Let’s be honest—your sales team is busy. And when a new inquiry hits the CRM, the question everyone’s asking is the same: Is this person actually going to move in?
Not every lead is a good fit. Some are looking for communities in a different price range. Others need care you don’t offer. And some just aren’t the right fit. Chasing down these unqualified inquiries takes up valuable time and energy for you and the prospect—and makes it that much harder to hit your occupancy goals.
That’s why lead qualification is so important. If you can spot the high-intent prospects early, your team can spend more time closing and less time chasing.
Let’s walk through the top things to watch for in the qualification process—and how Further’s Predictive Move-In Score can take the heavy lifting off your plate.
There are a few common reasons why someone might not be the right fit for your community. If you’ve been in Senior Living sales for a while, these probably sound familiar:
This one’s the biggest. A lot of folks are looking for low-income housing, or asking about Medicaid or Section 8. If your community doesn’t offer those options, it’s going to be a dead end—no matter how nice the amenities are.
Some prospects are looking for memory care or skilled nursing, and you might not be licensed for that. Others may need less support and find your services more than they want. Either way, it’s a mismatch.
It might be as simple as pet policies, religious or cultural alignment, or a specific amenity. One prospect we saw moved in, then moved out again because they didn’t feel like there were enough faith-based residents around them. These things matter.
Beyond the basic qualifiers, there are a lot of signals that a prospect is engaged, educated and ready to move forward. Here are a few of the most common signs that a lead is actually serious about moving in:
| They schedule a tour after seeing pricing | This is about as strong a signal as it gets—they saw the cost and still want to visit. |
| They keep engaging after looking at pricing | Maybe they check out floor plans, browse the gallery, or click around your site. They’re doing their homework—and that’s a good thing. |
| They ask questions after seeing pricing | Maybe not quite as strong as scheduling a tour, but still a solid sign of interest. |
| They spend a lot of time on your site | More pageviews and longer sessions usually point to higher intent. |
On the flip side, here are a few red flags that a lead might not be the right fit:
| They click “Out of My Budget” and leave the site | There are rare exceptions, but in most cases, that’s a sign they’re done. |
| They ask about financial aid (Medicaid, Section 8, or government assistance) that you don't offer | If your community doesn’t offer that, it’s not a match. |
| They ask about jobs or volunteer opportunities | Probably not a lead—just someone looking for work. |
| They give fake contact info | If they’re not comfortable sharing real info, they’re probably not ready to talk. |
Whether your leads come in through Further’s chat, forms, phone or survey tools, we’ll make sure to gather the right information to help qualify your Senior Living leads.
Rather than sorting through lead after lead manually for all of this information, Further takes all of the data gathered from your leads’ journey (Did they look at pricing? How much time did they spend on the site? etc.) and gives your team a simple, clear signal: how likely is this person to move in?
Qualification is only part of the challenge. To maximize your sales teams’ results, you need to use that qualification information to drive personalized follow-up. Further connects seamlessly with all Senior Living CRMs, allowing us to route leads, augment lead data and even trigger automated SMS or email outreach.
At the end of the day, qualification isn’t just about filtering out bad leads—it’s about making sure your team is spending their time where it actually counts.
With Further, you can stop guessing who’s serious and start focusing on the leads that are most likely to move in. That means less frustration, better results, and more move-ins.
Want to see how it works? Book a demo with Further and we’ll show you how the Predictive Move-In Score helps your sales team work smarter—not harder.
