When it comes to selling independent living and CCRCs, mom and dad are of course the most important people at the table. But their adult children play an almost equally vital role. “The family really can make or break the sale,” said Jordan Scardigno, associate executive director and director of sales for Vi at Bentley Village, an 800-resident Vi community in Naples, Fla. “If the kids agree with the move it makes it so much easier for the parents. Yet the biggest barrier we face is educating the kids. They may think they know who we are and what we do, but they typically don’t have any idea how the system works.”
