Denville, New Jersey
Located in Denville, New Jersey, Franciscan Oaks is a continuing care retirement community consisting of 285 independent living, 32 assisted living and 80 skilled nursing apartments. Solutions Advisors was retained in March 2014 to help boost the community’s declining occupancy which had slumped to a low of 76%. Moreover, the community was averaging only 2 move-ins per month and fewer than 3 deposits per month. Previously, Solutions Advisors had conducted a sales and marketing audit which uncovered weaknesses in the sales process and recommended a more disciplined and thoughtful approach to sales through ongoing training and coaching. Solutions Advisors and its creative partner Retiring by Design created a strategic marketing plan which more precisely targeted a value-driven senior seeking casual retirement living with the security of future health care.
In addition to providing sales and marketing management, Solutions Advisors placed one of its own consultants as a full time sales manager, bringing a day to day presence and consistency to the sales process. Results were a dramatic increase in both deposits and move-ins, with move-ins increasing from 26 in FY 2014 to 19 through the first quarter of FY 2015. Franciscan Oaks had previously averaged 2.75 sales per month and through the first six months of Solutions Advisors’ engagement they have averaged over 5 sales per month. This success is even more notable as the community is facing a pending sale which has the potential to raise prospect objections. Today, interest in the community remains strong and there is a powerful sense of loyalty and pride among both residents and staff.