Marketing 2 Seniors | The Blog
with Author: Diane Masson
Strategizing Initial Tours in Senior Living
Every senior living lead should have a short-term and long-term strategy. An initial call-in goal is to get a senior living prospect to come to your building for either a tour or an event.
You should create short and long-term goals for each walk-in prospective resident too.
Here are 10 walk-in tour goals with number one being the highest level to achieve:
- The highest level is having the senior move into your senior living community. Way to go! You helped them find a solution for their needs.
- Scheduling a move-in date – this means their house sold and they are ready to move in now.
- Depositing on an apartment – congrats it is a sale!
- Coming back to choose an apartment – don’t make any assumptions or they will walk away without selecting an apartment.
- Coming back to discuss financial requirements – it helps to have the administrator involved. It is always humorous for someone with one million dollars to wonder if they can afford your community.
- Coming back to discuss health concerns – this may or may not be the official health assessment. I have had seniors with arthritis wonder if they will qualify.
- Coming back to dine with residents – this is usually encouraged by you the sales person. Let your resident’s magic work on your prospect.
- Attending an event – let them imagine the lifestyle of your community.
- Touring a second time – invite them back to dine, look at the perfect apartment or meet some residents/staff.
- Wanting to ask more questions – this is fantastic, it means they are interested. Help them find a solution to their needs.
Every walk-in tour should have a follow-up strategy noted in your database. ALWAYS call them the next day. Continue building on the relationship from your initial tour. Then watch your occupancy rise!
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.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Do You Call Back Every Prospect Who Toured Yesterday?
The prospect may say, “I want to think about it.” “I am one or two years away.” “I am not ready yet.” “I am not interested in a pushy salesperson.” Will you still call them back promptly the next day? If not, why not??
The senior living prospect walked in your door for a reason. They need your services or are considering your services. They should automatically be classified as warm if they walked into your senior living community. They may be eating cereal for dinner or sleeping in a recliner chair because the alternatives are too much effort. This is a viable lead that deserves your time and attention, even if they say, “I am not ready yet.”
I find it appalling that some senior living sales people will only give the time of day to a senior that can move in now. Ultimately, they are neglecting potential sales. In my experience, only 25% of the seniors say, “I am ready now.” “My home is on the market.” “My kids say I have to move immediately.” “My doctor recommends that I move to assisted living right away.”
So this means that the other 75% of potential seniors are too scared to express their needs. They say a quick statement in the beginning to protect themselves from being SOLD by you. They have lived in their home for 40 or 50 years. They don’t WANT to move. They are just beginning to UNDERSTAND that a move would be beneficial to their health and well-being.
Educate this scared senior and show how your Retirement Community, Assisted Living or Continuing Care Retirement Community is the best choice for them. Then watch your occupancy rise. The end result will be providing solutions to improve the quality of life for a multitude of seniors.
Do you call EVERY tour back the next day? If not, why not??
Your tips could help others improve on a national basis, so please share by commenting on this blog. If this weekly blog can help your sales and occupancy – why not invite your team to sign up today so no one misses a single tip to improve the occupancy?
Diane Twohy Masson writes this weekly blog to support and engage with other senior housing professionals. Her first book is Senior Housing Marketing – How To Increase Your Occupancy and Stay Full. Many sales teams and organizations have used the 12 keys contained in this book for their weekly book review. Diane is working on her second book to help seniors select their senior housing options.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
What’s the Attitude of Your Sales People?
A Senior Living Sales Person’s Good Attitude
Do you know what is on the mind of your sales people? Is it finding a solution for the senior calling in or walking into your retirement community top of mind? Or is it on the latest text from their spouse or child? Statistics say that a significant portion of your staff is not engaged with their work. Ugg!!
Are personal issues shared every morning over coffee? Why? Can this help the occupancy of your senior living community? No! What it does create is a negative atmosphere to start the day.
Senior living sales people receive continual rejection on the phone and closing sales. It is key for them to have a great attitude and be fully engaged with each prospective resident. Negative office politics can suck a sales person’s energy and enthusiasm.
Do you need help turning your retirement community’s attitude around? Chapter one of Senior Housing Marketing – How To Increase Your Occupancy and Stay Full is chock-full of tips for sales people to improve their attitude and keep their energy up.
Your tips could help others improve on a national basis, so please share by commenting on this blog. If this weekly blog can help your sales and occupancy – why not invite your team to sign up today so no one misses a single tip to improve the occupancy?
Diane Twohy Masson writes this weekly blog to support and engage with other senior housing professionals. Her first book is Senior Housing Marketing – How To Increase Your Occupancy and Stay Full. Many sales teams and organizations have used the 12 keys contained in this book for their weekly book review. Diane is working on her second book to help seniors select their senior housing options.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Discarding Great Leads?
Discarding Great Leads?
There are thousands of senior living sales people across this country. After each tour, they have choice to pursue a viable lead or simply ignore it. Is your frontline sales staff making the right decision? Do you review new inquiry leads with them?
If not, why not?!!? It costs your senior living organization thousands of dollars to bring in new call-in leads and walk-in tours. Just this last week, I know of two sales people who each blew off a lead because it was not quick move-in. Luckily I caught them in time, so that follow up phone calls could happen.
One prospective resident couple had a complicated situation with a wife who wanted independent living with a husband who was qualified for skilled nursing care. They wanted to bring in their own caregiver and the man could not feed himself. The sales person felt it was too complicated to pursue.
I shared a story of a couple that came to my Continuing Care Retirement Community several years ago. The man was dying and the couple wanted to move to independent living together. My executive director said no, it was too hard on the other residents and he was not independent. In spite of this decision, I loved on this couple. Five months later, the husband died. I sent sympathy card. The wife appreciated me reaching out with caring kindness. Within weeks, she moved into my retirement community.
So when the senior living sales person called back this complicated prospective resident couple, he learned that the husband was in the hospital. He loved on the wife as I had suggested. I expect a move in the next six months from this additional phone encounter.
Do you have stories of difficult tours turning into sales?
Please consider joining this exclusive Marketing2Seniors blog and 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 currently writing a new book for seniors on how to select senior housing options. Her first book, “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” is available at Amazon.com with a five star rating. Masson continues to set 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. Her mom’s struggle with dementia is inspiring Diane to pen a third book to support adult children.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Can You Miss One Long-term Care Payment?
Yesterday, I learned of a senior resident in California who was denied HER long-term care coverage in skilled nursing, because she had missed one payment while ill. Are you seriously kidding me? This is flat out wrong and it makes me angry. I have been in the senior living industry for fifteen years and always considered those with long-term insurance fortunate.
Now I realize that when a senior is most vulnerable is also when they need this coverage to kick in. Who will fill out the paperwork? All the Continuing Care Retirement Communities where I work graciously accommodate residents in this area. But what about missing a payment to the long term care insurance company? This seems bound to happen.
According the Alzheimer’s Association one in three seniors die of dementia, so it would make sense that a senior with dementia or Alzheimer’s might miss a bill or two. So all those years of paying in for a higher level of care are negated when you are sick and demented? Come on, this is not acceptable.
Long-term care insurance is a security blanket to offset the high cost of future health care as you age. Many seniors have paid in for years to either have a policy that provides up to a certain dollar amount or certain time range (typically three years).
The senior and her family are all panicked. The son made numerous attempts to call his mom’s insurance company and would remain on hold for over forty minutes. Unbelievably, after he finally reached them thirty days later, the policy had expired two days before for lack of payment. If someone has been paying for long-term care insurance for years, you should not be penalized when you are sick and need the care the most. The family is appealing.
Has anyone else heard of this happening? Is this normal? Do you think it is okay?
Please consider joining this exclusive Marketing2Seniors blog and 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 currently writing a new book for seniors on how to select senior housing options. Her first book, “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” is available at Amazon.com with a five star rating. Masson continues to set 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. Her mom’s struggle with dementia is inspiring Diane to pen a third book to support adult children.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Who IS Your Competition?
Sounds simple – right? It’s all the companies that provide the same services that you do. Wrong! It is so much more than your similar competitors down the street or in your particular industry.
Let’s just use the example of your front desk/concierge/greeter/receptionist. Whether you are in the hotel business, retail trade or provide senior housing, each customer compares how he or she is treated when they enter your establishment. So Wal-Mart, The Ritz-Carlton and a Continuing Care Retirement Community are competing.
Customers may call two or three different types of companies in a single day. Each phone call either provided a great phone interaction and a solution for the customer or some frustration. Maybe they called to make dinner reservations, a doctor appointment or inquired about their parent’s future care at an assisted living community. How many rings did it take for someone to answer the phone? Was their voice clear, distinct and friendly? Did it sound like they were smiling through the phone or a bit haggard?
A FedEx delivery from an online store, a pizza delivery, a taxi transporting someone to the airport and a driver from a retirement community taking a senior to and from a doctor checkup are all competition. Was the delivery person friendly and were they on time? Did they leave the package in the rain or was the pizza cold?
Take time to work with you team on how you can provide better customer service. Can you think of more examples of competitors who don’t initially seem like competitors?
Please feel free to sign up for my weekly blog.
Diane Twohy Masson is currently writing a new book for seniors on how to select senior housing options. Her first book, “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” is available at Amazon.com with a five star rating. Masson continues to set 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. Her mom’s struggle with dementia is inspiring Diane to pen a third book to support adult children.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Using An Opening Power Statement?
Use Power Statements!
Are you just going through the motions and showing your senior living community? What’s something you can do to jump out from all the competition? How about a power statement at the beginning of your tour or presentation?
Let me throw down a few power statement ideas and then you can share yours on the comment area of this blog. Hopefully, everyone will help each other tweak their power statements to make them stronger.
“A lot of seniors are excited about moving in here. We have 15 people moving into 10 apartments in the next two months. There is so much interest in our retirement community right now that we have limited availability.”
“One of our caregivers just won caregiver of the year.”
“Our chef just won an iron chef competition.”
“SB Hospital just told us they are proud to partner with us. We are now the cornerstone and long-term care pillar in our community, because all the other local administrators and director of nurses have changed many times. We alone remain constant in key staff longevity and great care management.”
Now, it is your turn. Time to share your power statement and we can either give you a “like” or make a suggestion to enhance your statement further. Any suggestions to tweak mine?
A special shout out to Nona for writing this comment to me last week, “Each time I read one of your blogs I become a more skilled senior sales professional. I love the attitude meter. Thank you for your enthusiasm and insights.”
Please feel free to sign up for my weekly blog.
Diane Twohy Masson is currently writing a new book for seniors on how to select senior housing options. Her first book, “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” is available at Amazon.com with a five star rating. Masson continues to set 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. Her mom’s struggle with dementia is inspiring Diane to pen a third book to support adult children.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
How Do You Unfreeze a Frozen Senior?
After a senior has been diagnosed with a progressive disease such as macular degeneration of the eyes, the onset of blindness, dementia, brain tumor, stroke, cancer, etc. – one of two things can happen:
- The senior gets their affairs in order and prepares for someone to care for them when they no longer can.
- They go into denial.
As a senior’s disease progresses they may come and tour at your community or mine. It is very difficult to know that this senior may be in an unsafe situation in his or her home. I think it affects each of us who are caring professionals in the senior housing industry. Yet, the senior refuses to bring in help to their home or move to retirement or assisted living community. It becomes even harder when the adult children are extremely worried. They may be begging you to talk his or her parent into moving into your senior living community.
I believe the biggest reason this type of senior does nothing is because they are only living in the moment instead of recognizing the potential hazards of their health deteriorating further.
What can we do to unfreeze seniors who may be at risk?
- Ask great questions
- Find out why they decided to tour your community today
- Inquire about what is most important for them
- Help them recognize they have a challenge
- Try to have them vocalize their plan for when they can no longer take care of themselves
- Educate them on potential future outcomes
As a professional senior living expert, who has the best interests of the senior at heart, what have you said or done to help unfreeze a senior?
Please share your 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.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Where is Your Attitude Meter Today?
Your attitude meter can subconsciously be affecting your sales performance. If I gave the same 10 leads to three senior living sales people with different types of attitudes, the sale results would vary widely. See where your attitude falls today.
Poor Attitude
- “Oh no, another walk in, I am so busy.”
- Complains, “Everyone is simply not ready yet.”
- Very low repeat tours.
- Major thoughts – I’m tired, the leads are terrible and the sales goals are too high.
- Dreads follow up phone calls and people saying “No.”
- Believes the senior prospect when they say, “I am not ready yet.”
- Cares mostly about themselves.
Average Attitude
- Takes a few minutes to gear up to go meet the walk-in tour.
- “I have a few good prospects, some are not ready yet.”
- A few repeat tours per week.
- Major thoughts – I can do this, there are some good leads, I want to hit the sales goals.
- Some days feel great doing follow up phone calls and other days are a struggle.
- Believes the senior prospect 70% of the time when they say, “I am not ready yet.”
- Cares equally about the prospect and themselves.
Great Attitude
- Excited to greet the walk-in tour within moments of arrival.
- Continually plans strategies to turn warm and hot leads into move-ins.
- Lots of repeat tours.
- Major thoughts – I am excited, the leads are great, I can exceed the sales goals.
- Has enthusiasm in their voice as they eagerly make follow up phone calls.
- When a senior prospect says, “I am not ready yet,” they know the prospect is scared, but close to a transition. Believes they will move forward in the near future.
- Cares mostly about the senior prospect and helping them find a solution for their needs.
Where do you and your senior living team members fall on the attitude meter? What else can you add to differentiate the three attitudes?
Please share your 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.
© Marketing 2 Seniors| Diane Twohy Masson 2014 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
Guarantee of Care For Life?
Many senior living communities say, “We will take care of you for the rest of your life.” Really? What if a senior legitimately runs out of his or her resources? Can they still stay for life? Is it a marketing spiel or a real guarantee? What promise is really written in the resident’s contract? Do they offer at least three levels of care including skilled nursing?
Senior living communities can talk about a “fund” to help residents or a “Good Samaritan Fund.” My own mom was lucky enough to benefit from this type of fund. I never dreamed in a million years that my mom would live in a higher level of care like assisted living for so many years (seven to be exact). In the middle of those seven years, my mom ran out of her resources. She has social security, an annuity, a pension and a savings account. Her savings account depleted down to $2,000.
Thank goodness my mom’s Continuing Care Retirement Community (CCRC) had a Good Sam Fund that was developed out of generous donations. The little known fact was that only 10 seniors could benefit from the fund at any given time. My mom was number 10. I never knew if there was a resident whose number was 11 or higher that never received financial help.
Now, I know about two CCRC’s in CA that offer a Guarantee of Care for life. It is straight up and clearly written in the contracts at Freedom Village in Lake Forest and The Village in Hemet.
An attorney compared CCRC contracts in Orange County and determined that all were not equal in the guarantee of care for life. Some are straight up and others offer, “A guarantee of care for life,” but add three extra words following this statement in the contract… those three extra words are, “At our option.”
“At our option,” sounds a lot like a Good Sam Fund that has a limited amount of resident users. What do you think?
Please share your 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.
© Marketing 2 Seniors| Diane Twohy Masson 2013 All Rights Reserved. No part of this blog post may be reproduced, copied, modified or adapted, without the prior written consent of the author, unless otherwise indicated for stand-alone materials. You may share this website and or it’s content by any of the following means: 1. Using any of the share icons at the bottom of each page. 2. Providing a back-link or the URL of the content you wish to disseminate. 3. You may quote extracts from the website with attribution to Diane Masson CASP and link https://www.marketing2seniors.net For any other mode of sharing, please contact the author Diane Masson.
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