To keep new lead flow occupancy and NOI high, many senior living operators turn to lead aggregators like A Place for Mom or Caring.com. While convenient, this reliance on paid lead aggregators comes at a high price to the senior living communities. Can senior living communities stop using the lead aggregators they feel they can’t […]
The executive director has perhaps the greatest influence over occupancy growth in their senior living community. In our blog, “3 Reasons to Empower Executive Directors to Be Senior Living Community Sales Leaders”, we shared 3 specific reasons why executive directors should be empowered to be senior living community sales leaders: In this blog, we share […]
Generating new sales leads for senior living communities is an ongoing challenge that requires a blend of traditional and innovative sales and marketing strategies. Waiting in your sales office for the phone to ring, or for an older adult and their family to walk in off the street to tour your community are unlikely to […]
Most senior living regional directors of sales and marketing (RDSMs) are promoted because of their success as community sales directors. It makes sense to promote high performing, dedicated, driven professionals, yet the rate of turnover and failure in this role remains high. Senior living sales requires a high level of skill, the ability to manage […]
Winter is here, and as the snowflakes start to fall, you want your senior living community’s occupancy rates to continue to rise! This is a time that many “relax” and wait until after the holidays, after the winter. In our effort not to bother people, we fail to stay connected and prospects go “cold” (literally […]
As the holiday season twinkles on the horizon, it’s the perfect time to add some extra sparkle to your senior living community’s sales and marketing outreach efforts. Here are seven of our favorite ways to help you not only light up your occupancy rates but also bring joy and warmth to your community. Let’s unwrap […]
Once the domain of teens and young adults, social media is now widely accepted by older adults and has become a part of their regular lives. According to a 2022 Gallup poll, 69% of all US adults aged 55 and older have a Facebook account, and 60% use it daily or weekly. What’s the takeaway from […]
The Grow Your Occupancy Sales Specialists are a team of experienced and highly motivated senior living sales professionals who support our clients’ community sales teams, fill in when sales positions are open, when the sales team needs a boost and when cold databases need a “deep clean.” They’ve worked in hundreds of our clients’ prospect databases. They […]
There are endless choices today for seniors and their families when the time comes to consider a move to a senior living community. The National Center for Assisted Living reports that around 28,900 assisted living communities are currently operating in the United States. You don’t want to get lost in that crowd! The single most […]
2022 is behind us, whew! For many of us in senior living sales, 2022 marked a symbolic turning of a corner away from the pandemic upheaval of previous years. Our community doors opened again to prospective residents, masks were mostly put away, staff returned to the workplace, and the fears that senior living communities were […]
Depending on who you ask, the U.S. is either heading into a recession or is already in one. According to a recent poll in The Wall Street Journal, economists think there is a 63% chance of a recession in 2023. If a recession in 2023 really does pan out, what might that mean for senior […]
I drive a nine-year-old car. I love my car. It’s incredibly reliable. It’s not fancy, but it gets me where I need to go. I want to drive it forever. It’s always started when I get in. Except for this week. I got into my car. It wouldn’t start. And my heart sank. I don’t […]
The doorbell rings unexpectedly. You peek out the window and see a familiar car in the driveway. It’s a surprise guest at your front door. The first thing on your mind: the house is a mess! On the way to answer the door, you frantically pick up things left lying around and throw them in […]
Senior living providers who expect and empower their community executive directors to be sales leaders know this is essential for optimum performance. The sales leadership structure of most senior living organizations looks like this: CEO → VP of Sales → Regional Directors of Sales → Community Sales Director The result is often a community sales […]
Staffing and sales are worlds apart in business – they couldn’t be any farther apart, right? If you’re thinking that the pain points you’re feeling when trying to fill positions in your senior living company can’t be solved with sales solutions, we’re here to tell you it’s just not the case! Pain Points At first […]
Before the COVID-19 pandemic, if you asked any C-Level executive in the senior living industry, “What has been your biggest pain point during the last 15 years?” the answer almost certainly was: low occupancy. They needed more sales, more move-ins, more revenue, and increased NOI. While this is still a major concern, two others have […]
Sales leadership in senior living is much more than giving out “rah-rahs” to sales directors for their successes and calling them out with “gotchas” for their mistakes. Sales leadership is about ensuring the company’s sales culture and processes are in place to have a meaningful impact on the overall success of the organization. It’s also […]
Learning from our own missteps is a sign of maturity. Learning from the missteps of others and applying those lessons when working with those you manage is a key trait of a successful manager. In the senior living industry, there are some sales management missteps that are all too common. Here are the top 4, […]
“We need more leads!” How often have we heard this from our senior living sales directors? How often have we said this ourselves? Saying it is almost a reflex when the question of “why is occupancy down?” comes up. After all, new leads are the top of the sales pipeline for all sales, so more […]
Wouldn’t it be great if your senior living company had a reference source for all things sales and marketing? A single point of truth that everyone in your organization can refer to for guidance on sales and marketing processes, procedures, best practices, expectations, and benchmarks? Do your company – and yourself – the biggest favor […]
Sales people are like Olympic athletes – they train, practice, and are coached to perform at high levels. And like athletes, their performance is measured. Just think about a sprinter that trains to run the 100-meter dash, only they never paid any attention to their time. They have no way of knowing if they are […]
The Regional Director of Sales and Marketing is a role that is pivotal to a senior living operator’s success; they can make a tremendous impact on occupancy levels, the health of the community sales teams, and most importantly the revenue of the company. But the challenges senior living Regional Directors of Sales and Marketing face […]
