New Software Brings Psychology into the Senior Living Sales Mix

A St. Louis-based senior housing consulting company has debuted a new proprietary interactive lead tracking and sales tool for the senior living industry, which it believes will revolutionize current prospect-centered technologies.

Developed by One on One LLC, Sherpa is the company’s new customer relationship management technology designed to enable any organization implement a prospect-centered approach to achieve sales goals and improve results by creating a holistic profile of individual prospects.

The tool utilizes prospect-centered selling, a process that aims to help prospective residents overcome their own emotional barriers that foster objections and ultimately delay the decision-making process, says One on One Founder and Principal David Smith.


“Using principles derived from the psychology of change, Prospect-Centered Selling helps build trust, make stronger connections and inspire seniors to seek a better quality of life,” Smith said in a statement. “Sherpa guides professional senior housing Sales Counselors through the process of tracking conversations, gauging ‘readiness’ for change and tracking relevant change oriented metrics all of which drive better sales results.”

Sherpa enables any sales counselor to practice Prospect-Centered Selling with a step-by-step program that includes spending more time with each qualified prospect, developing trusting relationships, asking questions and evoke change talk, planning for strategic advances and using personalized, creative follow-up.

The technology also includes a comprehensive Coaching Center populated with “best in class” sales training and coaching materials developed by One on One over the past 25 years.


To date, One on One has raised nearly $2 million to develop Sherpa, and the tech has already begun to garner praise from various senior housing professionals nationwide.

“Sherpa will greatly enhance the sales and marketing process for the assisted living industry,” said Richard Westin, CEO at Agemark, in a statement. “Sherpa revolutionizes the way we track the sales process by keeping trace of ‘advances,’ those incremental steps that ultimately lead to a sale, by having all contact information and notes from prior meetings or calls at your fingertips.”

Written by Jason Oliva

Companies featured in this article: