In this conversation, Nick Jasmon, Vice President and Partner at Elevate Senior Living, discusses the importance of empathy in the sales process within the senior living industry.
He emphasizes that the sales experience should be more than just a transaction; it should be a supportive journey for families during a challenging time.
The discussion covers the need for collaboration between sales, marketing, and operations to create a seamless experience for prospective residents.
Nick shares insights on how to involve the entire team in the sales process, the role of marketing in shaping messages based on sales feedback, and the significance of maintaining a fun and engaging atmosphere in sales.
Ultimately, the conversation highlights the emotional aspects of selling senior living and the importance of building genuine connections with families.
Takeaways
- Empathy is crucial in the sales process.
- The entire team should be involved in the sales experience.
- Sales and marketing should work closely together.
- Transparency builds trust with prospects.
- Salespeople should focus on listening and understanding.
- Creating a fun environment can enhance team morale.
- Sales success relies on collaboration with operations.
- Understanding family dynamics is key in sales conversations.
- Salespeople should control what they can control.
- Building relationships early can ease the transition for new residents.
Topics
- 00:00 Empathy in Senior Living Sales
- 12:59 The Importance of Team Collaboration
- 20:47 Marketing's Role in Sales Success
- 23:51 Aligning Sales and Operations
- 34:04 Keeping Sales Fun and Engaging
Playback options
A PODCAST OF UNLOCK HEALTH
The Move In Senior Living Marketing
Redefining the Senior Living Journey: Empathy, Sales, & Culture (with Nick Jasmon)
August 12, 2025 • Episode #32
A PODCAST OF UNLOCK HEALTH
The Move In Senior Living Marketing
Redefining the Senior Living Journey: Empathy, Sales, & Culture
with Nick Jasmon
Aug. 12, 2025 • Episode #32
Clip 1 (36 sec.)
Small signals can make or break trust. Learn how to spot emotional cues and guide prospects through difficult decisions with more empathy and intention.
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Unlock Health • The Move In: Senior Living Marketing Podcast
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Clip 2 (34 sec.)
The right question can open the door to trust. Discover the soft, high-impact questions top salespeople ask to understand what really matters to residents and families.
Clip 3 (44 sec.)
Floorplans don’t close deals. Emotions do. This clip breaks down why empathetic, open-ended questions lead to faster move-ins and stronger resident relationships.
“If we can’t show our prospects at the beginning of the process that we’re going to support them, why would they think we’ll do it after they move in?”
More clips from this episode are available here.
Nick Jasmon
Vice-President/Partner
Elevate Senior Living