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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.
5 + Sales for January 2012
Capital Manor - Salem, OR
Casa de las Campanas - San Diego, CA
Danberry at Inverness - Hoover, AL
Friendship Village Dublin - Dublin, OH
Friendship Village Kalamazoo - Kalamazoo, MI
Friendship Village Tempe - Tempe, AZ
Gambrill Gardens - Ellisville, MO
Henry Ford Village - Dearborn, MI
La Costa Glen - Carlsbad, CA
Morningside of Fullerton - Fullerton, CA
Pomperaug Woods - Southbury, CT
Province Place of De Paul - Norfolk, VA
United Methodist Village - Godfrey, IL
University Village Thousand Oaks - Thousand Oaks, CA
5+ Move-Ins for January 2012
Friendship Village Chesterfield - Chesterfield, MO
Friendship Village Kalamazoo - Kalamazoo, MI
Friendship Village Sunset Hills - Chesterfield, MO
La Costa Glen - Carlsbad, CA
Morningside of Fullerton - Fullerton, CA
Province Place of De Paul - Norfolk, VA
Province Place of Maryview - Portsmouth, VA
Spring Harbor - Columbus, GA
Westminster Manor - Austin, TX
The team at Capital Manor in Salem, OR has implemented a Power of Five Campaign - 5 sales for each sales team member between now and the end of the quarter. If they hit this goal, it will put them back on track for 40 sales by the end of the fiscal year. Assuming all 15 sales actually close, they will be at 83% of their annual goal of 35 closes. The team plans to talk through the Power of Five at each weekly Hot Board meeting, be accountable to each other and work together to try and accomplish this goal! Go get 'em Capital Manor.
The Power of 5 was introduced this month to the Lincolnshire, IL team at Sedgebrook. They are Focused to Learn, Invested to Succeed, Charged with Velocity, Energized to Close and Honing their Skills. They are using the Connection Sheet, practicing those new approaches and finding some great results in booking appointments. They doubled the appointments set from the prior week. WooHoo!
Looking at an unsold inventory primarily comprised of one-bedrooms, Residency Counselor, Brandi Shrader (shraderbrandi@marquetterc.org) and IL Marketing Coordinator, Kate Webster (websterkate@marquetterc.org) at Marquette in Indianapolis, IN looked beyond the marketing plan and decided to plan a small group event specifically for singles. They designed and made the invitations in-house, and then they identified 5 new community partners/senior referral sources and got those organizations to agree to distribute the Marquette event invitations to their groups.
The focus for the month of January was phone-outs. The Marketing Department at United Methodist Village in Godfrey, IL invested their time this month going above their budgeted phone-out goals so that they would have the velocity needed for a successful spring. To energize the team, they had a phone-out contest where the person who completed the most phone-outs and scheduled the most appointments, was treated to lunch by the rest of the Marketing Department. Every Thursday morning in January, the team would role-play with the Life Care Services Telephone Connection Sheets to sharpen their phone sales skills. Their High F.I.V.E Achievement for January: they ended the month at 132% of budgeted phone-out goal and achieved 6 sales!! Submitted by: Carrie Dos Santos (dossantos@umvgodfrey.org), Marketing and Sales Director of United Methodist Village in Godfrey, IL.
In the first two weeks of the phase one opening at Westminster Manor in Austin, TX, the marketing and sales team of Marketing Director, Heather Potts (heather@wmanor.com) and Residency Counselor, Allison Vanderford (allison@wmanor.com); Personalizations and Event Coordinator, Jenny Brown (jennyb@wmanor.com) and Marketing Assistant, Megan Hamilton (megan@wmanor.com) have closed on 18 sales. The velocity is amazing and exceptional with nearly 200% more closings than anticipated per the feasibility study. The long hours and hard work, with planning and executing a strategy, have proven to be very successful. This is the Power of Five in action with great achievement. The hours have been long, the process fierce and fast, but the velocity has been impressive. Ultimately, the residents have been so very happy to have been able to move into their new homes and the team has been able to exceed all expectations. I am very proud of the team and I am blessed to have such a competent marketing team. Submitted by: Brian Robbins (brianrobbins@wmanor.com), Executive Director of Westminster Manor in Austin, TX.
Karen Camerer (kcamerer@westminstervillagein.com), Move-In Coordinator at Westminster Village Terre Haute in Terre Haute, IN sharpened her selling skills by selling an IL apartment and saving an AL sale during a time without a Sales Counselor and transitioning to a new Marketing Director. She remained focused on 5 new future move-ins and apartment refurbishments as well.
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