There are many traditional pricing models offered by senior living operators in an effort to grow rate and increase occupancy. There are no right or wrong answers as long as the strategy is in alignment with your goals. Generally, pricing strategy is directly related to the stability of occupancy. With a higher occupancy, operators can […]
Facilitating an effective sales meeting requires analysis of both leading and lagging key performance indicators (KPIs). Senior living sales managers at all levels, from the community to regional (and above), often spend more time examining lagging indicators and not enough time digging into leading indicators. Or, as we like to say, look through the windshield […]
Senior living operators often use the words “sales” and “occupancy” interchangeably. While closing sales is a key component of growing occupancy, sustainable results require a more collaborative strategy. Occupancy involves sales AND marketing alignment, effective service delivery, and strong retention efforts. Let’s break down each component and learn how to increase sales in senior living. […]
Blog provided by Senior Living SMART Partner: Sensight Surveys One of the most common recommended improvements we hear from family members on our customer experience surveys is more frequent updates from community management about their loved one’s status. Managing a senior living community is a busy, demanding job. Sometimes finding time to update responsible parties […]
It costs an average of $900 to generate one tour, so it is worth taking time to pre-plan a WOW Experience! The three most common root causes for a low Tour: Move-In Ratio are Poor First Impressions, Unplanned Tour Experiences, and Lack of Creative Follow Up. Here are some ways to improve first impressions to […]
1.) Increase Sales Calls To Professionals Identify Your Top 10 Referral Accounts & 10 New Target Accounts Pre-Call Planning is key to have effective, scheduled, and purposeful interactions rather than low quality drop by’s. End every sales call with a scheduled next step to continue to build the relationship. 2.) Resident & Family Referral Reward […]
The three most important letters to close more sales are B – A – T. The B stands for Behavior Consistent sales behavior includes all of the activities required to be successful selling in the senior living industry; inquiries, tours, call outs/ follow up, sales calls, events, networking, home visits etc. The A stands for Attitude Believing […]
Expert advice for prioritizing leads for optimum sales in the senior living care community.
Every month I listen to community sales people speaking with prospects through recordings made of actual calls through web site phone tracking systems or by way of mystery shop companies. The purpose is to hear what our sales people are saying, evaluate how they are handling the inquiry process, access their technique in developing rapport and doing great Discovery and look for opportunities to coach and improve our sales teams.
It’s budget season, the time when all operators sharpen their pencils trying to find opportunities to reduce expenses. Independent owner-operators have to be particularly focused at this time of year to finish the fourth quarter strong and make good decisions to set up the first quarter for success. Unlike national and regional chains that are […]
