From Leads to Leases - Senior Living Marketing and Sales

By Jerry Vinci

"From Leads to Leases," hosted by Jerry Vinci of CCR Growth, dives into senior living marketing, sales, and growth strategies. It targets industry professionals looking to boost occupancy, explore suc... more

· Business

33 ratings

FAQs about From Leads to Leases - Senior Living Marketing and Sales:

How many episodes does From Leads to Leases - Senior Living Marketing and Sales have?

The podcast currently has 75 episodes available.

From Leads to Leases - Senior Living Marketing and Sales episodes:

April 24, 2024#5 Humanizing Personalization in Senior Living Sales with Christie Freeze
Summary

In this conversation, Jerry Vinci interviews Christie Freeze, the regional director of Senior Living Sales for SalesMail, about the importance of personalization in senior living marketing. Christie shares her background in the industry and how she transitioned to SalesMail. They discuss the difference between traditional marketing and personalized marketing, emphasizing the need for authentic connections and storytelling. Christie provides examples of successful implementation of personalization strategies, such as using personalized videos to engage leads and increase conversion rates. They also touch on the role of family members in the decision-making process and the importance of education and open dialogue. In this conversation, Christie Freeze, the Regional Director of Sales for SalesMail, discusses the power of personalized video messaging in senior living marketing. She emphasizes the importance of using video to create genuine connections with potential residents and their families. Christie also addresses common obstacles faced by senior living communities when trying to personalize their marketing and sales efforts, such as time constraints and tech confidence. She highlights the need for collaboration among vendors and partners to create an all-in-one platform for senior living communities. Christie predicts that the future of senior living will involve different options within the industry and a shift towards consumer-driven decision-making. She also shares upcoming features and initiatives within SalesMail, such as dynamic QR codes and gamification. To connect with Christie and learn more about SalesMail, she recommends contacting her on LinkedIn.

Takeaways
Personalization is a cornerstone of modern marketing, allowing brands to connect authentically with their audience.

In senior living marketing, personalization is crucial in building trust and overcoming the fear and overwhelm that potential residents and their families may experience.

Using personalized videos can significantly increase conversion rates, from inquiry to tour and from tour to move-in.

Family members can be roadblocks or helpful allies in the decision-making process, and education and open dialogue are key to their involvement.

Personalization extends beyond sales and can be used in various departments, such as dining, activities, and clinical teams, to enhance the overall resident experience. Personalized video messaging is a powerful tool for creating genuine connections with potential residents and their families in senior living marketing.

Common obstacles faced by senior living communities when trying to personalize their marketing and sales efforts include time constraints and tech confidence.

Collaboration among vendors and partners is crucial in creating an all-in-one platform for senior living communities.

The future of senior living will involve different options within the industry and a shift towards consumer-driven decision-making.

Upcoming features and initiatives within SalesMail include dynamic QR codes and gamification.
Chapters

00:00 Introduction and Background
01:16 The Importance of Personalization in Marketing
09:59 Christie's Transition to SalesMail
10:49 Difference Between Marketing and Personalized Marketing
25:01 Obstacles in Personalizing Marketing and Sales Efforts
25:20 The Power of Personalized Video Messaging in Senior Living Marketing
25:45 Overcoming Obstacles to Video Messaging: Time and Tech Confidence
27:44 Integrating Video Messages into CRM Systems for Seamless Communication
30:31 The Role of AI in Senior Living Communication: Integration, Not Replacement
35:11 The Future of Senior Living Marketing: Different Options and Consumer-Centric Approach
39:04 Practical Steps for Getting Started with Video Messaging
41:11 Upcoming Features in SalesMail: Dynamic QR Codes and Gamification
...more
46min
April 17, 2024#4 Cutting the Middleman to Go After Senior Living Leads Directly
Summary

In this episode, Jerry Vinci discusses the true cost of commission-based referrals in the senior living industry. He highlights the competitive landscape of the industry and the increasing demand for senior living options. Vinci explains how referral agencies can erode brand integrity and diminish the unique identity of communities. He also explores the challenges of managing high volume leads and the value of selling directly. Vinci emphasizes the advantages of direct lead generation, including the collection of actionable data and the preservation of brand integrity. He concludes by emphasizing the importance of tailoring the prospect's journey and building meaningful connections with the community.

Takeaways
The senior living industry is highly competitive, and referral agencies can erode brand integrity and diminish the unique identity of communities.

Managing high volume leads can be challenging and may result in a devaluation of the senior living sales process.

Direct lead generation provides valuable data and allows for the preservation and promotion of brand integrity.

Tailoring the prospect's journey and building meaningful connections with the community are essential for success in the senior living industry.
...more
14min
April 10, 2024#3 Understanding the Hidden Costs of Commission-Based Referrals for Senior Living Providers
Summary
In this episode, Jerry Vinci discusses the hidden costs and inefficiencies of commission-based referrals in senior living sales. He highlights the flaws of relying on referral agencies and emphasizes the importance of direct marketing strategies. The chapters cover the introduction, the flaws of commission-based referrals, the hidden financial costs, the hidden costs of time delays, the impact on resident perception, shifting towards direct marketing, embracing sustainable growth, and the conclusion.
Takeaways
Commission-based referrals in senior living sales have hidden costs and inefficiencies.

Referral agencies drive up costs and dilute brand identity.

Commission fees paid to referral agencies can significantly strain budgets.

Leads from referral agencies take longer to convert and require more effort to close.

Relying on referral leads can lead to a reactive marketing stance and undermine community reputation.

Direct marketing strategies, such as SEO and social media, empower providers to attract high-quality leads and foster community loyalty.

Embracing direct marketing ensures sustainable growth and success in senior living sales.
...more
14min
April 03, 2024#2 The True Cost of a Lengthy Sales Cycle
Summary
In this podcast episode, Jerry Vinci discusses the true cost of a lengthy sales cycle in senior living communities and how it affects both marketing and sales departments financially. He emphasizes the importance of understanding the impact of sales cycles on community success. Vinci shares the results of a poll he conducted, revealing that sales teams spend 15 hours or more per prospect to move them from the inquiry stage to move-in. He highlights the inefficiency and ineffectiveness of referral leads and the reliance on this lead channel. Vinci explains how an extended sales cycle financially impacts both marketing and sales, leading to a strain on resources and missed opportunities for innovation. He encourages providers to focus more on direct marketing efforts to control the narrative and see quicker returns on investment.

Takeaways
Understanding the impact of sales cycles is crucial for the success of senior living communities.

Sales teams often spend 15 hours or more per prospect to move them from the inquiry stage to move-in.

Referral leads take longer to close and require more effort from marketing departments.

Extended sales cycles strain resources and lead to missed opportunities for innovation.

Direct marketing efforts can lead to quicker returns on investment and higher quality leads.
...more
12min
March 12, 2024#1 The Three Major Challenges Facing Senior Living Right Now
Summary
In this episode, Jerry Vinci discusses the challenges facing the senior living industry, including traditional lead generation methods, lengthy sales cycles, and maximizing occupancy rates. He emphasizes the need for innovative strategies and the importance of generating high-quality direct leads. Vinci also highlights the benefits of outsourcing to marketing specialists and the value of data-driven marketing initiatives. Ultimately, he emphasizes the measurable results and return on investment that can be achieved through strategic marketing and sales approaches in the senior living industry.
Takeaways
Traditional lead generation methods in the senior living industry are no longer effective, and innovative strategies are needed to attract high-quality leads.

Outsourcing to marketing specialists can save money and provide expertise in crafting targeted campaigns that generate direct leads.

The senior living industry faces challenges with lengthy sales cycles, and streamlining these cycles is crucial for maximizing profitability.

Maximizing occupancy rates requires data-driven marketing initiatives that provide insights into prospect behavior and optimize the sales journey.
To learn more about our Senior Growth Innovation Suite and how we help generate $1.5M and up in revenue within 12 months visit https://ccrgrowth.com/
...more
14min

FAQs about From Leads to Leases - Senior Living Marketing and Sales:

How many episodes does From Leads to Leases - Senior Living Marketing and Sales have?

The podcast currently has 75 episodes available.

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From Leads to Leases - Senior Living Marketing and Sales

FAQs about From Leads to Leases - Senior Living Marketing and Sales:

How many episodes does From Leads to Leases - Senior Living Marketing and Sales have?

From Leads to Leases - Senior Living Marketing and Sales episodes:

FAQs about From Leads to Leases - Senior Living Marketing and Sales:

How many episodes does From Leads to Leases - Senior Living Marketing and Sales have?

More shows like From Leads to Leases - Senior Living Marketing and Sales

The Josh Scandlen Podcast