by Diane Masson | Jun 28, 2015
We all go through storms!
We all have storms in our lives. Maybe the storm is a death, sickness, or major life crisis. It could even be one of Mother Nature’s storms such as hurricane, tornado or earthquake. You or a senior you know may be going through a storm at this moment.
At some point the storm always ends. There is peace and calmness again. No one is the same after one of life’s storms. The length of the storm will most likely determine the amount of wisdom gained. One of my best friends is a breast cancer survivor. Now she uses the knowledge of her successful treatments and faith to help others. She can make someone elses cancer journey less scary. What a gift!
As retirement counselors in senior living and housing, we can provide that gift of knowledge to a senior considering a move. A senior may feel like they are in a storm processing a major life move to your community. Being pulled toward the benefits of living in a retirement community and simultaneously being drawn back to the security of their home can create conflict for a senior.
Here are a few tips:
First, a retirement counselor needs to acknowledge that a senior is facing an emotional decision (the storm). The decision is to plan ahead or wait until a health care crisis.
Second, if a senior chooses to wait until a health crisis they will be forcing their adult children to eventually “put them someplace” (bigger storm). Many seniors don’t realize this truth. Seniors are typically shocked to learn they will have a 66% chance of needing a higher level of care at some point like assisted living or skilled nursing care.
Third, if a senior moves into a senior living community that transitions them into higher levels of care like assisted living and skilled nursing care, it is a proactive choice to plan ahead (smaller storm for the senior and the family in the future).
Retirement counselors in senior housing should focus on educating seniors about their future health care choices and how your retirement community can be a solution.
If you have ever felt slightly sick standing on the deck of a boat in the ocean, the captain always tells you to look toward the horizon. Don’t focus on the waves that are swirling close around you. Look beyond to the distant skyline. Seniors need to visualize what they are gaining by making a move and planning ahead for their future care. Others can’t get past the overwhelming thought of the turmoil that moving will create for them.
The calm after a storm is usually filled with a sense of peace and wisdom.
Planning ahead could be the greatest gift a senior can give their children. When my mom moved into a Continuing Care Retirement Community in Seattle, WA, it was the smartest decision she ever made. Thank you mom!
How do you help educate seniors? What tips can you share?
“Your Senior Housing Options,” has a simplistic title, but what’s inside this new book can save a you months of research time. Hear Diane Masson’s interview of how her mother and in-law’s faced the pivotal decision to plan ahead or wait until a crisis. Learn the pitfalls from transitioning from your home to senior housing. Understand what questions to ask, insider tips and dirty secrets revealed. The decision to stay home requires caregivers. Prevent elder abuse by determining if a home care agency is reputable, before they move into your home. You are just not looking for today’s needs, but for your future care. Discover key differences between rental facilities vs Continuing Care Retirement Communities. Do you have enough financial resources if you need to be in a higher level of care for an extended period of time? For weekly tips join at: Www.Tips2Seniors.com
Diane Masson has worked in senior housing for 17 years and is the regional marketing director for two debt-free Continuing Care Retirement Communities in Southern CA (Freedom Village in Lake Forest and The Village in Hemet). Her first book “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” is being utilized by senior housing professionals across the country. Both her first book and second book, “Your Senior Housing Options,” have a 5-star rating on Amazon.com.
by Diane Masson | Nov 3, 2013
Recently, I received an email from retirement counselor at a four-year-old Continuing Care Retirement Community (CCRC) in California. He talked about being busy making 500 calls per month. I asked if that was 500 calls for just himself or was it 500 calls for the team of three senior living sales people? The answer was 500 calls for the entire team.
Just an FYI for administrators and senior living sale people – 500 calls for a senior living sales team of three is not great. Each retirement counselor should be personally generating 300 calls or more in order to increase the occupancy.
We track database calls with all my senior living sales teams. For the month of October, one of my CCRC marketing directors rocked with 469 calls. Even with all her responsibility, she set the pace. One of the retirement counselors generated 340 calls and another made 315 calls. These three team members produced 1,124 calls in one month! This included inbound and outbound calls. This CCRC team is one of the hardest working teams that I have ever encountered.
What is the result? Tours, tours and tours! What comes from tours? Move-ins! Move-ins increase your occupancy and generate revenue. How many calls are you and your teams creating per month? Do you track it? You should!
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.
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by Diane Masson | Mar 31, 2013
This week I want to share with you which four techniques I used to train a new “green” sales person recently.
Last week, I talked about four sales training techniques in “How to Train a “Green” Senior Living Sales Person (Part 1)”: Shadowing an existing sales person, throwing the new “green” person in (with no senior housing experience) to just start selling, sending them out to study the competition and a dedicated all day training.
Recently, the first step I used training a “green” sales person was an all day training with the marketing team. This was crucial, so she could have immediate knowledge of how this business works in a nutshell. I interactively taught her and the team how to engage with a prospective resident, build a relationship in a short time and help someone make a decision to move to our community for the next chapter of his or her life. She heard the successes of the other retirement counselors and she started to visualize how easy this business can really be.
The second step was letting HR do their thing and allowing her to shadow some quality senior living sale people, so the all day training would sink in a little more.
The third step was sending her out to study the competition. This helped her articulate the strengths and weaknesses of our Continuing Care Retirement Community versus the retirement community down the street. She truly saw the business through the eyes of the senior customer and learned what a senior housing interrogation, from one of our neighboring competitors, can feel like.
The fourth step was having her start to become a student of this business. She started studying the web site, all the marketing materials and reading a senior housing book with 12 keys to marketing senior housing. During training there is a half an hour here or an hour there, when the trainer (me) may need to address something that has nothing to do with training. These can be opportunities for the “green” person to read a chapter of a senior housing training book like “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full.” Part of the reason, I wrote this book was to help train “green” sales people quickly.
Actually, I used all the steps that I talked about in Part 1, except throwing them in to sink or swim. Once my “green” person knew the right way to build a relationship with a prospective resident, I sent them out to study the competition and their eyes were opened. They have no doubt that our Continuing Care Retirement Community is the best. I think it is vital to get your person to believe in their heart that your retirement community is the best and a great value for the money – as soon as possible.
Good luck and I would love to hear your stories of what training techniques worked best for your new employees and why…
Please comment 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 for sale at Amazon.com. Masson’s book will be required reading at George Mason University in the Fall as part of the marketing curriculum. She is currently consulting with Seniors For Living and two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California. Connection and partnership opportunities: Email: diane@marketing2seniors.net
