Short answer
Add interim sales capacity right away so inquiries, follow-up, and tours don't stall while you recruit. A remote sales specialist can keep the prospect database moving by phone, text, and email, and an onsite sales specialist can run tours and the daily sales operation on campus. In one Grow Your Occupancy case study, a remote specialist working 3 hours a day during a sales director vacancy supported 19 tours and 7 move-ins in the first 45 days.
If the executive director or another team member can run tours, remote support usually covers the follow-up and scheduling. If no one can run the daily sales work, an onsite specialist fills the seat until the new director starts, and can help that person get established.
Life plan community in Kansas · Initial 45 days · 3 hours per day
Occupancy increased from 61% to 67.2%. With a vacant sales director position and a limited flow of new inquiries, a remote specialist reconnected with the existing prospect database while the community hired a new director.
ROI is based on the monthly fee over a 12-month period. Three of the move-ins came from the four deposits reported in the study.
Read the case study (PDF)Assisted living and memory care in New Jersey · 3-month family-leave assignment · 15 hours per week
Consistent sales coverage during a team member’s family leave. A remote sales specialist maintained outreach, follow-up, and prospect communication so the community could keep its sales activity moving during a planned absence.
ROI is based on average assisted living and memory care rent over 12 months; care and ancillary fees are excluded. Tours and deposits are reported activity totals, not a conversion-rate claim.
Read the case study (PDF)IL, AL, and MC community in Texas · 55-day onsite assignment · Sheree Jordan
Occupancy increased from 42.4% to 48.5%. An onsite specialist combined tours, outreach, and follow-up to support the community’s sales activity and occupancy growth.
ROI is based on $6,000 average rent over 12 months. The current published PDF identifies this community as Texas.
Read the case study (PDF)Timing depends on the community and the type of support. Start dates and setup are covered on a free 30-minute strategy call.
Onsite specialists can coach the existing team and mentor a new director as part of the assignment, and transition planning is part of the work.
In a free 30-minute strategy call, Julie Podewitz reviews your current sales process and maps out what support could look like for your community.
Written by the Grow Your Occupancy team · Last reviewed October 2026