2.  History – Illegal to Advertise  History – Taboo to Advertise  History – Taboo to Sell  History – Taboo to Sell Openly  Today – You Better Sell  Aligns with the titles we give – Coordinator, Concierge, Advisor, Adviser, Salesperson

3.  Sell – Sell – Sell – 60-80% In-Office Close Ratio  Compute – Absolutely Tenacious on the Computer  Dial – Own the Phone – Love the Phone – 90% of the sale is made here!  Deliver Results – at least $1.5 Million/Year

4.  Paperwork – Delegate, Delegate, Delegate  Manage  Events  Mailings and Email Blasts  Marketing  *** Exception: Hybrid Managers Must Prioritize

5.  That is a different speech but:  Come talk to me  You may have her/him – just provide training  Spend $$$ - A+ Ads, A+ Sources  Hire for sales talent and experience, not industry experience  Listen to and read talks and articles – podcasts, windshield time

6.  Don’t forget there is business on the table  Don’t invest in web or marketing before training your people  Don’t make assumptions, run actual stats  Don’t take clichés and limiting beliefs as fact:  “Service” Oriented is different than “Sales” oriented  “Aging-Face patients take more time to decide”  “We need weekend hours for people who work”  “He is a used car salesman”

7.  Sales  Sales Professionals  We are already surrounded by sales  Phone and Email Communication  Decisions Made Virtually  Pride in Sales and Marketing – Educate and become the expert:  Newsletters  Podcasts  Training Seminars like this  Invest – This is your profession