by Diane Masson | Jan 19, 2014
This picture is worth a thousand words. What is the state of your available apartments? On a recent trip to Oregon, the best place in town had this in the tub. I wanted to throw up. Really? Yet, I have seen this and worse when mystery shopping senior living communities.
Your maintenance team is overworked and they don’t have time to do apartment renovations. So many senior residents are moving out…maintenance can’t keep up. So senior living sales people have to show apartments that are not clean or renovated. Is this fine at your retirement community? Non-renovated apartments have sold that way before, right?
Wrong?!!! This is a poor long-term strategy and bad first impression to fill the building and increase occupancy. Don’t listen to the maintenance team blues! Here are four quick solutions if your retirement community is in this boat…
- Only show model apartments period. Never ever show a disgusting apartment that someone just moved out of. It is not available to show ever!!!!
- If you don’t have model apartments, make arrangements with a few residents to show their apartments. It’s always nice to have one or two residents who say you may show their apartment anytime.
- Have housekeeping clean up the disgusting apartment now, before it is shown to single a person. (I know this is double work for housekeeping, cleaning it before and after renovation. The extra clean does help sell apartments and improves first impressions.)
- The fourth choice is to pay an outside company to renovate apartments at your senior living community. I know it costs more money than doing it in-house. Please look at it in a new way…every month that an apartment remains empty, the senior living organization loses $2,000 to $6,000 in a monthly fee.
Please give sales and marketing the tools they need to create great first impressions and sell it now. Showing models works great for a senior just looking or thinking two or three months out. If you want those 48-hour move-ins or two-week move-ins, then clean up the apartments that need to be sold now.
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 https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
by Diane Masson | Jan 5, 2014
Kick Start Your Senior Living Sales Momentum
Kick start your sales momentum in 2014! Here are 6 keys that your senior living team can do simultaneously or add one technique per month to increase occupancy.
- Decide to be proactive instead of reactive with your retirement community’s database. Set a goal of talking to the entire database this year. Make so many calls per week and per month. Call back every tour the next day.
- Create a new “wow” tour and teach other department heads the new tour.
- Study and learn a new closing technique.
- Ask for the deposit on every tour!
- Build strong relationships with prospects by caring about the senior’s best interests and not your paycheck. They will feel the difference.
- Generate new avenues for more prospective seniors to learn about and come to your senior living community.
Start the New Year with excitement, learn a new technique and hug your team! Group hug for everyone!
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 https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
by Diane Masson | Dec 1, 2013
Are 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 https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
by Diane Masson | Oct 20, 2013
An adult child or power of attorney plays a crucial role at a care conference. You can literally hold the pieces of the puzzle that an assisted living, skilled nursing care or memory care need in order to enhance the lifestyle of the resident.
No one alive knows my mom better than me. She cannot always advocate on her own behalf, because she has vascular dementia. If I asked her, “What would you rather have for dinner, prime rib or salmon?” My mom would say, “Diane you know what I like, you decide.” Even with her dementia, she knows that I will select her favorite choices from the past.
Recently, at my mom’s care conference in skilled nursing care a puzzle started to come together. My mom was having episodes of greater confusion. It might be three days in row and then she would be fine again. Was my mom’s dementia getting worse or was it something else? Would she need to start a new drug?
As we were brainstorming possibilities, I remembered how lack of sleep could intensive my mom’s dementia in the past. We figured out that the bed alarm of some of her recent roommates was affecting her sleep. When she experienced less sleep, then she would have episodes of greater delusion during the day.
It was an aha moment, so now they are going to focus on roommates who don’t need constant alarms going off. Hopefully my mom will improve. As a Boomer child, I have to be willing to accept that my mom’s dementia is getting worse, but maybe my advocacy can continue to help improve her quality of life for now.
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 https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
by Diane Masson | Oct 6, 2013
My teams just concluded a senior living marketing retreat in Southern California. It was a time to step out of their fast-paced selling lives to be nurtured and valued. It was a celebration of breaking records. One Continuing Care Retirement Community (CCRC) had the most move-ins since 2001 and another CCRC had the most move-ins since 2005. Wow!!!
The top four CCRC sales people were highlighted in an honor roll. Each of these people hit their personal move-in goals three quarters in row. The top sales person had 10 CCRC move-ins this last quarter alone. They each spoke about the secret to his or hers success. There were a variety of humble answers, which included: nurturing client relationships over years, persistence, good events continually drawing in new prospective senior residents, increasing the number of repeat tours, studying sales techniques to improve their craft, the housing market improving and the on-going sale training provided.
The retreat included: celebrating accomplishing quarterly goals, sales training, best practices discussions, our weekly book review of “How to Win Friends and Influence People,” personal time management to increase database calls and a wonderful breakfast and lunch. The sales people loved having an opportunity to hear best practices and sales experiences from their cohorts at another community.
What are you doing to honor your sale people and celebrate success? It is tough having to accept constant rejection on a day-to-day basis. This is what makes senior living sales people extraordinary. Give a shout out to your sales people through this blog and send them a copy. Tell them they are special today.
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 https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
