A Transaction Like No Other
Buying into a continuing care program is a purchase unlike any other. It is no wonder that the members of our sales team are called Retirement Counselors. Our potential customers – future villagers – come to us with complex feelings and our job is literally to counsel them. The process of closing a chapter of one’s adult life, a chapter titled “Career, Children and Expansion,” in order to start a new chapter titled “Reflection, Appreciation and Actualization” isn’t easy for most people.
The principal competition for Cross Keys Village isn’t one of the many beautiful retirement communities that dot the landscape between Chambersburg and Lancaster. Instead it is “staying at home,” in a house that is full of family history but increasingly unsuited to the life of elders – a life that can grow lonely, frustrating, unhealthy and unsafe. Seniors understand this… up to a point, and an inner conflict oftentimes develops between what they know and what they say.
When visitors to our Welcome Center get deep into details too early or too quickly, we understand that they may need a bit of refocusing. We hit the pause button: there will be plenty of time to discuss the amortization period, the dining plan discount, the number of telephone outlets, and whether you can bring your grill. Today, we need to know why you are here. Not because we are curious, but because you need to open up to yourself, get in touch with your feelings, and face the fact that this is not like buying a house or anything else.
Our Retirement Counselors are not paid a commission, and you will never be subjected to a hard sell at the Welcome Center. While most of you will proceed according to a methodical and steady pace, others will experience second thoughts and false starts… and that’s OK. The chapter you are about to start is meant to be yours and yours only. We are here to help you make the coming years the very best they can possibly be.
Oliver Hazan – VP of Sales and Marketing, CKV-TBHC