Presentation by Steve Moran6-27-16

6 Strategies for a Culture of Full

6 Strategies for a Culture of Full

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In The Dog House

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6 Strategies for a Culture of Full

6 Strategies for a Culture of Full

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Is 95%+ Possible?

6 Strategies for a Culture of Full

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Occupancy Factors

• The effectiveness of your sales organization• The quality of your culture• The price of your product

NOT: THE GENERAL MARKET CONDITIONS

6 Strategies for a Culture of Full

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Two Realities

• No one wants what we are selling

• Somewhere between 1/3 and 3/4 of the people you are working with right now, today would like to quit.

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6 Strategies for a Culture of Full

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#1 Getting and Stay Full Has To Be

The Most Important Thing

• Binary decision • Strategic not desperate • You can’t cut costs to profitability

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#2Create Love

• Most team members want to do a good job

• Most want to be a part of a great team

• Most rules are written for the exception not the norm

• Messy lives• Everyone deserves 5 minutes

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Glassdoor Ranking ReviewsBrookdale 2.7 1343Five Star 2.7 156Capital Senior Living 2.4 53Lifecare Services 3.2 26Evangelical Lutheran 3.1 108Aegis Senior Living 4.4 351

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#3When Things Are Bad – Own It

• Things go wrong• Teachable moments• If blame must be laid, it is

pretty much all your fault• Even if it is not your

problem own it

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#4Be Transparent

• When times are tough• When times are great• Challenges are

opportunities• “I don’t know”

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#5Celebrate Victories

• Victories come in all shapes and sizes

• Needs to be done every day• Peer to peer• Ideas: Residents, families,

team members• Peer to peer

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#6Do Big Projects Together

• Common goals connect disconnected people• The focus is on the external• Resident and team driven• Service projects• Drama• Videos

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Bonus(For Corporate Wonks)

1. Hire and promote leaders who have natural leadership talent

2. Get rid of jerks – No matter how smart, talented or competent they are

3. Let your leaders lead4. Spend 95% of your time on your leaders

strengths.

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The List

1. Getting and Stay Full Has To Be The Most Important Thing

2. Create Love 3. When Things Are Bad – Own It4. Be Transparent5. Celebrate Victories6. Do Big Projects Together

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6 Strategies for a Culture of Full

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6 Strategies for a Culture of Full

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6 Strategies for a Culture of Full

Thank You

smoran@seniorhousingforum.netwww.seniorhousingforum.net