Manage episode 278463867 series 1758552
dbaileygroup, llc is a full-service marketing and public relations firm offering clients a wide range of solutions to ensure their needs and objectives are met.
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Denice Bailey, Principal and Senior Account Executive, has over 30 years of extensive marketing and public relations experience. Prior to founding dbaileygroup, she worked as manager/director in marketing for a number of different companies including Zachry Associates, the Abilene Reporter-News, The Business Press of Fort Worth, and Morren+Barkin. Her previous client list has included such names as Aviall, Inc., The Associates Financial Services, Fort Worth Symphony, St. Joseph’s Hospital, Abilene Convention and Visitors Bureau and the Physicians Reliance Network. Denice is involved in many civic and community organizations and activities.
Full Transcript Below
Hello, and welcome to another episode of senior living sales and marketing. I'm Roy. Uh, we're going to have with us today as a guest, Denise Bailey with the D Bailey group, we're going to be talking about a few different topics, uh, kind of on the sales side, more sales than marketing, but it's going to be all, uh, kind of all encompassing. So Denise, how are you doing today?
And then I
Am good. Good. Got the dogs stowed away. So I'm getting much better now. Anyway. Well, let's just jump right into it. Um, you know, the first thing that we talked about is that the sales process, especially at the community level is such a team effort. And, um, you know, as you visit communities, you realize that the receptionist is generally the very first impression that you get. If you didn't, you know, if you haven't called ahead, if you just are walk-in, so it's important to get them, um, especially, but also the, um, all the staff on board learning how to greet visitors and just, um, you know, kind of learning those different techniques of, I guess, how we need to act in front of somebody that's in our community for the first time.
You know, I agree, Roy, I can't echo your sentiment enough. And part of that I believe, and I think you might agree with me as well, but I believe that is a culture and it comes down from the top and if the top assures that their entire team, and it doesn't matter who on the team within the organization or within the home does not feel empowered or part of the team. And they need to understand and respect and realize how their actions in their interactions could make a huge difference for the home.
Exactly. Yeah. And, and, you know, I fault us as managers because we, we don't, um, in our orientation, in our own boarding, we don't really go into how key that certain positions are because of that. And, you know, I've, I've mystery shopped a lot of communities and come in and find somebody reading a book that, you know, it's like their heads in a book and they just pop their eyes over. They really can't even take the time to give you the attention to find out why you've even walked into their community that day. So,
Oh, you know, you, you have shared with me a fabulous example and I've obviously I remembered it because I'm going to bring it up again about how our community, how our community there wasn't, you know, the marketing manager wasn't there, the administrator wasn't there and it ended up being someone in the kitchen that gave the tour and it was a fabulous tour. Didn't you share that with me? Yeah.
Yes, I did. I was, uh, I was out of town traveling and went, you know, went to a community. And like you said, well, first off marketing manager was busy. They didn't have a receptionist. The, uh, executive director was out of pocket and they had a businessman. I don't know. There was like a business manager, the head nurse. I mean, we got like five or six deep, but the kitchen manager came out of the kitchen, all smiles and said, Hey, you know what? Everybody's tied up. I'd be glad to walk you around. And it was a fabulous tour. I mean, it was very personable. The young man knew the community left and right. Which, you know, somebody had to give him some direction to know that he didn't just walk in knowing that, which I thought was fabulous because I've been on the other side of the coin to walk in and then say, sorry, there's nobody here that can help you. Maybe it can come back and, you know, and, and in any business
Exactly. Now that's, that's what it is. Like, you know, it's manna from heaven when somebody walks into your business, no matter what kind of business it is, you have to have a plan. I mean, you have to have an, a, B, C, and D plan to make sure that they are taken care of when they walk in. So yeah, it was a, it was something else. And then just the behavior. Cause the other thing that I've encountered is walk in and receptionist is, uh, you know, grap into their coworker about how somebody took too long for lunch or didn't do this. And the last thing I want to do, if I'm going to put my loved one into, uh, your community is, you know, that we're already, uh, you know, the infighting and griping and things like that. And not saying it doesn't happen, but it doesn't need to take place right out where everybody can see,
No, it doesn't need to be, it doesn't need to be broadcast. It's like family business, you know, it needs to stay within the organization.
Exactly. Yeah. That or you call in and the receptionist, you know, they think that they're doing the right thing by eating, uh, you know, being on their desk and eat. And, but they answer the phone with a big bite in her mouth. And you know, you can't understand them from chewing food, just little things like that, that, uh, something else, Oh, go ahead.
One of my big gripes and it's not just within communities like this, I think it happens across all industries right now. Not just right now, but it seems kind of prevalent right now is me answer the phone and the person you're supposed to talk to, not the receptionist, but someone whose responsibility is to take care. Maybe it's billing, whatever. And it sounds like I woke him up and I have found myself saying, have I woken you from a Naprosyn today? No. And I said, well, maybe we could, like, you know, and I want to say, then why don't you put yourself in the best presentation that your company would appreciate. Right. You don't sound like I just woke you up from a nap,
Little enthusiasm. If you're going to be on the phone, never hurts. Well, I was going to say kind of along that same lines is that if, uh, you know, if you have a spat with your spouse or if somebody upsets you sometimes it's okay just to say, you know what I need to be. I need to step away from this prospect facing for just a little bit while I gather myself up. And I think people, I think the leaders of the company would much rather see that than you, uh, you know, taking that out on them. And that's one thing I asked the lady that cuts my hair. And when I walk in and she's got some scissors up around my ears, I always ask her if she got a fight with their spouse or kids made her mad. Cause I sure don't want to lose an ear because of that. So yeah. You know, it's, it's a good thing too. Uh, but you know, here again, I think this is where we fail as managers, as we really don't set, take the time to sit down and explain all of these things to people. And uh, just how important that they
Really are every single time.
Right, exactly. Uh, yeah. You know, the other thing we had on our list is, um, I think it's a great ideal to use professionals to bring them in, to speak not only to your residents, but take that as an opportunity to invite prospects back in. I mean, if somebody, even if they've not come in, but if they've come in, they've toured, you kind of gave them a little bit of a sales nudge and they still haven't made a decision, um, inviting them calm in a non threatening manner to come back is an awesome idea.
Oh, I agree. And it's it. The rewards are, are tenfold on how that can happen, you know? And oftentimes you find you're professionals, be it the attorney or the estate planner or whomever, it might be oftentimes I've seen that them, that they, the attorney or the estate planner or whomever say, listen, I have a few customers or a few clients that would like to hear this. Do you mind if I invited them? So I think it would be well-served for the community who is that who's hosting the professional, say, listen, Roy, if you have any customers that you feel would be beneficial to hear this, I'd welcome them to come and join us when you're here on Tuesday or whatever. Right.
That yeah. Asking for that referral, especially in a group like a group kind of rate to get multiple people from the professional. We, you know, and I fall guilty. I fall, um, take blame or fall be guilty of this a lot. Is that just don't think about asking some people for that referral and referrals are such a cheap source to acquire a new customer of any kind, but especially, you know, in the senior living.
Well, I, you know, I prefer the term cost-efficient than cheap, but referrals are very cost-efficient and a lot of times that referral is a hot that's the hottest lead you can get, right? You can't spot it, those hot, you can't even, even if you had the money or what would want to pay for it, you still can't buy those hot leads like that
In, uh, you know, talking about referrals, the lawyers, the CPAs, the, uh, doctors, um, all those professionals are great sources because they are all authority figures to either the, uh, prospects or their family members who are helping them. And so they trust them a lot with their recommendations or, uh, any suggestions, but also, I think you enable that professional. If you've asked them to come out and share their wisdom, you know, people like to come out and some, sometimes they like to come out and help. Sometimes they like to come out and hear themselves talk, I guess it really doesn't matter if they can deliver some good information, then, you know, we want them, uh, that will kind of, uh, encourage them. Let's say that that would encourage them to make those referrals, even if they're not coming out to speak, you know, just, um, you know, maybe they come out once a quarter put on some kind of a, uh, seminar for everybody, but we kind of keep them engaged from visit to visit, to keep referring their clients as well.
Yeah. I mean, you're stroking their ego. That's the best way to explain it.
Exactly, exactly. So, um,
You know what, I don't fault. I don't fault them. We all like to have, you know, we all like to be complimented either directly or indirectly like that on our expertise. So anytime any of us have the opportunity to showcase or feature our wisdom, we're all for it. Right. I'm a little guilty right now.
Right? Exactly. No, we all are. And uh, but also it gives them an opportunity to pick up clients because then you may be introducing them to one of your residents or to another prospect. So it's, uh, it's reciprocal. And I think, you know, that is something I look for when people reach out to me and they want to, um, you know, see how we can help each. My experience is generally they want to reach out and see how I can help them. And so we have to, uh, really have a mindset of reciprocation. If we're going to ask somebody to do something for us, how can we help them out in return?
It needs to be mutually beneficial. Exactly. Yeah.
So let's talk about, um, phone calls converting to tours. You know, that's important. That's the bottom line is we want to, um, you know, get the family, get the prospect, whoever is going to be a decision maker. We want to reach out and get them into the community. For sure. And, um, I know I've listened to a lot of phone calls where we have a script that we feel like we've got to get through and we blow through some, um, what I'd call some, you know, maybe not buying cues, but some cues to say, let's just schedule this and move on. So have you got some tips on what can we do to position ourselves with phone calls, to, you know, turn them into tours more often?
Well, I think you hit on it a little bit already right there. Roy is, and I think human nature is, and I read an article the other day on this is we are not, we like to think we are listeners, but human nature is we're not listening as we should be. Right too. We're too eager to we're listening enough just to respond. Right. And sometimes that's, that's an opportunity. Or let me rephrase that. Sometimes the disadvantage of that is we are missing opportunities because we're too focused on, Oh, I need to say this. I need to say this. And we don't hear that next thing. So I think we all, and I'm guilty of it too. Roy. I think we all have to just take a deep breath and listen and listen within and not listen to respond. Yeah,
Yeah, no, go ahead. I'm sorry.
You interrupted. But I think if we listen with intent and not listen to respond, you can take notes, you know, and you can listen, listen. And part of that, you have discovered opportunities. And so when somebody says something, as you listen, you can go back to that and say, you know, a minute ago, when I was listening to you talk about X, Y, and Z, you mentioned dining and how your loved one has not had a good dining experience. Roy, I'd like to have you out at dinner. I'd like for you to be my guest here for dinner one night and come see how our, our dining experience for our community is unparalleled to others that you may be considering this time.
Yeah. That's an awesome idea. And that's what I was going to say is that, uh, a lot of times in the conversation, it's okay to say, can I take notes? Do you mind if I take notes, it helps me to be a better listener. Instead of trying to remember, you've said four things already that I would like to respond to or tell you more about. Now I've got to, I've got to try to hold onto these until you get through talking. And then I haven't really heard anything else because I'm so focused on remembering these things. So ask it. It's, uh, it's not a sign of weakness that you have to write something.
I didn't ask that. I did it anyway. I didn't ask that I did it anyway. Right. I'm sorry. I didn't never, I should have asked.
Yeah. When I'm in, when I, uh, on the phone, I do it. But you know, like if I'm in person, you know, I always like to put them at ease. I'm not taking secret notes on them or something like that, that this is just, you know, to help me remember what I want to talk about. And, you know, there's that old saying that, um, that's why God gave us, uh, two years and only one mouth, because maybe we're supposed to be listening twice as much as we're talking, which that's always good advice.
You know what I have to do sometimes Roy. Yeah. If I'm on the phone at my office, in my office and I need to, I need to listen with intent and not listen to respond. I have some post-it notes. I don't have them here in front of me, but I have a post-it note. Each of them are this size and they spell out the word, listen, and I put them on my monitor. So every time I go to look up, I see it right there. Or even single L helps because again, that's human nature. I don't think any of us are, are born superior listeners. I think we all. And again, I'm talking to, I'm preaching to myself on this. I think we all have tremendous room for improvement with listening. And when you listen and can take notes, then you uncover tremendous opportunities. Right?
The other thing that we're always doing too, I think when you take notes and when we listen, intently is, um, we are building in awesome follow up opportunities because, um, I don't know what the numbers are today, but typically it's what, between eight to 12 touches before you close somebody. So, um, you know, so if we're sitting down with somebody on that first, you know, where we're just fact finding, gathering information, unless their need is very, very high, we're probably not going to close them immediately. So instead of, um, you know, in three days from now, instead of just calling and saying, Hey, are you ready to buy yet? Are you ready to move in yet? You know, we can have that. Um, what I call thoughtful followup. If we learned that, that they like to paint, then we can, you know, call and say, Hey, you know, we're having a painting class or talk about painting, gardening, whatever their, um, whatever their hobbies are, whatever their interests are. It creates a good followup that we can start a conversation and they don't feel like that. They're just getting beat up every time they see you, your name come up on the phone, like, Oh, that guy's going to ask me if I'm ready again. I know he is.
I love that idea. I love that idea. And I think, again, everyone wants to be invited. Everyone likes to be invited. And like you said, be a painting class, or maybe it's a wine tasting class or whatever the case may be to take those notes and listen with intent and then use that as part of your followup is, you know, you don't get a better opportunity to have a good touch if you will, right in the sales cycle then saying, listen, you know, you shared with me, your father enjoys painting. And you know, we have a guest artists coming in Thursday to do a painting class. Why don't you bring, why don't you come see, or if your father feels like he'd like to come see, be our guest, come join the class. Even as a non-resident, you can come join our class.
And while we're on the soap box, you know, follow up is definitely on my soap box because, um, you know, I think it's not just this industry. It's all over. We are. So, um, we want instant gratification, a lot that, you know, we reach out and if you don't buy, then I'm off to the next person. Instead of taking that time to drip, you know, in, in, in farm. And it's the, you know, we so cultivate and then we reap, we don't go from sewing to, uh, you know, reaping the harvest in that one step. And so trying to develop those opportunities. And another great question is how do you want me to follow up with you? People are pretty smart and intuitive. They know you're going to reach out to them one way or the other. Let's at least try to ask them what is their preferred method of contact?
Just God forbid, somebody would text my mother. She might see it in a month from now, but that is not the best way to follow up with her. And, uh, you know, my, and my kids following up with them, uh, through voicemail, um, you can't even leave a voicemail because it's full. They just don't check them. And so, you know, trying to find out what everybody's a preferred method, it's, it's a must ask and it's not bad. I mean, it's not a surprise. Like, Oh my God, you mean you're going to follow up with me. Like, no, they knew they know you're going to stay after them.
I agree. Yeah. And that's, I think that's a courtesy to anyone, the customer or prospective customer a colleague is, what is your preferred? How would you prefer me to, you know, keep in touch with you? You know, I just, um, there's and again, you know, we can talk about this at ad nauseum, but there are so many missed opportunities, you know, I have had even myself, I, um, via the, um, the professional social media platform, you know, I've received, you know, we do this, we do that. Would you be interested? And I say, yeah, let's schedule a demo. And I bet I could get on there and identify six people that they were, they had, they had me going to the next stage of the buying cycle and it was crickets crickets. Right?
No, that's and that's me too, like, especially on the followup phone call, there's some times that somebody reached out, I'm like, yeah. And it's not a blow off, but it's like, something was going on. Right. That minute. I was like, yeah, if you could just get back with me, you know, when a couple of days when I have some time to think about it and talk about it, and then you just never hear from him again. So, but, um, I think sometimes we can take away from that too, is that how we're going to be treated? You know, if we were to become a customer. And so, you know, it's, again, it gets back to a company culture type thing is we need to, again, it starts at the top, but we need to express to our sales representatives. How do we want to be represented in the community? And it's, as a caring, loving, nurturing environment is usually what we want to be.
I agree. Yeah. Oh, go ahead. No, I was just gonna say that, um, there are too many, too many businesses vying for the same customer, and I'm not saying all those businesses are doing it well, but just like what you said, you know, think about how you want to be treated right in and try to recip or try to replicate that. I had a sales manager once very early in my career said, if you go to McDonald's and you order a cheeseburger with no onions, just meat, cheese only, and you get that burger and it comes and it's loaded with everything onions and all, what's the first thing that you do. And I said, well, I take it back. No, I paid for it. I want it. Right. Well, you know, that's how we need to think about how we want our customers to feel. Not that they're getting a cheeseburger with onions when we asked for no onions and that cheeseburger, again, I'm showing my age here at McDonald's was probably only a buck 19 at the time, but it doesn't matter if it's a dollar 19 or a thousand or 19,000. You still want it. The, you still want to get what you're paying for and I'm not really talking more. So in terms of the price element of a process, I'm talking about taking care of it and assuring that their product is handwrite, right?
Yeah. There's a great saying now that, uh, you know, we used to call it in the olden days, the golden rule treat people the way you want to be treated, but somebody finally figured out, it's like, well, why don't we treat people the way that they want to be treated, because we're all different in some respects. So again, asking those questions, it helps us uncover clues about what's important to people and how that they expect to be treated as we go through this process, because it is a process, unless you're just extremely lucky. And I've had a few of those where, um, you know, it's a, one-call close, but typically it is a process and we're just starting on the journey and we need to make that, you know, get it right in our minds that this is just the beginning. And so how do we, um, you know, how do we get through this?
One more thing that we talked about or want to talk about is speaking to groups, um, kind of goes along with the, uh, I guess it's kind of goes along with a little bit of opposite of the professional referral and, and that would be us as the marketing or sales professionals getting out and talking to, um, you know, whoever your audience is, wherever your audience goes, but I'm thinking more like [inaudible], uh, you know, professional organizations, chambers of commerce, again, another chance to get your name out, I'm sorry,
The rubber chicken circuit. Exactly. So
What kind of tips can you give us on, you know, seeking out groups, talking to groups, I know you do a lot of that. So, um,
Well, you know, I always tell my clients that, you know, they can do it one of two ways they can develop a database if you will, of those civic organizations, you know, and the best place to start with I find is going to your local chamber of commerce. And just asking if they have a, a civic organization list and most chamber of commerce is have that available. And what I suggest is to get that, obtain that list and then just go in and make sure it's up to date, you know, make sure you have the current president, the current program chair, all the relevant information. And when it's time, you know, when you find that you need to start again getting on that circuit and making those presentations just call. And it's as simple as, you know, I would be honored to come and speak to your members at your next lunch, or if you have, if you need to fill in, you know, holler, if you have someone canceled the last minute, if it works for my schedule, I'll be right there. Yeah.
Always good to have something to take along with your name, something you can hand out, actually put, you know, in somebody's hand for them to walk out of the meeting with, because, um, you know, I've done that before. It's like, uh, somebody who's talking to me and it's not registering, don't really know anybody that I can't use. The service don't know anybody lo and behold, you walk out and get back to the office or next time you're at a friend's house. It's like th th you know, now I know who could use that. And so if I've got something on my desk or something, I took away from it, I can go back and find the contact information that it's, to me it's very important to, you know, be prepared, have not only business cards, but if you have like a one-sheeter about your community, your service things that you do, um, very helpful.
And I like to take that a step further, Roy and I like to provide, you know, tips like tips on, you know, in this instance, what are the top 10 questions you must ask when visiting communities for a loved one and have some backs on there. So they, you know, again, your name and contact information may not be relevant immediately, like what you said, but these tips could be very relevant at the time, or someone else may find them relevant. And then at the bottom of it, again, is your contact information. So, you know, when some people use recipes, you know, I've seen them use, you know, family favorite recipes and, you know, they put it in the recipe box or stick it on the refrigerator. So there's, I think, again, I take it a step further, but I'm weird like that. I think there's some great, um, opportunities to assure that it doesn't get lost in the clutter or thrown away.
Yeah. And that brings up a great point about the, um, um, the recipes. So here's a great story about followup is this has been about six years ago when I sold my house before I moved out to the Lake, the, um, uh, talked to five or six different real estate agents. And, uh, you know, I, I hadn't bought or sold a house in about 15 or 20 years. So I was like, I'm going to go over these. And I picked the younger, uh, she was an, she was my age of a woman, but she was new in the business. So she was, uh, she was excited. She had a lot of energy and I thought, well, this is going to do me the best, uh, the service for me to help me get the best press she was taking pictures and doing all this stuff.
So then as we go through the process, all of a sudden, you know, she became the buyer's agent, not, not intentionally, but unintentionally about, well, you know, we need to do this and you should do this. And I'm like, Hey, you know, you, you need to remember you're on my side on this. You need to sell this property to them highlighting all the good stuff, not the bad stuff or me it, because if I'm gonna rebuild it, I'll probably end up staying here. Anyway, if I have to put a of money in it. So, uh, you know, after about five or six months, we finally parted ways. There was another one, another agent that I had originally interviewed every month, every month, like clockwork. She sent me a recipe in the mail, and this was hard in the snail mail, the old fashioned way. She sent me a recipe that was written out by hand, as well as the comps for my neighborhood, as well as just some other real estate related stuff.
And, you know, she dripped on me for, you know, this five or six month period. And so, uh, after, after I partied with the initial one, I called her hired. Or if you can believe it, she sold the property for above what I was asking for it within a month. Oh, wow. Yeah, it was simple in this, this wasn't in this frenzy buying and selling likes going on now, it was a much quieter time, but I think the lesson for me was that if this lady was willing to continue to market to me and to reach out and follow up, I knew that she was probably doing that with buyers as well. So anyway, we just can't underestimate that staying in touch because, uh, you know, sometimes even if a person moves into another community, maybe they're unhappy or something, but if we are continually reaching out, then we would be the first person that they think about if they need to make a change or want to make a change.
Yeah. I love drip campaigns and I, um, I have used them myself and continue to, and encourage anyone that's in a sales role to find what they would be most comfortable with in terms of keeping their name top of mind. Yeah. You know, recipes are a great example. They're fabulous example cook, but,
Well, and that's, that's the important thing is keeping top of mind, because I like me, I remember who I've talked to last. And so if I haven't talked to you or heard from you, if I need your service may not be that I don't like you, or don't like your service. It may be that there's somebody else that's just fresher on my mind. And so that's the importance of, I think that drip campaign is just to stay out there and stay fresh. And there's so many tools. I mean, like this lady, she did it, the old fashioned way. She did it, pencil paper, put it in the mailbox, but there are a lot of tools to help automate that, to make it easier, to get our message out timely monthly and to, you know, a mass audience. So take advantage of that for sure. Yeah. But I think, you
Know, I think the old fashioned snail snail mail way has tremendous value still from Linda's side. And you know, it's not the cheapest way to do it anymore. Certainly not the cheapest, but I think it, in some respects it can be more impactful.
Yeah, no, you're right in there. I don't have them in front of me, but there, there were some studies that showed that, especially for senior living that snail mail was still one of the highest return rates because we're putting something in somebody's hand put, maybe they put it on the kitchen refrigerator. Uh, and a lot of people aren't doing it. So our mail is not as a cluttered. My mailbox is not nearly as cluttered as what it probably was five or six years ago.
Well, I'm not saying that this is a good option for, uh, your senior community, um, audience, but look at this great, um, piece that I got in the mail. It's UPenn, yada, and it has candy in it. And there's the mailing label.
Oh my gosh. That's awesome.
Isn't it though. And I'll read it to you real quick. Roy says you shouldn't take candy from strangers. I guess that means if you want to eat what's inside of this pinata, we should get to know each other. Let's hop on a quick call.
It was awesome. Yeah, it is. And it doesn't even have to be that intricate, but the message, the messaging in that is so creative and, you know, that's what we need to do is think outside the box and develop those creative methods. So
That's what I'm here for a plug.
Um, I guess we'll go ahead and wrap it up. Denise. Thanks. You know, one thing I want to do need to plan on is we need to have just one episode where we talk about nothing but tools that sales and marketers can use. There's so many out there and I get that question all the time, you know, what do you use for this or that? So, you know, anything from CRMs to the, uh, uh, newsletter, emailers, any, you know, all kinds of stuff like that. So we'll need to do that.
Well, I want to offer your listeners something and again, you know, no commitment, no strings attached, but for your listeners who email you directly, I'd like to offer them the top 10 things to consider when looking at retirement communities for, for them to possibly hand out as another touch. Okay, great. And then they can brand it themselves. Okay.
Yeah. And just send that email toRoy@seniorlivingsalesandmarketing.com. If you send that, I will pass it to Denise and we will get that in your hand.
Yeah. I'd be honored to send that to your listeners.
Well, tell everybody if they want to reach out to you directly, why don't you tell them how they can get ahold of you? Um, thanks
Roy. Denise and it's D E N I C E Bailey B a I L E Y with D Bailey group it's deep Bailey group.com. And I can be reached at D as in Denise, B as in Bailey, at D Bailey group.com as well.
Well, thanks again for taking time out of your day and joining us. Uh, it was a good talk. We cover a lot of subjects. If somebody wants to reach out to either one of us, we'd be glad to continue that conversation and, uh, be glad to help you out wherever we can. So until next time again, this is Roy at, uh, with senior living sales and marketing, and you can find firstname.lastname@example.org. We're on iTunes, Stitcher, Google play, and Spotify, as well as Facebook, Instagram, and Twitter until next time. Thank you.