Presenters:
- Rob Love, President/CEO
- Tommy Brewer, Senior Managing Director, Ziegler
How do you reconcile the pressing need for financial sustainability in Life Plan Communities with the discomfort many feel about raising entrance fees?
The answer lies in strategic analysis, compelling storytelling, and courageous decision-making.
And yet, too many providers continue to approach entrance fee increases timidly—despite mounting evidence that this leaves money (and opportunity) on the table.
In this webinar, Rob Love of Love & Company and Tommy Brewer of Ziegler dissect the financial realities that Life Plan Communities face today, especially in light of rising construction costs, inflation, and shifting consumer expectations. They argue persuasively that while monthly service fees are scrutinized and raised consistently, entrance fees often lag behind—leading to long-term financial strain and an inability to fund new expansions or even essential renovations.
Participants of this webinar learned:
- The stark comparison between entrance fee increases and home value appreciation, with data showing a growing gap that threatens financial sustainability.
- How to assess your community’s entrance fee potential through weighted average comparisons to median home resale values and construction cost benchmarks.
- Why competitors’ pricing decisions shouldn’t dictate your own strategy, and how bold leadership can set a new market standard
- Real-world case studies where communities have successfully aligned their pricing with value perception, improving financial performance while maintaining market competitiveness.
- The power of dynamic and individualized pricing models, which account for unit-specific factors like views, locations, and amenities to maximize revenue without alienating prospective residents.
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