Do You Call Back Every Prospect Who Toured Yesterday?

Do You Call Back Every Prospect Who Toured Yesterday?

Copyright Marketing2seniors.netThe prospect may say, “I want to think about it.”  “I am one or two years away.”  “I am not ready yet.”  “I am not interested in a pushy salesperson.”  Will you still call them back promptly the next day? If not, why not??

The senior living prospect walked in your door for a reason.  They need your services or are considering your services.  They should automatically be classified as warm if they walked into your senior living community.  They may be eating cereal for dinner or sleeping in a recliner chair because the alternatives are too much effort.  This is a viable lead that deserves your time and attention, even if they say, “I am not ready yet.”

I find it appalling that some senior living sales people will only give the time of day to a senior that can move in now.  Ultimately, they are neglecting potential sales.  In my experience, only 25% of the seniors say, “I am ready now.”  “My home is on the market.”  “My kids say I have to move immediately.”  “My doctor recommends that I move to assisted living right away.”

So this means that the other 75% of potential seniors are too scared to express their needs.  They say a quick statement in the beginning to protect themselves from being SOLD by you.  They have lived in their home for 40 or 50 years.  They don’t WANT to move.  They are just beginning to UNDERSTAND that a move would be beneficial to their health and well-being.

Educate this scared senior and show how your Retirement Community, Assisted Living or Continuing Care Retirement Community is the best choice for them.  Then watch your occupancy rise.  The end result will be providing solutions to improve the quality of life for a multitude of seniors.

Do you call EVERY tour back the next day?  If not, why not??

Your tips could help others improve on a national basis, so please share by commenting on this blog.  If this weekly blog can help your sales and occupancy – why not invite your team to sign up today so no one misses a single tip to improve the occupancy? 

Diane Twohy Masson writes this weekly blog to support and engage with other senior housing professionals.  Her first book is Senior Housing Marketing – How To Increase Your Occupancy and Stay Full.  Many sales teams and organizations have used the 12 keys contained in this book for their weekly book review.  Diane is working on her second book to help seniors select their senior housing options.

© 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.
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.
Using An Opening Power Statement?

Using An Opening Power Statement?

Use Power Statements!

Use Power Statements!

Are you just going through the motions and showing your senior living community?  What’s something you can do to jump out from all the competition?  How about a power statement at the beginning of your tour or presentation?

Let me throw down a few power statement ideas and then you can share yours on the comment area of this blog.  Hopefully, everyone will help each other tweak their power statements to make them stronger.

“A lot of seniors are excited about moving in here.  We have 15 people moving into 10 apartments in the next two months.  There is so much interest in our retirement community right now that we have limited availability.”

“One of our caregivers just won caregiver of the year.”

“Our chef just won an iron chef competition.”

“SB Hospital just told us they are proud to partner with us.  We are now the cornerstone and long-term care pillar in our community, because all the other local administrators and director of nurses have changed many times.  We alone remain constant in key staff longevity and great care management.”

Now, it is your turn.  Time to share your power statement and we can either give you a “like” or make a suggestion to enhance your statement further.  Any suggestions to tweak mine?

A special shout out to Nona for writing this comment to me last week, “Each time I read one of your blogs I become a more skilled senior sales professional.  I love the attitude meter.  Thank you for your enthusiasm and insights.”

Please feel free to sign up for my weekly blog.

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.
Where is Your Attitude Meter Today?

Where is Your Attitude Meter Today?

Attitude Meter in Senior LivingYour attitude meter can subconsciously be affecting your sales performance.  If I gave the same 10 leads to three senior living sales people with different types of attitudes, the sale results would vary widely.  See where your attitude falls today.

Poor Attitude

  1. “Oh no, another walk in, I am so busy.”
  2.  Complains, “Everyone is simply not ready yet.”
  3. Very low repeat tours.
  4. Major thoughts – I’m tired, the leads are terrible and the sales goals are too high.
  5. Dreads follow up phone calls and people saying “No.”
  6. Believes the senior prospect when they say, “I am not ready yet.”
  7. Cares mostly about themselves.

Average Attitude

  1. Takes a few minutes to gear up to go meet the walk-in tour.
  2. “I have a few good prospects, some are not ready yet.”
  3. A few repeat tours per week.
  4. Major thoughts – I can do this, there are some good leads, I want to hit the sales goals.
  5. Some days feel great doing follow up phone calls and other days are a struggle.
  6. Believes the senior prospect 70% of the time when they say, “I am not ready yet.”
  7. Cares equally about the prospect and themselves.

Great Attitude

  1. Excited to greet the walk-in tour within moments of arrival.
  2. Continually plans strategies to turn warm and hot leads into move-ins.
  3. Lots of repeat tours.
  4. Major thoughts – I am excited, the leads are great, I can exceed the sales goals.
  5. Has enthusiasm in their voice as they eagerly make follow up phone calls.
  6. When a senior prospect says, “I am not ready yet,” they know the prospect is scared, but close to a transition.  Believes they will move forward in the near future.
  7. Cares mostly about the senior prospect and helping them find a solution for their needs.

Where do you and your senior living team members fall on the attitude meter?  What else can you add to differentiate the three attitudes?

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 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.
3 Simple Holiday Impressions to Increase or Maintain Occupancy

3 Simple Holiday Impressions to Increase or Maintain Occupancy

First Impressions in Senior LivingBoomers flock from all areas of the country to visit their senior parents during the holidays.  Many will come to your senior living community…are you ready?  One of two things will happen after the visit: they will either decide to support their parents moving into your community or they will move them out of your retirement community.  First impressions for Boomer children are critical to your occupancy.

Here are 3 simple tips to either increase occupancy or maintain occupancy over the holidays:

  1. Have the receptionist stand to greet all visitors with a welcoming smile.  If the receptionist is engaged on the phone, a warm smile and eye contact will acknowledge the guest.   When a Boomer says they are visiting his or her mom, inquire who the parent is and give a positive comment about your resident.  Ask if you can give the Boomer easy directions to the resident’s apartment or have someone escort them if it hard to find.  Make them feel 100% important.
  2. Be ready to have someone give a “wow” tour at all times.  A staff person or resident should be on call.  Don’t make someone wait 15 minutes as you call around the community sounding desperate on the phone.  It makes the guest feel guilty and makes them wonder what kind of care you would give his or her parent.
  3. Ensure that a huge stack of brochures is available at the front desk.  It’s very tacky to say that you are out of brochures and the marketing department will be here the next day…the sale is lost.

Finally, if you have a fireplace in your lobby, it is a huge asset this time of year.  It creates the warm ambiance of home.  What are your other tips?

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.