SENIOR LIVING
+11 pts
Portfolio occupancy up 11 points across 14 communities in three quarters.
- ENGAGEMENT
- 9-month engagement
- FOOTPRINT
- Three states, 14 communities
THE SITUATION
A 14-community operator sat at 83% portfolio occupancy with two communities in the low seventies. Inquiry volume was healthy; the loss happened between the tour and the deposit, and paid aggregators owned a third of the pipeline.
WHAT WE DID
We rebuilt the inquiry-to-move-in funnel per community, gave sales counselors a follow-up cadence written for adult children, and rebalanced source mix away from aggregators toward owned search, local referral, and community events.
THE RESULT
Occupancy climbed from 83% to 94%. Tour-to-move-in doubled to 38%. Cost per move-in dropped 41% and days-to-deposit fell from 63 to 26.
WHAT CHANGED FOR THE OPERATOR
Regional directors run a weekly deposit forecast off real funnel data. The two lagging communities are now the second and fourth best in the portfolio.
“Eleven points of occupancy is not a marketing story. It is the difference between a refinance and a fire sale.”
PORTFOLIO OCCUPANCY
BEFORE
83%
AFTER
94%