Senior Living Marketing Success: Recent Episodes
SeniorLivingPROS
In this episode, Dallas and Luke talk about the kind of response you should expect from your leads.
In this episode, Dallas and Luke talk about how a staffing problem in your community isn't a siloed issue; it affects sales, marketing, and occupancy.
In this episode, Dallas and Luke talk about how to help your sales team focus on what matters most.
In this episode, Dallas and Luke talk about some popular incorrect assumptions they hear all the time, what's wrong about them, and how to fix them.
In this episode, Dallas and Luke talk about how using data to make decisions can actually help you become a better leader.
In this episode, Dallas and Luke talk about the most-effective follow-up technique that most communities don't do (or don't do enough of).
In this episode, Dallas & Luke talk about what most communities struggle with — selling something no one wants.
They offer insights into what community salespeople should sell that will ultimately solve the biggest problems of their leads.
Other industries do some things really well that the senior living industry doesn't do. In this episode, Dallas and Luke talk about three things that will set you apart from your competition.
In this episode, Dallas and Luke talk about the four basic tools that your website really needs.
Click here to check out the demo.
In this episode, Dallas and Luke talk about how senior living operators and sales people can open a new location successfully.
Dallas and Luke discuss six red flags about chat widgets and what to watch out for when you're shopping for one.
Study referenced: https://www.superoffice.com/blog/live-chat-support-study/
Automation is the hottest marketing topic right now, but not everyone is ready to jump on board with it. However, if you want your community to reach 100% occupancy in 2023, you need an automation system in place.
In this episode, Dallas & Luke talk about what you need to do to get your team members excited about automation.
Here is the testimonial video referenced in the podcast episode: https://youtu.be/FaPWZuKGaHY
We see more text testimonials than we do video testimonials. And why? And are they as effective?
In this episode, Dallas & Luke talk about why you can't treat referral leads and web leads equally. You'll need a system in place to handle these two very different types of leads.
Click here to view the spreadsheet.
In his book Atomic Habits, James Clear says, "Improving by 1 percent isn't particularly notable — sometimes it isn't even noticeable — but it can be far more meaningful, especially in the long run."
In part two of this series, Dallas and Luke talk about the results you can see if you just improve each step of the sales funnel a little at a time.
To buy Atomic Habits on Amazon, click here.
To download the ROI Google Sheet Calculator, click here.
In his book Atomic Habits, James Clear says, "Improving by 1 percent isn't particularly notable — sometimes it isn't even noticeable — but it can be far more meaningful, especially in the long run."
Dallas and Luke talk about the results you can see if you just improve each step of the sales funnel a little at a time.
To buy Atomic Habits on Amazon, click here.
In this episode, Dallas and Luke talk about a recent senior living marketing survey that was released. The survey shows that most communities are still focused on producing more and more leads. However, generating more leads may cause problems for your community and staff without the right systems in place.
Click here to download the survey.
ChatGPT is a contender for word-of-the-year (at least we think it should be). But can it really help you book more tours and get more move-ins? In this episode, Dallas and Luke break down what ChatGPT is and how it can help you reach your occupancy goals.
Click here to book a demo.
Click here to try our chatbot.
In this episode, Dallas & Luke talk about the problem that prevents senior living community websites from generating as many leads and tours as possible. And they also talk about the simple solution.
To book a demo of the Move-in Machine, click here.
To learn more about Business Made Simple (Donald Miller), click here.
To order the book The Machine, click here.
Everyone wants to be "data-driven" but with all of the systems and software that are used in senior living, trying to find the right data to make decisions with can be difficult. Paul Jarvis and the Clarent team are here to fix that.
In this episode, Paul (the CEO of Clarent) talks about the key pieces of data every senior living leader should know for their company.
Click here to learn more about Clarent: https://www.clarentdata.com/
Click here to connect with Paul on Linkedin: https://www.linkedin.com/in/paul-jarvis-a1956044/
Trying to create shareable and engaging social media content can be daunting. But the good news is that it doesn't have to be.
In this episode, Luke talks with Dean Palombaro (the Director of Vibes with Foundations Health Solutions) about how Dean creates consistent, amazing content.
To connect with Dean, click here: https://www.linkedin.com/in/deanmpal/
To learn more about Foundations Health Solutions, click here: https://www.foundationshealth.net/
Calling cold leads can be intimidating, but it doesn't have to be. In this episode, Dallas and Luke talk about how to have an effective cold lead calling strategy.
To turn your website into a move-in machine, click here.
Turnover costs are huge. But the good news is that you can solve that problem.
Karen Antrim, the Vice President of Client Success and Talent Services for Arena Analytics, talks with Luke about how retention prediction can help employers retain staff and reduce turnover costs.
To connect with Karen:
- Email: Click here.
- Linkedin: Click here.
To learn more about Arena Analytics:
- Website: arenaanalytics.io
Dallas and Luke talk about why most senior living websites are losing tours and move-ins. There are more than seven reasons, but these are the main problems the SeniorLivingPROS team sees daily.
To get a free follow-up report for your community, click here.
If you have ever wondered, "Is TikTok right for senior living?" or "How do I start a TikTok for my senior living community and make it successful?" this is the podcast episode for you.
Allegria Senior Living's TikTok page has 16,500+ followers and amazing content so we invited Elizabeth "Lizzy" brown to talk about what she and other team members have done to create an incredible TikTok account. And she shares how you can make an account work for your community or communities.
____
Elizabeth "Lizzy" Brown
- Linkedin: https://www.linkedin.com/in/elizabeth-lizzy-brown-42631754/
- Email: elizabeth.b@allegriavillage.com
Allegria Senior Living
- Website: https://allegriavillage.com/
- TikTok: https://www.tiktok.com/@allegriaseniorliving
In this episode, Dallas & Luke talk about how difficult it is to sell senior living because of the many factors at play:
- Family matters/issues
- Health concerns
- Selling a lifestyle
- Etc.
But there are some things you can do to make selling senior living easier.
Click here to get your free follow-up report.
Dallas and Luke talk about what you need when you're building or redesigning a website:
- Traffic
- Engagment
- Follow-up
Click here to get your free follow-up report.
What do you do when a prospect says, "No"? And what does that really mean?
In this episode, Dallas & Luke break this down.
In this episode, Dallas and Luke talk about why sales people and marketers often ghost their own leads and never respond to their inquiries.
To get your free follow-up report, go to SeniorLivingPROS.com.
Why do you need a website? What should your website really do for your community or care home?
These are questions that Dallas and Christy Cunningham dive into. Christy is the VP of Sales for Vitality Senior Living.
Click here to connect with Christy on LinkedIn.
Dallas and Luke talk about the all important question — how do we quickly build trust with new leads? One way to do that — respond to every lead within five minutes.
As mentioned in the show, if you want your free speed to lead website report, email dallas@seniorlivingpros.com.
Reaching 100% occupancy is a fantastic goal to set. But reaching that goal doesn't happen by accident.
You need a proven system that works and team members in place who are really good at what they do.
In this episode, Dallas and Luke talk about 8 types of responsibilities your team members need to have in order to reach this goal.
If you need help reaching 100% occupancy, reach out to Dallas and Luke at SeniorLivingPROS.com
We've all experienced really bad and frustrating technology and automation (like trying to explain your home internet problem to a robot chatbot online).
When we talk about adding good technology and automation to your senior living sales process, we want it to enhance and improve your relationships with seniors and adult children — not make it more difficult.
In this episode, we chat with Cory Mitchell and Michael Moye (from the 100 Club Podcast) about why good technology and automation are critical to a good sales and marketing funnel.
Click here to learn more and listen to the 100 Club Podcast.
35% of US adults don't know what their opinion is on senior living, according to a Senior Housing News article.
Evan Friedkin, the head of business development with Roobrik, talks about why that's an important number to them when it comes to creating higher-quality leads.
To learn more about Roobrik, click here: https://www.roobrik.com/
Senior living team members need support from their corporate office, now more than ever (I cringe to use that cliche phrase but it's true).
In this episode, Michelle Anderson, Vice President of Sales and Operations for Thrive Senior Living, talks about how they support their communities.
To learn more about Thrive, go to ThriveSL.com
In this episode, Mike Miller, CEO and President of Primo Solutions, shares 8 mind-blowing stats about senior living marketing and sales.
Primo Solutions is a senior living mystery shopping company that has done over 150,000 mystery shops. So Mike has the data points to back up his stats.
If you want to be mystery shopped, click here: PrimoSolutions.com
You should be fully present in the sales process, but what does that really mean? Does it mean just silencing your phone when talking to a lead, or is there something more than that?
In this episode, Andrea Marchesotti, the national sales director for Artis Senior Living, walks us through what being "fully present" means for her team.
Click here to learn more about Artis Senior Living: https://www.artisseniorliving.com/
When a community comes to you and says, "We have X or Y problem with our marketing," where do you start?
In this episode, I have a conversation with Rich Gordon who gives us his answer to that question.
Rich is the Vice President of Sales and Marketing for Solvere Living.
To learn more about Solvere Living, click here to visit their site: https://solvereliving.com/
We all are in the business of creating amazing experiences for seniors. But I think we would all agree that we can improve.
That's why I invited Lee Tuchfarber to join our podcast.
Lee is the CEO of RENEW Senior Communities, and he has a lot of experience and passion for crafting incredible experiences for residents.
Click here to learn more about RENEW Senior Communities: https://www.renewsenior.com/
We want marketing and sales professionals to "get to 100% occupancy." But how do you do that?
David Haack, chief marketing officer for Cadence Senior Living, talks about how he helps his sales and marketing team be the best they can be.
To learn more about Cadence Senior Living, go to CadenceSL.com
Michelle Hamilton, chief operating officer at Commonwealth Senior Living, has a conversation with Luke about the most important thing that sales and marketing directors should think about: creating better relationships.
If we focus on making better relationships with seniors, their family members, prospects, and leads, everything else tends to take care of itself.
To learn more about Commonwealth Senior Living, click here.
Allison Vanderford with Integrated Senior Lifestyles has done it all.
She's worked at a local community, she worked as a regional, and now she works as the Corporate Director of Sales.
She thought it would be a great opportunity to jump on our podcast to talk about how to make the jump from a community position to a regional position. And then how you can make the jump from a regional position to a corporate position.
You can learn more about Integrated Senior Lifestyles here.
You can connect with Allison here.
Dallas has a conversation with Dan Daniel, president of D&D Moving and Storage.
Dan has worked with seniors and senior living communities, and he offers advice on what you can do to help seniors during this process.
- How to help seniors get rid of stuff that won’t fit.
- What can you, as the community, do to make moving easier.
- What to look for in a mover.
Click here to learn more about D&D Moving and Storage. DDMovers.com
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
What happens when the tour is over, and your potential resident and/or their family members walk out the door?
You know they're going to visit the other communities in town, so how can you stand out after the tour is over?
Julie Podewitz, CEO of Grow Your Occupancy, talks about the five things you can do to get more deposits after the tour is over.
This is Julie's third time on our podcast and each time we chat with Julie, she gives us so many great nuggets of senior living marketing wisdom.
Buy Julie's book on Amazon: https://www.amazon.com/Solving-Occupancy-Puzzle-Regional-Director/dp/B0991CL55W/ref=cm_cr_arp_d_product_top?ie=UTF8
Or visit her website: https://growyouroccupancy.com/
If you help sales professionals give tours or you give them yourself, this is the podcast episode for you.
Julie Podewitz, CEO of Grow Your Occupancy, talks about the five things you can do to give better tours in your senior living community.
This is Julie's second time on our podcast and each time we chat with Julie, she gives us so many great nuggets of senior living marketing wisdom.
Buy Julie's book on Amazon: https://www.amazon.com/Solving-Occupancy-Puzzle-Regional-Director/dp/B0991CL55W/ref=cm_cr_arp_d_product_top?ie=UTF8
Or visit her website: https://growyouroccupancy.com/
This is part 3 of our 5-part series about the senior living sales and marketing funnel.
In this episode, Dallas and Luke talk about following up with leads to get them to tour your community.
If you follow the two keys they talk about, you will book more tours and get more move-ins.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
There are four traffic sources:
- Paid online
- Unpaid online
- Paid referrals
- Unpaid referrals
In this episode, we talk through each option and how to use each option to book more tours and get more move-ins.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
We're starting our 2022 podcasts with a 5-part series about 5 things your sales and marketing team needs to do to fill your community or care home.
And it all starts with having the right funnel in place.
A marketing and sales funnel allows you to create a repeatable plan for success.
If you don't have a funnel, you're losing leads, booked tours, and money.
This is the time to get a funnel in place.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
This episode was recorded at FSLA.
Darleen Mahoney, National Digital Sales Director, seniorlivingguide.com
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
This episode was recorded at FSLA.
Jasmine Martin, Executive Director at Summers Landing Assisted Living
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
This episode was recorded at FSLA.
Mindi Derry, VP of Talent and Client Acquisition for Clinical Staffing Resources
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
This episode was recorded at FLSA.
Jennifer Dixon, Jennifer Dixon is the Founder and CEO of JD Solutions Group, a sales and business consulting firm focused on supporting senior living operators and investors in the United States, Canada and the United Kingdom.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Brea Roper, a Certified Gallup Strengths coach, chats with Dallas about how to navigate today's tough hiring environment. When you have an open position, you need to fill the position with someone who has the right strengths. The right people in the right spots are critical to success.
To connect with Brea, click here: https://www.seniorlivingpros.com/strengths/
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Julie Podewitz, chief sales officer for Vitality Senior Living, chats with Luke about why everyone — residents, their family members, and employees — needs to know and understand your company's mission, vision, and values.
And, Julie just published a book: Solving the Occupancy Puzzle. Click here to buy it on Amazon.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Loe Hornbuckle, Co-founder of GoodHorn Capital and CEO of Sage Oak Assisted Living & Memory Care, believes that smaller, boutique-style homes and facilities are better for senior care. In this episode, he explains why.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
In this episode, Luke talks with Kelly Ornberg, senior vice president of marketing and strategy for Bridge Senior Living, about what Bridge Senior Living is doing and how they just finished a successful marketing conference.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Click this link to download the free "How to quit guessing your ad budget" framework: https://rebrand.ly/ad-budget
In this episode, Dallas and Luke chat about why you need to quit guessing your ad budget. Instead, use a framework that saves money and brings more move-ins.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Christy Van Der Westhuizen, VP of Sales and Marketing for MBK Senior Living, talks about what MBK did to have their biggest move-in month ever. Her advice will help you achieve the same goal too.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Carmen Davailus is a senior living photographer, and she shares exactly what you need to do in order to improve the photography in your marketing and why that's important.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Dallas talks with database reactivation expert, Robb Bailey, about how to start a new conversation with all of the leads in your database.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
One of our targeting and advertising experts, Nick, joins us to chat about over-the-top (OTT) advertising. If you're not using OTT ads, this episode is the perfect place to start learning. If you are using them, Nick's advice will only make them better!
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Chuck Bongiovanni, CEO and Co-Founder of Majestic Residences, talks with Luke about how Majestic Residences is using new technology to provide a better experience for seniors and their families. And why you should too.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Bottlenecks kill business and cause you to lose money. Clean up these three bottlenecks, and you'll book more tours, appointments, and make more profit.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
You CAN control how many leads you get, and if you conquer these four areas, you'll turn these leads into booked tours and appointments.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
The reason people aren't booking tours or appointments with you could be because of poor messaging — too confusing or too much. Dallas and Luke break down what the right messaging looks like and how it will help you and your community
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
A bad digital strategy and no review strategy are two of the final four mistakes we see every day in senior care marketing. Listen to this episode to hear the other two mistakes!
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Luke and Dallas talk about the mistakes that cost you leads, tours, and money. But these mistakes can be fixed.
This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app