Program
Lauren Rosen Senior Advisors is launching our “Activated Visits” training program! This is a two-day training program opportunity for a sales team to hone their skills in providing an activated visit in lieu of the typical ho-hum tour. In this program, we offer on-site, activated visit training, hands-on practice, and post-training support.
To kick things off, we require an introductory call where we review the services in more depth, make introductions, and outline the overall training plan. After setting the schedule for the on-site training sessions, we’ll travel to meet your team on-site, beginning the two day program. We recommend that operational leaders, such as the executive director and the life enrichment director, attend all the training sessions in addition to any sales team members who will be leading the activated visits.
The first day of on-site training will introduce your team to key concepts, teaching them how to prepare for the visit, carry out effective communication with the operational team, and emphasize the importance of engaging both residents and team members in the post-visit follow-up.
Following the information session, participants will walk through the community with the LRSA team to apply concepts learned in the sessions and bring the visit to life. This hands-on experience can help participants practice applying their knowledge without the pressure of a real prospect being brought into the mix before they feel ready.
The LRSA team will also walk the tour path and identify, with fresh eyes, areas for improvement that a customer may notice during their visit. The report will include an outline of these improvement areas with photos so that team members can address them and make any necessary changes. Sometimes we fail to notice things that could be improved simply because we become so used to the environment. We don’t realize a small change could positively impact a prospect’s first impression because we don’t even see the disturbance.
The second day of the training program includes a mock visit and debriefing session. Unlike the practice walk through from the first day, team members will conduct a mock visit as they would for a prospective resident, with the LRSA team there to provide guidance and support. Following the mock visit, there will be a debriefing session where LRSA will evaluate performance and outcomes.
Don’t worry, after the two-day training session, LRSA will still offer additional post-training support as the team works with a live hot/warm lead. An additional follow-up debrief will take place following the visit to assess how the activated visit approach was applied and review the results achieved.
This plan can be tailored to work into a sales conference for the team or be a stand-alone training for a team to improve their skills. It would also be a great tool to introduce to a new team member who was just learning the sales process for a community.
Any community can benefit from incorporating activated visits into their sales process. Interested in learning more about how this training program could help your community? Call us today at (919) 797-5227 or email Morgan at morgan@lrsainc.com!
