Focus on your areas of agreement. Spend time talking about these attributes. Then, go over the more practical and factual aspects which they may still want information about, such as pricing, floor plans, the reservation process, etc. Flush out all objections and address them one at a time.

Never forget that they may have fears, feelings of uncertainty, and mixed feelings. This is a major decision in the senior's life. Did you know that studies have shown that a large percentage of people with such fears actually wish someone would help them make the big decisions? It's important to reassure them again that you want to help them.

Always have them commit to something before they go. We often think of closing as meaning "getting a check." However, closing is often a process with possibly many steps. At this point, "advancing the sale" with a commitment of some kind is important. It may be the deposit or it may be another appointment with either them or another family member. Perhaps the commitment is for them to give you permission to phone them back. It might be a commitment to get together again or to make arrangements for a temporary short stay in order to get a better sense of what it would be like to live in your community. When the customer walks out of your door, they should be convinced that they have found someone who knows all about their unique needs and is going to do their best to help them. Those customers are the ones that come back.