Retirement Dynamics Article Archive
Posted: November 06, 2020
Covid-19 Sentiment Report
Posted: Thursday, October 08, 2020
Covid-19 Best Questions to Ask
Tom Hopkins said, “You can’t make a sale until you make a friend.” During the COVID-19 crisis and its impact on the financial markets, we must adjust our strategies and reasons for calling leads in the database as well as depositors. They are more concerned with …
Posted: Thursday, October 08, 2020
Sales Nuggets Webinar
Coffee And Conversation With…
Posted: November 06, 2020
Nike Shoe Article
One might ask what a shoe company, much less a sport shoe company, has to do with sales and marketing of senior living. Actually, I think this riveting and sometimes humorous history of the development of Nike speaks to success, whether within a shoe company, a senior living organization or any of life’s endeavors.
Posted: August 05, 2016
Twenty Ways Your Retirement Community Affects Marketing and Sales
At least twenty aspects of retirement communities affect marketing and sales, assuming that the concept and operation of the community are fundamentally sound; an ill-conceived or poorly run community requires more than marketing intervention.
Posted: July 15, 2016
Mix it Up When Marketing
The sales and marketing industry in America has been transformed by the growth of technology and the introduction of multiple platforms through which we gather information.
Posted: June 03, 2016
Effective Web PresenceAs marketing professionals, we know it is important for our senior living communities to have well-designed, search engine-friendly websites.
Posted: May 06, 2016
The Value of Outsourcing Your Marketing
In the non-profit world, “outsourcing” is sometimes regarded as a dirty word, but that has nothing to do with outsourcing your marketing, which is actually a very smart move for some communities.
Posted: April 27, 2016
Newly Branded Object
As salespeople, sometimes we are like goldfish in a bowl — easily distracted by the newest, shiniest thing that grabs our attention. We can lose sight of our primary “meat and potato” activities that build relationships and make sales when the “latest and greatest” trinket flashes in our peripheral vision.
Posted: March 02, 2016
Ecosystems and Communities
Specialization is all the rage. Contemporary technology is both the result of specialization and the birthplace of it. The more we assume economic success depends on specialization, the more we seek it, and the more it defines the fundamental way we look at the world.
Posted: February 05, 2016
Dimensions of Wellness
Many writers have discussed six dimensions of wellness: Physical, Emotional, Spiritual, Intellectual, Social and Vocational. To that general list, for Continuing Care Retirement Communities (CCRCs) a Financial dimension should be added.
Posted: January 06, 2016
Sales Personnel, a Community Asset
Working in the sales department of many retirement communities over the past twenty-plus years, I have occasionally witnessed situations where the sales staff was treated poorly. I’ve often wondered why those in authority thought it wise to beret or criticize their salespeople when sales weren’t happening as quickly as everyone hoped that they would.
Posted: December 16, 2015
Differentiate in Sales or Die
If you are not memorable in your sales presentation then you might as well be invisible. Differentiating your sales presentations and the way you think about sales are key elements in your success.
Posted: Wednesday, October 22, 2014
A satellite blasts off!
Is a satellite right for your market? Are you landlocked? Do you have a strong secondary market that is around 10 miles away from your main campus? Steps to exploring and succeeding a satellite.
Posted: Tuesday, October 21, 2014
The price is right???
Are you maximizing your occupancy and revenue? Pricing is the first thing your customers want to know and one of their largest influences in choosing your community…make sure the message is clear and compelling.
Posted: Sunday, October 19, 2014
Wisdom at work in Mystic
Masonicare has been serving older adults in Connecticut for over 100 years. Their entrance fee CCRC, Masonicare at Ashlar Village, is part of a robust continuum that includes a physician practice, stand-alone nursing and assisted living communities, an acute care and geri-psych hospital and a statewide home health and hospice program.
Posted: Saturday, October 18, 2014
Let’s give them something to talk about
When was the last time you surveyed your prospects or hosted focus groups? This work gives you a great return on investment in the form of cost-effective lead and sales generation that also creates great content and a good event plan. You may be surprised what you get when you ask people for their opinion, thank them and share what you learned from them. Reciprocity works… these potential customers will make time in their days for you, and you can return the favor.
Posted: Thursday, October 2, 2014
Talent bridge to independence
The growth of the CCRC industry in the 70’s and 80’s has resulted in many 20th, 25th and even 30th anniversaries for retirement communities recently. For numerous communities, a time of transition has accompanied those anniversaries as the early ED’s and CEO’s began to move into retirement. Waterman Village experienced such a transition in leadership immediately after their 25th anniversary. After the CEO retired, Waterman Village remained in a state of transition while the Board made sure they had the best new leader for the community and the Marketing Department.
Posted: Friday, November 8, 2013
Sims Monitors the Market and Closes Refinancing
Congrats to all the good people who live and work at the Loomis Communities…and thanks to the Sims team for good timing!
Read article from the HJ Sims website
Sims Monitors the Market and Closes RefinancingBackground
Sims was engaged by Loomis Communities (Massachusetts) earlier this year to refinance its outstanding bonds and bank loan and provide additional funds for annual capital expenditures for the next three years. Loomis’ goals for the financing included a) net present value savings, b) level annual debt service payments, c) improved cash flow, d) improved debt capacity and e) eliminate variable and adjustable interest rate risk. Loomis Communities is evaluating future upgrades to the Loomis House nursing center which it may finance with additional debt.