Why This Matters
In senior living sales — across Assisted Living, Memory Care, and Independent Living — industry data shows that approximately 50% of prospects move in within 25 days of touring. That means the other half remain in your pipeline significantly longer, representing a substantial opportunity that is often overlooked.
Key trends to be aware of:
- Prospects are touring earlier in their decision-making process, but moving in later
- The slowest 25% of converting leads take two or more months to convert after touring
- These "stalled" leads represent your greatest untapped opportunity
This guide will show you how to build a report that quickly surfaces:
- Leads that have been stuck in your funnel for 75 or more days
- Which lead sources are converting at the highest rates
- Where high-quality leads may be falling through the cracks
- Closed leads with re-engagement potential based on their close reason
What You Will Build
A Packaged Report that combines two powerful views:
| Report | Purpose |
| Dwell Time Report | Identifies stalled leads |
| Sales Funnel Ratio Analysis | Reveals which sources convert best and surfaces closed leads for re-engagement |
Together, these reports give your team a single, consolidated view of high-potential leads that may otherwise go unnoticed.
Step 1: Create a Dwell Time Report (75+ Days)
- Navigate to Standard Reports → Sales Funnel → Dwell Time
- Click More Filters
- Under Stages, select:
- Connection / Quality Contact (or your equivalent stage where a successful first contact is made)
- Pre-Tour (or your equivalent stage for scheduled but uncompleted tours)
- Post-Tour
- Under Advanced Filters:
- Set Days in Stage = 75+ (adjust based on your community's typical sales cycle if needed)
- Click Save → Save as New Report
- Name: Dwell Time – 75+ Days
- Enable: Sharable
Step 2: Create the Packaged Report
- Navigate to Packaged Reports → New Packaged Report
- Name the report — for example: Mining for Gold
- Enable the following settings:
- ✅ Show on Standard Reports
- ✅ Shared
- Set the Date Range:
- Recommended: Trailing 180 Days
Step 3: Add Reports to the Package
Add the following reports to your package:
1. Dwell Time – 75+ Days
Identifies leads that have been stalled in the funnel and are prime candidates for re-engagement.
2. Sales Funnel Ratio Analysis
- From Stage: Connection / Quality Contact
- To Stage: Move In
Reveals which lead sources are producing the highest conversion rates from initial contact through move-in.
What This Report Tells You
Once configured, this combined view empowers your team to:
- Identify stalled leads that have been in the pipeline for 75 or more days
- Pinpoint top-performing lead sources that consistently convert
- Evaluate closed leads for re-engagement based on their close reason and original source
- Cross-reference insights to find high-performing sources with leads currently stalled — these represent your highest-priority follow-up opportunities
Final Result
You now have a shared, packaged report that your team can:
- ✅ Run at any time
- ✅ Export and share across the team
- ✅ Adjust by date range or community as needed
📍 Where to find it: Standard Reports (bottom right)
For a full walkthrough, refer to the screen recording included with this guide.