This is a huge help for me to determine how to discuss the monthly fees. Are we comparing living at Cedar Community to a rental price or are we comparing living at Cedar Community to living in their “FREE” (?) home. We all know this isn’t free, but I think one of the biggest competitors we have are our prospective residents’ homes. And, financially I need to be ready to speak to this.

This is huge. If they have moved a lot, this transition might not be so scary. If they haven’t moved in many years or they have lived in the same place their whole adult life, I know this is going to be even more emotional. They are going to need to talk through how hard it will be to make the move. They might need to tell me their favorite memories. It might help to learn what their favorite part of their home is. Is it their view? Is it a cozy reading space? The kitchen? How can I find something here that will bring them that comfort even if it is different?

This question is also a huge help for determining my energy level in discussing with them. Do I need to be empathetic and soft and let them know this is just a great start to gathering information and keep it extremely low pressure because it is difficult for them to even discuss. That first meeting can be more about getting to know them and having them “like me & trust me” and feel cared for. Or are they ready to talk about it? If so, I am going to come at the conversation with energy and excitement talking about this new adventure they are embarking on!

Am I going to need to spend just as much time with their children to make sure they are all on the same page and feeling all included, involved and cared for? Sometimes the adult children need to have plenty of reassurance and their own tours as well to make sure they are fully included in this big decision for mom and dad (as long as mom and dad are on board with this).

This is very helpful. Finances are the easier of options because it often is a little more cut and dry and less emotional as we talk through the financial options. If it is more of a lifestyle change concern, then we have to dig deeper into what they are looking for, what they are leaving, how I can give them peace of mind that Cedar will be a wonderful next step for them. How can I paint this picture for them? Meeting residents, joining for lunch, an event? They might need to be more visits, more emotional support.