2012 Seniors Housing & Care Journal: A Moneyball Approach to Seniors Housing Sales

As documented in Michael Lewis’ 2003 book Moneyball, Oakland Athletics General Manager Billy Beane was famous for using overlooked evidence to project which players would provide high value. This article uses the “Stages of Change” model to take a Moneyball approach to seniors housing sales, identifying behaviors and strategies that lead to high rates of return in sales interactions.


Smith DA and Fisher A. Measuring success in seniors housing sales: prospect-centered selling with the “Stages of Change” model. Seniors Housing & Care Journal; (2012). 20(1).

The National Investment Center for the Seniors Housing and Care Industry (NIC) and the Mather LifeWays Institute on Aging are bringing open access to the Seniors Housing & Care Journal in 2012, making all the articles accessible to all, free of charge. To download the articles from the 2012 journal, please visit the NIC’s website

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