Archive for the ‘Industry News’ Category

How to Maximize Your Internet Leads

September 30, 2015 || POSTED BY admin || Industry News

How to Maximize Your Internet Leads

Published on Wed, 07/23/2014 – 6:24pm by Steve Moran

While not true for every market, today most senior living communities receive more fresh leads from the internet than any other source.  With this shift is a sense that the leads from “the good old days” were higher quality. According to…

Published on Thu, 02/26/2015 – 12:46am

Yesterday I published an article titled “New Series: Ask The Experts”. In one sentence, the way the series will work is that a group of experts will look at a marketing piece and offer suggestions on how to make it better.

This is always done with the permission of the senior…

Published on Sun, 05/31/2015 – 9:09pm

“When we started Stellar Senior Living, our approach to sales was to try to hire great salespeople and then get out of their way,“ said Aaron Benton, senior vice president for sales, marketing and recruiting. “We didn’t have a company-wide system or process.”

Stellar is a fairly recent entrant into the senior…

Statistics vs. Reality

July 29, 2015 || POSTED BY admin || Industry News

Published on Tue, 10/28/2014 – 8:06pm

As I talk to senior living providers around the country, occupancy is consistently a big deal.

On one hand, it’s no surprise because occupancy equals revenue and without revenue nothing happens. On the other hand, the industry is fond of pointing out that senior living occupancy hovers around 90%, incrementally…

Do You Know The Language of Sales?

July 29, 2015 || POSTED BY admin || Industry News

Published on Mon, 03/30/2015 – 11:53pm

By Pam McDonald


If we’re working toward the same goal and you say “tomato” while I say “tomatho,” it’s not that big of a deal, we’re likely to get each other. However, if you say “tomato” and I say “carrot stick,” we’ve got a problem. We’re likely to spend as much…

Published on Mon, 05/04/2015 – 10:31pm

According to Jay Reischl, Principal of DEI Sales Central, a sales management and training system and a Senior Housing Forum partner, “Training washes out after a while; without practice, skills disappear.” That makes “refreshers” in all areas of operations vital, but especially in sales and marketing, because, as Jay also…

une 15, 2015 by Emily Study

The importance of a senior living tour is undeniable. For many prospects, it seals the deal to move into a community; but if the tour isn’t done right,  it can lead potential residents straight to a competitor’s doorstep.

While perfecting the ultimate sales pitch takes practice, insight from tour-takers and tips…

Tips for Tours from a Sales Training Expert

Published on Tue, 07/28/2015 – 10:40pm

By Pam McDonald

[This is the second part of a two-part article; visit here for Part 1.]

Jeanine Aspen, President of DEI Management Systems Central, a Senior Housing Forum partner, noted that community tours maximize the opportunity to learn about each prospect. She…

How Can You Afford to Not Do This?

March 9, 2015 || POSTED BY admin || Industry News

How Can You Afford to Not Do This?
Published on Wed, 03/04/2015 – 9:07pm

Landing pages . . . e-mail blasts . . . content marketing . . . social listening . . . re-targeting . . . long tail keywords . . . inbound marketing. Welcome to the language of the new landscape of digital…

How 10 Prospects Might Just Be the Right Number for You

Published on Mon, 02/02/2015 – 11:32pm

“They said they wanted to move in during the next 30 days, so they’re hot.”

“She’s a hot prospect because she’s not safe living alone.”

“He said he’s not ready yet, so he’s cold. I’ll keep following up every couple of…