Sales and Marketing/Customer Service Examinations

Sales and Marketing Examinations
Sales and Marketing Examinations 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 processes, including the review of competitive offerings and pricing, lead generation, lead management, and sales execution. The unique report provides a grade for all functional areas of sales and marketing with prescriptions for improvement.  We offer one and two day examinations.

Customer Service Examinations
Customer Service Examinations result in a unique report indicating the priority areas for improvement, and specific prescriptions for each area. The Examination includes review of customer interactions with each department including reception, dining services, housekeeping, activities, transportation, business office, health services, manager on duty, and community leadership. We offer one and two day examinations.

Sales/Customer Service Performance Improvement

Sales Performance Improvement
Sales Performance Improvement programs are customized for each client based on the specific product offered including assisted living, rental independent living, and entry fee/life care. Customization is based on a survey of the sales team and leadership group to determine areas most needing improvement, then applies best practices for senior living sales and marketing. One of the most important benefits of this unique performance improvement program is a 10 week follow-up process with the sales team members which reinforces the learning and provides consistency with use of best practices.



Customer Service Improvement
All staff members sell everyday! Any resident can choose to move out or provide negative word-of-mouth based on their satisfaction with the services they receive. On the other hand, highly satisfied residents refer their friends.

Customer Service Improvement includes sessions with each department including reception, dining services, housekeeping, activities, transportation, business office, health services, manager on duty, and community leadership. Best practices for each area are provided in the sessions. Like with the Sales Performance Improvement program, follow-up with leadership and each department head reinforces learning and provides consistency in high quality service.

Strategic and Tactical Marketing Plan Development

Developing an actionable Marketing Plan is critical for success in today’s tough business environment. We have developed a process for developing plans that won’t sit on a shelf but will be implemented because of the way they are able to be accessed by management and sales team members.  Our unique Marketing Strategies Progress Report helps insure that plans are monitored on a monthly basis.

The Marketing Plans include the following sections:

• Current Situation
• Internal Analysis
• External Analysis
• Mission/Vision/Purpose
• Goals
• Strategies and Tactics with Action Plans
• Quarterly Marketing Communications Plans
• Personal Selling Plans
• Competition Analysis and Response Tool
• Marketing Budget
• Marketing Strategies Progress Report

Leading Edge Internet Based Lead Development Program

Hunsicker Consulting is privileged to exclusively represent the provider of a trademarked leading edge marketing program called Level 10. This is a program that through Direct Mail and Personalized Websites allows communities and prospects to connect virtually. It gives the community the ability to learn in real-time the prospect’s interests, motivations, and timing of future lifestyle and residence changes.

One of the major benefits is that it actually reduces the marketing costs for communities because of its targeted approach with direct mail, electronic response mechanism, and reporting systems.  Utilizing Level 10 allows for reductions in investments in other conventional marketing media with significant improvements in tracking your ROI.

Sales Training

We are known for conducting highly effective and entertaining sales training services. Rick Hunsicker was instrumental in leading and partnering in the development of the sales training programs at all three of the major senior living organizations where he held corporate leadership positions. He also delivered many of the training programs.

Sales training is provided for corporate senior living organizations, including training for new team members and at regional or national sales meetings. Training is also available for individual communities. The sales training program is customized for the specific needs of the client.

Additionally, much of the content at the Advanced Senior Living Sales Seminars is focused on development of selling skills.  Check the seminar schedules and agenda to learn more about the Advanced Senior Living Sales seminars.

Sales Management Training

We provide specialized training for those responsible for leading and managing the sales and marketing process for a community or corporate organization. Based on 25 years experience in leading and managing sales and marketing regional directors, marketing directors and sales people, this training will help both new and experienced sales leaders. Executive Directors and operations leaders also benefit from this training, especially for communities where the Executive Director is the sales leader.

Corporate Marketing Department Organizational Development

Based on Rick Hunsicker’s experience in helping to organize and develop the sales and marketing departments of Marriott Senior Living Services and Greystone Communities, we offer advisory services for profit and not-for-profit senior living organizations that need to restructure their department.

Helping these organizations assure that the right roles and functions are appropriately structured and staffed to provide strong and efficient support to the communities they serve is the outcome of these services.

Talent Acquisition and Careers Services

Through our industry contacts, we can help organizations obtain leadership and sales talent for their communities and corporate organizations. 

Our SellingSeniorLiving.com website soon will have a new careers section where individuals can post their resumes, and communities and corporate organizations can post their openings.

Seminars and Speaking Engagements

Seminars and Speaking Engagements that increase knowledge and develop skills of community leadership and sales professionals are conducted throughout the United States under the sponsorship of Hunsicker Consulting, corporate clients, and industry trade associations. Presentations for regional or national sales conferences on selected topics of interest to those needing to enhance revenue are customized to meet the client’s needs.

Prospect conditioning seminars help prospective depositors and residents become educated and comfortable with the idea of moving to a senior living community and help set up one-on-one presentations with the sales team.

Realities of Real Estate Seminars are very important in light of the housing market in many areas today. These seminars help potential residents see and understand the reality of their real estate situation, especially as it relates to the value of their home today and the "hold or sell" decision. Additionally, these seminars help the sales team develop best practices to overcome this major sales obstacle.