It’s About Time! A One On One Sales Academy Podcast

ED follow-up can measurably lift post-tour conversions without much effort.
Quality, planning and persistence matter more than "staying busy."
Better prospect data makes for more personalized follow-up and stronger trust.

Jason Kohler of Beztak Properties traces a nearly 25-year senior living career that began in hospitality, health services administration and nursing-home operations before expanding into executive leadership, sales and marketing. That operational background shapes his belief that strong sales performance depends on the entire community, not an isolated sales department. Planning sessions should invite ideas from frontline staff, operations leaders and creative team members, breaking down silos and building shared ownership of each prospect’s journey.
- Practice, coaching and accountability build confident, adaptable sales teams.- AI can unlock stalled prospects while keeping relationships human-led.- Sales success depends on strong operations, trust and shared ownership.

The episode features Tim Donnelly, CEO of Catalyst Senior Living Solutions. He and Reed explore how senior living sales teams can balance speed, technology, and human connection in the first stages of the prospect journey. Tim begins by tracing Catalyst’s evolution from SeniorVu, an early technology-driven platform designed to help communities predict and manage future residents, into a contact-center partner that supports communities by responding to and nurturing incoming leads.
- Speed-to-lead creates opportunities, but empathy must shape the first response- Technology should strengthen, not replace, human connection- Great first sales calls begin with curiosity, rapport, and trust

PART 1 of this episode (become a Member for Part 2) features Think Tank's James Lee and centers on a deeply PCS-aligned idea: the most important part of senior living sales is not the script, the form, or the process, but the human connection underneath it. 
- PCS starts with human connection and doesn't need to be over-engineered- Great leaders create safety, curiosity, and room to learn- In senior living, experiences are person to person, and the sales process can reflect that

This episode of It's About Time features Ali Powell, CEO & Founder of Commercial Acceleration in the UK. Her conversation with Reed Davis centers on how opportunities in senior living sales often hinge on the experience of the interaction rather than the product itself.
- Poor calls, tours and follow-up leads to a broken journey- Buyer experience and impression of the sale trumps the product- Culture—not scripts—drives true sales change

In Part One of this episode of It’s About Time, Reed Davis sits down with Andrew Salmon of SALMON Health & Retirement to explore how empathy, vulnerability, and identity shape both leadership and senior living sales.
- Vulnerability builds trust—prospects open up when you go first- Draw it out, don’t put it in—ask more, explain less- Empathy and accountability aren’t opposites—they fuel growth