Topics Discussed and Key Points:
- Why Julie decided to write a book specifically about the Regional Director role
- How Regional Directors can develop productive relationships with different departments
- How Regional Directors can plan their site visits in a way that is appropriate and adds value to all parties
- How Regional Directors can create a system for higher conversions and set expectations with their team
- Julie’s three-person coaching model for effectiveness
- Why the senior housing lost/mismanaged lead statistic has not improved since 2007
In today’s episode, Debbie speaks with Julie Podewitz, Chief Sales Officer at Vitality Senior Living and author of the 2021 book Solving the Occupancy Puzzle: A Senior Living Regional Director Sales Playbook.
Asked why she chose to make the Regional Director the focus of her book, Julie says that this is “the role that has the most impact and the role we give the least attention to.” Julie has observed through the course of her career that “Regionals fail because of the lack of systems, the lack of specific expectations, and the lack of training and coaching.”
Julie speaks on the importance not only of communicating, but also of accountability between the Regional Directors of different departments, from sales and marketing to community relations. She also reminds Regionals to make it a point to “maintain their advisor status” in their interactions with prospects, taking care not to cross the line into friendship.
The value of connection extends to one’s strategy for converting prospects. “We’ve got to go back to those basics to build value and connect.” Similarly, Julie emphasizes that Regionals focus on one strategy at a time and double-down on it instead of spreading themselves too thin.
“The quality of your questions will determine the quality of the information you’ll receive.” Practicing these conversations is key, and the best way to practice is through regular roleplay. Julie describes her three-person coaching model for more effective roleplays, in which each of the three take turns (one permutation per training session) assuming the role of customer, sales counselor, or coach.