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Q&A WITH THE EXECUTIVE DIRECTOR


What is the most eff ective program your community’s sales team employs?


“We have a monthly party for new residents and their friends from outside of the community. We fi nd that we have an amazing referral source—either from the friends themselves moving in, or when the friends tell someone they believe would benefi t about our community.”


Philip Potts, CDAL Executive Director III


Brookdale Cushing Park Brookdale Senior Living


Lisa Hunt, CDAL Executive Director Claremont Place Meridian Senior Living


“Discovery, discovery, discovery! When potential residents and family are visiting, the time spent discovering their stories, their interests, and their needs is critical. Within these conversations lie nuggets to build our relationship and create a transition for the whole family—one easier than they might have imagined.”


“Each month, we hold a Friends for Life event. We personally call each of our residents’ family members and invite them for an evening of food and fun, with valet parking and special entertainment. This night is always a hit! It's an opportunity for us to talk about our Friends for Life Program, which off ers our current residents a large rent credit for referrals.”


Nichole Southey, CDAL Executive Director


Brookdale North Scottsdale Brookdale Senior Living


“The best way to form relationships with prospective residents and their families is to off er something of value to them in exchange for their time. We welcome each individual, listen, learn about them, maintain a connection, and send them home with a special thank-you gift.”


Cathy Allen, CDAL Executive Director Sunfl ower Gardens Senior Lifestyle


40 SENIOR LIVING EXECUTIVE NOVEMBER/DECEMBER 2019


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