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Life Care Services Credits Sales Revamp For Recent Occupancy Gains

Life Care Services is seeing better occupancy and increased move-ins after refocusing its sales culture last year.

The management arm of Des Moines, Iowa-based LCS reported a 23% same-store occupancy bump for its rental communities, compared to this time last year. Life Care Services also said that move-ins for those communities were up 13% from the first quarter of this year.

A representative for the company didn’t immediately have the portfolio’s overall occupancy rate on hand when asked by Senior Housing News Tuesday.

Additionally, 65% of Life Care Services’ life plan communities reported a better occupancy rate than the listed NIC average for their metro areas, and 71% of the provider’s life plan communities are over 90% sold.

That’s all attributable to a recent retooling of its proprietary sales philosophy, SalesFIRST, according to Allison Pendroy, senior vice president and senior director of life plan communities for Life Care Services.

“We’ve made an investment of time, focus, and resources in revamping our sales philosophy and culture,” Pendroy told Senior Housing News. “We’re to this point where we can start to put some quantitative data behind the new focus, and it is validating that we’re moving the needle.”

Read the full article on Senior Housing News.