7 Ways You're Setting Up Senior Living Sales Reps to Fail

If I were to ask you, "Would you like to see sales by the end of this year exceed sales generated last year" you'd likely tell me yes. The challenge is, (as the saying goes) if you do the same things over and over again, you'll likely generate the same results. To be honest, it baffles me that there are still organizations that don't have a CRM (customer relationship management system), and...

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A Guide to "Managing Up"

I recently had a conversation with a colleague regarding the “managing up” concept.  As I was speaking with her, one of the most insightful things she said to me was, “Once I learned what I expected from my employees in how I wanted them to manage up, it changed everything even down to how I hired.  Even my questions in the interview process were partly focused on their approach to managing up.”

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Rural Senior Living Markets- You’re not the only option

Recently, family friends asked me how to pursue looking for a skilled nursing facility for their mother (who happens to live across the street from me). Being a first responder and fire fighter, I have visited their mother twice within the last couple of weeks; because she has fallen or her blood sugar decreased to the point of being unresponsive. Like most spouses, the thought of not living...

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Value Added Acquisitions - Alternatives for Capital

With the fast-growing baby boom population expected to continue to increase demand for senior housing, providers are seeking new opportunities to expand their current portfolios. But can single-property or small providers grow quick enough to stay competitive with large senior living companies? The answer is yes! Especially if you’re willing to take on a challenge property and turn it around....

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6 Sales and Marketing Strategies for Sustainable Growth in 2017

With census growth and sustainability on every senior living providers mind, strategic planning plays a key role in growing your census and ensuring your attention is focused in the right areas. Senior living providers today are challenged with controlling or reducing costs while also identifying where to spend money to create census development strategies that add revenue to your bottom line....

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Affordable Care Creates Opportunity for New Partnerships

Regardless of whether you are an assisted living provider, independent living provider or skilled nursing provider, rapid changes in the healthcare market will require senior living providers to be more engaged with transitional care options than ever before.

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How Much Should I Tip? A Lesson Learned Over Dinner

While traveling last week, I decided to dine in the restaurant in the hotel where I was staying. With only three other customers in the restaurant at that time, my waiter promptly attended to me once I was seated and service throughout my meal continued to be quick and attentive. The food was enjoyable and overall my experience was pleasant. However, when the check came, I hesitated while...

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Maximizing Revenue in Skilled Nursing Senior Living Sales

Changes to Medicare funding over the course of the last several years has and will continue to push skilled nursing homes to look at all aspects of revenue generation and spending at the community and company level.  Increasing net operating income requires nursing homes to be more knowledgeable about their Medicare margins, re-hospitalization rates, and sales strategies that increase private...

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Having a Pay it Forward Attitude in Senior Living Sales

Last year over the holidays, I was reminded more than ever that when you pay it forward, good things happen to good people.   One of my all-time favorite movies is Pay it Forward with Kevin Spacey and Helen Hunt where random acts of kindness by an elementary school student create a town who embraces a “pay it forward” attitude.  

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