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2020 Best Sales Performers Report

March 30, 2021 by Sherpa

Let’s take a look back at 2020, an extraordinarily difficult year for senior living sales. Previously, we published monthly reports during the COVID-19 pandemic. Now it’s time to focus on Sherpa’s Best Performers and how they achieved results during the entirety of 2020.

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In our 2020 Best Sales Performers Report, we see that communities in the top percentile of sales during 2020 devoted more selling time (Time in the Selling Zone®), per prospect. These activities included:

  • Engaging in more planning sessions to determine meaningful next steps
  • More home visits or face-to-face interactions outside of the property
  • More personalized, creative follow-up to show a prospect that they are seen and heard
  • Direct involvement by Executive Directors in the sales process

Key sales drivers in 2020 for independent living

See data for all care types, plus more case studies on how Best Performers could impact occupancy and profitability.


Want more context on how Best Sales Performers can have an impact on the industry? Watch the webinar “Profitability & Equity Growth: Benchmarks of Top Sales Performers” with Sherpa Chief Strategy officer Jason Rock, Kelly Singleton Myers (Sunrise Senior Living) and Paul Milosevich (Integrated Real Estate Group).


AgeWell Solvere Living and ActiveDEMAND

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Hallmark Care Homes

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Amber Infrastructure

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Integrated Senior Lifestyles

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Adlington Retirement Living

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Avamere Family of Companies

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Parc Communities

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