Sales Counselor Onsite Luxury Continuing Care Retirement Community

Are you tired of chasing monthly move-in quotas giving up every weekend to model homes and open houses and selling a product you cant fully stand behind Are you looking for a role where you build trust over months instead of minutes work Monday through Friday and represent a community youre proud to walk prospects through

If that sounds like a fit for you this opportunity may be the opportunity youre looking for!

FYI we are Sound Decisions Recruiting

Were Sound Decisions a recruiting firm posting on behalf of our client. We look beyond the resume. We care about the behaviors experience and values that make a workplace great and we connect outstanding companies with outstanding people to build matches that last. Our approach blends proven science with real conversation so well only reach out about opportunities that match your goals strengths and working style.

About Our Client and the Opportunity

Join the sales team at one of Floridas most distinguished Life Plan Communities a Great Place to Workcertified continuing care retirement community in Sarasota. The community offers independent living apartments and club homes assisted living memory care and skilled nursing on one campus along with a new performing arts center multiple dining venues an art gallery and resort-style amenities. Occupancy is strong a new neighborhood of cottage homes is nearly complete and the team is adding a Life Planning Consultant to guide future residents through one of the biggest decisions of their lives.

What you get here that you may not be getting now:

• A real Monday-to-Friday schedule. Your hours are 8:30 to 5 with only occasional Friday evening or Saturday events such as a Parade of Homes or a campus concert.

• Leads are provided and management will provide active in-consideration-phase accounts to accelerate time to first close.

• Every sale is a significant one. Youll earn commission on entrance-fee sales so a handful of well-nurtured relationships each year adds up to meaningful income. ( Commission payout schedule will be provided during the interview)

• Realistic goals. Leadership understands that this is a long relationship-driven sale and sets expectations accordingly. Youll set daily monthly and annual goals with your leader and theyre built around the reality of a long sales cycle.

• A product you can be proud of. Youll be selling a top-tier community with a strong reputation high occupancy and residents who love living there.

• A team people stay with. Several members of the sales team have been there 9 to 12 years and the community is Great Place to Work certified.

• Room to grow. Youll learn parts of the Sales Managers role and work for a Director of Life Planning who enjoys mentoring and developing future sales leaders.

What you should know up front:

• This is an onsite role in Sarasota. It is not remote or hybrid.

• The sales cycle is long. Prospects often take months sometimes years to decide so you need patience and steady follow-through not quick wins.

• The phone is a big part of the job. Youll make outreach calls every day and youll hear not yet and no often.

• Your prospects are affluent well-informed and sometimes demanding. Youll need to be confident patient and professional with them.

• No sales are expected in your first 90 days. That time is for learning the community the database and your leads.

• The offer is contingent on a criminal background check and a drug screen.

What We Believe a Successful Candidate Has (If you think were wrong come talk to us!)

Experience

• 5 years of active quota-carrying sales experience

• At least 3 years in a long-cycle relationship-based sales role (this is essential)

• Demonstrated leadership skills; supervisory team lead or management experience is a plus

• Strong computer skills including managing leads and activity in a CRM

• Bachelors degree in Business Marketing Gerontology or a related field (a degree in another field is accepted with 5 years of proven sales experience)

Preferred Experience

• Sales experience at a CCRC or Life Plan Community that charges an entrance fee is strongly preferred. Well also consider long-cycle high-value sales in fields such as:

  • 55 or luxury new-home communities and luxury real estate

  • Wealth management private banking annuities Medicare or long-term care insurance sales

  • Planned giving or major gifts

  • Private club membership or private school enrollment

• Entrance-fee or Life Care contract experience

• Experience with MatrixCare or another senior living CRM

• An established network in the Sarasota and Manatee senior living community

• Genuine warmth and patience with older adults and an understanding of the decisions they and their families face

Abilities

• Youre a strong closer who sets high goals and goes after them

• You handle rejection with resilience and rethink objections instead of giving up

• You build trust quickly and can explain in a minute who you are and why a prospect should trust you

• You listen learn and act without needing repeated instructions

• You tell stories that help people picture their future

• You work well with everyone you meet from residents and their families to coworkers and the public

• You communicate clearly and professionally both in conversation and in writing

• You keep a detailed accurate lead database without being reminded

Expectations

• You live within commuting distance of Sarasota (for example Bradenton Lakewood Ranch Palmetto Venice or Sarasota itself)

• You can work onsite Monday to Friday 8:30 to 5 plus occasional Friday evening or Saturday events

• You have no reluctance about making phone calls

• You keep members health information (PHI) and medical records confidential

• You can pass a criminal background check and drug screen

How a Great Candidate Shows Up

• Professional outgoing and friendly without being overbearing

• Kind positive and trustworthy with empathy that prospects can feel

• Can give a great elevator pitch on themselves

• Leads with questions and has developed great active listening skills

• Tenacious and persistent with the patience to nurture a lead for as long as it takes

• Self-motivated and self-educating always looking for a better way to connect

• Hungry to earn and quick to learn from mistakes

• A natural leader who lifts the team

This role isnt a fit for someone who:

• Hesitates to pick up the phone

• Takes rejection personally or loses momentum after a no

• Needs instant gratification or a quick close to stay motivated

• Repeats the same mistakes or needs the same instructions more than once

What Youll Learn

Youll learn how a high-end Life Plan Community sells: entrance-fee contracts levels of care and how to guide residents and their families through a major financial and emotional decision. Youll stay current on the regulations that apply to CCRCs assisted living and skilled nursing. Over time youll also learn parts of the Sales Managers role and build the skills to grow into sales leadership.

What Each Day Looks Like

Youll work your lead list by phone and email enter detailed notes into the CRM and conduct personalized tours of the campus and available residences. Youll nurture relationships with prospects and their families over months or years follow up with patience and purpose and guide them from first conversation to deposit settlement and move-in. Youll also welcome drop-in visitors help plan and run marketing and sales events stay in close contact with depositors through closing until theyre handed off to the operations team and work closely with the rest of the Life Planning team.

Workplace arrangement

• Onsite at the community in Sarasota FL

• Monday to Friday 8:30 to 5 with additional hours as needed

• Occasional evening or weekend events and on-call as needed

• Daily phone outreach email follow-up and CRM updates

• Frequent in-person tours and meetings with prospects and their families

• Close collaboration with the Director of Life Planning and the sales team

• Physical demands: walking long distances daily across campus occasional bending or squatting frequent keyboard use and writing lifting up to 10 lbs frequently and up to 30 lbs occasionally

• Regular contact with residents families coworkers vendors the public and regulatory agencies

Compensation and Perks

• Competitive base salary plus commission on every entrance-fee sale

• Commission paid in stages from deposit through settlement and move-in

• Strong earning potential for high performers

• Medical dental vision and life insurance short- and long-term disability FSA EAP PTO educational reimbursement and 401(k)

• A Great Place to Workcertified employer

• Mentorship and a path to grow into sales leadership

What Youll Accomplish in Your First 90 Days

First 30 Days: Learn the community

• Tour every residence type and level of care and learn the amenities and services

• Learn the entrance-fee contract options and how pricing works

• Get set up in the CRM and learn how the team tracks leads and activity

• Meet the Director of Life Planning the sales team and key department leaders

• Shadow tours calls and appointments with experienced Life Planning Consultants

By day 30: You know the community and the sales process and you can give a confident tour.

Days 3160: Engage your leads

• Develop your understanding of where your active leads are in their decision-making process.

• Clean up and update lead records so every prospect has a clear next step

• Conduct your own tours with feedback from the team

• Polish a short personal introduction that shows prospects who you are and why they can trust you

• Take part in community events and begin building referral relationships

By day 60: Your lead list is organized and active and youre running your own tours.

Days 6190: Build your pipeline

• Manage a full pipeline of prospects at different stages

• Move qualified prospects toward deposit conversations

• Keep the CRM accurate and complete without being reminded

• Share ideas on how the team could reach and convert more prospects

By day 90: Youre running a healthy pipeline on your own and are positioned to close your first sales.

Interview Process

1. Sound Decisions screen: an initial conversation with our recruiting team

2. Sound Decisions interview: a deeper conversation about your experience and goals

3. Client interviews:

   • Interview with the Director of Life Planning

   • Possible second interview with senior leadership

4. Background check and drug screen

Ready to build lasting relationships and a rewarding sales career at a community youre proud of Apply today.