Even leading Life Plan Communities can face unexpected occupancy decline.

Providence Point in Pittsburgh, PA seemingly had all ingredients for success … but that didn’t stop occupancy from slipping below 90% with newly constructed apartments sitting unoccupied!

The marketing leader knew the issue must run deeper than lead volume, so she initiated a 360-degree assessment that uncovered deeper challenges in the sales team and across the organization. Rather than focusing solely on sales and marketing, the organization treated occupancy as a shared leadership responsibility, building inspiring buy-in across the organization.

The most critical solutions involved re-aligning roles around staff aptitudes, redefining internal processes based on time-use analysis and taking team culture and service-orientation seriously.

The result: new apartments sold out and overall occupancy returned to its 95%.

This panel-style webinar allows Amy Dukes, the VP of Marketing & Public Relations at Baptist Senior Family (Providence Point) and her main support from Love & Company, to share the specific decisions and changes they made and the lessons other marketing leaders can apply to strengthen alignment, performance and the resident experience, such as:

• How to create and lead an organization-wide occupancy strategy as a partnership between operations and sales & marketing
• Ways to align sales team roles with strengths and modern sales realities
• Strategies for strengthening collaboration across departments by creating a culture where sales thrives—and everyone contributes

Panelists

• Amy Brodie, senior vice president of client experience, Love & Company
• Amy Dukes, vice president of marketing & public relations, Baptist Senior Family
• Joan Kelly-Kincade, director of client sales strategy, Love & Company

The panel will discuss for approximately 45 minutes and answer audience questions in real time for the remainder of the hour.