The Go-Giver Mindset: Creating Value That Drives Occupancy (w/ Christy VDW & Bob Burg) - S2E15

The Move In Senior Living Marketing Podcast Season 2 • Episode 15 • Empathy, Curiosity & Value Series #2 of 4 What if the secret to selling more wasn't about selling at all? The best sales professionals don't rely on the perfect pitch. They build trust, ask better questions, and focus on serving others first. In this episode of The Move In Senior Living Marketing Podcast, Larry Williams is joined by Bob Burg, co-author of the bestselling book The Go-Giver, and Christy Van Der Westhuizen, Senior Vice President of Sales & Marketing at Jaybird Senior Living, for a conversation about empathy, curiosity, trust, and the mindset that separates great salespeople from average ones. Whether you're responsible for marketing, sales, occupancy, or the resident experience, you'll walk away with practical ideas for building stronger relationships with prospective residents and their families. In this episode you'll learn: • Why great sales begins with serving, not selling • The importance of curiosity and asking better questions • How trust influences every sales conversation • Why families buy when they feel understood • The difference between presenting and having a conversation • Why discovery is the most valuable part of the sales process • How leaders can create a culture built around service and value Featured Guests Bob Burg Co-author of The Go-Giver and internationally recognized speaker on sales, influence, trust, and leadership. Christy Van Der Westhuizen Senior Vice President of Sales & Marketing, Jaybird Senior Living Chapters 00:00 Why people really buy 01:28 Welcome to The Move In 03:42 Introducing Bob Burg & Christy Van Der Westhuizen 05:26 The Go-Giver mindset explained 10:36 Can Go-Givers be taken advantage of? 15:24 Curiosity without interrogation 20:41 Why curiosity and empathy matter 24:02 Trust is the foundation of every sale 29:29 The most important question to ask families 34:02 Leading a sales team with a Go-Giver mindset 42:07 The best sales advice Bob Burg ever received 45:29 Larry's biggest takeaways If you enjoyed this episode, please Like, Subscribe, and share it with a colleague who is passionate about improving the senior living customer experience. #2026 #newseason #SeniorLivingMarketing #SeniorLivingSales #TheMoveInPodcast #SeniorLiving #OccupancyGrowth #ReferralMarketing #ReferralStrategy #LeadGeneration #ResidentExperience #SalesAndMarketing #MarketingStrategy #SeniorLivingLeadership #CustomerExperience #SeniorCare #AgingServices #Podcast #YouTube