About the Course
"The DMF is a rip-off." "We'll wait until we need it." "The kids said not yet." "We'll think about it."
You've heard them all. Most salespeople either rush to defend or go quiet. Both lose the sale.
In this 2-hour session over Microsoft Teams, you'll learn why buyers really object, and how to respond in a way that builds trust instead of pressure.
We'll cover the 10 most common retirement living objections and what's really behind each one, a simple 4-step way to respond to any objection, how to talk about the DMF so it makes sense, handling family members who join the appointment, getting a clear next step even when they're not ready to commit, and role-play with your real objections.
You'll leave with a one-page objection guide for your village, the words to use when you feel stuck, and more confidence in every appointment.
It will be made relevant to your village. Bring the objections you hear most and we'll work through them together.
2 hours | Online via Microsoft Teams | $595 AUD (incl. GST) | Wednesdays and Fridays
Your Instructor
Alison Abel
I help sales teams convert at 1 in 3 by making the money part simple. Your prospects will leave saying, “I have never had it explained so well.”
For 15 years I’ve specialised in retirement living project sales, delivering sell-downs that outperform the market. Off-the-plan is my specialty.
Today I coach teams and operators to lift conversion rates, sharpen appointment structure, and present the financials with total clarity.
✅ 15 years of project sales expertise
✅ Award-winning track record
✅ 8,000+ face-to-face conversations with buyers and their families
✅ 100% sold and settled on time