From Leads to Leases

Jerry Vinci
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From Leads to Leases

"From Leads to Leases," hosted by Jerry Vinci of CCR Growth, dives into senior living marketing, sales, and growth strategies. It targets industry professionals looking to boost occupancy, explore successful marketing channels, and innovate in a competitive market. This podcast offers insights, discusses industry challenges, and shares success stories, aiming to empower senior living leaders with actionable strategies for growth. Join us for transformative conversations designed to elevate the senior living community experience.

  1. 20 HR. AGO

    #43 - Transforming Leadership in Senior Living: Emotional Intelligence and Empathetic Culture with Jules Wilhelm

    Summary In this episode of From Leads to Leases, host Jerry Vinci speaks with Jules Wilhelm, founder of Capacity Leadership Center and EQ-niversity, about the critical role of emotional intelligence in leadership within the senior living industry. They discuss the challenges of employee turnover, the importance of creating a supportive culture, and the need for tailored leadership development programs. Jules shares insights on how emotional intelligence can enhance sales strategies and improve community engagement, ultimately leading to better resident care and staff retention. The conversation highlights the significance of empathy and connection in transforming senior living communities. Learn More: Connect with Jules Wilhelm on LinkedIn Learn more about Capacity Leadership Center for Senior Living Learn more about Jules' Leadership and EQ Training Takeaways Emotional intelligence is crucial for effective leadership in senior living. Creating a supportive culture can significantly reduce turnover rates. Retention strategies should focus on infusing energy and vision into leadership roles. Empathy can be learned and is essential for connecting with staff and residents. The cost of turnover in senior living is substantial and needs to be addressed. Tailored leadership development programs are necessary for different levels of management. Emotional intelligence training can enhance sales processes in senior living. Building a culture of connection improves employee engagement and satisfaction. Leaders must balance task-oriented goals with relationship-building efforts. Investing in emotional intelligence leads to better outcomes for communities. Chapters 00:00 Introduction to Senior Living Insights 02:40 The Importance of Emotional Intelligence in Leadership 04:50 Addressing Retention and Turnover in Senior Living 06:12 How to Factor Turnover Costs for Senior Living 08:36 Building a Supportive Culture in Senior Living 12:01 The Role of Emotional Intelligence in Community Dynamics 14:40 Tailoring Leadership Development Across Levels 22:10 Overcoming Resistance to Emotional Intelligence Training 25:20 Resistance in Accountability and Sales 28:09 The Role of Emotional Intelligence in Sales 30:18 The Importance of Deep Listening 32:50 Understanding Empathy vs. Sympathy 36:10 Challenges in Leadership Development 38:04 Quantifying Outcomes in Leadership Training 40:51 Upcoming Leadership Programs and Initiatives

    45 min

  2. JAN 22

    #42 - The Lead Generation Blueprint for Senior Living in 2025

    Summary In this episode, Jerry Vinci discusses the essential strategies for lead generation in the senior living industry for 2025. He emphasizes the importance of consistent lead flow, prioritizing marketing channels, crafting compelling offers, and leveraging automation and CRM systems. Through real-world case studies, he illustrates how these strategies can lead to increased occupancy and reduced reliance on costly referrals. The episode concludes with actionable takeaways for senior living providers to implement in their marketing efforts. Takeaways Consistent lead flow is crucial for growth in senior living. Unpredictable lead flow can lead to empty rooms and financial strain. SEO and paid ads are essential for generating leads. Social media builds trust and connection with families. Crafting compelling offers can significantly increase tour conversions. Automation and CRM systems help streamline the sales process. Families are becoming more selective in their senior living choices. Limited time offers create urgency and drive action. Data-driven decisions improve marketing effectiveness. Communities that implement these strategies will thrive in 2025. Chapters 00:00 Introduction to Senior Living Marketing Strategies 02:18 Why is Consistent Lead Flow the Key to Growth? 07:39 The Ripple Effect of Inconsistent Lead Generation 11:22 Marketing Channels to Prioritize for 2025 11:52 Paid Ads for Lead Generation 14:38 SEO for Lead Generation 19:18 Social Media for Lead Generation 22:53 Crafting Compelling Offers to Convert Inquiries Into Tours and Move-Ins 24:06 Three Common Ways Senior Living Communities Go Wrong with Offers 25:26 Offers That Work in Senior Living 28:58 Examples of Real-World Offers That Worked 31:11 The Importance of Automation and CRM 33:07 How Automation Tools Expedite and Improve Senior Living Sales 34:54 How CRMs Empower Senior Living Sales Teams 37:17 Real Examples of Senior Living Communities Who Implemented Automations and a CRM 41:04 Case Studies: Real-World Applications of Strategies 49:20 Wrapping Up the Blueprint for Lead Generation in 2025

    53 min

  3. JAN 15

    #41 - Bridging Gaps in Senior Care: A Conversation with Christine Sevier of Creating New Hope Senior Living Advisors

    Summary In this episode, Jerry Vinci speaks with Christine Sevier, founder of Creating New Hope, about her journey into the senior living industry, the challenges families face in finding appropriate care, and the importance of personalized placement services. Christine shares her personal experiences that led her to start her agency, discusses the financial realities of senior care, and emphasizes the need for long-term care insurance. The conversation also touches on the impact of staff culture on care quality, the housing shortage for seniors, and the intersection of senior care and homelessness. Christine offers valuable advice for families navigating these complex issues, particularly those in the sandwich generation. Learn More: Connect with Christine Sevier on LinkedIn Learn about Creating New Hope Takeaways Christine's personal experience caring for her grandmother inspired her to start Creating New Hope. Families often feel overwhelmed by the financial aspects of senior care. Long-term care insurance is crucial for financial planning in senior care. Personalized placement services can provide better options than larger agencies. Families should look beyond aesthetics when choosing a senior living community. Staff culture significantly impacts the quality of care in senior living facilities. The housing shortage is a growing concern for middle-income seniors. Creative housing solutions are needed to address the senior housing crisis. Advocacy and leadership roles are essential for improving senior care resources. The intersection of senior care and homelessness requires urgent attention. Chapters 00:00 Welcome Christine Sevier 01:42 Personal Experience and Starting Creating New Hope 06:21 Lessons Learned Transitioning from Counselor to Senior Advisory Service 07:28 Navigating the Financial Realities of Senior Care 10:03 The Importance of Long-Term Care Insurance 12:50 Choosing the Right Senior Living Community 16:36 Common Mistakes Families Make When Choosing a Senior Living Community 18:40 Guiding Families Beyond the RItz-Carlton Effect 21:36 Addressing the Housing Shortage for Middle-Income Seniors 25:11 Is Senior Longevity Helping the Housing Crisis? 27:38 How Christine's Leadership Roles Impact Her Senior Care Perspectives 29:39 The Need for Regulations in the Placement Industry 30:47 Advice for the Sandwich Generation 36:49 The Intersection of Homelessness and Senior Care 41:21 Wrapping up with Christine

    44 min

  4. JAN 8

    #40 - Leadership in Senior Living: Mastering Operations and Staff Retention with Tammy Cosentino

    Summary In this episode of 'From Leads to Leases', host Jerry Vinci speaks with Tammy Cosentino, an experienced leader in the senior living industry. They discuss Tammy's journey from nursing to senior living operations, her strategies for achieving and maintaining high occupancy rates, and the importance of staff satisfaction in relation to resident care. Tammy shares insights on leadership, recruitment, and the evolving landscape of senior living, emphasizing the need for a supportive culture and innovative approaches to meet the challenges of an aging population. Learn More: Connect with Tammy on LinkedIn Takeaways Tammy transitioned to senior living to stay connected with patients. Leadership starts with checking in on your team. Understanding and believing in your pricing is crucial for sales. Staff satisfaction is directly linked to occupancy rates. Engaging waitlisted consumers keeps them connected to the community. Predictive analytics can help optimize staffing needs. Servant leadership fosters a supportive work environment. Effective recruitment requires thorough vetting of candidates. Creating a positive culture starts with department heads. The future of senior living requires innovative solutions and government support. Chapters 00:00 Introduction and Background 01:33 Transitioning into Senior Living Operations 03:29 Day-to-Day Responsibilities and Differences in Roles 04:41 Evolution of Leadership and Approaching the Role 06:14 Strategies for Achieving and Maintaining 100% Occupancy 08:39 Factors Driving the Cost of Senior Care 11:15 The Relationship Between Staff Satisfaction and Occupancy 13:22 Leveraging Waitlists and Keeping Potential Residents Engaged 14:48 Does Technology Play a Role in Staff Retention? 16:29 Supporting and Motivating the Team through Servant Leadership 18:09 Recruitment and Retention Strategies 20:38 Advice to Other Senior Living Operators and Directors 22:03 How to Attract Quality Candidates for Staff Positions 24:45 Building Relationships and Preparing for the Future 26:48 Changing the Narrative and Shifting Perspectives 30:37 How Society and Support Services for Seniors Could Help Change the Narrative 33:58 Longevity Plays a Role in When People Enter Senior Living 34:42 Finanancial and Insurance Concerns over Longevity 41:01 Generation X is Worse Off Than Past Generations 41:53 Exciting Innovations in Senior Living 45:58 Wrapping Things up with Tammy

    49 min

  5. 12/18/2024

    #39 - Top 5 Marketing Strategies Senior Living Communities Must Adopt to Stay Competitive in 2025

    Summary In this episode of From Leads to Leases, Jerry Vinci discusses essential marketing strategies for senior living communities to adopt in 2025. The conversation covers hyper-personalized digital advertising, video-first content on social media, localized SEO, advanced marketing automation, and the integration of AI in marketing and operations. Each strategy is explored in depth, emphasizing the importance of building relationships, enhancing engagement, and optimizing marketing efforts to drive occupancy and trust among prospective residents and their families. Book With Me: Schedule a Consultation Call Takeaways Hyper-personalized advertising tailors messages to specific audience needs. Video content is crucial for engagement and trust-building. Localized SEO is essential for attracting nearby prospects. Automation can streamline communication and nurture leads effectively. AI enhances marketing strategies through predictive analytics and real-time optimization. Communities must adapt to the evolving digital landscape to remain competitive. Building relationships is key to converting leads into residents. Understanding the decision-making process of families is vital for effective marketing. Content should be authentic and reflect the community's values and offerings. A holistic marketing approach integrates various strategies for maximum impact. Chapters 00:00 Introduction 00:41 Who is CCR Growth? 01:27 The Purpose of This Podcast 01:48 The Top 5 Marketing Strategies for Senior Living Providers in 2025 03:53 Strategy 1 - Hyper-Personalized Digital Advertising 04:34 How Hyper-Personalized Ads Might Sound 07:13 Why Providers Need Hyper-Personalized Ads 08:57 Four Key Components Needed to Use Hyper-Personalization in Ads 12:52 When Is the Best Time to Use Hyper-Personalized Ads? 15:05 What Communities Benefit Most from Hyper-Personalization 16:29 Strategy 2 - Video-First Content on Social Media 18:00 Statistics - The Power of Video on Social Media 19:17 Why Should Communities Focus on a Video-First Social Media Strategy? 21:32 How Senior Living Communities Should Use Video-First Content 24:20 Which Communities Benefit Most from Video-First Content 25:52 Strategy 3 - Localized SEO 27:07 What is Local SEO? 28:41 4 Key Reasons Senior Living Communities Need Local SEO 30:56 Five Local Strategies to Maximize Your Local Audience 39:07 Best Opportunities for Senior Living Communities to Utilize Local SEO 41:51 Strategy 4 - Advanced Marketing Automation and Nurturing Campaigns 44:03 Top Reasons Why Senior Living Communities Need Marketing Automation 46:30 4 Ways Senior Living Communities Should Utilize Automation 49:30 Best Opportunities to Use Marketing Automation 51:18 The Benefits of Automation and Nurturing Campaigns 52:25 Stragegy 5 - Leveraging AI in Marketing and Operations 53:12 Top 5 Ways to Leverage AI in Senior Living 57:55 How AI Enhances Every Other Marketing Strategy 01:00:29 Final Thoughts About Senior Living Marketing in 2025 01:02:29 Wrapping up Season 01 of From Leads to Leases

    1h 5m

  6. 12/11/2024

    #38 Bridging Global Perspectives: The Power of Aromatherapy in Dementia Care with Andrea Jetzer

    Summary In this episode of 'From Leads to Leases', host Jerry Vinci speaks with aromatherapy expert Andrea Jetzer about the intersection of aromatherapy and dementia care. Andrea shares her unique journey and experiences in various countries, highlighting the benefits of aromatherapy in managing dementia behaviors. The conversation explores global perspectives on dementia care, the importance of family dynamics, and the evolving trends in American dementia care. Andrea emphasizes the holistic approach of aromatherapy, its emotional balancing effects, and the need for integration into care facilities. The episode concludes with insights on how to effectively implement aromatherapy practices in senior living environments. Learn More: Connect with Andrea Jetzer on Instagram Keep up with Andrea's Projects Takeaways Aromatherapy can significantly impact dementia behaviors. The holistic approach of aromatherapy benefits both patients and caregivers. Cultural differences shape dementia care practices globally. Family dynamics play a crucial role in dementia care. Aromatherapy can evoke powerful memories and emotions. The environment of care facilities affects patient outcomes. Integrating aromatherapy requires management support and training. Starting slowly with aromatherapy can lead to positive outcomes. Aromatherapy can be a lifestyle choice for caregivers. Community and family involvement are essential in dementia care. Chapters 00:00 Introduction and Background 02:41 How Andrea Became a Aromatherapy Specialist in Dementia Care 06:00 How Other Countries Approach Dementia Care 08:09 How Most Families Approach Dementia Care in the US 10:38 Andrea's Personal Experience with Dementia Care and Her Father 16:39 Senior Living Communities Today are Different 17:45 Knowing When the Right Time to Explore Options for Seniors 21:51 The Power of Aromatherapy for Dementia Patients 23:46 Tapping into Nostalgia and Core Memories 25:17 The Symbiotic Relationship Between Aromatherapy and Caregivers 26:08 How Andrea Connected Aromatherapy with Dementia Care 28:02 Integrating Aromatherapy into Dementia Care Facilities 29:36 Starting Slowly: Incorporating Aromatherapy into Senior Living Programs 32:08 Connecting with Andrea

    36 min

  7. 12/04/2024

    #37 Navigating Senior Living: Expert Advice with Keith Arbuckle from Arizona Senior Living Advisors

    Summary In this episode of 'From Leads to Leases', host Jerry Vinci speaks with Keith Arbuckle, founder of Arizona Senior Living Advisors, about the complexities of the senior living industry. They discuss Keith's transition from podiatry to senior living advisory, the current challenges faced by the industry, including staffing shortages and affordability, and the role of technology in improving care. They also explore the importance of preventative care, the evolving landscape of senior living options, and the need for families to have proactive conversations about care. Keith shares insights on navigating healthcare and living options, the disadvantages of online aggregators, and the dynamics of family involvement in care decisions. The conversation concludes with Keith's vision for the future of Arizona Senior Living Advisors and the importance of being a trusted resource for families. Learn More Connect with Arizona Senior Living Advisors Find Arizona Senior Living Advisors on Facebook Connect with Keith Arbuckle Takeaways Keith Arbuckle transitioned from podiatry to senior living advisory to better assist seniors. The senior living industry faces challenges like staffing shortages and affordability. Technology can enhance care but should not replace the human element. Preventative care is crucial for seniors to maintain independence. Families should have proactive conversations about senior living options. Online aggregators may not provide the best fit for seniors seeking care. Vetting communities is essential to ensure quality care for seniors. Family dynamics play a significant role in care decisions. Shared housing is becoming a popular option for seniors. The future of senior living will likely involve more technology and multi-generational living. Chapters 00:00 Introduction 02:30 Keith's Background and Transition to Senior Living Advisory 05:11 Challenges Facing the Senior Living Industry 07:39 The Future of Care Within Senior Living 10:17 Reshaping Healthcare to Be More Preventative 16:33 Evolving Trends in Senior Living 24:29 Challenges of Juggling Work, Kids, and Senior Care 26:28 How Arizona Senior Living Advisors Provides Personalized Support for Seniors and Families 29:50 Understanding Pricing and Fees in Senior Living 31:27 How Arizona Senior Living Advisors Makes Community Recommendations 32:22 Pitfalls of Using Referral Agencies 36:39 Navigating Complex Family Dynamics 39:04 How Arizona Senior Living Advisors Qualifies Communities 41:14 How Senior Living Providers can Improve Transparency 44:08 Future Plans for Arizona Senior Living Advisors

    48 min

  8. 11/27/2024

    #36 Mastering Senior Living Sales: Strategies for Census Growth and Family Engagement with Luke Fannon

    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

    1h 2m
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About

"From Leads to Leases," hosted by Jerry Vinci of CCR Growth, dives into senior living marketing, sales, and growth strategies. It targets industry professionals looking to boost occupancy, explore successful marketing channels, and innovate in a competitive market. This podcast offers insights, discusses industry challenges, and shares success stories, aiming to empower senior living leaders with actionable strategies for growth. Join us for transformative conversations designed to elevate the senior living community experience.

Information

  • Creator
    Jerry Vinci
  • Years Active
    2024 - 2025
  • Episodes
    43
  • Rating
    Clean
  • Copyright
    © Jerry Vinci
  • Show Website
    From Leads to Leases

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