Case Study

Sales and Marketing Strategy to Increase Occupancy

For-profit CCRC | The Clare | Chicago, Illinois

This 53-story high-rise community in the heart of Chicago’s famed Gold Coast was experiencing low occupancy following a financial restructuring and new ownership. When Solutions Advisors was hired in July 2014 to drive sales and marketing strategies, occupancy was 117 of 245 apartments, or less than 50%. Solutions Advisors assisted with stabilizing the sales team with an emphasis on team selling and implemented 7-day per week coverage of the sales office. Creative messaging and strategic event planning targeting educated, affluent retirees in the surrounding Chicago neighborhoods boosted occupancy to a high of 198, or nearly 81% occupancy by the end of 2016, a net increase of 81 units. When our engagement ended at the end of December 2017, The Clare reached an overall improvement in occupancy at 96% (235 of 245 units occupied) since Solutions Advisors’ initial involvement.

Prior to Solutions Advisors’ involvement, move-ins averaged 1.7 per month and averaged 4.4 move-ins per month for 2017. Moreover, new inquiries increased from an average of 67 per month to an average of 82 per month in 2017. The Solutions Advisors creative team developed stunning marketing materials that perfectly captures the upscale yet relaxed feel of The Clare which recently underwent a $10 million-dollar internal face-lift of its lobby, dining and common areas.

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