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It’s Not Just About the Bricks and Mortar

Friday, July 15, 2016

Our industry wears the moniker of senior housing — so it’s all about the housing, right? I propose that, contrary to the name, it is not just about the campus, with its inviting social areas, multiple venues, attractive décor, and lovely homes. Certainly, it is important to pay attention to the buildings, their presentation, and facilities management, since the visual impression is usually the first impression. However, is that REALLY what determines the sale? I propose that it is NOT the deciding factor for most prospective residents. ...Read the rest...

RaDical Connections

Wednesday, July 06, 2016

I’ve said it before. As we round out this series, it’s worth saying again: People crave what’s real! Our customers need authentic interaction that puts them at ease, rather than increases their suspicion of us. Last week we explored the thresholds, or phases of the prospect’s decision-making process, which provide a transparent and predictable process for both sales counselor and prospective resident. That transparency and predictability encourage an authentic and trusting connection that equips prospective residents with the information, resources, and support they need to make a life-changing decision. ...Read the rest...


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