A Story of Hope: When Reputation Doesn’t Translate Into Presales Success

What happens when a 65-year-old senior living community with an outstanding reputation launches a major expansion — and sales stall? In this webinar, Erica Thrashol (CEO, Horizon House), Amy Brody (SVP Client Experience, Love & Company), and Rob Love (President, Love & Company) share the remarkable true story of how Horizon House in downtown Seattle turned around a stalled presales program for their 202-unit West Tower expansion — going from near-zero momentum to 14 sales in a single month. What you'll learn: ✅ Why a strong waitlist and great reputation don't automatically translate into presales success ✅ How to set realistic priority deposit targets before launching a 10% deposit campaign ✅ The branding mistakes that were hiding Horizon House's most compelling differentiators ✅ How to operationalize a sales culture across an entire organization ✅ What a "100-day plan" looks like in practice — and why it worked ✅ When and how to consider going to financing before hitting a traditional 70% presales threshold ✅ The role of print media, digital strategy, referral incentives, and event marketing in a senior living campaign Key topics covered: • Life plan community (CCRC) expansion presales strategy • Senior living sales culture and prospect experience • Lead generation for senior living communities • Priority deposit vs. 10% deposit conversion benchmarks • Market education in low-penetration markets • Brand storytelling for senior living • Referral commission structures that drive results Whether you're planning a new senior living expansion, navigating a stalled presales program, or looking to build a stronger sales culture at your community, this session offers hard-won, practical lessons from a real project with real stakes. 📩 Questions? Reach out to Love & Company at loveandcompany.com 🔔 Subscribe for more senior living marketing, sales strategy, and development insights. #SeniorLiving #LifePlanCommunity #CCRC #SeniorLivingSales #SeniorHousing #RetirementCommunity #SeniorLivingMarketing #CCRCDevelopment #SeniorLivingLeadership #HorizonHouse #LoveAndCompany