#36 Mastering Senior Living Sales: Strategies for Census Growth and Family Engagement with Luke Fannon
Description
Summary
In this episode of 'From Leads to Leases', host Jerry Vinci speaks with Luke Fannon, founder of The Fannon Group, about the senior living industry. They discuss Luke's extensive experience in healthcare sales and marketing, the importance of building referral networks, and strategies for census recovery. Luke emphasizes the emotional challenges families face when choosing senior living options and the need for sales professionals to guide them through the decision-making process. The conversation also highlights upcoming training programs and resources available through The Fannon Group.
Learn More:
- Connect with Luke Fannon
- Learn more about The Fannon Group
- Join Luke's Post-Acute Care Business Development Masterclass - 12/17/24
- Check out more trainings like Overcoming Objections, Managing Negative Reputations, Marketing 101, and more
Takeaways
- Census recovery is crucial for senior living providers.
- Experience in the industry translates to better care and trust.
- Building professional referral networks can significantly increase leads.
- Understanding the emotional aspects of family decision-making is key.
- Sales professionals must guide families through complex decisions.
- Lead generation strategies need to be intentional and well-planned.
- Engaging families requires understanding their unique needs and challenges.
- Trust is built through consistent communication and keeping commitments.
- Organizations must address operational issues to improve census.
- Training and resources are essential for sales and marketing success.
Chapters
00:00 - Intro
00:25 - Welcome
02:12 - Luke Fannon's Senior Living Story
05:59 - Senior Living Census Recovery
12:11 - Effective Referral Networks
18:06 - Census Recovery Misses
24:13 - Strategies for Families
29:49 - Reputational Issues
31:15 - Market Challenges
36:06 - Emotional Decision-Making
44:29 - Building Trust
51:59 - Differentiating Services
57:22 - Upcoming Resources
United States
