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Sales and Success Stories |
November 2011 |
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Something to think about...
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Team UMV has hit it out of the park for another month, with 9 sales and 9 closings in October! There has been exciting news coming from The United Methodist Village in Godfrey, IL with the powerhouse due of Director of Marketing, Carrie Dos Santos (cdossantos@umvgodfrey. org) and Residency Counselor, Georgia Best (gbest@umvgodfrey. org). Their success has come from using The Power of Five toolbox and their relentless determination to exceed goals. Please help in congratulating this dynamic team!
Timber Ridge Residency Counselor, Jill White (WhiteJill@TimberRidgeLCS.com) can really holler "TIMBER!" since she has achieved fifteen (15) 10% deposit sales during three months since Phase II began sales in August. Timber Ridge in Issaquah, WA is on target with their sales goals for the year in Phase I and ahead of their net attrition income goals. Phase II overall sales are ahead of schedule since starting sales in August.
Twenty High Fives to equal 100% occupied for Baywood Court in Castro Valley, CA in October. Before Marketing Director, Jody Holdsworth (jholdsworth@baywoodcourt.org) was promoted last year, Baywood Court was at 88% occupied with 22 available apartments. By adopting a new marketing campaign, working with the staff and focusing on sales, Jody was finally able to reach her goal of being 100% occupied. The staff at Baywood Court helped Jody achieve her goals along with the support of Executive Director, Kelly Wiest (kwiest@baywoodcourt.org) and Residency Counselor, Melaine Simmons (msimmons@baywoodcourt.org). Continued High Fives at Baywood Court. |
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The Power of Five is an initiative to call attention to those practices that will make a difference in creating a positive impact on community occupancy. This section of SASS recognizes that accomplishment with High F.I.V.E.S.: Focus. Investment. Velocity. Energy. Sales Skills.
HIGH F.I.V.E.S.
- AlmaVia of San Rafael - San Rafael, CA
- Casa de las Campanas - San Diego, CA
- Croasdaile Village - Durham, NC
- Danberry at Inverness - Hoover, AL
- Friendship Village Chesterfield - Chesterfield, MO
- Friendship Village Kalamazoo - Kalamazoo, MI
- La Costa Glen - Carlsbad, CA
- Longhorn Village - Austin, TX
- Mercy Retirement and Care Center - Oakland, CA
- Mercy Ridge - Timonium, MD
- Morningside of Fullerton - Fullerton, CA
- Park Springs - Stone Mountain, GA
- Peabody - North Manchester, IN
- Towne Club at Peachtree City - Peachtree City, GA
- United Methodist Village - Godfrey, IL
- University Village Thousand Oaks - Thousand Oaks, CA
- Vista Grande Villa - Jackson, MI
5+ Sales for September 2011
- La Costa Glen - Carlsbad, CA
- Morningside of Fullerton - Fullerton, CA
- Trillium Woods - Plymouth, MN
- University Village Thousand Oaks - Thousand Oaks, CA
5+ Move-Ins for September 2011
- AlmaVia of San Rafael - San Rafael, CA
- Danberry at Inverness - Hoover, AL
- Friendship Village Tempe - Tempe, AZ
- United Methodist Village - Godfrey, IL
- Vista Grande Villa - Jackson, MI
- Westminster Manor - Austin, TX
The "Power of Five" (Focusing on investment in our community and first impressions) helped our staff at Green Country Village to know the importance of having "show ready" apartments. In October, one couple signed the contract and moved in a "show ready" apartment the very next day. Our Resident/Administrative Services Director, Hillary Smith, has worked hard to decorate and furnish a model apartment to be shown for tours.
At Henry Ford Village, the sales team and leaders from Independent Living, Assisted Living, Health and Rehabilitation and Medical Clinic focused on providing each other comprehensive orientations to better appreciate the benefits and selling advantages of each area. The focus of every person was to increase occupancy in each area; and the collaboration created a synergy and teamwork to assure referrals and support across each area, assuring no opportunity to increase census is missed!
"The Power of Five" presentation made so much sense to the team at the Assisi Health Center at Clare Oaks and actually made us work smarter instead of harder. After participating in the webinar, our team focused on activities that did not contribute to sales generating activities. We were able to discover multiple amounts of activities that had been placed in the hands of the Admissions/Marketing team because it was convenient or at the time made sense. We discovered that those "a few minutes a day activities" really add up and distract on our sales generating activities. We reassigned the non-occupancy producing activities, and now, our efforts are focused appropriately. "
At Blakehurst, a prospect has 5 days to make a decision if they are taking an apartment. During those five days, they must complete five things:
1. CDA
2. Review the Return of Capital Agreement
3. Send the Physician's report to the Doctor
4. Call to set an appointment by the 5th day
5. Return to sign The Residency Agreement with a 10% deposit
5 days has power with 5 tasks to make the prospect realize that they have steps to complete. 5 days must be held to since after the 6th day, they began to over think their decision.
Baywood Court Retirement Community of Castro Valley, CA has reached 100% occupancy in Independent Living this month, when less than 2 years ago they had 30 empty apartments. Investing in sponsoring events at the community and advertising through a direct-mail targeted campaign has proven very effective. Also investing in numerous upgrades to apartments and community areas to update the 21-year old building has attracted adult children who start the research process.
Casa de las Campanas Marketing Director, Marge Pronovost, extended a challenge to the sales team called "Five at 5:00". That's five phone-outs starting at 5:00 pm. There is a good response with phone-outs between 5:00 and 6:00 pm. In particular, with single prospects who welcome a call during that time. Always have a reason for the call (i. e. call objective), 5 examples:
- Reminder of a special or incentive being offered
- Confirming an event/extending an invitation
- Checking on how they are doing, revisit the tour
- Moving them forward, removing objections
- A "must see" perfect apartment is now available for them
The United Methodist Village in Godfrey, IL has been Focused on practicing (role plays) with the Life Care Services 'Steps to a Sale'. They Invest time after every presentation, going over what they did well and what they could have done better. This has resulted in a tremendous amount of momentum (Velocity), which has propelled them every month to increase occupancy and sales. With the latter happening, it has given them an incredible amount of positive Energy to want to succeed and surpass the budgeted goals. And that they certainly have! They have increased their Skills set at UMV by doing all of the above and continue to strive to be better!! Their High Five achievement = 5 sales above budget in October.
Sagewood "Sizzlers" hit the "High Fives" in August and September with 5 sales each month. Marketing Director, Ellen Devine (DevineEllen@SagewoodLCS.com) and Residency Counselors Marcia Wise (WiseMarcia@SagewoodLCS.com); Deborah Isley (IsleyDeborah@SagewoodLCS.com); Jackie Brandt (BrandtJackie@SagewoodLCS.com) and Angela Turner (TurnerAngela@SagewoodLCS.com) all contributed to this great achievement.... more to come!
Kingswood Senior Living Community in Kansas City, MO has increased their home drops by 5 each month. Their specialty is delivering a signature coffee cake made by their Director of Dining Services, Jerry Newton. The past two sales were part of this home drop initiative which assisted the team in moving them from a prospect to a BUYER!!
East Ridge Retirement Village is making personal 'Power of Five' goals within five minute timeframes. That is, focusing on the difference those five more minutes will make of thinking about the best next step to bring a 'hot' prospect closer to a close:
- Make it personal
- Make it meaningful
- Make it reflect the East Ridge Lifestyle
- Make it creative
- Make it "Wow" the prospect
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Welcomes
Jerry Vaughan (jvaughan@theheritagelcs.com) joined The Heritage at Brentwood (Brentwood, TN) as their newest Residency Counselor. Jerry resides in Nashville with his wife Susan, and their three children Christopher, 20, Wilson, 16 and McCall, 16. He is a graduate of Auburn University (BS in Business Administration) with a double major in Marketing and Personnel Management. He brings an extensive healthcare background that includes orthopedic and neuro sales management, hospital rehab marketing, commercial real estate (medical) and senior care sales/ marketing in the Skilled Nursing Facility field.
Welcome to Traci Gregory (GregoryTraci@SagewoodLCS.com) who joins the Sagewood "Sizzlers" as a new Residency Counselor. Traci brings loads of local knowledge and experience with previous sales experience in the Phoenix and Scottsdale area. Traci decided to become part of this great team due to the opportunities for growth and advancement that Life Care Services offers in the marketing and sales arena.
East Ridge Retirement Village in Miami, FL welcomes new Residency Counselor, Pedro Chacon (pchacon@eastridgerc.com). Pedro's background has been firmly rooted in sales, and while he is new to senior living, he is already putting those sales chops to use. Pedro has hit the ground running by learning the residency agreements inside and out, working the phones and scheduling sales appointments. He already has cultivated some hot leads, and we see lots more sales in Pedro's future. Welcome Pedro!
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 100% Sold
Baywood Court - Carlsbad, CA
Morningside of Fullerton - Fullerton, CA
Trillium Woods - Plymouth, MN
University Village Thousand Oaks - Thousand Oaks, CA |
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100% Occupied
Baywood Court IL - Castro Valley, CA
Fountain View at Friendship Village Sunset Hills - Sunset Hills, MO
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Other Good News
Five days before Halloween, the marketing staff at Pennybyrn at Maryfield in High Point, NC fretted about the need for new leads in a hurry. They delivered a bright orange flyer with a Halloween fortune cookie to each resident mailbox. The flyer said staff would be in the lobby 30 minutes before the resident Halloween party with a treat for anyone who updated an existing lead or for anyone who gave them a new referral name. Residents walked through the lobby to get to the party right past the marketing team dressed in full costume. It worked like a charm! In a matter of minutes, they collected 15 new referrals! Way to keep that referral "culture" growing. Any questions, ask Marketing Director, Jeanne La Roe (jlaroe@pbmccrc.com); Residency Counselor, Shannon Norman (snorman@pbmccrc.com) Sales Assistant/Move-In Coordinator, MaryAnne Carter (mcarter@pbmccrc.com); or Outreach Coordinator, Pamela Olson (polson@pbmccrc.com).
Congratulations to the Croasdaile Village marketing team in Durham, NC. Marketing Director, Carol Roycroft (carolr@umrh.org); Sales Counselor, Lisa Kistler (lkistler@umrh.org) and Marketing Assistant, Janice Seal (jseal@umrh.org) had another great month with 5 sales. They also had 3 move-ins and added 7 more names to the wait list.
A special congratulations to Marketing Representative, Laura Ellis (lellis@capitalmanor.com) at Capital Manor in Salem, OR who gave birth to her first baby on September 26, 2011. Laura and her husband welcomed a beautiful baby girl named Ava Marie. The residents are all very happy about this new addition to the team! Congratulations is also in order for Marketing Director, Leilani Slama (lslama@capitalmanor.com). Leilani has been holding down the fort in the Sales and Marketing Department at Capital Manor and during that time, she pulled through 3 sales and 4 closings for October. You ROCK, Leilani!
Congratulations to Marketing Director, Andrea Killiard (killiardandrea@pipershores.org) and Marketing Coordinator, Anne Brennan (brennananne@pipershores.org) of Piper Shores in Scarborough, ME. In October, Piper Shores attained 100% sold status once again! No easy feat these days. Thank you Andrea, Anne and the entire Piper Shores team for helping to keep your community successful today and well into the future.
Marketing Director, Tammy Bishop (tammybishop@johnknoxvillageeast.com) at John Knox Village East in Higginsville, MO may be new to her position and the industry, but she is determined to waste no time in achieving valuable sales. Since her start, she singlehandedly has obtained 4 sales and 4 closings in a rural market where driving distance, a small database, the housing market and bad weather make the decision-making process very difficult. We are very excited to have Tammy on our team and look forward to celebrating more successes with her.
A big, huge shout out for the Park Springs sales and marketing team, located in Stone Mountain, GA. The team including Senior Residency Counselors Mark Lenox (marklenox@parksprngs.com); Anresa Davis (anresadavis@parksprngs.com) and Julie Mitchell (juliemitchell@parksprngs.com); as well as Residency Counselor, Sally Hutson (sallyhutson@parksprngs.com); Office Manager, Vanessa McCall (vanessamccall@parksprngs.com); Director of Interiors, Maricita Hughes (maricitahughes@parksprngs.com) and Vintage Home Director, Brian Thomas (brianthomas@parksprngs.com) followed up on what was a very good September (featuring 4 reservations and 2 move-ins) with a great October highlighted by 6 reservations and 1 move-in. The flurry of new sales contributes significantly to a busy year-end where they expect over 10 move-ins. Early indications are November and December may be no different with regard to new reservations. Let's keep it up. Great job!
Assisted Living Living Sales Counselor, Sue Brust (sbrust@wvwl.org) has been very busy at Westminster Village West Lafayette Assisted Living in West Lafayette, IN. Thanks to her diligence and non-stop hard work, WVWL Assisted Living became 100% Reserved (sold) during October. And according to Sue, they will be 100% occupied by mid-November! Congratulations! Watch for Sue in the next issue of SASS as well!
Towne Club at Peachtree City has exceeded their monthly sales goals for October. The sales team took the Power of Five seriously and exceeded their sales goal by 5 this month, pulling in a double-digit number of 10 sales. The team has a board hanging in the office to remind them of what five more will and has done for them. The sales team consists of Sales and Marketing Director, Nathalie Faulkner (nathalie@towneclubpeachtreecity.com); Sales Representative, Nan Lester (nan@towneclubpeachtreecity.com) and Move-In Coordinator, Terri Autry (terri@towneclubpeachtreecity.com). This team has had a dynamic year and their positive can-do attitude has resulted in continued success in sales.
Congratulations to the Baltimore, MD team at North Oaks. Marketing Director, Cindy Wolf (wolfcindy@northoaks.net); Residency Counselor, Vicki Kahn (kahnvicki@northoaks.net); Marketing Assistant, Lisa Adams (adamslisa@northoaks.net) and Executive Director, Mark Pressman (pressmanmark@lcsnet.com) started off the fourth quarter strong with 4 sales. We are looking forward to a strong finish to the year. Keep up the good work!
There were no tricks but lots of treats in October for Ardenwoods in Arden, NC. Congratulations to the team of Executive Director, Debra Campbell (campbelldebra@ardenwoodslcs.com); Community Life Services Coordinator, Michele Elishevsky (elishevskymichele@ardenwoodslcs.com)and Marketing Director, Brenda Williams (williamsbrenda@ardenwoodslcs.com) for achieving 4 sales! Brenda is leaving Ardenwoods and we wish her the best in her future endeavors. Also, a belated, yet warm welcome goes to Maureen Davis (davismaureen@ardenwoodslcs.com). Maureen is the Assisted Living Director for Heather Glen at Ardenwoods. Maureen joined the team recently and has worked hard to maintain 98% average occupancy and has enjoyed a few days at 100%!! We look forward to your continued success.
Elizabeth Proffitt (eproffitt@heritagegh.com), Retirement Specialist at the Heritage of Green Hills in Reading, PA has distinguished herself as a master at scheduling sales appointments from marketing events. (For those who speak C3 Leads that's: EVN = ASO). Elizabeth has scheduled nearly 50 sales appointments this year, simply by bringing her calendar to every Lunch and Learn workshop, visiting with her prospects over lunch and asking them to schedule an appointment. To put this in perspective, at the average phone out to appointment ratio of 11 to 1, Elizabeth accomplished over lunch what might otherwise have taken 550 completed phone outs. Good job, Elizabeth!
Congratulations once again to the Wyndemere (Wheaton, IL) team for a great October. The team of Marketing Director, Judy Miltner (miltnerjudy@wyndemerelcs.com); Residency Counselor, Beneta Usechek (usechekbeneta@wyndemerelcs.com); Marketing Coordinator, Ellen Rossi (rossiellen@wyndemerelcs.com); Move-In Coordinator, Adriana Schulz (schulzadriana@wyndmerelcs.com) and Executive Director, Erin Donaldson (donaldsonerin@lcsnet.com), made 4 sales and completed 4 closings in the midst of a photo shoot and hosting three events celebrating the completion of the Capital Improvement Project. We can't wait to enjoy a s'more next to the new fire pit!
A high five goes out to the Chester Village West (Chester, CT) team of Marketing Director, Marian Bairstow (bairstowmarian@lcsnet.com); Outreach Coordinator, Erica Azarigian (azarigianerica@lcsnet.com); Marketing Assistant, Susan Osborne (osbornesusan@lcsnet.com) and Executive Director, David Allen (allendavid@lcsnet.com) for beating their net attrition income goal for the year. Thanks for your focus and hard work with two great marketing events in the last two weeks.
Congratulations to the sales team of Friendship Village Kalamazoo Marketing Director, Christa Quandt(quandtc@fvknet.com); Residency Counselor, Thomas Eller (ellert@fvknet.com) and Marketing Assistant/Move-In Coordinator, Madeleine Socia (sociam@fvknet.com) for another month of FIVE SALES! They ended their fiscal year with five in a month and started a new year with five in a month. Go team - great job.
The team at Peabody Retirement Community in North Manchester, IN had another great month with 1 IL sale, 4 AL sales and 3 move-ins. Congratulations to the team of Marketing Director, Sue Roesner (Sue. Roesner@peabodyrc.org);Residency Counselor,Stan Williams (Stan. Williams@peabodyrc.org) and Marketing Assistant, Leona Campbell (Leona. Campbell@peabodyrc.org) for a productive October.
An exciting month at Vista Grande Villa in Jackson, MI. Jenny Lewis, Director of Marketing for Trellis Gardens, (JLEWIS@vgvilla.com) had 6 sales and 5 move-ins. Congratulations Jenny for your dedication, persistence and passion!! Jenny has also been recognized as one of thirty Jackson, MI top business professionals under the age of 30!
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Please send questions or comments to Arliene Britt at: brittarliene@lifecareserviceslcs.com or 317.881.5145. |
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