February 10, 2021, Steve Monroe, The SeniorCare Investor - Occupancy levels continue to decline, yet demand seems to be increasing as customers are coming back to take a look. There is a disconnect between the seller and the buyer that needs to be fixed now. The public companies are about to start releasing their earnings and census reports, and it may not be pretty. But, it does not have to stay that way.
My gut tells me that a lot of sales staff have been blaming the virus on their inability to sell and fill units. Makes sense, right? But what if how they are selling, and communicating, or not communicating with customers, is the real problem?
Do you think management and salespeople have adapted to the new environment, the new mentality of the customer, a new way to close the sale? Probably not.
I hear that leads are increasing, tours are increasing, 95% of your communities are open for move-ins, yet census continues to drop. The sales are not closing, the move-ins not happening like they should. It is time to put an end to this.
That is why next week we are hosting a webcast where you will hear what the industry is doing wrong, and what they can do to make it right. It is not rocket science, but it is sales science, and you will hear from people who know what to do to boost your census now.
The bottom line is that whether you are a provider, lender or investor, you can’t afford not to listen to what they have to say.