Some senior living sales people are so focused on getting a deposit that they miss crucial buyer signs from a senior living prospect. One easy tip for you to start using today is to never answer an easy question that a senior or adult child asks with a simple, “yes” or “no.” Instead, respond with a clarifying question and discover more about his or her mindset.
The following is an excerpt from my book, “Senior Housing Marketing – How To Increase Your Occupancy and Stay Full.”
For example, if they ask, “Is this apartment available?” You ask, “What is your time frame for moving in?” The answer given is very telling. They might say, “Well, I have to sell my home first.” This indicates they want to buy it! You just have to walk them through the steps on how to make it a reality.
More Buying Questions
- Asking about availability of a certain apartment.
- What is the time frame required to move into this apartment?
- They want something repeated.
- Wanting to know about rates, price, or affordability.
- Asking about the quality or levels of health care that are offered is a great sign.
- Wanting to see the model apartment.
- Asking what the other residents are like.
- Comparing your senior living community with the competition. This means they are doing their homework and are interested.
Start recognizing closing questions that they may ask you. The questions can come in the beginning, the middle, or the end of your senior living tour. When they ask you a question, never answer with a simple “yes “or “no.” It’s good to answer with a clarifying question that allows more discoveries as to their needs or wants. Your strategic question can often turn into an early close and result in the sale.
They may say, “How much money would I have to put down to hold it?” This is not a sale until you walk them through all the steps. But it’s darned close!
Have your senior living occupancy start increasing today!
Please share your strategies, 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.