You’ve got questions? We’ve got answers.

Q: How do I increase move-ins?

A: Referrals from existing residents are a leading source of leads and move-ins. That’s because seniors trust and listen to their peers.

Here’s one way to do it:

Invite about 12 articulate residents and several immediate family members for a discussion session. Tell them the meeting will last about 90 minutes and they will be discussing how they went through the decision process to move to your community.

A typical example of group discussion of financial issues include:

  1. First reaction when you discussed pricing?
  2. How did it initially compare with your current cost of living?
  3. Your initial reaction regarding pricing versus affordability versus value?
  4. Did it change during your decision process?
  5. How do you now define the “value” of your community?
  6. Were you concerned about future monthly fee increases (then and now)?
  7. Did you have to reduce your current savings portfolio, or did you use some of your newly acquired home sale proceeds?
  8. Do you now consider living here a sound financial planning decision? Why?

Consider recording the session and create a 12- to 15-minute DVD as an innovative sales and marketing asset. You likely will be pleasantly surprised with the results.

Jim Moore runs a national senior housing and healthcare consulting firm based in Fort Worth, TX. He has written several books about assisted living and senior housing, including Assisted Living Strategies for Changing Markets.