What Others Say:

"Scott helped me develop a clear focused plan to get started. His expertise in marketing helped me decide on which marketing approaches I wanted to take." --Rose Wierzba, Director, Oak Grove Christian Retirement Village, Indiana

"We feel that Scott's fresh view of our business helped us focus on the areas we needed to give attention and direction for getting to where we need to be."--Tim Paino, Owner, Summit Place West, Indianapolis, IN

"The money and time spent with your company was worth it for th4e additional occupancy increase." --Steve Garatoni, President, Brentwood Senior Communities, Elkhart, IN

"With the help of Scott MacLean, we were able to ...increase our average occupancy to 95% within the first nine months." --Brady Paino, Administrator, Summit Place West, Indianapolis, IN

 

 

 

 

 

 

 

 

 

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Occupancy Development

We analyze your unique situation and coach you in effective strategies to facilitate your growth.

   Few assisted living communities have not felt the unnerving stress that comes when occupancy numbers fail to reach a comfortable level. Unfortunately, our population's life span is only human. Thus, there's seldom a period of time in which occupancy levels are not of major importance.

   While some aspects of the problem are outside of anyone's control, there are strategies that can significantly boost your ability to bring in new residents.
Comprehensive Marketing "Coaching"
    How much is it worth for you to know that you are maximizing your occupancy and revenue potential? Sometimes all you need is a trusted, long-term "partner" to help you maximize your marketing efforts, week in and week out. You know the management side but feel less comfortable in sales and marketing. We have 12, 24, and 36-month consulting packages to fit your needs and business style. Marketing management programs include the following services: 
  • Development and implementation of an annual marketing plan
  • Setting and monitoring the marketing budget
  • Recruiting and training the marketing staff
  • Implementing the advertising program
  • Weekly coaching calls by phone
  • Monthly on-site visits

One-Day Marketing "Check-up"
   This service hits the nail on the head by providing a quick, value packed evaluation of your marketing program to help identify your marketing strengths and weaknesses.  This full day on-site visit will result in a written evaluation of all key marketing components.  It will involve the following:

  • A walk-through of the building and grounds
  • The gathering of a "snapshot" of the existing occupancy and sales status
  • A review of existing market research (if applicable)
  • A review of marketing collateral and sales tools
  • A discussion of the competition in your market
  • A review of lead tracking systems and sales reports
  • An interview of the marketing staff, including a mock tour
  • A debriefing and personal consultation at day end
  • A written report which follows within three days
 
Emergency Resuscitation
   This service provides a marketing "Sprint" approach!
   There are times when fill-ups are so stagnated we become paralyzed and find it almost impossible to know what to do next.  
   Our Emergency Resuscitation begins with an objective, thorough and quick analysis of your situation.  Then, a 90-day marketing sprint plan is developed and implemented to help you get your occupancy moving upward again.  
   Frequent, intensive on-site follow-up is what makes this plan so effective.  Our goal is to have you ready to continue on your own after three months.

 

Mystery Shop
   We can mystery shop either  your own facility or your competition, by phone and in person.
   This service evaluates the sales skills of your staff and their strengths and weaknesses.  We will make recommendations and provide you with an itemized written report.  We will then meet with you to review the report.
   Mystery Shopping may include evaluations of the following:
  • Phone greetings
  • Qualifying over the phone
  • Setting appointments
  • Curb appeal of the building exterior
  • Effectiveness of signage
  • Greeting and warm up period
  • Presentation skills
  • Overcoming objections
  • Connecting features with benefits
  • Demonstrating apartment
  • Closing skills

 

 

Marketing Plans
    Your "Road Map to Success" is a 12 month plan developed for your facility. First, in-depth research is conducted, Then a detailed marketing plan is developed in cooperation with your marketing sta.. The marketing plan will include the following components:

  • Researching historical trends

  • Conducting situation analyses

  • Identifying target markets

  • Conducting competitive analyses

  • Developing a positioning statement

  • Establishing marketing goals

  • Defining marketing objectives

  • Outlining marketing timelines

  • Establishing a marketing budget

 

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