Get the Competitive Edge | Senior Living Sales & Marketing

Programs & Options

Training and Consulting Options

We will work with you to design a program that meets your specific needs.  Below is a grid of the typical arrangements we have with our clients.

Training and consulting options grid

The Value of Sales Training

Today’s progressive senior living community must possess the latest skills to effectively attract new residents. Our campus-friendly sales programs build upon the strengths of your sales staff while reinforcing fundamental sales skills.

One Day Introduction to Sales

The most effective method to learn and implement ideas is a sales training brought directly to your staff at your community.

Your staff will be given all the skills they need to successfully target and attract new residents. Just imagine the effectiveness of 8 hours of one-to-one training, including handouts and a 70 page sales training manual.

This one day program will provide a straight to the point discussion on how to specifically improve sales.

All sales/marketing staff, including backup team members, involved in the handling of inquiries are encouraged to attend.

One Day Program Outline

MORNING OBJECTIVES

  • Assessing Sales Comfort Zones
  • Understanding the Value of Referral Knowledge
  • Planning Pre-Call Referral Objectives
  • Reducing Common Barriers and Objections
  • Successful Selling Using Everyday Evidence
  • Identifying Over 50 Different Referral Groups
  • Learn Techniques for Qualifying Inquiries
  • Focus on Attracting New Residents

AFTERNOON OBJECTIVES

  • Steps from Inquiry to Move In
  • Common Inquiry Scenarios
  • Tours Features and Benefits
  • Walk Through Tour Critique
  • Sample Professional Closes
  • 6 Month Goal Setting
  • Program Evaluation

Program includes:

7 Hours of Training and training materials.

3 Step Ongoing Sales Training Program

Consider the advantages of having three half day sessions of sales training at your campus.

In addition to the fundamentals outlined in the one day program you will receive:

  • Samples of letters and communications to inquiries and referral groups
  • Specific recommendations for departmental improvements
  • An ongoing system for measuring sales/marketing department sales efforts
  • A written tour script
  • Telephone etiquette training
  • Principles of good sales calls
  • A 6 month sales marketing plan to keep you on track in reaching the goals developed during the program
  • An objective profile of program participants with specific behavioral goals outlined to improve work performance

Program includes:

3 Half-day sessions (Sessions must be completed within 90 days) and training materials.

Contact us today for more information and specific rates on how you can bring these affordable Training Programs to your campus.

The Value of Hospitality Training

Providing quality care today requires more than just good care. In today’s consumer-driven environment, senior living communities must find non-operational aspects that set them apart from other senior living options.

Healthcare Marketing Concepts begins teaching these aspects by involving department supervisors and management in the formation of the campus’s own hospitality guidelines. Our next step is to train all staff members, in small group settings, the value and application of these hospitality principles.

Title: Introduction to Hospitality

TRAINING OBJECTIVES

  • Improve the quality of life for each resident.
  • Establish a staff behavior code of hospitality expectations.
  • Develop a hospitality policy and ongoing orientation training.
  • Encourage better word choices by staff to residents and visitors.
  • Train staff to handle unpleasant human relations situations.
  • Learn the importance of respect for self and others, and loyalty to the campus.
  • Create a “what we can do” rather than “what we must do” attitude.
  • Create ambiance by focusing on less rigidity in our daily routine.
  • Build awareness of opportunities to use hospitality in our lives.
  • Instill a desire to exceed expectations through service excellence.

 One Day Program Outline

  • Welcoming Techniques
  • Amenities and Courtesies
  • Terminology Enhancements
  • Basic Telephone Etiquette
  • Diffusing Hostility Hospitably
  • Campus Policy on Guest Relations
  • Leadership/Supervisory Meeting
  • 1 Hour Small Group Staff Meetings

DISCUSSION AREAS

  • Respecting Others
  • Professional Dress and Grooming
  • Remaining in Control
  • Being Responsive
  • Offering all the Comforts of Home
  • Giving and Receiving Recognition
  • Eliminating Gossip
  • Assisting Residents with Dignity
  • A Positive Dining Experience
  • Going the Extra Mile
  • Being Hosts and Hostesses
  • Appreciating our Volunteers
  • Enjoying and Taking Pride in our Work

Hospitality Subject Areas

  • What is Hospitality
  • Costs and Benefits of Hospitality
  • Telephone Etiquette
  • Welcoming Techniques
  • Tours and Terminology
  • Amenities and Courtesies
  • Hospitality Leadership
  • Positive Hospitality Examples in Other Communities
  • How to Handle Hostility Hospitably
  • Bridging the Gap Between Departments and Shifts
  • Hospitality Policy Development
  • A Shared Vision of Hospitality
  • Specific Orientation Training
  • Positive and Negative Impressions
  • Nursing Assistant Hospitality
  • Dietary Hospitality
  • Housekeeping/ Laundry Hospitality
  • Maintenance/ Security Hospitality
  • Activities Hospitality
  • Office Hospitality
  • Confidentiality
  • Focus Topics and Program Progress

3 Month Hospitality Training Program

This program is designed for one full day each month for three months. Meetings are held with specific departments and staff in small groups. Within these small groups we introduce and reinforce hospitality techniques. This program offers a much more in-depth and specific approach to hospitality.

MONTH ONE:

Hospitality Day will be held for all staff in small groups. These sessions will last for 1 hour.

MONTH TWO AND THREE:

We will meet with specific departments to discuss and implement individual areas of hospitality.

Quarterly Hospitality In-Services

Two hours of training each quarter are conducted at the campus divided between supervisors and front line staff.

FIRST QUARTER

Introduction to Healthcare Hospitality

SECOND QUARTER

First Impressions and Professionalism

THIRD QUARTER

Communication, Courtesy and Cooperation

FOURTH QUARTER

Handling Hostility Hospitably

A questionnaire measuring ongoing retention, reinforcement and areas of hospitality improvement will be sent to the campus six months after the completion of this program. The results and recommendations are returned to the campus Executive Director/Administrator.

Format for senior living Training, Coaching, Support

We work with you to determine the optimal format for senior living special event and provide assistance in a variety of settings

Senior living consulting services

  • Scheduled consultation meetings
  • Weekly updates either in-person or virtually for reinforcement
  • We work on project development opportunities

On site consulting

  • In-person senior living training and coaching
  • 1-1 and small group coaching
  • Have a senior living consultant “on call” program where you can call anytime for immediate support

Options for senior living training seminars

  • Provide corporate senior living marketing and sales training
  • Offer engagement speaker for small meeting to large senior living company conferences
  • Workshops

Virtual Marketing Consultation

  • Offer marketing/sales webinars
  • Offer online senior living marketing and sales

Resources

  • Publications including e-books and collateral materials
  • Downloads (Print/Video)
  • Links to news and resou
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