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Sales and Success Stories
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March 2012
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2012 LCS Sales Festival
In 2011, LCS introduced a new marketing and sales initiative: The Power of Five. Following the mantra what five more can do for you, this program puts focus on improving occupancy and thus, increasing both your success and the success of your community. The 2012 LCS Sales Festival will carry this message through 2012.
Join us for this special time of learning and sharing at the 2012 LCS Sales Festival. We will provide inspiring stories of success, share new techniques for achieving those accomplishments and recognize those who have contributed to their community's victories. Educational sessions will center around the F.I.V.E.S (Focus, Investment, Velocity, Energy, Skills) by providing tips and sharing examples of successful initiatives centered around The Power of Five used by LCS communities.
To Register: Visit LCS Connect using this link http://connect.lcsnet.com/CorpResourceTeams/sales_conf/Conf_overview07.htm to register for the conference, chose your breakout sessions, and make your hotel reservations. Information regarding ground transportation is also provided.
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TOP PERFORMERS
We all know that 5 move-ins achieved in a month is a great accomplishment...but what about 30? Well, that's the kind of success that Westminster Manor in Austin, TX has as they have worked strategically and energetically to effectively move-in Depositors into their new expansion building. The marketing and sales team of Director of Marketing, Heather Potts (heather@wmanor.com); 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 worked together as a dynamic team to not only fill the new building quickly, but continue to keep attrition sales rolling in their existing building. Congratulations and job well done!!!!
Congratulations to Residency Counselor, Deborah Isley (isleydeborah@sagewoodlcs.com) at Sagewood in Phoenix, AZ for doubling her sales goal for February and now exceeds her sales goal YTD!
Friendship Village Tempe in Tempe, AZ has hit their budgeted goals for both sales and closings for the months of January and February with 12 sales and 8 closings. Congratulations to Director of Marketing, Susie Vosdoganes (vosdoganessusan@friendshipvillageaz.com); and Marketing Representatives Jan Gruebmeyer (gruebmeyerjan@friendshipvillageaz.com), Cindy Ward (wardcindy@friendshipvillageaz.com) and Leslie Dytko (dytkoleslie@friendshipvillageaz.com); Community Outreach Coordinator, Pam Williams (williamspam@friendshipvillageaz.com), Move-In Coordinator, Karen Burke (burkekaren@friendshipvillageaz.com) and Marketing Assistant, Mimi Stegner (stegnermimi@friendshipvillageaz.com) and Executive Director, Cole Marvin (marvincole@friendshipvillageaz.com) on the focused, successful first two months of 2012
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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 February 2012
Casa de las Campanas - San Diego, CA
Croasdaile Village - Durham, NC
Friendship Village Sunset Hills - Sunset Hills, MO
Friendship Village Tempe - Tempe, AZ
Gambrill Gardens - Ellisville, MO
Greenwood Village South - Greenwood, IN
Heritage Place - Fayetteville, NC
La Costa Glen - Carlsbad, CA
Mercy Ridge - Timonium, MD
Montereau - Tulsa, OK
Morningside of Fullerton - Fullerton, CA
Pennybyrn - High Point, NC
Plantation Village - Wilmington, NC
Province Place De Paul - Norfolk, VA
Sagewood - Phoenix, AZ
University Village Thousand Oaks - Thousand Oaks, CA
Westminster Manor - Austin, TX
5+ Move-Ins for February 2012
Casa de las Campanas - San Diego, CA
Friendship Village Tempe - Tempe, AZ
Galloway Ridge - Pittsboro, NC
Heritage Place - Fayetteville, C
Laurel Crest - West Columbia, SC
Montereau - Tulsa, OK
Province Place De Paul - Norfolk, VA
Westminster Manor - Austin, TX
In the month of March, the sales team at Friendship Village Kalamazoo hopes to increase Velocity by identifying 5 common denial-driven "detours" in our prospects' decision-making process. We created a PowerPoint presentation to address the detours directly in an informative and entertaining way, while engaging the support of other key decision-makers in the prospects' families. Christa Quandt, Director of Sales & Marketing, will offer this "Cruising into Your Future" program to approximately 27 prospects and contacts from our database who responded to our invitations to a cruise-themed dinner on March 14, 2012. We will also provide a reference handout featuring related reading materials and websites.
Just wanted to tell you what the "Power of Five" has done for the team at Henry Ford Village. Our sales team stayed to make 5 more calls after 5:00 on an evening in February. We enjoyed dinner together and made 3 appointments from our calls. It may have been work but we had fun doing it together. We have another session planned for March.
Sagewood Residency Counselor, Deborah Isley doubled her sales goal by making 4 sales for February by Focusing on and Investingher time and Energy on her hottest leads and using her presentation and Closing Skills!
Dallas Retirement Village recently decided to renovate the kitchenettes and bathrooms of their apartments as they become available. They are adding larger refrigerators, a new microwave arrangement, new lighting, cabinets, countertops and tile treatment in the bathrooms...trying to bring the 1984 look up to a more modern appearance and functionality. So far we've been readily able to rent the first two that we've done (charging an extra $40/month to amortize the costs in a reasonable amount of time) and keep our community at 100% sold.
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Other Good News
Director of Marketing and Sales, Linda Young (lyoung@gambrillgardens.com) of Gambrill Gardens in Ellisville, MO shook up the month of February with an amazing achievement of 7 sales and 4 closings! Congratulations, Linda, for your continued achievements and commendable accomplishments that keep your community above 95% occupancy.
Marketing Director, Tammy Bishop (tammybishop@johnknoxvillageeast.com) of John Knox Village East in Higginsville, MO had a strong February, pulling in 2 new sales for her community. Tammy has been working diligently with a small leads base and rural market, yet has persevered and gained positive momentum within her first year. We are proud to have Tammy as part of the team and appreciate her diligent efforts in following Life Care Services 'Best Practices' and relentless drive to never give up. Thank you and congratulations!!!!!
Congratulations to Marketing Director, Amanda Mahan (a.mahan@laurel-crest.com) and Community Relations Director, Linda Crocker (l.crocker@laurel-crest.com) at Laurel Crest in Columbia, SC. They had 5 move-ins in February.
8 sales to go along with 4 move-ins, is how Croasdaile Village in Durham, NC overcomes high attrition rates! Congratulations to Marketing Director, Carol Roycroft (carolr@umrh.org); Sales Counselor, Lisa Kistler (lisak@umrh.org) and Marketing Assistant, Janice Seal (janices@umrh.org) on yet another great month!
Marketing Director, Pat Atwood (patwood@heritage-place.com) and Director of Community Relations, Kelli Flynn (kflynn@heritage-place.com) at Heritage Place in Fayetteville, NC had 5 move-ins and 5 sales in February. Riding the "Velocity Wave" has helped these ladies maintain several strong selling months in a row!
Congratulations to Residency Counselor, Judy Good (jgood@theheritageLCS.com) at The Heritage at Brentwood in Brentwood, TN. Judy achieved her sales goal by bringing in a sale on the last day of February. The Power of F.I.V.E. is very powerful in sales! Judy started contacting this prospect on February 1, 2012, had 3 'no contacts' and 25 completed contacts, which resulted in a sale on February 29th. The amount of energy and the investment of time Judy used are remarkable in achieving her sales goal.
The Phoenix, AZ Sagewood Sizzlers are Sizzling Hot! Congratulations to Marketing Director, Ellen Devine (devineellen@sagewoodlcs.com); and Residency Counselors Deborah Isley (isleydeborah@sagewoodlcs.com), Jackie Brandt (brandtjacqueline@sagewoodlcs.com) and Traci Gregory (gregorytraci@sagewoodlcs.com) for reaching their goal of 8 sales in February! And a big congratulations to Closing Coordinator, Beth Mader (maderbeth@sagewoodlcs.com) who is on track to meet her first quarter closing goal.
Congratulations to Marketing Director, Karen Eickman (keichman@gvsnet.com) and Residency Counselor, Michele Laing (mlaing@gvsnet.com) at Greenwood Village South in Greenwood, IN for another terrific month. Karen and Michele produced 5 independent sales and 3 assisted living sales. Thank you, ladies, for a job well done. We love your energy and focus!!!!
High Five to Plantation Village in Wilmington, NC, as they made the Power of Five come alive in February with 5 sales. The Plantation Village team, led by Marketing Director, Lisa Polanski (lpolanski@plantationvillagenc.org) works hard every day to stay energized and focused and it has certainly paid off. Also part of this successful team is Sales Counselor, Sheila Seese (sseese@plantationvillagenc.org) and Marketing Coordinator, Becky Grogan (bgrogan@plantationvillagenc.org). Executive Director, Greg Woodward (gwoodward@plantationvillagenc.org) does much to support the marketing team and to make sure they have what they need to stay energized. Congratulations, Lisa, Sheila, Becky and Greg.
For the second month in a row, Marketing Coordinator, Sarah Moulton (moultonsarah@lcsnet.com) at Province Place De Paul in Norfolk, VA, is listed in SASS. Congratulations Sarah for achieving 7 reservations and 6 move-ins in February. Sarah has really stepped up her outreach efforts, has weekly and monthly goals she sets and achieves, both of which have contributed to her success. Executive Director, David Dybel, (dybeldavid@lcsnet.com) is also an integral part of the success at DePaul. Congratulations Sarah and David.
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100% Sold in February
Fountain View at Friendship Village Sunset Hills - Sunset Hills, MO
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100% Occupied in
Fountain View at Friendship Village Sunset Hills - Sunset Hills, MO
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Capital Manor in Salem, OR and Life Care Services Marketing and Sales would like to give a warm welcome to Maria Cooley (mcooley@capitalmanor.com) who was selected as the new Sales Representative. Maria has been working at Capital Manor for many years as the Front Desk Receptionist. Maria is a loved staff member of Capital Manor and comes to marketing with much experience in owning her own business. Maria feels ready for the challenge, is excited and has residents, staff and management behind her in this new endeavor! We look forward to continued great success at Capital Manor!
Connie Bohl (cbohl@lutheranlifecommunities.org)
joined The Arlington in Naples, FL as a Retirement Counselor. Connie has a strong sales background and most recently worked as a Marketing Director for an Assisted Living Community in Naples. Welcome Connie!
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Please send questions or comments to Arliene Britt at: brittarliene@lifecareserviceslcs.com or 317.881.5145. |
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