This webinar was sponsored by Senior Housing Forum Partner LeadingResponse where we talked about how to use events to boost occupancy

1. THE MOST IMPORTANT
RESIDENT
AND HOW THEY CAN
IN LESS
THAN !

2. WELCOM
EPresenter:
Valerie Whitman
VP, Senior Living
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3. Before I Get
Started
Let’s talk about the handouts
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4. EVERYONE
WILL
RECEIVE…
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5. BY THE
NUMBERS:
ABOUT THE
DATA
 250,000 – the number of prospective
residents, including their adult children and
caregivers we invited to community events
 20,000 – the number of prospects that
attended a community event and participated in our
nationwide survey
 27 – the number of unique demographic
elements in the profile
During this session, we will present the key findings from
the profile and survey.
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RESPONDER PROFILE & SURVEY

6. THE
FIVE
TRENDS
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#1: ATTRACTING FINANCIALLY PRE-
QUALIFIED PROSPECTS
#2: COMMUNITY EVENT PREFERENCES
#3: BOOKING MORE TOURS
#4: THE ONE TOPIC THEY WANT TO DISCUSS
#5: YOU’RE SPEAKING TO HIGHLY EDUCATED
PEOPLE

7. Are you targeting beyond basic
demographic data, such as familial
connections & ailment data?
Yes or No
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9. 75% have a household income of
more than $75,000
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TARGET BY
INCOME AND
ASSET DATA
74% have Income Producing Assets
in excess of $250,000
76% have a Net Worth of more than
$500,000
44% have more than $75,000 in
home equity

10. How many of you are currently
hosting marketing events offsite, in a
neutral setting?
Yes or No
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11. Are you incorporating consumer
behaviors into your lead generation
process?
Yes or No
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13. 154% the percent increase in
response rates to offsite community
events vs. onsite events
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PROSPECTS
PREFER OFFSITE
COMMUNITY
EVENTS
2.4% the average response rate to
offsite community events (1.4% for onsite)
84% of prospects rated the offsite
community event they attended as
Very Good or Excellent
In a nationwide survey,

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15. 85% of the prospects attending an
offsite community event were asked to
schedule a tour
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PROSPECTS
ATTENDING
OFFSITE
COMMUNITY
EVENTS WILL
BOOK A TOUR…
…IF ASKED!
74% agreed to schedule a tour of
the community hosting the offsite
event.
80% said they would recommend
their friends and colleagues to tour the
community hosting the offsite event.

16. TWO TIPS TO
BOOK MORE
TOURS FROM
YOUR
COMMUNITY
EVENTS
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#1. POST-EVENT
EVALUATION
FORMS
#2. OFFER PRE-TOUR
PHONE
APPOINTMENTS

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18. COST, PRICES
BY
COMMUNITY
TYPE AND
LEVELS OF
CARE
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of the prospects responding
wanted more information on the cost to
live at the community hosting the
event. (By community type and levels of care)

19. REMEMBER:
Prospects
that attend
offsite
community
events can
afford to live
in your
community
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have a household
income of more
than
have Income
Producing Assets
in excess of
have a Net Worth
of more than
have more
than
in home
equity

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21. DON’T SHY
AWAY FROM
COVERING
MORE
COMPLEX,
IN-DEPTH
TOPICS
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of the prospects attending
offsite community events have an
undergraduate or graduate degree

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24. Client
Seminar
Results
Case study: AL/MC Lincoln NE
January 2018 event
Unique leads: 94
Tours generated: 36
Move ins: 7
Inquiry to MI as of Sept: 7.5%
Inquiry: MI conversion to date: 7.5%
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26. REMEMBER,
EVERYONE
WILL
RECEIVE…
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27. Senior Housing Forum
SPECIAL PROMOTION
GET 500 FREE MAIL PIECES
with a seminar marketing order!
*Minimum quantity 5,000 pieces
**Must mail by 12/31/18
***Offer available to new clients only

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THANKS!
You can reach me at
 Valerie.Whitman@LeadingResponse.com
 813.885.8287