Want to Increase Occupancy? Check Your Sales Process.

Once a month in this new weekly blog, we’ll explain a type of research and how it improves communities. Got questions? Email research@promatura.com; we’re happy to answer!

Occupancy is down, and you can’t figure out why. Is it the competition? The property? The market?

Maybe. Then again, what if it’s something as simple as the sales techniques?

Before a client decides to revamp everything—or give up—we often recommend our Sales Associate ER. ER stands for evaluations with recommendations. Here’s how it works.

Coming this month in ProMatura Insights: How to boost sales by understanding four key needs. Plus: The weaknesses of penetration rates—and how we calculate housing demand instead. Subscribe here to make sure you don’t miss a post.

Challenge:

You want higher occupancy rates.

Solution, step 1:

Make sure your sales associates are using techniques proven to work in the age-qualified housing (“seniors housing”) market.

In a nutshell:

Sales Associate ER goes beyond traditional mystery shops to provide in-depth evaluations and actionable advice from experts with decades of experience. These are face-to-face “mystery shops on steroids” for individuals or teams—and for one or several communities.

• Your sales associate is secretly shopped and evaluated on 23 attributes that impact sales success.
• You receive a report that identifies your associate’s strengths and opportunities for improvement—and provides constructive suggestions.
• Using ProMatura’s national benchmarks, your associate’s results are compared to associates who work in their same care type, as well as associates who are in the top 10%.

Sales Associate ER is step one of our six-pronged sales and marketing audit—and often the only step needed to increase sales. You’ll receive in-depth, constructive feedback to help turn more prospects into residents.

Specialty sectors:

• Residential communities
• 55+ / active adult
• Independent living
• Assisted living
• Memory care
• CCRCs

Learn more:

Connie Hay would love to explain more about our process to help elevate sales. You can contact her at 662-234-0158 or connie@promatura.com.

Photo by Philipp Berndt on Unsplash.