It’s About Time! A One On One Sales Academy Podcast

oneononesalesacademy
  • 5.0 (2)
  • Education

Sales Academy Chief Learning Officer Reed Davis invites guests to explore a more human approach–Prospect-Centered Selling®–to drive meaningful results for senior living operators as well as prospective and current residents. For video versions of the podcast, Master Classes, webinars and much more, visit us at oneonone.com. 

  1. 10h ago

    Keith Kohler: Curiosity Before Conclusions in the Sale

    Reed Davis welcomes Keith Kohler, leasing counselor at The Gatesworth Communities, to explore how the principles of Prospect-Centered Selling® (PCS) come to life through genuine curiosity, empathy, and meaningful connection. Meaningful discovery reveals a prospect’s emotional readiness for the sale Build connection and trust by listening to learn, not listening to sell Let go of the outcome and help prospects move forward at their own pace

    Keith Kohler: Curiosity Before Conclusions in the Sale

  2. Oct 20

    Larry Williams: Thriving Under Sales Pressure

    Sales results can be data points and not a measure of your identity, worth or ability. Embracing vulnerability and opening honest team conversations reduces pressure and isolation Coaching helps protect energy, set boundaries, and focus on what we can control.

    Larry Williams: Thriving Under Sales Pressure

  3. Oct 6

    Evan Kuo: A Sales Strategy Built on Trust

    Treat the pipeline as people to understand, not numbers to move. Build trust through honesty, genuine care and consistent “no-ask” value. Use technology to support selling—but keep human connection at its center.

    Evan Kuo: A Sales Strategy Built on Trust

  4. Sep 25

    Kimberly Wilkinson: Lean Into Listening for Better Sales

    Turn every tell into a question to uncover what’s really driving the prospect. Match follow-up to the consumer journey instead of treating every inquiry equally. Listening, empathy and curiosity can differentiate your community more than amenities.

    Kimberly Wilkinson: Lean Into Listening for Better Sales

  5. Sep 5

    Maggie Seybold & Teddy Helfrich: The Data Behind Better Sales Conversions

    ED follow-up can measurably lift post-tour conversions without much effort. Quality, planning and persistence matter more than "staying busy." Better prospect data makes for more personalized follow-up and stronger trust.

    Maggie Seybold & Teddy Helfrich: The Data Behind Better Sales Conversions

  6. Aug 3

    Jason Kohler: Practice, People and the Middle of the Funnel

    Jason Kohler of Beztak Properties traces a nearly 25-year senior living career that began in hospitality, health services administration and nursing-home operations before expanding into executive leadership, sales and marketing. That operational background shapes his belief that strong sales performance depends on the entire community, not an isolated sales department. Planning sessions should invite ideas from frontline staff, operations leaders and creative team members, breaking down silos and building shared ownership of each prospect’s journey. - Practice, coaching and accountability build confident, adaptable sales teams. - AI can unlock stalled prospects while keeping relationships human-led. - Sales success depends on strong operations, trust and shared ownership.

    Jason Kohler: Practice, People and the Middle of the Funnel

  7. Aug 2

    Tim Donnelly: The First Call Matters in Senior Living Sales

    The episode features Tim Donnelly, CEO of Catalyst Senior Living Solutions. He and Reed explore how senior living sales teams can balance speed, technology, and human connection in the first stages of the prospect journey. Tim begins by tracing Catalyst’s evolution from SeniorVu, an early technology-driven platform designed to help communities predict and manage future residents, into a contact-center partner that supports communities by responding to and nurturing incoming leads. - Speed-to-lead creates opportunities, but empathy must shape the first response - Technology should strengthen, not replace, human connection - Great first sales calls begin with curiosity, rapport, and trust

    Tim Donnelly: The First Call Matters in Senior Living Sales

  8. Aug 2

    James Lee: Connection-Based Selling in Memory Care and Beyond

    PART 1 of this episode (become a Member for Part 2) features Think Tank's James Lee and centers on a deeply PCS-aligned idea: the most important part of senior living sales is not the script, the form, or the process, but the human connection underneath it.  - PCS starts with human connection and doesn't need to be over-engineered - Great leaders create safety, curiosity, and room to learn - In senior living, experiences are person to person, and the sales process can reflect that

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About

Sales Academy Chief Learning Officer Reed Davis invites guests to explore a more human approach–Prospect-Centered Selling®–to drive meaningful results for senior living operators as well as prospective and current residents. For video versions of the podcast, Master Classes, webinars and much more, visit us at oneonone.com. 

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