February 7, 2025
Lead Prioritization and Guiding Prospects to Move-In
Prioritizing leads is essential to a strong senior living sales strategy. In this Senior Living Minute, Nick Jasmon explains how sales teams must balance quick-moving prospects with those who have been considering a move for months—or even years. By acting as advocates for both residents and their families, sales professionals can provide the guidance and support needed to help prospects make confident decisions about their future.
Transcript: Lead Prioritization and Guiding Prospects to Move-In
Our priority when it comes to leads is no different from any other sales organization. We focus on the low-hanging fruit first. As we work through those individuals who have immediate needs or need to make a decision quickly, we then shift our attention to prospects we have been engaging with for six months, maybe even a year.
We need to be their advocate—whether for the resident or the adult child. I can’t count how many times we have had to tell an adult child, You have to make this decision because your parent may not be able to. If you want to honor them and ensure they are well cared for, you need to take action, and we are here to help.
If we are not the right community for them, that’s okay. What matters is that we are comfortable enough to have that honest conversation, to be there for them, and to support them through every step of the process.