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Hard work, collaboration, creativity and partnership…all describe what’s behind the tremendous success at Concordia Life Care Community on the western edge of Oklahoma City. Following a sales and marketing assessment in April 2016, Solutions Advisors was retained to provide on-site sales consultation for this faith-based life plan community, with a focus on increasing qualified lead generation through strategic marketing efforts as well as on sales coaching to increase tours and ultimately increase move-ins.  With occupancy stalled at 84%, Concordia was faced with a low number of inquiries, sluggish sales and move-outs exceeding move-ins.  Fortunately, both leadership and the sales team were open to new ideas and eager to initiate a true sales culture to take them from ordinary to extraordinary.  Armed with new selling tools and techniques, the sales team showed improvements in nearly all key performance indicators:

• Initial Inquiries – from 18 to 27 per month
• Initial Tours –  from 7 to 15 per month
• Inquiries to Tours – from 38% to 55%
• Inquiries to Move-Ins – from 6% to 8%

Most impressively, time in the selling zone as measured by the Sherpa CRM, soared from 20% to 45%, a clear indication of the team’s new enthusiasm and dedication to sales.  As of July, occupancy was at 95.8% with the remaining vacancies expected to full by year-end.

“Solutions Advisors has been an amazing partner for Concordia as we have seen tremendous results since our relationship with them began.  They came in at a time when we had multiple vacancies in our Independent Living and as we began to implement their recommendations for new strategies, our sales began to increase.  Over the past year, our sales have been over double what they were the 2 years prior to working with Solutions Advisors.  We are very pleased with this partnership and look forward to continued sales success.”
Danny Eischen, Executive Director, Concordia Life Care Community