Imagine this: instead of expecting families to come to us for a perfectly orchestrated tour, we meet them where they’re most comfortable — in their own homes.

Home care pros have this figured out: Step into the family’s world, understand their dynamics, and have an honest conversation over a cup of coffee at their kitchen table. It’s not about being flashy or “selling” right away; it’s about building trust and rapport, and taking in the subtle details about their needs. 

Meanwhile, senior living companies are stuck in the old-school mindset: “The best experience is here, so come to us!” However, for many families, the stress of arranging and attending a tour can outweigh the benefits of seeing your community’s sparkling dining room.

By visiting a family’s home, you learn firsthand about their needs and desires:

• The fur-baby, Sparky. If he can’t move into the community, it’s a dealbreaker

• Mom’s favorite recliner? It’s more than furniture; it’s her throne. Will it fit in one of your units?

• The hallway clutter? It tells you this family needs more than physical support.

Families feel more comfortable in their homes, and are often more open to discussing concerns and preferences without the anxiety of being “on stage” at a community tour.

But here’s the kicker: a pre-tour home visit dramatically increases tour-to-conversion rates. Why? Because when families finally come to see your community, they’re already sold on the idea. You’ve addressed the anxieties upfront, and the visit becomes confirmation, not exploration.

So let’s start meeting families where they’re at. Who knows? You might even get a glimpse of their favorite casserole recipe — a win-win for everyone!

Senior living teams, it’s time to shake off the dust of tradition. Let’s trade in our tour-only mindset for a more human approach. Let’s meet families where they are — literally.