Discarding Great Leads?

Discarding Great Leads?

Discarding Great Leads?

Discarding Great Leads?

There are thousands of senior living sales people across this country.  After each tour, they have choice to pursue a viable lead or simply ignore it.  Is your frontline sales staff making the right decision?  Do you review new inquiry leads with them?

If not, why not?!!?  It costs your senior living organization thousands of dollars to bring in new call-in leads and walk-in tours.  Just this last week, I know of two sales people who each blew off a lead because it was not quick move-in.  Luckily I caught them in time, so that follow up phone calls could happen.

One prospective resident couple had a complicated situation with a wife who wanted independent living with a husband who was qualified for skilled nursing care.  They wanted to bring in their own caregiver and the man could not feed himself.  The sales person felt it was too complicated to pursue.

I shared a story of a couple that came to my Continuing Care Retirement Community several years ago.  The man was dying and the couple wanted to move to independent living together.  My executive director said no, it was too hard on the other residents and he was not independent.  In spite of this decision, I loved on this couple.  Five months later, the husband died.  I sent sympathy card.   The wife appreciated me reaching out with caring kindness.  Within weeks, she moved into my retirement community.

So when the senior living sales person called back this complicated prospective resident couple, he learned that the husband was in the hospital.  He loved on the wife as I had suggested.  I expect a move in the next six months from this additional phone encounter.

Do you have stories of difficult tours turning into sales?

Please consider joining this exclusive Marketing2Seniors blog and comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.

Diane Twohy Masson is currently writing a new book for seniors on how to select senior housing options.  Her first book, “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” is available at Amazon.com with a five star rating.  Masson continues to set move in records as the regional marketing director of two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California.  Her mom’s struggle with dementia is inspiring Diane to pen a third book to support adult children.

© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link http://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Wouldn’t life be simpler with less stuff?

Wouldn’t life be simpler with less stuff?

Wouldn’t life be simpler with less stuff?

Wouldn’t life be simpler with less stuff?

This thought stuck me today, when I saw a homeless man with nine carts of stuff.  I had to take a picture of it.  How could he ever move to a new location?  It would be no easy feat to roll nine carts of stuff along.

Prospective senior residents considering a retirement community or assisted living have to feel the same way.  It is so overwhelming to think about moving years of memories and stuff.  A frail senior may feel it is easier to just struggle in his or her home with navigating stairs, managing a walker, asking neighbors to transport them to medical appointments and eating TV dinners.

The quality of a senior’s life in this frail condition is not good.  But the flip side is they get to live amongst all their stuff.

It is interesting to watch the adult Boomer children get into the mix.  Some want mom or dad to continue in the family home and either can’t see or ignore the reality of the parent struggling to just eat, bathe and take medications.  Other children see the danger and can’t sleep worrying for their parent’s safety and health condition.

This is our reality as senior living professionals.  We must never forget how hard it is to move and what a chore it is to downsize our stuff.  Our compassion is what compels many seniors to move into one of our communities.  Thank you for each senior that you personally helped facilitate move into a retirement or assisted living community.  I believe they have a better quality of life with more nutritious food, a greater feeling of independence if they no longer drive and a support system for medical emergencies.  How do you feel?

Please share your successes, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.

Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com with a 5-star rating.  The book is required reading at George Mason University as a part of its marketing curriculum.  Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy.   Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets.  She has also been a corporate director of sales and a mystery shopper for independent living, assisted living, memory care and skilled care nursing communities in multiple states.  Currently, Masson is setting move-in records as the regional marketing director of two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California.  Interestingly, this career started when she was looking for a place for her own mom and helped her loved one transition through three levels of care.

© Marketing 2 Seniors| Diane Twohy Masson 2013 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link http://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Scrooge or Sales with Holiday Calls??!!??

Scrooge or Sales with Holiday Calls??!!??

Don't Be a Scrooge in Senior Living Sales

Don’t Be a Scrooge in Senior Living Sales

All you have is the present to increase your occupancy.  Resident holiday parties, festivities, live entertainment and decorating the retirement community can distract senior living sales from the purpose of filling the building.  It’s easy to get stinking thinking and decide that no one wants to move right now and every senior is busy preparing for Christmas.  Wrong!!!

If you are reading this blog today, it is not too late to get humming again.  Let me give you some current examples from two successful Continuing Care Retirement Communities (CCRC) in Southern California:

  • 11 CCRC move-ins scheduled during December at one CCRC and another has six move-ins set.
  • A $5000 deposit was collected yesterday for a December CCRC move-in.
  • One senior living sales person, who had 139 calls for the week said, “This is the best time of year to make calls and learn vital information about prospective seniors families.”
  • When a senior came in for a holiday event, they shared that it was their holiday meal, because they had sat at home eating a “Lean Cuisine” on Thanksgiving.
  • Another senior shared that this was her last year to host Christmas for the entire family.  She was exhausted and said she was ready to sell her home and move in early 2014.
  • Many calls said, “I am not ready, let me get through the holidays and let’s talk the first week in January.”  (Whom will this senior be talking about with his or her adult children over the holidays?  The family will most likely come in to tour around Christmas.)

You can learn so much if you make calls this time of year.  Don’t be a scrooge and not believe.  Be Tiny Tim and make a lonely seniors day by reaching out with a holiday phone call.  Create an emotional connection with a senior now and watch how quickly they move into your senior living community in 2014.

Please share your successes, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.

Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com with a 5-star rating.  The book is required reading at George Mason University as a part of its marketing curriculum.  Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy.   Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets.  She has also been a corporate director of sales and a mystery shopper for independent living, assisted living, memory care and skilled care nursing communities in multiple states.  Most recently Masson was recruited to consult for two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California.  Interestingly, this career started when she was looking for a place for her own mom and helped her loved one transition through three levels of care.

© Marketing 2 Seniors| Diane Twohy Masson 2013 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link http://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Three Solutions to Arguing and Objections in Senior Living Sales

Three Solutions to Arguing and Objections in Senior Living Sales

Arguing with a SeniorAre you fighting with prospective residents who are in denial?  I don’t mean physical punches… After they ask a question or make a comment, are you coming at them with a quick verbal rebuttal?  Stop it!!!  Many senior living sales people don’t even realize that they are arguing with the prospective resident.

It can be very difficult to evaluate yourself and recognize your own faults.  Do the best you can to catch yourself saying a “but” or ask a co-worker/supervisor to listen to one of your tours.  When the prospective senior says something like, “I love my home and can’t see myself moving.”  I have heard sales people say, “But…you don’t see how wonderful life could be here.” Or a senior says, “I am doing fine in my own home.”  (They can barely walk and you recognize an unsafe situation for them living at home.)

The prospective senior is in denial.  It is so common.  Don’t fight them, they will just get irritated and go to your competitor down the road.  There are three easy solutions to deal with denial.

1)   Ignore the senior’s denial and keep educating them on the benefits of living at your community.  I don’t mean – shoving it in their face.  Some seniors have so much denial that it could take them months or a few years to recognize the benefits of living at your senior living community.  Keep inviting them to events.  Eventually they can see the lifestyle in your independent or Continuing Care Retirement Community is better than living in their own home.

2)   If you work in an assisted living or memory care community, time may be of the essence with a need driven situation.  Get the phone numbers for the adult children and work through them.  A strong Boomer child, who understands that his or her mom or dad is unsafe, can create a 48 hour or one week move in for the parent.  Invite the children to dine at your retirement community with the parent.  It’s magical, how quickly they select an apartment and put down a deposit.

3)   When they say, “I love my home with the 180 degree view of the water and mountain.”  Don’t interrupt!  Let them go on for five minutes or more about their lovely home.  Then causally say, “ Your home sounds lovely, why are you here?”  Whatever comes out of their mouth is the real reason.  Now it is up to you to provide a solution and collect a deposit.

Remember that everyone walks in the door of your retirement community for a reason.  Yes, they can be in denial, but they came to you.  Help them, by listening and exploring an implied need.  Then provide a solution – gently…

Please share your successes, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.

Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com with a 5-star rating.  The book is required reading at George Mason University as a part of its marketing curriculum.  Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy.   Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets.  She has also been a corporate director of sales and a mystery shopper for independent living, assisted living, memory care and skilled care nursing communities in multiple states.  Most recently Masson was recruited to consult for two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California.  Interestingly, this career started when she was looking for a place for her own mom and helped her loved one transition through three levels of care.

© Marketing 2 Seniors| Diane Twohy Masson 2013 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link http://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Choosing Senior Living Resident Speakers for Events

Choosing Senior Living Resident Speakers for Events

Senior Living EventsDo your residents speak at your senior living community’s events?  Are you afraid of what they might say?  If you don’t let residents speak, then your senior attendees are missing out.  How can seniors really know what it is like to live at a retirement community or assisted living?  The most effective way is for them to hear it from a peer.

Yesterday, I had a fabulous resident speaker at the Oktoberfest event for Freedom Village in Lake Forest, Ca.  Richard spoke from the heart for about four minutes.  His opening line was, “Welcome to my home.”  He explained why he, his wife Barbara and Lily (his Chihuahua) moved to a Continuing Care Retirement Community (CCRC).

Richard shared some cute stories including when his wife initially tried the food at Freedom Village.  She had declared, “The food is delicious and we are moving here.”  He also said, “I was walking through my apartment the other day and just stopped to tell my wife, how happy that I am living here at Freedom Village.”  He retired from law enforcement and explained why he felt very safe and secure at his retirement community.  He mentioned volunteering at the local hospital and how you can live any kind of life you want.  Sometimes he just enjoys reading a book in his apartment and at other times he has the opportunity to be social at dinner or at events.

I had no clue what Richard would say.  Was it a risk?  Yes!  But it is important to make your best guess selecting a resident to speak at your senior living event.  Richard and his wife are very active at the CCRC and embrace life with vigor and vitality.  Richard’s testimonial was pivotal to some guests deciding to make Freedom Village their future home.  In the past, I have had residents speak too long and had to gently nudge them to end.  What are your experiences?

Do you want more information on how to put on a great event?  Click on this link for a previous blog post I wrote about 8 Keys to Create Compelling Events that Drive Sales in Senior Living.

Please share your success, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.

Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com with a 5-star rating.  The book is required reading at George Mason University as a part of its marketing curriculum.  Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy.   Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets.  She has also been a corporate director of sales and a mystery shopper for independent living, assisted living, memory care and skilled care nursing communities in multiple states.  Most recently Masson was recruited to consult for two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California.  Interestingly, this career started when she was looking for a place for her own mom and helped her loved one transition through three levels of care.

© Marketing 2 Seniors| Diane Twohy Masson 2013 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link http://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
What is a Senior Living Sales Person’s Deepest Desire?

What is a Senior Living Sales Person’s Deepest Desire?

Appreciating Senior Living Sales PeopleOne of the greatest human desires is to be appreciated.  A lack of appreciation is the number one reason why a senior living sales person takes a job at another retirement community.  Did you know that a person could literally go insane with a lack of appreciation?  It’s true!

Have you analyzed yourself lately?  How are you at appreciating your senior living co-worker, your family or even your spouse?

Are you already defending yourself inside your head?  I thought that I was doing a good job too, until… my senior living sales teams started a new book review.  Yes, we started reading one of the greatest books every written – “How To Win Friends and Influence People,” by Dale Carnegie.

Do you have a favorite book that you refer back to every year or two?  This book is mine.  It suddenly puts me back on track to be a caring human being again.  It’s funny how we can get in a rut without knowing we are in a rut.  We get so busy and focused on accomplishing the goals that we forget to treat people the way we would wish to be treated.

The book suggests highlighting key phrases to refer back to and reading each chapter twice.  Here are three great principles that I need to utilize everyday:

  1. Don’t criticize, condemn or complain.
  2. Give honest and sincere appreciation.
  3. Arouse in the other person an eager want.

Every single one of my team members commented on how he or she treats a senior living prospective resident better than a co-worker or family.  Do you?  Do you want to start a new habit today?  It is up to you…

Please share your success, failures or comment below to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.

Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available at Amazon.com with a 5-star rating.  The book is required reading at George Mason University as a part of its marketing curriculum.  Within this book, the author developed a sales & marketing method with 12 keys to help senior living providers increase their occupancy.   Masson developed this expertise as a marketing consultant, sought-after blogger for senior housing and a regional marketing director of continuing care retirement communities in several markets.  She has also been a corporate director of sales and a mystery shopper for independent living, assisted living, memory care and skilled care nursing communities in multiple states.  Most recently Masson was recruited to consult for two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California.  Interestingly, this career started when she was looking for a place for her own mom and helped her loved one transition through three levels of care.

© Marketing 2 Seniors| Diane Twohy Masson 2013 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link http://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.