Presented by:
Sue Dolton, Vice President, Sales Services
Rick Hunsicker, Vice President Sales Services- Western Division

Session Narrative

Can communities at or exceeding their occupancy goals be underperforming financially?

The answer is yes, if your average age of entry is too high.

The financial implications for bringing in younger residents are driven by:

-Longer length of stay -Greater value/revenue per resident -Reduced marketing investment -Lower turnover -Higher overall consistent revenue

An Enlighten Sales™ Marketing & Sales Approach and a Smart Pricing Strategy can deliver younger residents and consistently higher revenue.

Rick and Sue will examine the process for creating demand with younger prospects by enlightening consumers about the disadvantages of their current and near future situation, thereby creating the need for something different—sooner rather than later.

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