Posted by Goodwin House - Alexandria on 03/15/2021 in Senior Housing
Sales Senior Living Counselor

Sales Senior Living Counselor

Employment Type

As members of a dynamic and growing sales team, Sales & Senior Living Counselors guide individuals through careful and thoughtful explorations of GHI community and contract options, with a primary focus on driving occupancy at both of our two community locations – Goodwin House Alexandria and Goodwin House Bailey’s Crossroads. They serve one of the most important roles in our mission – to help older adults undertake a decision process about their next season of life, and plan and make the transition to become a member of the Goodwin House family.

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GHI Sales & Senior Living Counselors are responsible for providing information and counseling related to the benefits of living in a Life Plan Community (LPC), specifically the unique benefits of choosing to live at one of our GHI communities – both of which are well respected and managed LPCs. They contribute to a highly engaged sales team responsible for meeting occupancy goals and revenue targets established and rewarded by the organization. They also are part of an organization that looks forward and leads the Northern Virginia region in re-thinking existing models of aging and imagining new ones that enable older adults to flourish. 


  1. Manage marketing inquiries through a variety of channels such as in-person, phone, email, website and fax, and provide timely follow up to capture and cultivate leads. Build and manage relationships with individuals waiting to become residents; continually prepare them for a future move to a GHI community.

  1. Provide tours of the communities, highlighting key features of both common amenities and more than 50 individual floor plans.

  1. Provide in-depth explanation that furthers understanding of all GHI options and competitive differentiators, as well as the costs and benefits of Life Care and both GHI communities.

  1. Ensure communities meet or exceed occupancy goals by identifying new residents for vacant apartments; work with prospective residents in timely manner in order to reduce time apartments are vacant.

  1. Participate in marketing events, both at the communities and off-site. Represent GHI communities at various events, in some cases by formally presenting information about GHI and our senior living options.

  1. Work with Move-In Coordinators to create and maintain profile and application documents for individual members of the wait list. Collaborate with coordinators to schedule admission interviews, and any other appointments related to moves. Assist Move-In Coordinators with anything needed to ensure a smooth move and transition for prospective residents. 

  1. Maintain a comprehensive understanding of contractual issues, financial options, insurance issues and other individualized issues that might affect a prospect’s qualifications for the community. Be prepared to help prospects analyze all financial and insurance options and be able to explain how various plans work so they can make a fully informed decision. Provide input and guidance on contract questions that might arise from other departments. Advise colleagues and residents according to the contracts.

  1. Ensure that all files are complete and meet regulatory processes related to moving into a GHI community; further ensure that they are compliant with federal, state and other requirements. Maintain lead information in GHI’s customer relationship management (CRM) database on a timely basis. Run financial assessments in FINAID software system. Submit necessary information to the Director of Sales for monthly reports.

  2. Keep well informed of competition in order to be able to explain physical, financial and amenity differences to the consumer.

  3. Contribute to marketing strategies and the positioning of GHI’s residential communities in marketing materials and advertising, leveraging insights and experience working with prospects.


  1. Bachelor's degree or previous experience in marketing, senior living or housing sales or related field.

  1. Skill, experience and poise welcoming, informing and working with older adults, their family members and advisors as they explore retirement planning and moving into LPCs.

  1. Collaborative and proactive approach to contributing to sales strategy development and execution and positive teamwork.

  1. Proficiency with MSOffice software including Word, Excel, PowerPoint and Internet Explorer. Familiarity with CRM databases as well as ability to become proficient in other software proprietary to GHI.

  1. Proven ability to deal tactfully and effectively with residents, colleagues and the public. Must be able to handle confidential information.

  2. Proven ability to comprehend and communicate complex issues related to financial, contractual and insurance related issues.

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Aging Life Care & Elder Law