AUSTIN: Retirement community, CCRC and assisted living promoters need to readjust sales strategies to lift take-up rates and move-in numbers. There are 3 new rules applying to the current market.
1. A step-by-step approach: Host a number of events that gradually lead to a personalized one-on-one appointment.
Though common among many senior housing providers, the CCRC’s “Dine and Discover” series is targeted at first-time visitors, while the next step up — the resident panel — is geared toward repeat visitors.
The first is an educational session that covers important topics such as specific senior living options and aspects of the aging process. It gives prospects their first peek into senior living and, more importantly, into the community itself.
“The goal is to get people engaged in the community. Most people are complacent and that’s the attitude a lot of them have, so it’s up to us to find out what will motivate them to make a change.”…