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Trilogy by Shea Homes Sales Teams Resources Hub

Welcome to your comprehensive resource center for maximizing the impact of our 2025 Sales Conference - and beyond. This curated collection of materials is designed to help effectively follow up with prospects, implement new strategies, and drive meaningful conversations with potential Members.

Each resource has been specifically selected to support different aspects of our post-conference engagement strategy. From foundational concepts to advanced tactical approaches, these materials will help you transition from conference insights to actionable client relationships.

Core Conference Materials

Conference Deck
Complete presentation materials covering all key concepts and strategies discussed during the conference sessions.

Quick Reference Guide

Pocket Guide
Essential quick-reference material for immediate application during client interactions and prospect conversations.

Leadership Resources

Senior Leader Overview of Next Steps
Strategic guidance for customer success managers, general managers, and sales managers on implementing conference learnings.

Advanced Sales Methodologies

Communication Excellence

Storysharing - Master the art of compelling narrative in sales conversations. Learn how to craft and deliver stories that resonate with prospects and drive decision-making.

Trusted Advisor - Transform your approach from transactional selling to becoming an indispensable strategic partner your clients can't imagine working without.

Negotiation & Influence

Never Split the Difference - Advanced negotiation tactics based on FBI hostage negotiation principles, adapted for complex B2B sales scenarios.

Cialdini Principles - Psychological principles of persuasion and influence to ethically guide prospects toward favorable decisions.

Practical Application Tools

Interactive Workbooks

Workbook (Handout Version)
Comprehensive exercises and templates for practicing new techniques with your team and refining your approach.

Workbook (Key)
Answer key and detailed explanations to ensure you're implementing exercises correctly and getting maximum value from the practice sessions.

Visual Learning Tools

Jack's Images & Concepts Deck
Visual representations and diagrams of key concepts to help you better understand and communicate complex ideas to your prospects and team members.

Interactive AI Training Module

Practice your sales conversations in a safe, AI-powered environment. This training module uses AI to simulate realistic buyer interactions, allowing you to refine your approach and receive immediate feedback on your performance.

And the best part is you aren't put on the spot. Typing is great practice for talking!

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Step 1: Copy the Starter Prompt

Begin by copying the prompt below into ChatGPT, Gemini or CoPilot.

You are now the buyer avatar 'Linda Marks.' Stay fully in character as a 67-year-old widowed prospective buyer exploring an active adult community. Respond emotionally and realistically based on what I say. If I demonstrate tactical empathy, increase your openness. If I rush, push, feature-dump, or ignore emotional content, become more hesitant or guarded. You may reveal internal feelings in brackets like [I'm feeling pressured], but keep the dialogue natural. Begin the conversation once I greet you. Focus on Initiating Discovery. Act authentically, meaning you should not reveal information that would not normally be revealed in an initial conversation unless the dialogue leads to those revelations. Play hard to get.

Note that both Linda and Initiating Discovery are flexible. By calling on different avatars and focusing on different scenarios, the training can be well-rounded and non-repetitive. See avatars and scenarios below.

Step 2: Paste and Start

Open ChatGPT, Gemini or CoPilot​, paste the prompt, and begin the conversation. The roleplay will start automatically, and feedback and insights are provided along the way.

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Step 3: Conduct Your Sales Conversation

Engage naturally. Practice your tactical empathy, trusted advisor behaviors, and discovery techniques. Pay attention to how she responds to your approach—she'll become more open or guarded based on your communication style.

At a point at which it feels like you've gone through the scenario sufficiently, proceed to Step 4.

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Step 4: Request Your Performance Evaluation

When you're ready to end the conversation and receive feedback, paste the evaluation prompt below:

Switch to Evaluator Mode. Evaluate my performance using the six-part rubric: Tactical Empathy, Trusted Advisor Behaviors, Cialdini Influence Principles, Up-Front Contract, Discovery Quality, Guidance & Clarity, and Overall Experience. Score each 1–5 and provide a total and percentage. Our goal is improvement, so be direct and score harshly when appropriate. Quote my actual language as evidence. Describe the avatar's emotional arc during the conversation. Provide 3-5 positive examples. Provide 3–5 clear coaching recommendations with improved example phrasing. Provide feedback in the chat. Confirm name and community when this prompt is entered. Tell them how to share the chat with their manager.
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Step 5: Share Your Evaluation (as applicable)

Depending on the platform, you can use the Share feature to send the chat to your manager. You can also just use this as practice on your own.

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Step 6: Repeat

Mastery comes through repetition. Each conversation builds your confidence, sharpens your instincts, and deepens your understanding of buyer psychology. The more scenarios you practice, the more naturally these skills will emerge in real conversations. Challenge yourself to work through different avatars and scenarios regularly—your growth will be evident in both your evaluations and your real-world results.

Key Scenarios

This training module allows you to focus on specific, high-leverage moments in the sales process. Each scenario isolates a critical interaction, enabling you to refine your approach and develop targeted strategies for success.

Scenario 1: Initiating Discovery

This scenario is designed to help master the art of opening a conversation to uncover true buyer motivations and needs. The key factors to understand are the quality of the introduction, the use of strategic pattern interrupts, and the ability to effectively articulate an up-front contract.

Scenario 2: "What's Included" Clarification

This scenario takes place prior to entering the model homes, and is about setting up an effective up-front contract so that when questions are asked about what's included, agreement is already in place that the focus in on feel and layout. The inclusions will be reviewed in detail later, as applicable.

Scenario 3: Overcoming "Think It Over"

This scenario takes place at the end of a reasonably successful tour, and is about probing deeper when buyers need time to consider, identifying and addressing hidden concerns. Using labelling to address concerns and up-front contracts to get to either a yes (I want to keep progressing), a no (thanks but no thanks), but never an "I'll think it over".

Scenario 4: Handling Price Objections

This scenario deals with confidently handling an objection that is common - price. This could include the home price, the HOA fees, taxes, Club dues, or something else altogether. This typically comes up near the end of a tour, but it can happen anytime. The goal is to articulate price with confidence while maintaining empathy, always employing Trusted Advisor strategies to maximize success.

Scenario 5: Competitor Differentiation

This scenario helps build skills to speak with customers when they want to compare our offerings to other communities. This can happen anywhere in the course of the tour, but most typically comes up during the community overview. In many cases, the competitor communities are more established and therefore, in the near term, have more amenities available.

Scenario 6: Securing Next Steps

This scenario helps to avoid instances where the next steps are unclear. Practice guiding buyers to articulate their own clear, actionable commitments for their home-buying journey. The important lesson here is remembering that most buyers purchase in spite of the close, not because of it. Need to guide to helping them close themselves.

Scenario 7: Re-engaging Cold Leads

This scenario is about developing compelling strategies to reconnect with inactive prospects and rekindle interest. The key is to earn attention, respect time and boundaries, and get to clear next steps, positive or negative. The enemy is ambiguity.

Scenario 8: Navigating Partner Dynamics

This scenario is about facilitating consensus and addressing differing opinions between buying partners effectively. This typically comes up during the financial discussions, and in most cases one person wants to move forward and the other is more hesitant.

Scenario 9: Gaining Buy-in on Upgrade Value

This scenario is about presenting the benefits of personalized options and upgrades. The key is to avoid Justify-Explain-Defend and instead guide them to making their own cases for or against what's being considered.

Scenario 10: Handling Unexpected Objections

This scenario is about practicing quick thinking and empathy to address unusual or challenging buyer concerns. These happen anytime, all the time, and the key is to employ the correct tactical empathy methods versus having some single, magical response.

Each scenario is designed to be concise, allowing for focused repetition and immediate feedback, building your confidence in these crucial sales moments.

Buyer Avatars

Each avatar represents a different buyer psychology and communication style. Use these profiles to practice adapting your approach and mastering various sales challenges.

Avatar 1: Linda Marks - The Emotional Widow

Linda is a 62-year-old widow, recently lost her husband of 40 years. She is seeking community and connection but anxious about making such a big decision alone. Values empathy and patience. Will shut down if rushed or if emotional needs are ignored.

Avatar 2: Jim & Julie Walters - The Analytical Engineer

Jim is a 68-year-old retired engineer. He is highly logical, detail-oriented, and uncomfortable with emotional conversations. Needs data, specifications, and rational justifications. Becomes frustrated with vague answers or emotional appeals. Julie is already gung ho and frustrated by what she sees as Jim's over-analysis.

Avatar 3: Susan & Tom Chen - The Hesitant Couple

Susan and Tom are both 58, still working part-time. Tom is excited and ready to move; Susan is anxious about leaving their longtime home and friends. They need alignment before deciding. Will reveal tension if the CR doesn't address both perspectives.

Avatar 4: Robert "Bob" Martinez - The Skeptical Negotiator

Bob is a 64-year-old former business owner. He assumes everyone is trying to sell him something. Tests the CR with tough questions and pushback. Respects confidence and honesty but will disengage if he senses manipulation.

Avatar 5: Patricia Donovan - The Social Butterfly

Patricia is a 66-year-old extroverted retiree. She loves to talk and share stories but struggles to focus on decision-making. Needs gentle guidance to stay on track. Will dominate the conversation if not redirected skillfully.

Avatar 6: Michael & Anne Thompson - The Silent Spouse

Michael is a 63-year-old husband accompanying his 60-year-old wife Anna. Anna does all the talking while Michael appears disengaged but is actually the decision-maker. He will only open up if directly and respectfully engaged. The sale depends on connecting with him.

Avatar 7: Karen Fitzgerald - The Overwhelmed Caregiver

Karen is a 60-year-old woman caring for her aging mother while planning her own retirement. She is stressed, exhausted, and emotionally fragile. Needs someone who listens and simplifies the process. Will break down if pressured.

Avatar 8: David & Janet Pierce - The Financial Worriers

Both 65, they are concerned about stretching their retirement savings. They want the lifestyle but fear making a financial mistake. Need reassurance and clarity about costs. Will become defensive if financial concerns are dismissed.

Avatar 9: Mark & Joan Stevens - "Just Show Me the Models"

Joan is a 61-year-old busy executive accompanied by her more relaxed husband, Mark. She is dismissive of the sales process and insists she "just wants to see the models." Resists relationship-building and discovery questions. Views the CR as an obstacle rather than a resource.

Avatar 10: Richard Hayes - The Comparison Shopper

Richard is a 59-year-old methodical researcher. He has visited multiple communities and takes detailed notes. Asks pointed comparison questions. Needs differentiation and value articulation. Will leave if answers feel scripted or evasive.

Educational Decks

Stay ahead with our training modules, designed to continuously enhance your sales expertise. Access new insights and practical strategies to refine your approach and deepen client relationships.

The Seven Stages of Member-Centric (Trusted Advisor) Selling

Release Date: October 1, 2025

Explore our seven-stage methodology to transform your sales approach. Guide prospects through a structured journey, fostering trust and ensuring a member-centric experience from initial contact to long-term partnership.

Access the Deck

Bonding & Rapport (TA from the Start)

Release Date: October 6, 2025

Master the art of establishing yourself as an indispensable trusted advisor from your very first interaction. Build immediate rapport, understand client needs deeply, and position yourself as a strategic partner, not just a vendor.

Access the DeckA

Up-Front Contracts

Release Date: October 13, 2025

Mastering up-front contracts enhances trust and communication with prospects by setting clear expectations and creating collaborative sales conversations.

Access the Deck

Pain Discovery

Release Date: November 3, 2025

Discovering and understanding prospect pain points is crucial to building trust and guiding solutions that truly meet their needs, transforming challenges into opportunities.

Access the Deck

Reflective Listening

Release Date: November 26, 2025

Reflective Listening is a powerful communication skill where the listener intentionally focuses on understanding the speaker's message — both the words and the emotions behind them — and then reflects that understanding back.

Access the Deck

Tough Stuff

These prepared responses for the most common questions encountered during sales conversations are designed to address prospect concerns directly and help them confidently move toward a decision.

Scenario 1: "Why Now?"

This script uses a powerful third-party story to address procrastination. It frames the decision in terms of time and opportunity, allowing the prospect to internalize the urgency without feeling direct pressure from the salesperson.

The Script: Addressing Timing Concerns

I recall speaking with a woman who was trying to convince her husband to move. She turned to him, right in front of me, and said:

Our 60's are our Go Go years, our 70's are our Slow Go years, and our 80's will be our No Go years. Why the heck are we talking about waiting?

Because of that insight, she didn't let him hem and haw—they acted. She realized they needed to maximize their active years. Now it's Go Go all the time, and they couldn't be happier.

Guidance on Delivery and Timing

  • Delivery: Tell this story warmly and conversationally, maintaining eye contact. The power lies in the relatable third-party observation.
  • Timing: Use this when a prospect shows enthusiasm but expresses hesitation or a desire to delay the decision (e.g., "We'll think about it for six months" or "Maybe next year").

Scenario 2: "Why Trilogy?"

This response starts by validating the prospect's decision to seek change, then pivots to clearly articulate Trilogy's core, defensible differentiators.

The Script: Trilogy's Core Differentiators

Look, if you are telling me your decision is between us and someone else and not just staying in your current home, you should take that leap. I think you'll be happier than you are now if you move into any community of this style. That said, if you're asking me to make the case for Trilogy, I would share with you that...

Our differentiation rests on three core pillars that ensure long-term lifestyle delivery and value:

  1. Commitment to delivering the lifestyle via the dedicated hospitality company BlueStar.
  1. The stability and family-owned ethos of Shea Homes.
  1. The commitment of our team members, who possess unparalleled industry tenure and expertise.

Scenario 3: "Why Should I Buy if the Amenities Aren't Complete?"

This response acknowledges the concern and transitions into a third-party story that reframes the situation as an opportunity rather than a limitation.

The Script: Early Community Advantages

May I share with you what those who have moved into our communities early on in their lifecycle have told us?

Everyone's different, but the feedback we hear is that…

  • Some like the feeling of being pioneers and being part of the culture building
  • Others have pointed out that they feel early is the best opportunity for value
  • Others are just ready for their next chapter and their willing to make the small compromise
  • More than anything else, we hear that their neighbors are more important than the buildings

Supplemental Considerations

If you feel like they are looking for more logic than emotion, you may want to pivot into the unstated question territory. Start with Probing Questions that could include: "What is your biggest concern about this?", "You won't hurt my feelings - is it about whether we're going to do what we say we're going to do?", or even "If this is something that you can't get your head around, I respect that, and will tell you that I've got no way to make the buildings go up faster. So if this should be our stopping point, I get it. Is that what you're sharing with me?".

If they leave the door open to more listening (they likely will), pivot into Labelling.

"I'm not sure if it's on your mind or not, but if your underlying concern is whether the promises we're making will be delivered, I'm pleased that the evidence is on our side on that one. We've yet to not build what we've said we're going to build. We've yet to have a community not sell out once its started. You've got to follow your own feelings, and I'd just share, if it's okay, that if the worry is that we aren't going to do our part, we will do our part."

Guidance on Delivery and Timing

  • Delivery: Present this conversationally, focusing on the shared experience of current residents. Emphasize the "neighbors over buildings" point warmly.
  • Timing: Use this when a prospect loves the community concept but is hesitant due to the amenity timeline or construction phase.

Scenario 4: "What Do You Mean When You Say 'Lifestyle'?"

This response uses probing questions and third-party validation to help prospects discover the deeper meaning of lifestyle for themselves, rather than being told what it means.

The Script: Discovering Lifestyle Together

"That's a great question. We think hard about that word ourselves. Can I ask - when you hear 'lifestyle community,' what comes to mind for you first?"

*[Listen to their response, ask additional questions as you can, and, if appropriate, continue into…]*

"What life is like in the community is probably the most important thing we need to uncover together. You know, I was talking with a couple who moved in about six months ago, and they said something that really stuck with me. They told me, 'We thought lifestyle meant having a busy calendar of activities. But what we discovered is that lifestyle here is actually about having the freedom to choose our own day. And being around others who are thinking the same way."

"If that lands at all with you, is there something specific about lifestyle that we should probe further?"

Guidance on Delivery and Timing

  • Delivery: Start with genuine curiosity about their perspective. Use the third-party story to let residents make the case rather than you. End with a probing question to understand their specific needs.
  • Timing: Use this when prospects seem skeptical about lifestyle marketing, ask directly about what lifestyle means, or when they need clarity on what makes Trilogy different from other active adult communities.

Scenario 5: "I Don't Have 90 Minutes" (Rejecting the Up-Front Contract Time Commitment)

This addresses when you've offered a time schedule like "This will take about 90 minutes. Do you have anything that would keep us from being together that long?" and they reject it or say they don't have that much time.

The Script: Addressing Time Constraints

"I completely understand. Your time is valuable, and I want to make sure we use it effectively. We can tailor our journey a bit to get to your most pressing questions a little more quickly. How much time to do you have for us to spend together today?"

Scenario 1: "I've got 30 minutes."

This calls for a classic Pattern Interrupt. They likely expect you to rush or get flustered, but this is a chance to prove your confidence and commitment to what's best from them. An option might be "May I share something you may find annoying?…It would be pretty much impossible for me to give you a sense of this community in only thirty minutes. But I want you to learn what you want to learn. Knowing we can't do everything today, how would you like to spend the time we do have? Would you be okay if I make a suggestion?"

Scenario 2: "I've got about an hour."

This situation likely opens a door to a revised Up Front Contract. An option might be "An hour is a little tight, but if you're up for it, I'm in. How about this? I don't want to rush, so we can go at our normal pace, and if we need to bow out after an hour, we'll figure out a plan for follow up together. We should be able to know by then if this is feeling like something you're into or something that's not a fit. That sound good?"

Guidance on Delivery and Timing

  • Delivery: Acknowledge and validate their time constraint, being honest without being argumentative or dismissive. Offer concrete alternatives for how to proceed, either by changing the goals of the visit, shortening the current discussion, rescheduling, or some combination of all three.
  • Timing: Use this immediately after a prospect indicates they cannot commit to the full up-front contract time. This helps maintain control of the conversation while respecting their boundaries.

Scenario 6: "It's Too Expensive"

This comes up frequently in different forms. Sometimes it's legitimate, sometimes it's a stall, sometimes it's a negotiation. Navigating this without justifying, explaining, or defending is critical.

The Script: Understanding Price Concerns

The most important thing we can do first is probe with a Calibrating Question. This is intended to clarify the specific type of price objection this is: legitimate, stall, or negotiation.

"I appreciate you sharing that. If I may ask you, if costs were not a concern, is this a place where you would prefer to live?"

The answer to this question is really vital to understand.

Scenario 1: "I'm just not sure this is right for us."

This likely means they were using price as a convenient, polite way to express that they aren't interested. This can happen, and it is important here to allow them the freedom to say no. Some version of "I understand and appreciate you telling me that. If something makes you curious again in the future, please don't hesitate to reach out. When and if this feels right, I'd love to help you find a home."

Scenario 2: "Sure, but the fact is, we don't have the resources to afford any of what we've looked at today."

This could just be the truth. Once again, it is important here to allow them the freedom to say no. But it is an opportunity to reframe into consultation mode. Some version of "Look, if you really want to be here, I don't want to give up quite yet. I've seen creativity work in the past, and if you're up for it, I'd love to explore more. Is it worth a little more research just to confirm?" If that is rejected, some version of "I understand and appreciate you telling me that. If something makes you curious again in the future, please don't hesitate to reach out. When and if this feels right, I'd love to help you find a home."

Scenario 3: "Yes, but now is just not the right time."

Go above to the "Why Now" script.

Scenario 4: "Yes, but we've got a pretty big gap we need to close."

This is a buy response. There is interest being expressed, and it's important to realize at this point Commission Breath will stand out more than ever. It's important here to get on the same side of the table as quickly as possible. Use some version of "That's fair, and I appreciate you sharing. I'm willing to put in the work on our side if you're willing to being open to figuring this out. If you want to be here, I'd hate to have the money get in the way. Should we roll up our sleeves and try to make this work?"

Guidance on Delivery

  • Delivery: This is where staying one step behind them in terms of enthusiasm is critical. Them knowing that you are okay with whatever the best outcome is for them is paramount. Try easier!

Weekly Meeting Notes

Battling Self-Orientation, Sharing Successes | Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Wednesday, December 3 | Meeting | Microsoft Teams

Love to Buy, Hate to be Sold | Chris Voss Fool or Favorite: Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Tuesday, November 25 | Meeting | Microsoft Teams

Challenges & Best Practices in Upfront Contracts | Trusted Advisor vs. Vendor: Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Wednesday, November 19 | Meeting | Microsoft Teams

Your Best Advice & Managing Conversations | Drama Triangle: Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Tuesday, November 11 | Meeting | Microsoft Teams

Addressing Concerns & Tactical Empathy | Pattern Interrupts: Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Tuesday, November 4 | Meeting | Microsoft Teams

Reflective Listening & Tactical Empathy | Bonding & Rapport: Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Tuesday, October 28 | Meeting | Microsoft Teams

Third Session | Bonding & Rapport: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Wednesday, October 21 | Meeting | Microsoft Teams

Secondary Session | Bonding & Rapport, Up-Front Contracts: Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Wednesday, October 15 | Meeting | Microsoft Teams

Trusted Advisor Seven Stages | Bonding & Rapport: Recap: Member-Centric Selling - Weekly Concept Training with Jack Lindsley Wednesday, October 8 | Meeting | Microsoft Teams

Essential Reference Library

These foundational books offer timeless wisdom on psychology, negotiation, trust-building, and communication, providing sales professionals with the essential strategies needed to influence decisions and foster lasting relationships.

Influence: The Psychology of Persuasion

Author: Robert Cialdini

Concepts: The 6 principles of influence: Reciprocity, Consistency, Social Proof, Authority, Liking, and Scarcity.

Value for Sales: Essential for understanding and ethically applying psychological triggers that guide customer decisions.

Never Split the Difference

Author: Chris Voss

Concepts: Tactical empathy, mirroring, labeling, and calibrated questions for effective negotiation, derived from FBI hostage negotiation.

Value for Sales: Improves high-stakes negotiation skills and accelerates rapport building by discovering true underlying needs.

The Trusted Advisor 20th Anniversary Edition

Author: David Maister, Charles Green, & Robert Galford

Concepts: The Trust Equation (Credibility + Reliability + Intimacy / Self-Orientation) and prioritizing client interests over self-gain.

Value for Sales: Provides the framework to transition from transactional selling to becoming a highly trusted consultant.

The Trusted Advisor Field Guide

Author: Charles Green & Andrea Howe

Concepts: Practical guidance and hands-on techniques for applying trust-building concepts in daily interactions.

Value for Sales: A necessary companion for implementing the trust-based relationship strategies outlined in the original work.

How to Win Friends and Influence People

Author: Dale Carnegie

Concepts: Fundamental techniques in handling people, making people like you, and winning people to your way of thinking.

Value for Sales: The foundation for mastering interpersonal skills, empathy, and communication critical for strong customer relationships.

Pre-Suasion

Author: Robert Cialdini

Concepts: The art of creating advantageous moments before making a request, setting the stage for influence.

Value for Sales: Teaches how to prime prospects and create the optimal conditions for persuasion before presenting solutions.

Purple Cow

Author: Seth Godin

Concepts: Being remarkable in a crowded marketplace, standing out through innovation and uniqueness.

Value for Sales: Helps sales professionals differentiate themselves and their offerings in competitive markets.

Exactly What to Say

Author: Phil M. Jones

Concepts: Magic words and phrases that influence decisions, specific language patterns that guide conversations toward favorable outcomes

Value for Sales: Provides precise verbal tools and scripts that can be immediately applied in sales conversations to overcome objections and close deals

Featured Media

PDF Library

Explore our collection of sales training resources, available for download or direct viewing.

Pocket Guide

A comprehensive guide to the new sales training platform, including its features, content organization, and how to navigate the available resources for continuous learning.

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The-Pocket-Guide-Member-Centric-Selling.pdf

Your easy-to-access "Cheat Sheet" for core Trusted Advisor principles.

Trusted Advisor Seven Stages Overview

Detailed insights into the seven stages of the Trusted Advisor sales method, focusing on rapport, trust, and guiding clients through their decision-making process.

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The-TA-Seven-Stages.pdf

1001 KB

Bonding & Rapport

Key strategies for effective negotiation, incorporating psychological principles outlined by Robert Cialdini to enhance communication and achieve win-win outcomes.

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Week-1-Trusted-Advisor-from-the-Start.pdf

1.8 MB

Up-Front Contracts

Techniques for putting yourselves and the prospective Members on the same side of the table. Mutual understanding = mutual trust.

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Up-Front Contracts

873.5 KB

Pain Discovery

Tactfully uncover true pain, meaning they're willing and able to take action to either remedy it or avoid it.

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Pain-Discovery-Mastering-the-Third-Stage-of-Trusted-Advisor-Selling.pdf

904.6 KB

Trusted Advisor Conference Deck

Get the detailed presentation - including team exercises - for transitioning from salespersons to Trusted Advisors.

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From-Salespeople-to-Trusted-Advisors.pdf

1.5 MB

Other Programs & Community Characteristics

Explore essential resources detailing the unique programs and features that set Trilogy communities apart. These materials are designed to empower community representatives with in-depth knowledge to showcase our lifestyle offerings effectively.

MyTrilogyLife Magazine

Discover inspirational stories, lifestyle tips, and exclusive insights into the vibrant Trilogy community, showcasing the unique experiences of our residents.

Access the Magazine

Early Access Membership

This program allows buyers under contract to enjoy community amenities and the vibrant Trilogy lifestyle even before their home closing date.

Access Program Details

Open Brand & Operations Overview

Access the latest overview of the Trilogy Boutique Communities brand guidelines and operational priorities.

Open Overview (June 2025)