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Culture Starter is back as Best Sales Performers Workshop. Click here to get started.

Best Sales Performers Workshop

Live and in-person. Leave the mute button at home.

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St. Louis Baltimore Seattle Clearwater

A Transformative, 2-DAY Sherpa Training Event

Do you have what it takes to be a Best Performer?

Learn from expert trainers and fellow attendees who are building or have built a successful sales culture within their organization.

Our Best Sales Performer Workshops are similar to our past Culture Starters and will focus on ways top-performing teams are getting up to 2.6X more sales in senior living.

We are thrilled to bring back our in-person training events that give sales teams from across the country – and beyond – the space and inspiration to share best practices and develop new strategies for increasing occupancy.

Why Join?

It’s time to reset, re-energize and rebuild by adopting the tactics of Sherpa’s Best Sales Performers. These communities had 1.4X – 2.6X more sales than average, across care types. We’ll show you how they achieved these results, even during the pandemic.

Our trainers have more than 100 years of senior living sales experience between them. Join these and other experts from the industry and discover ways to maintain a best performing sales strategy.

Locations & Dates for 2021

St Louis, MO

July 13 – 14


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Baltimore, MD

August 31 – September 1


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Seattle, WA

September 28 – 29


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Clearwater, FL

October 12 – 13


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Meet our expert trainers

David Smith, Co-Founder & Chairman

Starting as co-owner, developer and manager of The Gatesworth communities, David learned hands-on how to convert senior living prospects into residents. He has over 30 years of experience working with seniors, as an owner, developer, consultant, turnaround specialist, teacher, trainer and author. His Prospect-Centered Selling (PCS) approach consistently produced significantly higher sales results across the US and Canada. His life’s work is to help older adults navigate the emotional obstacles associated with making a move in a respectful, compassionate way.

Alex Fisher, Co-Founder & President

Alex’s sophisticated aesthetic, intuition and years of hands-on sales experience at turnaround and new project fill-ups informed the creation of Sherpa’s training and CRM technology. Having worked in the trenches and as an owner/operator, Alex is an expert on the “why” of senior housing sales. She developed the original design and functional specifications for Sherpa out of a desire to measure empathy and to promote connection in senior housing sales relationships.

Jason Rock, Chief Strategy Officer

As Sherpa’s Chief Strategy Officer and a certified Professional Selling Skills trainer, Jason firmly believes the industry can improve outcomes by investing in Prospect-Centered Selling. He has 17 years of experience in senior living including startups, acquisitions, and turnaround campaigns for AA, IL, AL, and MC. He has shared best practices at industry conferences such as NIC, ASHA, FALA, SMASH, Tony Mullen Sales Symposiums, and Argentum where he served on the Sales & Marketing Roundtable from 2018-2019.

Margot Cooke, National Training Director

Margot has 24 years of senior living experience ranging from hospice, home health, skilled nursing, and senior living continuum of care retirement communities. She has also worked with senior living rental communities including independent living, assisted living, memory care, and active adult. As National Training Director for Sherpa, Margot uses her diverse experience to support sales and operations through coaching and training Prospect-Centered Selling and the use of Sherpa CRM as a means of effectively measuring sales behaviors to drive results.

Reed Davis, National Training Director

Reed’s career in senior living began 17 years ago as Director of Marketing and Admissions at a skilled nursing facility in Omaha, Nebraska. Following this role, Reed moved on to successfully open a CCRC as its Director of Sales and then working in a regional sales role. Prior to joining the training team at Sherpa, Reed spent eight years as Corporate Director of Sales and Marketing where he was able to help successfully grow the company from nine communities in three states to 20 communities in six states. As National Training Director, Reed supports the PCS methodology and tools that help communities achieve and sustain the benchmarks of Best Sales Performers.

Landry Arnold, Training & Coaching Manager

Landry has 11 years of experience in sales and marketing having been a Director of Sales and later an Area Director of Sales for independent living, assisted living, and Memory Care rental communities, including a startup community. After learning about Prospect-Centered Selling, it was her mission to coach and support sales teams to be more prospect-centered, rather than product-centered. As a Training and Coaching Manager at Sherpa CRM, she trains and coaches teams on the PCS sales process along with using their Sherpa CRM to guide key performance behaviors.

Who should go?

Anyone who wants to elevate their sales performance and/or be accountable for maximizing occupancy should join our Best Sales Performer Workshops.

In similar events, we’ve seen participants from all levels in sales and operational roles. These communities provide care types including active adult, IL, AL, MC and CCRC.

This 2-day event is not only educational, but we are going to have a blast getting together (finally!) and sharing what makes our selling techniques unique and effective.

If you’ve never used Prospect-Centered Selling®, you’ll be introduced to new ways to engage with prospects and make a positive difference in their lives. For those already familiar with this revolutionary selling style, you can refresh and reinforce your team’s daily performance.

“Sherpa is by far the best relationship sales training I have ever used in working with seniors.”

Kim Grier
Lead Leasing Advisor, Avidor of Omaha

What does it cost?

Pricing for the event is:

  • $2,000 per attendee
  • 25% discount for Sherpa CRM Users
  • 50% discount for groups of 5 or more

Discounts cannot be combined.

How do I register?

You can also RSVP by emailing Training Operations Manager Cydney Grote or calling 231-409-8384.

The Steps to Sales Results

Virtual classroom testimonials
PCS Training

“It was valuable to hear from other communities and share content.”

Sherpa trainee from 2020
best performers sales 2020 during covid

2020 Best Sales Performers Report

Sherpa’s Best Performers achieved increased results during the entirety of 2020. Here’s how they got there.
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