Why Senior Living Sales Training Closes Revenue Gaps 

When your small- to mid-sized operation experiences declining occupancy, it’s easy to focus on temporary solutions instead of long-term strategies. Before you know it... You’re using discounts as a crutch, offering incentives to every lead who comes through your doors.  You’re tempted to increase care plan prices or convert services that were once all inclusive

April 18th, 2017|

3 Deadly Mistakes Senior Living Sales Counselors Make

Every senior care community is different. From amenities to outreach events, no two operations are exactly alike. However, many communities have much in common...especially when it comes to the mistakes their Senior Living sales counselors make. Even if your sales team has undergone training and orientation, you can’t assume that they have the necessary skills

April 11th, 2017|

Is Your Regional Director of Sales Missing Key Red Flags?

When you’re a fast-paced Senior Living executive, it’s easy to become focused on the operations of your mid-sized community and leave increasing occupancy to your regional director of sales. But here’s the reality. If you’re struggling to boost your census, it’s possible that your sales director has missed key red flags signaling revenue is on

April 4th, 2017|

5 Reasons You’re Not Increasing Your Senior Housing Occupancy

If your small- to mid-sized operation experiences negative occupancy trends or stagnant revenue cycles that never lead to growth, you may wonder what obstacles are standing between you and better senior housing occupancy. While fierce competition and overall market conditions can cause difficulty, many times, the struggle to drive move-ins comes from simple mistakes. From

March 28th, 2017|

What Today’s Senior Housing Market Means for Your Community

The senior housing market is anything but stable. National demographic trends, local population characteristics, and a variety of other factors can affect the occupancy and revenue of your senior care community. In addition to market forces created by your future residents, your Senior Living operation is profoundly impacted by nearby competitors. According to recent reports,

March 21st, 2017|

4 Must-Know Email Facts for Senior Living Marketing

If you strategically plan to drive occupancy and revenue for your mid-sized operation, you know you need more than referral development. Boosting move-ins requires other effective strategies, such as a Senior Living marketing campaign. One important part of leveraging the digital age to reach prospects is building powerful email campaigns. Emails give you the power

March 14th, 2017|

The Importance of Visit Planning for Senior Living Sales

Senior Living sales is a unique blend of art and science. While there are effective strategies that your sales counselors should use for increasing occupancy at your mid-sized operation, knowing how to adapt those strategies to the unique needs of your prospective residents is an acquired skill. These two factors come together in on-site community

March 2nd, 2017|

3 Reasons Sales Counselors Need Their Senior Living Director of Operations   

Sales training can dramatically increase the occupancy and revenue of your mid-sized operation. But sometimes operators don’t see the results they’d like because there’s a gap between training and actual execution. Many times, this gap can be traced back to the regional director of sales. While the director of sales is responsible for your sales

February 28th, 2017|

4 Ways to Market Memory Care on Your Website

For many continuing care retirement communities (CCRCs), providing memory care services for Alzheimer’s or dementia patients is an important selling point. Elderly individuals and their adult children look for stable, long-term living environments, and an on-site memory care unit can ensure this. The adult children of your future residents will search for a community that

February 21st, 2017|

3 Follow-Up Techniques You’re Skipping   

Giving your sales team CRM software doesn’t ensure your inquiry-to-tour or tour-to-move-in ratio will improve. Even when your sales team captures prospects’ information, they may be missing an important step in shortening the sales cycle—follow-up. For many operators, follow-up techniques become the weak link in the conversion chain. Inquiries and tours don’t become move-ins because,

February 14th, 2017|
Load More Posts