Life Planning Consultant

Sound Decisions•Sarasota, FL

2d•Onsite

About The Position

The Life Planning Consultant guides prospective residents and their families through the decision to join a luxury, entrance-fee continuing care retirement community (CCRC) in Sarasota, Florida. The community offers independent living, assisted living, memory care and skilled nursing on one campus, along with dining, cultural and resort-style amenities. This is an onsite, relationship-driven sales role with a long sales cycle; prospects may take months or years to decide, and no sales are expected during the first 90 days while the consultant learns the community, systems and leads. The consultant conducts daily phone and email outreach, maintains detailed CRM records, gives personalized campus and residence tours, and nurtures prospects from first contact through deposit, settlement and move-in. The role also includes welcoming visitors, supporting marketing and sales events, staying in contact with depositors until handoff to operations, and collaborating with the Life Planning team. The schedule is Monday through Friday, 8:30 a.m. to 5:00 p.m., with additional hours as needed, occasional Friday evening or Saturday events, and on-call duties as needed. The position reports to the Director of Life Planning. Compensation includes a competitive base salary plus commission on entrance-fee sales, paid in stages. The consultant will learn entrance-fee contracts, levels of care, pricing, applicable regulations and the community's sales process. The role offers mentorship and the opportunity to learn aspects of the Sales Manager's role and develop toward sales leadership. Employment is contingent on passing a criminal background check and drug screen.

Requirements

At least 5 years of active, quota-carrying sales experience.
At least 3 years of long-cycle, relationship-based sales experience.
Bachelor's degree in Business, Marketing, Gerontology or a related field; a degree in another field is accepted with 5+ years of proven sales experience.
Strong computer skills, including experience managing leads and activity in a CRM.
Demonstrated ability to set and pursue ambitious goals, close sales and handle rejection with resilience.
Ability to build trust, listen actively, communicate clearly and professionally, and explain the value of the community to prospects.
Ability to patiently nurture leads through a long decision process and consistently follow up.
Ability to maintain a detailed and accurate lead database independently.
Must live within commuting distance of Sarasota and be able to work onsite Monday through Friday, 8:30 a.m. to 5:00 p.m., with occasional evening or Saturday events and on-call duties as needed.
Comfort making phone calls and handling frequent rejection.
Must keep members' protected health information and medical records confidential.
Must be able to pass a criminal background check and drug screen.
Physical ability to walk long distances across campus daily; bend or squat occasionally; use a keyboard and write frequently; lift up to 10 pounds frequently and up to 30 pounds occasionally.

Nice To Haves

Supervisory, team lead or management experience.
Sales experience at an entrance-fee CCRC or Life Plan Community.
Long-cycle, high-value sales experience in 55+ or luxury new-home communities, luxury real estate, wealth management, private banking, annuities, Medicare or long-term care insurance, planned giving or major gifts, private club membership, or private school enrollment.
Experience with entrance-fee or Life Care contracts.
Experience with MatrixCare or another senior living CRM.
An established network in the Sarasota and Manatee senior living community.
Warmth and patience with older adults and an understanding of the decisions older adults and their families face.

Responsibilities

Make daily outreach calls and follow up with prospects by email.
Enter detailed, accurate lead notes and activity in the CRM and keep prospect records current.
Conduct personalized tours of the campus and available residences.
Nurture relationships with prospects and their families over an extended sales cycle, guiding them from initial contact through deposit, settlement and move-in.
Welcome drop-in visitors.
Help plan and run marketing and sales events.
Maintain contact with depositors through closing until handoff to the operations team.
Collaborate closely with the Director of Life Planning and the sales team.
Stay current on regulations applicable to CCRCs, assisted living and skilled nursing.
Build and manage a pipeline of prospects, identify next steps and move qualified prospects toward deposit conversations.
Contribute ideas for reaching and converting more prospects.