To Sell Prospects on Value, Senior Living Operators Must Do Their Sales ‘Homework’

With resident rates on the rise, many operators have emphasized the need to to demonstrate the value of senior living communities as a way to justify that cost. Doing so is not always easy.

Prospects and their loved ones don’t always come to the table with a grasp on what senior living is or why they should pay a premium for it. At the same time, more residents and their families are bringing with them a new slate of preferences and desires for what they want out of community living.

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