Building the Bridge by Candace Greenwood

Are you ready to dive in and bring your Senior Housing community to 100% occupancy?

In Building the Bridge, Candace Greenwood offers new strategies to help community based Senior Housing marketers grow their census by improving their discovery and closing skills. We delve into the fundamentals of managing emotions and how those emotions can assist or impede potential move-ins into the community. We explore family dynamics and how to create thoughtful, personalized plans to move inquiries forward.

The search for senior housing often begins for a limited number of reasons, it is the goal of this book to help community based Senior Housing marketers most effectively address those potential concerns by building on the features and benefits of being in supportive care. Through a combination of improved industry specific as well as general “Sales 101” skills, you can master the inquiry process, increase census, and maximize your bonuses.

In this book, you will learn:

• How to take a deeper dive into Discovery without it sounding, or worse feeling like an interrogation.
• Methods to effectively navigate complex family dynamics while keeping all potential influencers involved.
• The difference between “objections” and emotions and how to best deal with them.
• How to put together a solid plan designed to move the inquiry forward.
• How to build value into the long-term relationship with seniors and their families.

This book is for Senior Housing marketers who want to improve their census by learning to work with each individual inquiry more effectively. Greenwood gives us a blueprint, using real-life examples, to help us be better guides to the seniors we serve and their families.