I had an interesting discussion with a leading lawyer in the retirement village sector this week.
When should the salesperson hand over responsibility for a customer?
At the moment once a customer says ‘I want to buy’ they are handed over to administration to process the paperwork and contract.
The lawyer says the salesperson has made all the offers on what a great value proposition the village presents, so perhaps they should be staying with the customer at least through to when the settling period is over to ensure their perceived promises are delivered.
This could be six months for some operators.
It’s an interesting idea. What do you think?