By State
  • New South Wales
  • Victoria
  • Queensland
  • Western Australia
  • South Australia
  • Tasmania
  • ACT
  • Northern Territory
By Type
  • Awards
  • Conferences
  • Lunches
  • Future Directions
  • Forums and Briefings
  • Business Networking
  • Academy Courses
  • Site Visits
EDU Retirement Living Sales & Marketing VC MAR 2022
date {#StartandEndDate}
Time {#Event_Time}
city {#Event_City}
location {#Event_Location}
state {#Event_State}
contact {#Contact} - {#DirectNumber}
Ticket Prices Members ${#IndMemPrice}
Non-members ${#IndNonMemPrice}
Price Per {#TableTypeMinusOf} Members ${#TableMemPrice}
Non-members ${#TableNonMemPrice}

Attendees per {#TableTypeMinusOf}: {#Table_GroupNo}
Price Per Premium {#TableTypeMinusOf} Members ${#TablePremiumMemPrice}
Attendees per {#TableTypeMinusOf}: {#Table_GroupNo}
all dollar amounts are tax inc

Sign In

Booking details
Registration contact


This NEW Sales and Marketing Elective short course will equip you with the skills to connect and relate to prospective residents.

You need the emotional intelligence to understand this stage of life, influencing factors and considerations faced by prospective clients. You also need effective organisational and strong persuasive skills to identify and manage related sales activities continually feeding the sales funnel. 

This one-day course is part of a suite of professional development courses provided by the Property Council Academy in partnership with the Retirement Living Council.

The one-day village management sales training program forms an elective part of the broader Village Management Industry Diploma developed for village managers, owner operators, sales and marketing professionals and real estate agents.



  • Build marketing and sales skills to effectively present your village offering.
  • Understand your target audience and how to reach them.
  • Present key information clearly and effectively (including pricing and contracts).
  • Nurture and manage leads across the customer sales journey.



About RLC, ARVAS, Capability - Framework

Guide to Contracts and Pricing

  • Legal Structures
  • Contracts
  • Cost structures (entry fees, ongoing fees, exit fees (also known as DMF))

    Planning Sales and Marketing Activities

  • Understanding your target audience
  • Market positioning and Point of difference
  • Feeding the Business Development funnel
  • Generating leads: Marketing your village offering and driving referrals

    Effectively Present your Village Offering: The Customer Sales Journey

  • Planning the customer sales journey – key components
  • Creating connections

    Selling Skills: Understanding and Communicating Well with Prospective Customers

  • Identify customer profiles and needs
  • Listen and understand
  • Closing the sale and overcoming objections -scripting
  • Manage leads post tour

    Continuous Improvement: Managing and evaluating your performance

  • Conversion rates, Processes, Research and Feedback, Digital performance


  • Village managers
  • Owner operators
  • Sales and marketing professionals
  • Real estate agents selling retirement living
  • Anyone involved in, or aspiring to be involved in, retirement village sales


  • Leadership in Retirement Living
  • Retirement Living Facilities & Asset Management




Cancellation policy

All cancellations must be requested in writing however no refunds will be given to cancellations made less than five (5) business days prior to the event as catering arrangements have already been confirmed. We are happy to accept a replacement at no additional cost.

Terms and conditions

Australia is currently in the midst of the world-wide COVID-19 crisis. We will refund your registration cost if the event you have registered for is cancelled because the government extends or amends its existing COVID-19 restrictions. Registrations are for individual delegates only and cannot be split or shared between multiple people. Payment is required prior to the event. The Property Council of Australia reserves the right to alter speaker/s or program of events or cancel the event in its entirety. The Property Council of Australia reserves the right to refuse entry to or remove from the premises any person who it considers (in their sole and absolute discretion) is causing annoyance. Your registration is accepted on the basis of these conditions. The collection of individual registration details is primarily so that we can register you and your colleagues for the event. The information will be stored in the Property Council’s database and may be used for future marketing of Property Council events and may also be provided to the event sponsors. If you do not wish your details to be made available to external parties, we ask that you notify us by a written request to the Property Council Database Manager. Property Council often undertakes or facilitates photography and/or video at our events and conferences. These images and footage may be used in future promotions that include but are not limited to website, direct mail, marketing collateral, email, sales documents and other uses by Property Council of Australia. Should a registered participant seek to be excluded from such future uses of images, you must register your request with a Property Council staff member on the day of the designated event. No further correspondence or permissions will alternatively be sought.