Too much management, not enough leadership. That’s what my guest, Shane Ness, Regional Director of Sales at MBK Senior Living, and I believe is the root cause of low occupancies from a sales perspective. In this episode, Shane and I explore the real secret to building trust and relationships with the sales team, a two-day “Tour Development Sales Training” he swears by for improving census fast and ways to connect person to person, heart to heart, rather than getting swept up in the busy-ness of sales. Together, we unpack what empowerment really is: asking from a place of curiosity, setting healthy boundaries, relentlessly sharpening emotional IQ. Shane even gives listeners a three-part approach to driving the sales effort while still putting people first. Listen now!

 Learn more about Shane and his team: www.mbkseniorliving.com

Read the about the sales training referenced: www.bigbuzzinc.com/crista-senior-living-case-study