Slide 44
“The reason I am calling is that I know you were here last week for our luncheon and you were really able to get familiar with The Heritage. Well, there are a couple of great events/activities going on this week. It’s a really great opportunity for you to become even more familiar with the community, better engage with residents, and get a feel for what it’s really like to live here. The first thing is we’re having a golf outing at Flying Hills across the street on Saturday, it’s a charity event raising money for The Believe In Tomorrow Children’s Foundation and I know you love to golf. I’ll be happy to pay your entry fees. And the other thing I was thinking about was, and it’s very simple, is movie night on Friday night, which works best for you? Friday or Saturday night?” “Wow, that sounds exciting but I really can’t make it” or “thanks, but I have already gathered all the info I need for right now.” These are objections or conversation stoppers. So, you will go “I understand, well, since I already have you on the phone do you have a quick minute for me to ask just one more question …” Then go into another open ended question.
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