Archive for category: Sales

Anyone can hang out a virtual shingle and call themselves a senior living marketing agency. In reality, not all agencies are created equal.

The worst part? Sometimes you won’t recognize the warning signs simply because you don’t know what you don’t know.

Let’s remedy this, OK?

Below, we discuss eight signs that your senior living marketing agency isn’t passing muster. Any one issue alone is worth having a conversation with the agency. Two or more signs, and you’ll likely want to begin looking elsewhere for marketing support… Here are the eight indicators:

• Your account team has never discussed its strategy with you.
• You don’t have visibility into your marketing.
• You don’t receive comprehensive reporting that you understand.
• You’re spending money on things you don’t understand (like PPC).
• Your agency treats marketing as a “set it and forget it” task.
• You only occasionally hear from your account team.
• You don’t own your marketing assets.
• Your account team keeps changing.

1. Your account team has never discussed its strategy with you.

Not all senior living marketing agencies take a strategic approach to marketing, which is a huge red flag. A sound strategy drives successful marketing, period. Too often, agencies will apply a one-size-fits-all template to your marketing.

How can you recognize when this happens? The “plan” will often sound like a pre-set formula: four blog posts a month, three Facebook posts a week, one Google Ads campaign, and one new ebook a quarter.

On the surface, the plan might sound reasonable. And yet, it’s the equivalent of throwing everything at the wall and seeing what sticks.

Your strategy should always dictate the campaigns, tactics, and content that you create. Maybe your strategy doesn’t require four blogs per month because you already have an excellent library of blog content. But maybe you do need better landing pages for your pay-per-click ads to increase your ROI.

We’re riffing here, but you likely get the gist. Beware of an agency that slaps together a 90-day plan within hours of a kick-off call with you. This indicates a formula or templated approach rather than a thoughtful strategy.

A thoughtful marketing strategy requires a careful analysis of your online presence, goals, competitors, and many other things before the account team can devise a plan to maximize your marketing budget while achieving your objectives.

2. You don’t have visibility into your marketing.

Marketing should never feel like this loosey-goosey intangible thing that’s impossible to quantify. Effective marketing produces measurable results like marketing-qualified leads (MQLs), sales-qualified leads (SQLs), tours, and move-ins.

It’s possible your marketing team assumes you understand all the various dashboards and charts in your marketing automation and CRM platforms. That’s an unfair assumption—and laziness on the account team’s part.

Yes, it’s good for you to dig into dashboards and review analytics, but it’s the marketing agency’s job to ensure you’re interpreting data correctly and you understand the changes the agency is making based on the data. And they should be making adjustments and tweaks.

3. You don’t receive comprehensive reporting that you understand.

This point aligns with the previous one. In a nutshell, good agencies avoid “dashboard dazzle,” where they deliver impressive-looking marketing dashboards filled with charts, graphs, and senior living marketing analytics that you can’t make heads or tails of—no matter how hard you try.

Your team should deliver regular updates and reports, but they should do so in a way that’s easy for you and other key stakeholders to understand. If you can’t quickly recap what the latest reporting or dashboard is telling you, consider that a troubling sign.

Request that they deliver more user-friendly reports. If they can’t or don’t, that is a sign you should look elsewhere.

4. You’re spending money on things you don’t understand (like PPC).

A good agency will walk you through complex marketing topics and make sure you understand what’s happening—and why. A good agency can also easily justify why it’s taking specific actions (or requesting a certain budget) so that you don’t have to wonder where your marketing dollars are going.

For example, you don’t need to become a PPC expert, but you should understand the basics—particularly the expected and actual ROI. This is true for all marketing campaigns, especially ones that might be out of your wheelhouse, like Google Ad campaigns.

5. Your agency treats marketing as a “set it and forget it” task.

Marketing is dynamic. What worked last quarter might not work next quarter. The social media platform that was hot might be cooling down. Bidding costs for paid ads will fluctuate and affect your budget. Situations out of your control (like a pandemic or natural disaster) might mean you need to rethink your marketing quickly.

Our point: Your senior living marketing agency must be able to pivot, which isn’t easy if the agency is beholden to a formula or is used to setting and forgetting things (like PPC campaigns).

6. You only occasionally hear from your account team (and never with fresh marketing strategies or ideas).

How often do you hear from your account team? Do they check in with you regularly? Or do they only respond when you email or call them?

The best senior living marketing agencies take a proactive rather than reactive approach. The agency stays on top of what’s working (and what isn’t) for your community, and they come to you with recommendations. They also regularly bring you creative marketing ideas and fresh strategies—and not simply when they’re trying to renew their contract.

7. You don’t own your marketing assets.

Your senior living marketing agency should never hold your marketing assets hostage. Your community should own its website, hosting, relevant Google accounts (like Google Business Profile, Google AdSense, Google Analytics), directory listings, collateral materials, etc.

Reputable agencies clarify in their contracts that you retain ownership of everything developed and created during your engagement.

Yes, members of your account team will need access to specific software (like Google products), but these products make it easy to add marketing partners (for this very reason—so that you don’t lose ownership of your assets).

8. Your account team keeps changing.

It’s normal for an occasional change on your account, but if your account team experiences regular turnover, consider it a warning sign.

Your marketing agency’s team is one that you can rely on. Constantly getting new team members up to speed is exhausting and disruptive. Plus, this merry-go-round behavior likely indicates a more significant problem within the agency.

Time to make a switch? Contact our senior living marketing agency.

For over a decade, we’ve helped senior living communities of all sizes rock their marketing. You won’t have to worry about any of the above issues when you choose us. Contact us today and experience the difference.

In May 2023, the paid media team at Senior Living SMART first began to hear that a few clients were getting unqualified leads from Google Ads.

This isn’t completely unusual – any marketing strategy will always bring in unqualified leads to some extent, and marketing in the senior living industry is no exception.

But these complaints were different. They were specific. They were unsettling. They told us that something else was happening that we weren’t seeing in our regular work.

By the beginning of June, nearly every client who ran a paid ad campaign with SLS was telling us the same thing – they were getting a huge influx of bizarre leads who didn’t even come close to meeting qualification requirements.

In fact, these leads weren’t even close to what any client was targeting. But they all shared similar criteria. These leads:

• Wanted senior housing for $300 per month
• Spoke with accents of different languages
• Sought employment (even though we weren’t running recruitment ads)
• Used fake names
• Didn’t respond to sales follow ups

Who were these leads? How did they find our clients? Most importantly, how were we going to make it stop?

The paid media team at SLS spent months trying to answer these questions, among others. It took over our daily work, and we spent meeting after meeting brainstorming, theory-crafting, implementing, and going back to the drawing board.

But one day, we got it, and once we did, it saved our clients $26,000 in 10 weeks.

Further Reading: “Deceptive ad practices frustrate providers by generating excessive, financially unqualified leads, firm says” – McKnights Senior Living

Here are the steps we took to figure it out.

How we saved our clients $26,000 in 10 weeks by focusing on ad fraud

Step 1. We identified the source of the problem

The first step to stopping any new problem is understanding it. For us, that meant we had to make sure that these leads were, in fact, coming from Google Ads.

We used two main tools for this: Google Ads and HubSpot.

The clients of ours who used HubSpot had access to its treasure drove of data on each and every lead that came through. This meant documenting the lead’s origin from paid search, the name of the search campaign, and the keyword they used to trigger the ads.

Having this data ready for hundreds of leads, we then drilled deeper into keywords, specifically.

Strangely, the keywords credited with earning these leads in HubSpot seemed normal: “assisted living near me,” “find senior living,” and so on. Prior to May, these keywords were powerful drivers of high-quality leads that had strong potential to become move-ins for our clients over time.

But things didn’t get really strange until we compared HubSpot’s data to Google Ads.

“Assisted living near me” and the other keywords in HubSpot didn’t line up with what Google Ads showed us. HubSpot might show that a keyword brought in eight leads last week, but Google Ads would show that it only earned two – or maybe even zero.

Because we use conversion tracking for all of our clients’ paid campaigns, this keyword data – and the number of conversions they drive – should be the same, but this wasn’t the case. In fact, it wasn’t even close.

Even so, it’s not common for Google and HubSpot to simply “not work,” so we double- and triple-checked all of our tracking parameters for both Google and HubSpot. They both passed perfectly.

Something was clearly wrong – and it wasn’t us. That’s a good-news-bad-news situation.

If it were an error we made, we could fix it, but it’d also be a terrible error on our part. Because it’s an external issue, we can’t fix it right away.

We knew our keyword data couldn’t point us in the right direction. Next, we turned to demographic information of the leads themselves.

They shared some elements in common that I already mentioned, the strangest of which were those who came from Google Ads campaigns but told clients they heard about them through TikTok, Facebook, or Instagram — none of which were currently in use for clients experiencing this problem. This was helpful information, nonetheless.

If these leads were credited to Google Ads but said they heard of a community from social media, it meant a person or robot was manually presenting information about a community in one of two ways:

1. Copying and pasting the link directly from our ad
2. Linking to a Google Search Partner that presented our ad

Why is that the case? Because those are the only ways that someone could hear about a community on a social platform and have their conversion attributed to paid search.

With that in mind, we formed two hypotheses:

First, someone could be using a robot to swipe our links and re-paste them on a social network. There’s no real reason to do this though, and there’s no well-documented case of ad fraud including copied links.

Second, it could be a search partner. Search partners are third-party companies that white-label Google’s search engine as their own product. Sometimes, that company may present the product as a search engine. Other times, it may appear like a series of buttons or ads.

More importantly, there was a financial incentive for search partners. If they earned clicks for Google Ads, they got a share of the revenue, so in theory, a search partner could create a website, white-label Google Search, use social media (or ads) to send people to their website, and get clicks on ads for a payout.

Is this the most reputable way to make a buck? No, but we couldn’t deny it – all of the pieces in this theory made sense.

We then chose to test this one first by mapping out the flow of how someone went from never hearing about our client to somehow thinking they offered $300 / month senior living.

Step 2. We sought to understand the flow of unqualified leads

Fortunately for us, this process didn’t take long to complete. Almost all of our clients use search campaigns since that’s statistically the strongest method of earning leads through paid media for senior living. One of the reasons this is so strong is the Search Partner Network.

Historically, we used this when our clients were going up against competitors with deep pockets that made competing on paid ads out of the question. The high rollers would buy up the real estate in Google Search, and our clients would pick up leads from the search partner network. They’d even hit lead goals using this strategy, so we made it a part of our strategy for most clients.

There’s a catch, though: Google doesn’t publish the names of its search partners. Unless they’re really big names – like Yahoo! — Google doesn’t tell you who shows your ads. They also don’t tell you how those search partners may get the traffic to engage with your ads.

For SLS, that meant we had to find a search partner in the wild. Fortunately, we knew exactly where to start.

We searched for keywords like “$300 senior living near me” several times, changing our location with VPNs and cookie-blocker options as we worked. Sure enough, we got a few hits every time we tried.

On every website we landed, we learned a few interesting things:

• The website itself was not a search partner; it was a website serving Google display ads
• The search partner took out display ads on the host website
• When someone clicked the ad, they went to the search partner site
• The search partner then used buttons to navigate users to a new set of ads
• The new set of ads did not have anything to do with the original ad
• The user would click an ad and end up on our clients’ websites, still searching for $300 / month senior living because of how the search partner presented their ads

This answered a few questions for us:

First, it proved that search partners were at least part of the problem – if not the entire problem.

Second, it showed how a lead could be credited as coming from paid search and a bizarre keyword to find one of our clients. It wasn’t their fault – they were clicking options that were presented to them.

Third, it explained the disconnect in the keyword data between HubSpot and Google Ads. They were tracking different clicks.

To make matters more complicated, the URL of each search partner had hardcoded UTM parameters in them. These UTM parameters are how Google and HubSpot sort data about where a lead originated. You’ll see them in a webpage’s URL after the domain information after a question mark: “UTM_source” is how they know someone came from paid search, “UTM_campaign” is how they knew the campaign name, etc.

Here’s an example of UTM parameters in action: http://yourwebsite.com/landing-page?utm_source=google&utm_medium=cpc&utm_campaign=independent-living&utm_term=independent-living-near-me

In this example, “yourwebsite.com” is the domain and “/landing-page” is the specific page. This is the required portion of the URL so that your browser knows where to take you. The rest of it – after the question mark – is exclusively used for tracking.

In this example, the “source” is Google Ads, the “medium” is paid search, the “campaign” is called Independent Living, and the “term” that drove traffic is independent living near me.

In Google Ads, this information is automatically plugged into a URL after someone clicks to assist in proper attribution. If those parameters change, then the URL sends false information to the CRM, and that causes a discrepancy in the reporting between a CRM and Google Ads.

Because the UTM parameters were being changed on the search partner site, HubSpot & Google Ads had a hard time parsing what went where.

Our clients were feeling confused. If we wanted to help them stop feeling that way, we knew we had to take our fight to the search partner network. But here’s the thing – we couldn’t just turn it off.

Search partner ads still accounted for 90%+ of some of our clients’ leads. They may have been unqualified, but some were also very qualified, so killing the Search Partner extension was out of the question. Instead, we needed a more surgical solution.

Step 3. We took preventative action

At this point, we had spent a few weeks working out exactly what was happening so we could address it. While it took some time, we were happy to have some level of a solution to roll out. Our first step was to make several Google Ads lists for negative keywords. Negative keywords are used to specify who you don’t want to see your ads, just as regular keywords are used to identify who should see your ads.

Our regular keyword suite includes terms like “senior living near me.” We then updated our negative keyword list with terms like “$300” so that we wouldn’t show for “$300 senior living near me.”

Even though these search network partners are using some sketchy tactics to earn clicks, they still have to abide by the rules that Google Ads sets out for them. One of those rules is that they must respect negative keywords. All of those keywords we identified at the start of this investigation went right onto our negative keyword list.

Then, we went back to the search partner websites and looked for other terms they allowed someone to click. If we found one, we added it to the negative keyword list. The only exception to this work was if we found a keyword that simply said “assisted living” or “independent living” or something to that effect. We didn’t want to block those terms because they still drove qualified traffic to clients – even if a few unqualified leads got through every now and again, but for all of the other strange ones – like “seniors independent living facilities usa 2023 best” – they went onto the list.

Then, we waited.

Step 4. We looked for results to validate our methods

It didn’t take long to see results. The very next day showed a drop in conversions across the board, but we don’t take action on a single day of data – it could be an anomaly, and the conditions that caused the drop could change the next day, but the results were consistent for the next several days.

To know whether our changes really worked as intended, we had to talk to our clients’ sales team. It can take weeks for a lead to go from their first conversion to their first conversation with a salesperson in the senior living industry, so we asked our clients to let us know if anything changed with sales team feedback. Most clients were quiet that first week. But by the second week, we started hearing some good results.

In fact, three weeks after we rolled out the changes, one client told us that we eliminated as much as 85% of the unqualified leads they were seeing a month earlier.

We didn’t want to rest on our laurels, so we reviewed the data 10 weeks after we implemented our changes. We learned definitively that we’re going in the right direction. Here’s what we found when we looked at our clients:

• Cost: -$25,800
• Impressions: -31.53%
• Clicks: -16.71%
• Click-Through Rate: +21.65%
• Conversions: +8.80%
• Conversion Rate: +30.63%
• Cost per Lead: +1.98%

Here’s why we were excited:

First, the cost went down, and we were saving our clients money. This isn’t a great indicator to see long-term because you ideally want to spend all of your Google Ads budget every day, but for a sharp and sudden change, we were happy to see that costs decreased overall.

Next, impressions went down. Because we knew that we were blocking keywords that corresponded to low-quality leads, we wanted to see impressions decrease. This meant fewer people were seeing the ads, and that’s exactly what we set out to do.

Third, clicks decreased. This makes sense – we had fewer impressions, so we were most likely going to have fewer clicks as well.

Despite the fact that we had fewer clicks and impressions, the click-through rate – or the percentage of people who saw an ad and engaged with it – went up by 21.65%. We weren’t reaching as many people, but we were reaching a much more interested audience.

On top of that, overall conversion increased by 8.80%. This was the primary proof that we were engaging a better audience as we shifted the priority to lead quality. We were engaging fewer people, but they were so interested that our conversions actually increased!

We also found that the conversion rate went up by more than 30%, once again proving that we were engaging a highly qualified, highly interested audience even as we intentionally blocked people from seeing ads.

Finally, the cost per lead remained stable, increasing less than 2%.

Our solution worked, but there was still work to do.

Step 5. We continued the work of keeping on top of unqualified leads

We discovered pretty quickly that the search partners sending unqualified leads to our clients have a vested interest in continuing their practice. We now review our clients’ conversion sources (including keywords) on a daily basis. We started blocking new terms like “seniors living” and “senior aprs” (which is almost certainly an intentional misspelling of “senior apts.”) As we continue to block these unqualified leads, we continue to drive stronger results for clients.

Want to learn more about Google Ads and possible fraud?

Download our free guide! In this guide, we dive into the details about different types of fraud and the steps you can take to fight back.

People who manage the best senior living websites don’t get hung up on overall website traffic. Instead, they make sure they have the right balance of first-time visitors vs. returning visitors.

Why? Keep on reading.

Below, we discuss the following:

• Why returning visitors are crucial to the senior living sales cycle
• What percentage of your traffic should be returning visits
• Which areas to review (and fix) to improve returning visits
• What to do if you need help

Why returning website visitors are crucial to the senior living sales cycle

People visiting your senior living website for the first time aren’t going to convert into move-ins on the spot. That’s not how the industry works—not even close.

The senior living sales cycle is LONG and can stretch from months to years. It can take anywhere between 20 and 30 touchpoints to get people through their journey from start to finish. That’s A LOT of touchpoints, each one needing to be just as engaging as the last.

Don’t get us wrong: We’re not trying to downplay the importance of initial website visits. You must get the right people to your website in the first place. But you also need to give them a reason to return repeatedly. If you spend time and money getting people to your site, but your site is simply a glorified brochure that people can consume in one sitting, you’ll have difficulty staying on their radar during their journey.

• What the best senior living websites get right: The best sites deliver an engaging experience. “Engaging” can mean different things to different people. But straightforward navigation, accessibility, custom design, helpful information, and interactive options like live chat, quizzes/self-assessments, 3D tours of apartments, and videos can hold people’s interest while they’re on the site—and entice them to come back for more.

What percentage of your traffic should be returning visits

A healthy senior living website will have around 70 to 75 percent new visitors and 25 to 30 percent returning visitors.

How people return:

• Some will return thanks to your nurturing efforts. They converted on something during their first visit, like a download, and you can nurture them through email marketing moving forward.
• Some will go to your site directly. They’re familiar enough with your name—maybe you impressed them so much on your first visit, or all those remarketing ads have paid off and they know your brand. And they type it directly into their browser.
• Some will return from your Google Business Profile, social media sites, or directory listings. So make sure your info is up-to-date on those places as well.

As mentioned earlier, many prospects require 20 to 30 touchpoints during their journey. If most of your traffic is new, you’re not giving people the necessary touchpoints. You’re NOT going to close someone on their first visit. But someone who’s visited your site multiple times and consumed the content along the way will be much easier to nudge into a tour or participation in some other sort of event, like a webinar.

• What the best senior living websites get right: The best sites are a component of a robust marketing automation strategy that get leads to return to the site. At its simplest, marketing automation delivers the right message to the right person at the right time, and often that message is a piece of content on your website. If you attempted to do this manually, it would be a nightmare!

Which areas to review (and fix) to improve returning visits

Perform an overall website audit

A website audit will give you and your team an overview of what’s working and what’s not, especially from a technical standpoint. For example, it’s loading slowly, or it isn’t rendering well across mobile devices.

Once you have the audit results, you can tackle what to fix. Hint: We offer a thorough, cost-effective total online presence audit of your website. Your team can run with the results—or have us make the fixes.

Perform a content audit (website and emails)

Great content answers people’s questions, gives them important points to consider, and allows them to interact with your community online (for example, through interactive assessments or floor plans). You need a good mix of content types to keep people’s attention and inspire them to return. Think short articles, longer articles, guides, charts, videos, and visuals that tell stories.

Perform an audit of your Google Business Profile—and other review sites

Is your Google Business Profile fully optimized? Before saying yes, ensure you understand everything you can do with your Profile. Here are some tips for optimizing your Google Business Profile. Or ping us if you need help optimizing your GBP.

As for reviews, monitor, monitor, monitor! Reputation management is critical. No one is expecting a perfect 5-star record. A 3.8-star average record WILL be a problem, though. Another issue? Prospects want to see recent reviews, not ones from three years ago. Get in the habit of regularly soliciting reviews from happy residents and their families.

• What the best senior living websites do: The best sites don’t operate in a silo. Sure, your site serves as the primary hub. But plenty of other sites—Google Business Profile in particular—can serve as secondary websites and encourage people to visit your site, provided those secondary sites are also engaging.

What to do if you need help?

We can help you get your website performing as it should be. Get in touch and let’s do this!