We have observed hundreds of showrounds. The good ones have a shape. The rest are tours of a building, with the lounge, the dining room and the garden in whatever order the manager walks.
Before the visit
Know who is coming and why. A ten-minute call the day before, asking about the person who needs care and what the family is worried about, changes everything about the visit. It also gives you a reason to follow up.
During the visit
- Start with a conversation, not a corridor. Sit down first.
- Show the things that answer their worries, not everything.
- Introduce the people who would actually care for their relative.
- Be honest about fees, funding and what happens if needs change.
- End with a clear next step, and agree when you will call.
After the visit
Follow up the same day. A short, warm message that answers something they asked and offers the next step. Then again in three days. Then again in a week. Most families decide within two weeks, and most homes stop following up after one message.
Our Telephone and Showround Training covers this in detail, with practice. Our Enquiry Conversion Review shows you where your own showrounds are losing families.