Prospects not well courted

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Many senior living operators could do a better job of attracting potential customers, a study by students at George Mason University has found. 

According to the report, mystery callers were asked: for their name only 62% of the time; for their move-in timeline only 26% of the time;  and about their ability to pay less than one-third (32%) of the time.

The findings have remained largely unchanged during the past decade, noted Andrew Carle, executive-in-residence and the program's founding director. Sales staff need better training, he stated.


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