Episode 9 - Guest Speaker Henry Lumby, CCO of Auriens

In this episode of Boosting Your Occupancy with guest speaker Henry Lumby, Chief Commercial Officer at Auriens we cover: · Auriens: An overview of Auriens and perspectives on the evolution of both the business and the wider sector, particularly the shift towards integrating care. Also some insights about the future of Auriens. · Prospect-centred selling: How this approach differs fundamentally from traditional residential selling that focuses primarily on features and benefits. · Customer insight and psychology: The importance of understanding why people move, how they make decisions, and the emotional drivers behind later-life transitions. · The value of home visits: Gaining deeper insight into real needs, challenges, and family dynamics, and better understanding the circumstances of loved ones. · Creative follow-ups: Why thoughtful follow-up and planned calls materially improve engagement and outcomes. · Events programmes: Designing prospect-focused events as an effective tool for lead generation and long-term nurturing. · Community outreach: Building awareness, trust, advocacy, and waiting lists through consistent local involvement. · International lessons: Insights that can be applied to the UK retirement living sector to encouraging earlier moves which covers integrating care provision, growing demand for rental tenure, leveraging community ambassadors, and offering more affordable options to expand the addressable market. · Raising awareness and fundraising for Motor Neurone Disease and Henry’s inspirational brother, Hugh.