Category: Fresh Perspectives

Earlier this week, my entire world was disrupted. I flew to Pittsburgh for the Facing Disruption, Forging Direction conference, hosted by the Presbyterian Association of Homes and Services for the Aging (PAHSA). I participated in discussions about the major disruptors facing our field and came away viewing disruption as a positive force to be embraced. As I look back on the event, I can identify five major disruptions — and new directions that can transform them into opportunities. I wanted to share them with all of you who may not have been able to attend the conference. 

1. Disruption: tighter margins, leaner budgets
Many communities and systems are considering strategies to combat the changing needs of the mature market and increasing competition. This is evident in how communities are repositioning, contract types are changing and affiliations are continuing to develop.

Direction: Collaboration can boost financial strength. At the conference, Presbyterian Senior Living and Westminster Communities of Florida announced their intention to affiliate. Together, they will be the fifth-largest senior living organization in the country.

2. Disruption: a rapidly growing middle market
Forty-five percent of Boomers have no savings toward retirement, which means that most will not be able to afford the typical senior living community.*

 Direction: HumanGood is taking what it’s learned through its affordable housing communities to provide an innovative service to the middle market. We learned about how the brand developed Plaza Roberto Maestas in Seattle, incorporating street art that reflects the local neighborhood; a day care center for neighborhood children; local retail on the first level; and a plaza in the center of the complex that draws a variety of food trucks each day, attracting visitors from the greater community.

3. Disruption: a skyrocketing incidence of dementia
Caregivers already provide 18.5 billion hours of care per year at a cost of $234 billion, and the number of people with Alzheimer’s will more than double by 2050.**

Direction: Presbyterian SeniorCare in the Pittsburgh market has launched its Dementia360 program, which in the words of the organization “pioneers partnerships and collaborations.” The organization has developed a Dementia Care Center of Excellence, with educational programs, residential services, research and population health initiatives. This, along with its comprehensive care management expertise, provided the resources necessary to launch Dementia360, which is a series of tools to support both the caregiver and the person living with dementia.

4. Disruption: a dearth of qualified staff in senior living
The number of 16–24-year-olds in the workforce is expected to decline by 2.8 million between 2014 and 2024, which means that senior living communities could face major labor shortages.***

Direction: Presbyterian SeniorCare and Redstone, both of Pittsburgh,  shared two different models to bring youth in through education, volunteerism and internships. These types of programs introduce high school students to the benefits of a career in senior living, expanding the potential workforce at a grassroots level.

5. Disruption: unique partnerships providing exponential value

Direction: Twin Cities-based Presbyterian Homes & Services is pioneering relationships with payers and primary care/navigation to create a unique model to contain costs and — more importantly — provide the best-quality care to its residents.

I genuinely enjoyed my time at the conference and salute the leaders who came together to openly share their solutions for a common cause. And every day, every session was guided by this passage from Scripture:

“For surely I know the plans I have for you,” says the Lord, “plans for your welfare and not for harm, to give you a future with hope.” – Jeremiah 29:11

I encourage everyone to address disruption head on by taking new directions that will move our field forward.

 

*Insured Retirement Institute
**Alzheimer’s Foundation
***Argentum Senior Living Workforce Trends 2018

The first session of LeadingAge PA’s 2019 Fellows in Leadership program was a huge success. I caught up with coach Diane Burfeindt, vice president of population health and housing at Presbyterian Senior Living, and participant Brian Mailliard, chief financial officer of St. Paul’s, to talk about the kickoff of the year-long program, hosted at SpiriTrust Lutheran’s The Village at Sprenkle Drive in York, Pennsylvania. “The other coaches and I were just amazed at how quickly the group came together — there was a really good energy,” said Diane. Brian agreed. The program was “even better than I anticipated it would be,” he said. Diane and Brian provided some top-level takeaways about what they’ve learned so far:

1. Leaders aren’t born; they’re taught. One surprising course insight debunked the myth of a natural leader. “We learned that anyone has the ability to be a leader, but not everybody is taught to be a leader,” Brian said.

2. The right decision may not always be the popular one. One of the challenges Brian has shared with the group is the realization that making necessary decisions for the health of the organization, may not be viewed as positive by everyone. “I want to be the likable person, and sometimes decisions need to be made that aren’t popular,” he said. Advice from the group: It’s okay if people disagree with you. And you’re not alone — most leaders deal with this issue.

3. It’s essential to see trends in action. The group toured the new assisted living neighborhood at The Village at Sprenkle Drive and heard about trends from Steven Jeffrey, chief strategy and innovation officer at Garden Spot Village, home of a five-apartment co-housing residence, just one of their innovations in senior living.

4. Titles don’t matter. The people in Diane’s small learning group work in a variety of areas, from finance to personal care to operations and strategic initiatives. “I think you can tell we didn’t talk about titles,” Diane said. “Regardless of experience or level or age, we learned a lot from each individual. It’s the diversity of thought and perspective in the learning circle that makes it so valuable.”

5. Other leaders face the same challenges you do. “It was reassuring to learn that the issues I’m dealing with on a daily basis aren’t limited to myself or my community,” said Brian. “Other people are going through the same things I am.”

6. Leading takes even more work than you’d imagine. Of course, leaders put a lot of effort into their jobs, but it’s essential to carve out time to focus on leadership development. “When I left the first session, what I was thinking to myself is how much study, time and thought people put into being a leader,” Brian said. “It’s something that you work at.”

Both Diane and Brian are looking forward to reuniting with their small group. “I’ve always found Fellows in Leadership to be a very personal journey,” said Diane. Brian seconded this sentiment. “I never slowed down before to think this way or contemplate leading in this way,” he said, “but I’m very glad to get the opportunity.”

Between sessions, the participants will be meeting virtually, getting advice on issues that arise at their communities and working on individual learning projects. “It’s always interesting to see how the group evolves through the year,” said Diane. Stay tuned for the highlights of the next session of 2019 Fellows in Leadership, taking place in Mechanicsburg, Pennsylvania, May 15–18.

Today, Arielle Shapiro, the owner, operator and lead art consultant at Silver Cat Design, a corporate art consultation and interior décor company in Denver, CO, shares her insights into the importance of art in senior living design.

Rob: What is an art consultant?

Arielle: An art consultant is an art-minded professional who assists in the vision for art selection and other art-related projects. My branch of art consultation is primarily focused on senior living and corporate art selection — I advise where art should be hung, choose the artwork, have it framed and oversee the final installation. I purchase artwork from showrooms and online sources, as well as independent artists. I am a fine artist myself, so sometimes I choose to create a piece for a project.

Rob: Why is art important to a senior living community?

Arielle: Art is an enormously enriching and important element in day-to-day community life, especially when it comes to an environment like senior living. These communities are most often seniors’ forever homes, where the residents spend all of their time. Having a thoughtfully chosen, inspiring collection of art will vastly improve their lives. Art inspires personal connections, sparks conversation, stimulates memory recall and brings overall joy and beauty into communities, benefiting both residents and team members.

Rob: What are some of the design trends you are seeing in senior living communities?

Arielle: Paisley, checkers and “Grandma’s house” decor is a thing of the past. Current-day senior living design is incredibly modern, chic and unique, comparable to a luxury hotel. Interior design for these communities is forward-thinking, revolves around community focal points like the dining and lounge areas and caters to Baby Boomers — those who were on the forefront of technology, abstract art, cultural dining and aging independently without the assistance of younger generations. New senior living is sculpted to fit these active seniors’ lifestyles in many facets, from exercise rooms to hobby shops to pubs with beers on tap. Senior living is shifting as far away from the old “retirement home” aesthetic as possible.

Rob: Do you have any research you can share about the benefits of art for older adults?

Arielle: Absolutely! Evidence-based design proves that art and color play an integral role in brain function, especially for the very young (infants) and elderly, like those who experience cognitive slowdowns or issues like Alzheimer’s disease.

Rob: How can art impact memory-impaired residents?

Arielle: Color theory and evidence-based design prove that certain patterns, colors and images can stimulate a plethora of positive thoughts, emotions and sometimes memories. Cool colors, like soft blues, greens and earth tones, can help a memory-impaired resident to feel calm, while soft pinks and oranges can stimulate happy or energized feelings. An image of a 1955 Jaguar car, for example, could help a resident recall a memory of once seeing that car in his or her neighbor’s driveway. An image of a poppy field in spring may bring a resident a sensation of serenity or joy. Selecting artwork for memory care is a very involved, special and fragile practice that requires an extraordinary level of care and consideration.

Rob: Can you give me a few examples of the types of senior living projects you have worked on recently?

Arielle: My most recent project is a luxury senior living community located in the Tech Center area of Denver, Colorado, called The Carillon at Belleview Station. I selected and placed over 350 pieces of art for this community. Village at Belmar in Lakewood, Colorado, is a project I will be forever proud of: one of my first large communities, where I placed art and accessories and furnished several model units. I also recently installed four incredibly chic model units at Pine Grove Crossing, a senior living community based in Parker, Colorado.

Rob: How can our readers find out more about Silver Cat Design?

Arielle:  I would encourage them to visit the Silver Cat Design website or engage with me on LinkedIn.

 

 

LeadingAge PA’s Fellows in Leadership program is a one-year, four-session program that focuses on effective leadership practices. Participants will gain the skills and confidence to enact true change to impact their real-life challenges.

At Varsity, we’ll be following coaches and participants as they make their way through the program. I kicked things off by talking to Diane Burfeindt, Vice President of Population Health and Housing at Presbyterian Senior Living, who is starting her third year as a Fellows in Leadership coach.

Derek: Thank you for talking to us. What motivated you to become a coach?
Diane: I was a 2012 graduate of the Larry Minnix Leadership Academy at LeadingAge and that was a life-changing experience — both personally and professionally. As LeadingAge PA started to evolve its program, I wanted to bring that experience to more people.

Derek: What kinds of experiences will the group share?
Diane: Sessions are each two or three days in different parts of the state. The participants will interact with experienced leaders from the aging services community and develop a network of colleagues. During each session, we tour a host community that’s part of LeadingAge PA. It’s really nice to get out and do that because a lot of people have not seen communities other than their own.

Derek: How is this program different from traditional leadership training?
Diane: It makes the experience personal to you. You’re not just sitting in a classroom and learning; you’re talking with others. A lot of us don’t get a chance to sit back and reflect on our challenges, to talk with people about how we might apply lessons to leadership issues we’re experiencing. It’s an incredibly valuable experience.

Derek: Who will facilitate the program:
Diane: MHS Consulting in conjunction with LeadingAge PA staff, are facilitating the program, and have included learning from leaders within our field that can offer very hands-on, personal insights.

Derek: What role do coaches like yourself play?
Diane: We will each have a small team of five or six, and we will stay with that team the whole year — helping connect what the Fellows are learning in the program with their actual work and leadership

Derek: Are participants from all areas and levels of leadership?
Diane: Absolutely: new leaders, seasoned leaders, middle-level leaders. Just in our last class, there were people from accounting, dietary, administration, activities, housing, nursing, home care — you name it.

Derek: How has the program strengthened your own leadership skills?
Diane: There’s so much I learned during the program and afterwards. I turned the corner on my leadership skills. Utilizing the alumni network since I graduated has been a total game-changer. The position I’m in now is a direct result of going through the program.

Derek: Why did it make such a difference?
Diane: Before the program, I thought that I needed to have everything figured out, that my job was to have a plan and implement it through leadership. I have since learned how many opportunities come my way when I know what I want to accomplish but leave the path open as to how I accomplish it. I allow more people in and follow up on opportunities that come to me. That is exponentially better than having it all figured out beforehand.

Derek: Does this program actually teach people to lead?
Diane: It doesn’t teach you how to lead step by step; it is more about learning what it means to be a leader. You might have had blinders on in the past as to what you thought was leadership and how you were leading. You realize that everyone is going through the struggle of finding the best way to lead — it’s a very personal time.

Derek: Does Fellows in Leadership confirm peoples’ desire to work in the senior living field?
Diane: Without a doubt! I’ve had so many people say that this program really reaffirmed their commitment to senior living — a lot of that is because they got the opportunity to meet with other people in the field and feel connected to them.

The first session of Fellows in Leadership will kick off on March 26. We’ll be following the program’s progress on the Varsity blog.

 

 

 

 

 

Eaton Senior Communities is home to 164 residents and, occasionally, a breakthrough, socially assistive robot called Ryan — created at the University of Denver — which could soon be available to the general public. In a series of posts, I’m talking to people involved in this fascinating project and getting their perspectives on how this lifelike “companionbot” is helping older adults who are living with depression and dementia.

Today, I’m speaking with Sarah Schoeder, wellness director at Eaton Senior Communities, who is a liaison between the residents and the team of scientists developing Ryan. Sarah has been serving the geriatric community for 38 years, including 20 years as an LPN in a skilled nursing facility.

 

Wayne: Sarah, what was it like trying to get residents to participate in the robot pilot studies?

Sarah: I would visit them and drop this idea in their lap, and they’d look at me like I was crazy. I’ve approached a lot of residents whom I didn’t expect to get involved — some of them in their 90s. To see them go from giving me a look like, “You’re kidding me” to becoming excited, looking forward to the sessions and wanting to be involved in the next set of trials, it’s been amazing.

 

Wayne: Did the residents have input about the changes in the robot?

Sarah: Yes, residents would give feedback about what they’d like the robot to look like and sound like — what they’d like it to say. Then, the team would make changes.

 

Wayne: How has the robot changed over time?

Sarah: Ryan’s facial features appear more natural, and the improvement in the movement of her head has given her a “softer touch.” Her smile is beautiful, and she makes me want to smile back!

 

Wayne: Were you concerned that residents might not want to finish the project?

Sarah: Yes, but all residents in both trials of 2018 completed all sessions, which spoke highly of the project goals. Some residents were hesitant and perhaps a little fearful, but after spending time with Ryan, their attitudes completely changed. Ryan has touched the lives of Eaton residents by providing unconditional companionship and interest in their lives. The improvement in mood and cognition was apparent as residents were exposed to educational opportunities and stimulating interactions.

 

Wayne: Does Ryan have a sense of humor?

Sarah: Yes! I’ll give you an example. One resident who was hosting Ryan in her room was walking down the hall, and she said to me, “Can you believe what that crazy thing just said to me?” She went on to say that she and Ryan were talking about how the Denver Broncos were competing against the Patriots in the Super Bowl, and Ryan announced that she was a Patriots fan — in the heart of Bronco country!

 

Wayne: How will this new technology help people age in place?

Sarah: One of the biggest reasons people move into assisted living is that they can’t manage their medicines. If Ryan reminds me to take my medicine, that might be the defining moment that keeps me home.

 

Wayne: How has this experience changed your views on robotics?

Sarah: If someone told me five years ago that I’d be sitting here telling you robots could be valued members of a health care team — that I’d be endorsing them as part of the health care model — I would not have believed it, but I’ve learned that the robot is not replacing me as a nurse and caregiver. It’s just empowering me to be more successful in senior living.

 

Sarah will share stories about resident interactions with Ryan in next week’s blog. 

Eaton Senior Communities is home to 164 residents and, occasionally, a socially assistive robot called Ryan, now being developed at the University of Denver. In a series of posts, I’m talking to people involved in this fascinating project and getting their perspectives on how this lifelike “companionbot” may transform the lives of seniors living with depression and dementia.

Today, I’m talking to Diana Delgado, executive vice president and chief operating officer of Eaton Senior Communities.

 

Wayne: How did the robot pilot study come about?

Diana: Back in 2014, we received an inquiry through our Contact Us page. It came from the assistant of Mohammad Mahoor, PhD, a professor of electrical and computer engineering at the University of Denver, reaching out to senior housing communities to see if any would be interested in a pilot project for companion robots for the elderly. We were the only senior living community that responded to his request, and in the beginning, Eaton was the sole pilot project site.

 

Wayne: Why do you think you were the only community to respond?

Diana: I know that, at most communities, we all get bombarded with spam emails. You tend to just hit the delete button. Our community is good at reading emails, and we thought, “Should we at least explore it a little?” When we heard more about it, we thought it was a very innovative idea and that our residents would be interested in it — and they are!

 

Wayne: What surprised you about the residents’ reaction to the project?

Diana: We didn’t expect people to bond with the robot, but they did. Our residents were not only excited to be part of creating this whole project, but they expressed that they missed the robot when it was removed. That just goes to show how open-minded people of any age can be when embracing new technology.

 

Wayne: Was Ryan the same for each resident?

Diane: No. What was nice is that the team customized the robot to the resident. Family pictures and favorite movies were uploaded that they could watch on a screen on the robot’s torso. One resident liked cooking shows, so they were included in her case. Ryan could give reminders to take medications, play games, make conversation; she was truly a companion. The residents could also name the robot whatever they wanted, and it was unisex, so they could make it a male or a female. One man named it after his wife, Annie. Another woman named hers “Isabelle.” One woman wanted it to be a man, whom she called “Jasper,” because she said women were too hard to live with. Each of them got to add little personal touches, like a scarf or a hat. They felt like the robot was a friend.

 

Wayne: How does Ryan help people with memory issues?

Diana: If residents have short-term memory issues and forget that they’ve said something, Ryan can remind them that they’ve already said that — it’s a way to propel the conversation forward so they don’t get fixated on that one question.

 

Wayne: How can Ryan help caregivers?

Diana: Ryan can give caregivers time to take care of their own needs. We’ve had one instance with a sister of a resident who felt that she could take an extra hour to do her errands and not feel so guilty because she’s seen the positive impact that Ryan has been making in her brother’s life.

 

Wayne: From your perspective, what was the value in having the robots at Eaton?

Diana: The team listened to what residents had to say and improved robot interactions based on that. Residents gave input about some of the facial expressions, the hair, the voice. They see real value in being heard and being listened to — they love that they’re contributing to the future of robotics.

 

Wayne: What qualities does a community need in order to take part in projects

like these?

Diana: It has to be able to embrace some innovative ideas. I guess I would say I attribute our participation to a culture of curiosity.

Stay tuned for more posts about Ryan, the companionbot. 

 

 

Now that the holidays are over, my resolution to spend less money on gifts next year is in full swing. It’s not surprising that a recent survey tells us that shoppers spent more than $850 million — a 5.1 percent increase in holiday spending from 2017. One of the most-talked-about best sellers was the smart speaker: For the third straight year, Amazon’s best-selling product was the affordable Echo Dot. Interestingly, several commercials depicted Boomer and senior parents using smart speakers to connect with their children and grandchildren — like this spot about a grandmother connecting with her family, and this one, featuring a daughter interacting with her dad as she cooks.

When it came time to buy my Boomer mom a gift, I fell for the marketing hype myself. I know Mom loves listening to music in the kitchen, and seeing her old-school boom box made me think it was time for an upgrade. I got her the Amazon Echo Dot, influenced by the commercials that made using it seem so easy. Although my mother is quite averse to technology, I had a hunch she’d be comfortable with the Dot. I was right. Once I got her set up with it, she loved it. “It’s so easy to use — you just talk to it!” Mom said.

I caught up with Mom again after the holidays to see if her experience was still going well and asked her how she was using the gift. “Right now, just for music,” she said. (Mom likes to listen to country songs while she’s cooking.) “But sometimes I ask Alexa what the weather is.”

“What do you like best about the Dot?” I asked. “The ease of using it,” my mom said. “It’s hands-free. I can change volume, change music, easily. I don’t have to yell. I just talk, and she listens.”

One of my co-workers’ parents also got a smart speaker system for Christmas. Her report? Her parents like having it play music but don’t see it playing a large role in their lives. “My dad may ask about the weather, but he still goes into the kitchen to watch the weather on TV,” my co-worker said. “He’s not going to say ‘turn on the lights.’ He’s going to flip a switch.”

My mom is a little more adventurous. Although she’s sticking to music and weather for now, she said that she’s interested in using the Echo Dot for other home tasks as well. “If I had the hook up, I would use it to work lighting for more efficiency,” she told me. “I’d also like to use it to put the garage door up and down.”

I’m glad that my mom’s getting comfortable with voice assistance now — in case she needs more help later to make her life easier and safer, whether that means turning on lights in the middle of the night or saying, “Call 911” to summon help in an emergency.

According to this recent survey of industry leaders, the trend to voice will move forward faster than we can imagine. If, in turn, that can give older adults more of a voice in their lives, I think that’s a good thing.

 

 

 

As we head into 2019, we look back on an exciting year for the Varsity blog! Here’s a countdown of our most popular posts for 2018. It’s a potpourri of topics, from serious to humorous to touching. One common thread: innovative ways of helping people age well, from a world-renowned village for people experiencing dementia to LEGOs.

5. Older Adults Experiencing Homelessness Inspired by an experience our president Wayne Langley had passing an underpass in Los Angeles, this three-part series provides insights into how older individuals experiencing homelessness are treated. Read the first installment here.

4. Difficulties in Diagnosing Parkinson’s Disease  In this guest post, Rebecca Evans of geriatric nursing.org discusses the second most common age-related disease after Alzheimer’s, including the lack of a precise screening test and why early diagnosis is so important. Read it here.

3. Remembering Sal J. Molite, Jr.  Derek Dunham, vice president of client services at Varsity, pays his respects to Sal J. Molite, Jr., former president of Edenwald Communities in Towson, Maryland, who sadly passed away in January 2018. He was a true friend and colleague, who had a passion and dedication for the aging services. Read the post.

2. American Hogeweyk — an Interview with UMC’s Larry Carlson Varsity spoke with Larry Carlson, President and CEO of United Methodist Communities, on his fascinating experience visiting Hogeweyk, the world-famous memory support community in The Netherlands. Read the post.

1. Playing with LEGOs Could Help Older Adults Our most-read post of the year came from Robinson Smith, Varsity creative director and lover of all toys and games. Rob discusses Adult Fans of Legos (AFOLS), many of whom are older adults who use Legos to engage in a creative exercise for the mind. Read the post.

That’s our countdown of top posts for 2018! Stay tuned for more fresh perspectives in 2019, and please contact us  if there’s a topic or issue you’d like us to cover.

 

Once in awhile at Varsity, we view current entertainment through the filter of aging services marketing. This past weekend, I binged out on “The Kominsky Method,” a trending Netflix series starring Michael Douglas as Sandy Kominsky, a former Hollywood A-lister turned acting coach, and Alan Arkin as Sandy’s longtime agent and best friend Norman Newlander. Produced by sitcom sultan Chuck Lorre (“Two and a Half Men”), the show also features a star-studded cast, including regulars Danny DeVito, Nancy Travis and Lisa Edelstein, with guest appearances by Jay Leno, Ann-Margret and Patti Labelle.

The eight episodes I watched dealt with death, drug addiction, ageism and cancer and still managed to be laugh-out-loud funny — at least I thought so.

One reviewer wasn’t so enamored of the show. He thought the jokes were tired and that there was too much focus on peeing habits. Sandy’s need for frequent urination, including watering the hedge in his date’s yard, dominates more than one episode.

The reviewer makes a valid point, although for me, the humor somehow works. The portrait of Michael Douglas’ character with an enlarged prostate is a refreshing contrast to the usual list of invincible aging male stars jumping from planes in action movies.

One mystery the show did clear up for me is why some men I know frequently pee in hedges and bushes, as well as behind large trucks in parking lots. I always thought it was a macho need to “mark your territory,” but it turns out that it’s just a male health condition that worsens with age.

During the hedge scene, I picked up the phone and called my Uncle Tony (who has been dealing with a slow-growing prostate cancer) and asked him to tune in and give his opinion. He binged through all eight episodes. My uncle’s favorite part? Sandy and his lack of steady flow had him laughing out loud.

Beyond the humor, Uncle Tony explained, it was great to see an important subject being given prominent attention. In a lighthearted way, the show drives home the point that even famous people aren’t immune to this health issue, which impacts 50 percent of men over 50 and 90 percent of men over 80 and can be associated with prostate cancer. Every time the great Sandy Kominsky makes another trip to the bathroom, it underscores the need for diagnosis and treatment of prostate conditions. Sandy’s reluctant visit to his urologist is funny, of course (imagine a white-coated Danny DeVito wielding the power of a rubber glove), but a more serious message clearly comes through: If you’re having symptoms, get checked.

Other serious themes are also cloaked in humor, including the ever-prevalent issue of ageism. One example: Norman’s assistant comments that it’s great for him to be back at his job running a talent agency after his wife’s death, comparing him to her grandpa, who keeps his mind active by doing the daily crossword.

In spite of the stereotypical perceptions of those around them, the older characters forge ahead as contributing, working members of society — even if they’re sometimes reduced from their former glory. (For instance, Elliott Gould, in a hilarious guest turn as an erstwhile movie icon, accepts a cheesy commercial hawking reverse mortgages.)

Whether you find the humor funny or not, “The Kominsky Method” definitely takes on some important issues. Is a season two renewal in its future? Stay tuned! In the meantime, you can learn more about prostate cancer detection and treatment by visiting the Prostate Cancer Foundation.

If you were to ask any senior living sales and marketing professional who their greatest competition is, you’ll probably get one answer pretty consistently – “their own home.”

Even from the surface level, it makes perfect sense. If a person is comfortable in the home that they are already living in, and perhaps own, why would they undertake a major move to a retirement community? Usually, the impetus for a move often isn’t a choice, but rather a need, such as health concerns, inability to keep up with regular maintenance, or rising taxes. When these “pain points” become too much to bear, a person may start to look at other options.

There is, however, a new trend surfacing in the aging services space that purports to help people in these situations. Savvy marketers are pivoting their products and services to appeal to individuals who would much rather stay at home than make the move. If these products and services can keep you in your own home longer, at a fraction of the cost, why wouldn’t you consider them? This tactic has become the new marketing sweet spot for a very specific subset of companies – home bathroom remodelers.

One of the biggest hurdles people face as they age is maintaining their lifestyle in a space built for a younger person. Where once the bathtub ridge was easily negotiable, now it is a tripping hazard. In your 30’s, you don’t care if a shower has a seat or a grab bar, but when you are in your 80’s, these are important additions. Also, as human beings, when we are feeling unwell, we gravitate to two rooms in particular – the bedroom and the bathroom. Bedrooms can be pretty easy to rearrange and refurnish since they are just an empty box with a closet until furniture is brought in. But, a bathroom is a different story.

A recent survey of 1,100 homeowners aged 55 and older found that more than half are in the midst of or are considering a bathroom remodeling project. Let that sink in for a minute. More than half of the key demographic for senior living marketers are taking steps to stay in their current home longer, rather than to look at other housing options. The average bathroom remodel costs around $7,000. Even without specific data, we can take an educated guess that someone who spends a significant amount of money in remodeling their home, with accessibility in mind, is far less likely to consider making a big move to a senior living campus.

Accessibility is the true goal in a majority of these remodels. Nearly half of those doing bathroom remodels (47%) are changing their bathroom layout entirely, and a third of all remodels results in the removal of the bathtub. 84% of remodels result in substantially upgraded features, such as showers and vanities. Oh, and these aren’t DIY renovations; 83% of people hire a professional contractor for their projects (although this number does appear to be shrinking.)

While all of these facts and figures are useful, what does it really mean to senior living marketing professionals? Of course, the home a person is already in remains our biggest competition. But, now is the time to start thinking outside of the box on your marketing messages. “Why spend thousands remodeling your bathroom when you can move into a brand new home today?” Targeting ads to Boomers who are considering renovations could be an interesting tactic that few people are considering. In this way, digital marketing could be especially fruitful, because you could present ads to people who are of the right age and who are looking for remodels. This might be your chance to change their mind and entice them to your community!

As you look towards 2019, and even beyond that, how are you going to adapt your marketing message to appeal to these kinds of Boomers? Those that figure it out will certainly end up winning in our space – and forging what senior living is going to look like for the next several decades.

 

Source

https://www.supplyht.com/articles/101739-baby-boomers-anticipate-aging-in-place-needs-in-bathroom-renovations