June 16, 2025
Everyone Plays a Role in Senior Living Sales
Sales isn’t just for the sales team. In this Senior Living Minute, Heather TerHark shares why every team member plays a role in moving families forward.
By reframing sales as storytelling and service, rather than pressure, she demonstrates how engaging authentically with prospective residents can transform lives and enhance the entire community.
Transcript: Everyone Plays a Role in Senior Living Sales
Everyone is in sales because there’s a story to be told by every one of our team members.
It takes practice. It takes training because the first thing that they’re going to say to you is, ‘Don’t do sales.’
But what they don’t understand, especially in senior living, is that sales is about telling their story. It’s about being a resource, and it’s about helping these individuals make life-changing decisions.
Once you take away that concept that it’s like car sales, that what we do in senior living is a very different type of sales.
When we help a new resident move in, or when we sell our community, we’ve changed a life for the better because we know how much more they can achieve by coming into our community and what it can do to transform their life.