In this heartfelt episode of Contributor Wednesday, Christy Van Der Westhuizen reframes what it truly means to work in sales, especially in the senior living industry. Drawing from her personal journey and family experience, she explains why senior living sales is not about persuasion or pressure, but about the life-changing impact of senior living.

Christy Discusses:

1. Why senior living sales is fundamentally different from traditional sales
2. Reframing “sales” as giving value, empathy, and guidance
3. The “spaghetti analogy” for complex family dynamics
4. Heart sell vs. hard sell: building trust over pressure
5. Why urgency in senior living sales is rooted in purpose

Meet Our Contributor

Christy Van Der Westhuizen: https://www.linkedin.com/in/christyvdw

Watch More BTG

https://www.btgvoice.com/shows

Produced by Grit & Gravel Marketing

What does professionalism really mean, and who gets to define it?

In this episode of Contributor Wednesday, Cara Silletto explores the often unspoken expectations that shape workplace culture. Through a candid personal story about unknowingly breaking an “unwritten rule,” Kara reveals how easily judgment, generational assumptions, and unclear standards can create tension on teams.

She challenges leaders to rethink blanket statements about younger workers and instead see complaints and frustrations as clues to communication gaps. From the “Goldilocks mentality” to Stephen Covey’s insight about judging intentions versus behavior, this episode offers practical strategies improve mentorship and clearly define professionalism in a way that builds stronger, more connected teams.

1. Why professionalism is subjective, and why that matters
2. The danger of “that’s just common sense” thinking
3. Generational differences in workplace expectations
4. Turning employee complaints into leadership opportunities
5. The “Goldilocks mentality” and unconscious judgment
6. How perspective shapes conflict (the globe example)
7. Acknowledging the obvious: communicating unwritten rules
8. Leading by example as a retention strategy
9. Micro team-building ideas for short-staffed teams

Meet Our Contributor

Cara Silletto: https://www.linkedin.com/in/carasilletto/

Learn more about the Employee Retention Ecosystem

employeeretentionecosystem.com

magnetvault.com

Watch More BTG

https://www.btgvoice.com/shows

What does a Regional Director of Sales really do in senior living, and why might it be one of the toughest roles in the industry?

In this episode of Contributor Wednesday, Christy Van Der Westhuizen, SVP of Sales & Marketing at Jaybird Senior Living, pulls back the curtain on her 18-year journey from community sales director to senior leadership. She shares the myths versus realities of regional sales leadership, the pressure of occupancy and revenue goals, and the critical shift from being a “fixer” to becoming a coach.

Christy Discusses:

1. The myth vs. reality of a Regional Director of Sales
2. “What, So What, Now What” leadership framework
3. Setting clear expectations with no guessing games
4. Handling tough conversations with clarity
5. Focusing on behaviors of success during challenging times

Meet Our Contributor

Christy Van Der Westhuizen: https://www.linkedin.com/in/christyvdw

Watch More BTG

https://www.btgvoice.com/shows

Produced by Grit & Gravel Marketing