We’re back with more Sherpa CRM conversation with female co-founder Alex Fisher! Hear more about her experiences in the industry.
Lucas: Welcome to Bridge the Gap Podcast, the senior living podcast. We are in an exciting place in St. Louis sitting down with the very exotic Alex Fisher.
Josh: I knew you were going to use that word, I knew you were going to use that word.
Lucas: I only did that because she said that we were exotic which absolutely makes zero sense.
Josh: I’m going to come here every day.
Alex: What I meant is here you may not be, although I think you are. But in Argentina, anyone that sees you, and hears you speak, and sees your beards, they’ll think “ugh that’s so exotic”.
Lucas: So she’s easy to love.
Josh: Absolutely. You see why we love Alex.
Lucas: So Alex, you’ve drawn us in and I know for a fact that you’re going to draw our audience in as well, and many of them you probably know and have worked with. You have a fascinating background and yes, our podcast is dedicated to senior living, but it’s also dedicated to the people and the stories that are doing the business in the senior living industry. And so we want to know more about you. You are an artist, you’re a creative thinker, you are definitely out of the box and we want to know more. Talk to us about your upbringing and where you come from.
Josh: Okay wow. That’s a lot. You can start anywhere you want, just start at the beginning.
Alex: Okay, so I was born in Argentina, in La Pampa, Santa Rosa.
Josh: La bamba, is that what you said?
Alex: No la pampa, like the gauchos, la pampas. My dad had a ranch, so I basically grew up on the ranch and the city. Gosh, this could be a very long podcast. So it was important for me growing up I love nature, I love solitude. I was unlike most little girls in the sense that you know, I needed a lot of solitude. So I think maybe that’s part of being a creative person, which we all are, so the fact that I like to draw early on it meant that in order for you to draw you need to be very present and sort of alone with the subject that you’re drawing. So I guess I was a very present little girl, but most of my friends called me weird. Well they didn’t call me that to my face. So one of the things that I keep thinking about is you know the fact that growing up again with lots of solitude, I really enjoyed time on the ranch just going off by myself. And then every Christmas or birthday, my family would say what would you like for your birthday or Christmas and I would say pinturitas which means ‘things to draw with’. So that was what happened. And there was an old book at home, it’s called “Martin Fearon,” it’s the chronicles of the different gauchos in Argentina, it’s the equivalent of the cowboys in the States. Do you guys have cowboys where you’re from?
Josh: Right over here, we’ve got a cowboy right across from us. Have you not seen his boots? He’s got cowboy boots on right now.
Alex: Oh you do, oh guys you should see the boots.
Josh: This is a real life cowboy right across from you.
Alex: My estimation of you just went up, but anyway gauchos so I digress. And so there’s this book and the book has these beautiful illustrations of very old withered faces of all these different gauchos. And there’s that and then there’s my grandmother who had a very old withered face, and this matters because it felt as though or it seemed as though at the age of five, maybe as long as I have memory, I was fascinated with wrinkles. What are those? How do you get those? So I remember asking my grandmother who didn’t like it at all the fact that I was pointing out her wrinkles. Now I understand what she meant, and how she felt. But in any case I remember pointing to her wrinkles and saying how did you get these? And I think perhaps what made me out of the box in some sense, was the fact that I became aware at a very young age that that old person was me in the future. And I don’t think it’s very common for especially young people to understand that old people are you and they’re the trailblazers. To me was a mirror to what was sort of the end. This is what we get to be at the very end. And of course I was deep and I had questions about existential and what happens when we die and all that. Again weird child.
Josh: As a five year old.
Alex: Yeah pretty much.
Alex: I know, I know. But I also liked to play with dolls and do the normal stuff. So that awareness, which perhaps I wasn’t aware that I was aware of that, but I knew that was the curiosity. If I’m in this life, again very contemplative child, if I’m in this life, what does it mean to be human? And where are we going? And especially when we grow old what happens? What do we know? Is it a good thing? It’s a good outcome, or is it a bad outcome, you know?
So I drew old faces. I drew wrinkles and all my friends. I didn’t have very many friends, but all the other kids in school little girls were drawing princesses and clouds in the sky you know, do you know what I mean? And I drew these old withered faces, which again added to my reputation as a little weird.
Then I realized after growing up, you know, then we moved to Buenos Aires, I went to high school there. My parents sent me to Europe every year, so I went to school in the regular school year. And then in the summer, I would go to school in the UK because my mother who was a visionary…my mom was the one that says you have to go see the world but I was very inward. I was pretty happy sitting under the eucalyptus tree at the ranch but she always wanted me to go see the world. You have to get out. You have to learn English, you have to, you know, see the world. So I owe her a lot for that. So there was a weird combination of putting myself out there and wanting to be alone and reflective. And that was always a strain for me and one that sometimes I think kept me back from truly stepping into what I really wanted to do. I don’t know if that makes any sense, probably not.
So in any case, growing up went to Buenos Aires which was a great experience, continued to draw and continued to draw humans. Don’t give me a landscape, I was just really focused on drawing humans. Human faces, human bodies anything that I just said everything. All the landscape is in a person’s face, in a person’s body, all the landscapes are. If you get a microview of a person, you stop identifying an eye as an eye and you start seeing shapes and the ocean and all of these wonderful things, right? So deeply curious my whole life and this is probably what got me to where I am today, and I don’t know where it’s going to take me next but a real curiosity about humanity. About what it meant to be human, what it meant to get to the end of life. What do we learn? Cause I couldn’t figure it out and I thought okay, these people with all these important wrinkles, which meant they’ve lived a long time can tell me. And boy did they.
The rest of the story is that at the age of 17, I met a guy from the states. I was working, I was living alone in Buenos Aires. We got married, had three incredible kids, continued to paint but traveled all over the world because he worked for an oil company. And so I didn’t work quote on quote in the sense that you know, I was a mom, I was an artist and all the time where I would meet different people in different countries. I found that everyone is the same, we all want the same thing. We want connection, we want to belong, we want to be seen for who we really are and that transcends cultures. Transcends, you know with you being, what did you say from the south, you call yourself respectfully?
Josh: He’s a cowboy, I’m a redneck. That’s what we call ourselves.
Alex: To me, that’s just spending too much time in the sun. So you’re a redneck, I’m a foreigner? What am I?
Josh: You’re exotic.
Alex: I’m exotic? No, you’re exotic depending on where we are. In St. Louis, I’m exotic, in Argentina you’re exotic. But we all have the need fundamentally have the same need to belong and to connect. Otherwise it’s terrifying right? So that’s what I now know looking back, that that’s what I was curious about and that came through my painting. It came through the way that I raised my kids. It came through I realized just the way that I was and I behaved. Regardless of what you’re doing, allowing that natural curiosity or what it is that moves you, or you value then creates this incredible path in which you get to know your yourself more and more.
Got married, marriage ended, and I had three incredible kids, they were young. I didn’t know what to do. I was painting in Venezuela, which is where we were living at the moment. I feel so bad for Venezuela right now, but wonderful country, wonderful people and lived there for six years. And that’s where it just all unraveled. I had a studio and I painted really important people in Venezuela, I did portraits, which I’ve always loved but then my life fell completely apart and everything that I thought I knew about myself. I was very fearful of leaving the relationship, but I needed- wow this is like a session now- the impetus for me was to go find out find out where I could be safe and raise my kids in safety. I didn’t feel very safe at the time so it was very traumatic for me. It was a really long process and finally I decided I was going to move to St. Louis of all places in the world. I had no idea.
Josh: Why? Why St. Louis?
Alex: Because of my brother, I have this brother who I love and adore, he’s my only brother and he happened to go to medical school in St. Louis. Now I hadn’t been to St. Louis before, didn’t know anything about it, but he studied in California and then he got a residency and entered medical school here in St.Louis. So, when you are in times of crisis and you’re very vulnerable you gravitate to family or at least being close. It’s not that I was going to ask him for help because I had a very hard time asking for help, don’t we all?
Alex: We say we love to help people but then we don’t want to be helped. This is bad, and we have to fix this. But anyway, I digress. I was talking to my brother and I needed that that support even though it was just his presence and the fact that we were connected as family. So I packed my kids and moved to St. Louis and I said, okay great, I’m going to paint great portraits for important people. That didn’t work because there are times in your life that you don’t really plan and it just sort of sets something else in motion. And so I got here, I got a little studio. I got my canvases and I stared at that canvas for days and months and months. I decided I need a real job. I can’t paint. I can’t paint anymore. You know everything was falling apart, I have these kids and Francisco my oldest needed braces.
Josh: That’s not cheap.
Alex: No it wasn’t and I had no income, and so completely full disclosure, but I had no means of support because that was gone when my marriage broke up. And so somebody says hey, do you know there’s a place here at the Gatesworth? I said what’s the Gatesworth? It’s a retirement community. Oh my God, what’s a retirement community? So they told me and I thought oh my gosh those places? I would never work for one of those places, are you kidding me? That’s not glamorous, that’s depressing. My thought was the nursing homes in Santa Rosa where really mean people put their parents there that were demented, and they didn’t care enough about their parents. And that was my vision. And then I had a different vision of myself at that time. I was coming off of the high of painting all these people and I thought hey, that’s my path, I’m going to become a famous portrait painter.
Josh: And all those captive wrinkles in that senior living community you could have had.
Alex:I know but I didn’t see the connection at the time because sometimes you’re so wrapped up in your own sorriness that you just don’t see it. I just didn’t have the perception.
Josh: I think we’ve all been there at some point.
Alex: Yeah I think we are, at least I hope so, because if that makes me unique I am in deep trouble.
Lucas: No that’s a part of life’s journey.
Alex: It is, yes it is. Back up- I met David and all of a sudden, I thought well with this is this is something else. This is special but really what was the most special was when I went in, I had a ton of preconceived notions. Number one. I don’t want to sell anything. But it was a job and I needed a job. I needed braces, I needed health insurance and so I went. And David interviewed me with some other people, but when I walked into the Gatesworth, I remember there was a very nice doorman. I walked in and said wow a doorman. So all the sudden this started to shatter my vision of what these places were like based on my experiences. But then I walk in and I meet Mr. Weiss who is in there and I’m immediately like oh this is cool. There’s an old person right there that I can talk to. You know they want to talk to you, and they have a lot to say but nobody seems to want to talk to them very much. So anyway, I think that I was hooked then, yes, I can do this. Well, I wasn’t sure then, sorry. I digress, then I went into the interview and then I meant David and the way that he interviewed me was maybe he talked about this already.
Josh: So we had some discussion with him and so we didn’t get the awesome story that you just told us as far as the backstory, which is amazing said thank you for sharing that I think our audience will love to hear it.
Alex: Do you think I overshared a bit?
Josh: Not at all. We might dive even deeper if we keep talking.
Alex: Let’s do it. I like deep.
Josh: I will say one central theme that sticks out to me from when I was talking with David and simply asking him. Well, Alex is awesome. How’d you meet her? How’d you find her? You know all that and he said you were basically at the point with your kids, you were trying to find a job, you applied and the one thing he said you were worried about was finding insurance, and paying for health things and you mentioned the braces, so that ties in really well with where he picked up the story. But one word that stuck out to me for my conversation with David which you touched on multiple times in this conversation is the word and the theme of curiosity and it’s been apparently a theme of your life since very early, but he never talked to him and he feels like that is probably one of the things that was most attractive about the relationship, and probably one of the greatest keys to your success and then it has pushed you forward is constantly being curious, constantly learning and seeking knowledge.
Alex: Thank you for that, it’s extremely flattering, but absolutely that that I was talking about before in a very long-winded way about just being curious about humanity, that’s why people accuse me of being deep, is the key. Because then you’re also curious about yourself and your own humanity because it probably starts there. Like, okay am I alone in this? I see that I’m human, it’s weird, and we’re going to go through this journey and then some things feel good and some feel bad. There’s people I love and there’s people that I don’t like very much, all this stuff happens and then you get old. I didn’t know at that time, but I knew that I was going to get old.
The curiosity which led me to paint or at least I manifested that deep curiosity for humans and connection, I realize now that I manifested it through painting other people because then again you get to be in the moment, very present and you have to be very connected to someone to truly be able to draw them. To draw them you have to feel it, you have to sense it. You have to just be right there. Actually, you don’t have to do anything. You have to just let it inform you that person in front of you and then you can draw it. And you have to let go of the outcome. So when you’re trying to do something really hard and then you’re worried about the outcome, it doesn’t come out. When you’re in the moment, really connected in the process that’s when true connection happens, but it’s difficult to let go of the outcome. So I manifested in my painting and then I had to get braces and all of that. I didn’t realize that then I was going too manifest that same curiosity in sales.
Josh: Because you didn’t want to sell anything right?
Alex: I didn’t want to tell people what to do. I didn’t want to be inauthentic. I had this thought that being in sales meant that you have to be in inauthentic, that you have to manipulate someone into doing something that they may not want to do. So again preconceived notions. I had no idea that sales could be so heroic and this is my thing that when you allow your curiosity and you become connected, for other persons and you’re present, and for other people, for your community, for yourself, when you allow yourself to get vulnerable and curious and then also opening that for somebody else to know you, that’s where the magic happens. And I thought that I couldn’t do any of those things if I went into sales. And then I realized that the theme, the hero is that person that’s able to truly be with somebody else, which is the one way that you help that person and was beautiful about that is that in turn they help you.
So through my work in senior housing I was lucky, completely privileged actually to learn so much from prospective residents, from people, from old people. I would sit in somebody’s living room and just go deep and just go into the story and then being able to just relief of knowing that people survive bad things. The stories of, oh honey I have cancer, I got divorced or I lost a child God forbid. And I thought wow people survived all these things and then from this perspective is so cool. Wow, you can actually get through so much in life. And the stories have always been about because I always ask what was your proudest accomplishment, what was that one thing and that’s where everybody lights up. Everybody young or old they light up. Because that’s where they’re like, oh yeah, I found this thing that I love whether it’s my curiosity for humans, whether it’s my love of plants, whatever that is, and that was my accomplishment. That’s cool.
So back to the hero, that’s the hero. The hero is not that guy that I know David always talks about, rescuing the lady on the train train tracks, right? The lone ranger, the hero, Superman that saves the world. What does that mean, right, for all of us regular folk? It means that, I think, it means that we have to just actually dare to take the risk to really care, dare to fail, dare to be embarrassed. But really be driven by whatever it is that you value and you will succeed.
I didn’t know this but I was lucky and I was guided by this curiosity and I was taught by the best. Especially old people, all the beautiful people not because they’re old but because they are experienced, they have wisdom, they’ve gone through this stuff. So the other agist thing is not they’re so cute because they’re old, oh those two old people kissing. That’s so cute. Agh it enrages me. That’s you, how would you like that? That’s going to be you if you’re lucky, think about what that feels like. So I really went off the deep end.
Josh: Not it was really good. So that kind of gets us caught up to the point where you and David met.
Josh: Obviously, what was birthed there so to speak, or started there in that first community, really has evolved and I think what I am hearing from your story is a lot of what Sherpa is today and it’s easy for me to see. So I’ve been exposed to Sherpa from the operator side, from the Bridge the Gap partner side and now to experience it here. We’re about to experience the Sales Culture Starter. Is that correct? Sorry. I keep thinking I’m going to stumble over that. I keep thinking I’m getting it right.
Alex: Maybe we need to change the name to something more catchy.
Josh: I don’t know, it’s pretty catchy, I just think that I’m not great with words. But I want to talk a little bit and give our listeners what we really want, one of our things we want to do is be able to take the great thought, leadership, these great principles and these great stories out to this wide audience, our growing audience. Can we talk a little bit about what the purpose of this event is, why you invest so much time and energy in this and kind of a cliff notes version of what they’re going to take away because I was looking at the agenda. It’s beefy.
Alex: It is.
Josh: I mean, there’s a couple of very intense days were kicking it off tonight, but a lot of training so to speak, a lot of talking so give us the diversion from your perspective of the why and what they’re going to experience.
Alex: So the why of the company is that we want to change the way that the senior living industry sells. We want to change it because we believe very strongly that we’re not going about it the right way. We’re not producing with the sort of the old way of again transactionally selling, here’s what we have and it’s wonderful and you know, buy it. So I won’t get into all the reasons why people don’t buy what we have to sell and all of that, but fundamentally that’s our mission to have more empathic, authentic and successful sales approach. Which is really grounded in the practice of myself for 15 to 20 years of being in the trenches and certainly David. Being in the lab is talking to people, figuring out what made them connect and understanding that at the deep heart of the methodology that people want to be seen. That’s why you find so many people want to be seen, they want to be cared about, they want to be acknowledged and they want to belong. So seen, acknowledged, validated and belonging is really the prospect’s journey into our community. They’re residents and now they belong to something, but first they have to feel seen. The first contact that they have with who we are as operators is do you care about me, me as a person, me that loves to ride bikes, me that- I don’t know anything about you.
Josh: He’s a cowboy. That’s all you need to know.
Alex: Me who loves boots, cowboy boots and I’m connected to that because I have a story behind that, and so do you about bicycles and that’s a heroic story. So that’s what I mean, that’s what really at the core of what our sales process is.
Alex: So do you find when people come to this, because I think going back to my conversation, our conversation with David, one of the things that was also very attractive to you and your curiosity, your enthusiasm but also the fact that you didn’t come from senior living so you didn’t have the baggage. Do you find when people come to this conference, which I’m assuming it’s various levels from the c-suite all the way through the field level. Do you have to strip some of that back first before you even have something to work with?
Alex: That’s so smart of you. But yes there’s an unlearning that has to happen. There’s a paradigm shift. There’s all of a sudden for many people it’s like I drank the Kool-Aid, oh I saw the light. It;s almost like a little bit of a religious event, well not religious but you know..
Josh: I’m getting nervous now..
Alex: I know, I know. But it’s like what a revival. And many of the takeaways are thank you for giving me permission to be real. Thank you for explaining with data and with a very specific set of actionable things that I can do and do that from a place that’s authentic. Thank you for helping me understand that the biggest barrier to me is converting more sales and being successful for everybody is my own self, my ego that gets in the way. And sometimes the way I’m managed.
So and then for the c-suite is like hmm, interesting what we’re doing isn’t working, maybe this stuff works. But can we make it work, because it seems really complicated. Like yeah we’re building relationships, but that’s not what we mean. We mean and we hope that they take away this understanding that you can put empathy, connection, actual care, understanding who your prospect is and what they’re going through in terms of emotionally transitioning in their lives not looking for an apartment or care for mom, it’s so much more than that. And once they realize that okay, here’s a different view of our customer and it resonates because if it was me that was 87 and have lived in my home for 50 years I probably wouldn’t want to go to one of those places either, and I own them. So I would want to have my little life.
So then it resonates, and then we give them real data. This is so wonderful about not being able to have so much data is that measures empathy, it measures connection. When I designed Sherpa, I designed it as a blank canvas, you know, I realize that everything that I did as a painter, as a curious person about other people was now I said okay great, this works, actually. When you’re present, when you’re really with someone, when you say I see you, tell me about you. That I’m interested in you, I’m curious about you and all these other scripts go out the window and the person now feels connected. They say wow, this place cares about me. So the other one had the pool, but this place cares about me. What an incredible competitive advantage. And that’s proven over and over again over years of consulting.
So that’s what we hope they take away and the fact that they also understand that you can measure certain behaviors that demonstrate curiosity and connection and then giving the sales people and everybody they’re going to station an opportunity to paint a picture of each one of their prospects, their customers. That’s what a prospect profile in Sherpa is. That’s what it was always intended to be. Here’s a blank canvas, here’s Mary Jones, here’s her daughter, blah blah blah. Now paint me a picture. What does she look like, what was her life like, what was her story? What does she value? What is a day like, what happens to Mary when she wakes up in the morning? What’s the first thing she thinks about? Imagine if we have- I imagined and that’s what we did here. I imagined having this blank canvas that could draw each one of our potential customers. And then you build this ridge, but in order to do that, I was hoping that I could give them this stool. Sales people, you know, like I was one, would say, okay, this is cool. It tells me that I need to go learn about life stories so I’m going to ask. That was the intention behind it. I want to motivate the behavior, the curiosity. And then my thought was that if the prospect would read their own profile, they would recognize themselves. They would say wow, look at how that person saw me. You know, the power of someone filling in your profile and saying here this is what I know about you, and then seeing your own story reflected by somebody else’s interest in you and told inside the prospect profile at Sherpa.
Josh: That’s super cool.
Lucas: And that’s how you change culture in sales.
Alex: And that’s how you change culture.
Josh: Do you see what she did with the thread of the canvas through this whole story?
Lucas: A true artist.
Josh: So now out of curiosity are you still painting? It seems like it was a big part of your life.
Alex: I paint here, I paint here all the time.
Josh: But you paint humans?
Alex: I do, I paint with a team. I have opportunities to think about, to imagine the next picture, the next thing. Sometimes, you know, running the business and operating the business gets a little bit in the way of innovation. But here’s the thing. I think it’s important to be on purpose, in your operations designate time for innovation. You have to allow for time for free thinking. And hey, nothing is going to come of this. We’ve got a lot of problems. We have operational issues. We have to run, we’ve got to an answer, we have to do all these things but let’s allow ourselves half a day for everyone to bring in a cool idea. It doesn’t even have to be about work. But just something that you dream about, you can’t limit yourself with it’s too much money. Just a designated day to bring in cool ideas out of the box with the understanding that we never do it, but we’re going to share that. And I think we should all do it and that’s what I get to do here occasionally and I love it.
Josh: Maybe we need to have another podcast with just our cool ideas and just share, just let it flow. And who knows, somebody out there might be cool enough and crazy enough to do one of our ideas.
Alex: Thank you.
Josh: Is that not the coolest thing?
Alex: That’s a really cool thing. This is the thing. It’s the things that make no sense, that make the most sense because we’re trying to make sense of our day, of our lives does it fit? I’m fulfilling all these expectations, but we don’t give ourselves permission to actually let our juices flow, and say hey let’s dream today. Let’s give ourselves a few hours of just what could be, without judging. It’s called I guess blue hat thinking…It’s allowing yourself to suspend judgment, which for all of us is very difficult to do because the ego has to go out the window. Maybe you have a really stupid idea and other people say that’s a stupid idea.
Josh: I have a lot of those.
Alex: Exactly, don’t you just love stupid ideas? I love stupid ideas, the ones that are just not restricted by I don’t know how we’re going to execute about. So anyway, I think you should do a podcast of just blue hat thinking- I shouldn’t keep quoting the blue hat-
Lucas: – it’s a new quote.
Alex: – of non-judgemental, and by the way, this is what we do when we do case studies in Sherpa. When we teach and train we talk about planning a lot. Okay planning what does it mean? But planning means when you just you get together and you say, okay, what do I know about this person, but then you go, let’s throw out a bunch of stupid ideas of things we could do. No judgment. Well we could, you know, we can just come over with a big pot of soup. Okay well, maybe that’s a stupid idea. Or maybe that can’t happen we don’t have the time, who’s going to make the soup. We talk ourselves out of a lot of ideas, but that’s what planning is. The best part of planning for a prospect as a very important sales activity has to do with saying let’s just brainstorm. Let’s just be creative. Let’s be creative, let’s think about all these different scenarios and then dare each other as a team to do it. If it resonates, if it’s authentic and if it’s based on your desire to help that person because you’re connected to them.
Josh: Super cool.
Lucas: We’re in for a big treat here in St. Louis at the Sherpa headquarters and at the Sales Culture Starter.
Josh: See, it’s not as easy as you think.
Lucas: It’s not easy for me to say.
Alex: SCS, let’s call it. Oh no, that’s worse.
Lucas: We’re going to change culture and learn a lot and have a lot of fun doing it. And so my take-away is a former lawyer and a former portrait artist meet and then they create Sherpa.
Josh: Beautiful art. That’s right. Human Art
Lucas: Great story. Thank you, Alex, so much for sitting down with us. It’s been a very fulfilling and introspective discussion that definitely has our egos in check and our brains on go and we’re really looking forward to spending some more time with you guys. Thank you for your partnership. We believe in what you’re doing, we thank you for believing in what we are doing and we’re going to go out and change the world together.
Alex: We are going to do that. Thank you so much, I’m so grateful. Thanks.
Josh: It’s been awesome.
Lucas: And thanks for joining us on another great episode of Bridge the Gap.
Lucas: Josh one of the great things about the podcast is being able to partner with some of the best in the business. And our partnership with Sherpa is exciting because of what they believe in, and the culture that they’re trying to change in the marketplace.
Josh: It’s so consistent with our mission, our vision and it’s so fun spending time with them and as you probably just discovered just as I did we can’t hardly make them talk about themselves. They want to talk about everybody else. They want to get to know you and it’s all about the relationship and what they can help guide you too and solve for you. So I love it. I love the culture here. We’re here at the Sales Culture Starter and it’s just a fascinating event. So glad that Sherpa is our partner.
Lucas: And we got a lot coming up. A lot of great content that is coming out from this event and many more as we dive into the culture of sales. And this is part of the engine that drives almost every business. There’s a shift in the sales world in general and there should be a shift in the way that we sell to older adults and their adult children.
Josh: And it’s not a bad word to talk about sales.
Lucas: That’s right, the senior living industry has a lot to offer and that should be highlighted. And those those values communicated back in a way that is meaningful to bring dignity to the lives of those that are finishing out the final chapters of their life
Josh: So big thanks to Sherpa for the partnership.