Senior Living Counselor

Masonic Homes of California; Union City (CA); On-site; USD 80,000 - 130,000; Full time

Benefits offered by this job

Health benefits

401K plan

Tuition reimbursement

Career growth opportunity

Job summary

Masonic Homes of CA and Acacia Creek, a premier Continuing Care Retirement Community (CCRC), seeks a dynamic Sales Counselor to drive occupancy across our entrance-fee independent living community and generate move-ins for fee-for-service Independent Living, Assisted Living, and Memory Care. This role requires a consultative approach and a passion for helping seniors find the right living solution.

You will guide prospective residents and families through decision-making, build relationships,

Qualifications

• 3+ years of sales experience, preferably in senior living, real estate, or high-touch relationship sales.
• Strong interpersonal, communication, and negotiation skills.
• Proficiency in CRM systems (Salesforce, Enquire, Sherpa) and Microsoft Office.

Responsibilities

• Proactively manage inbound inquiries and qualify prospects based on readiness and financial eligibility.
• Conduct in-person and virtual tours, home visits, and tailored presentations.
• Explain entrance fee models, financial benefits, and contract options.
• Educate prospects on Assisted Living and Memory Care options and facilitate smooth transitions between levels of care.
• Maintain an organized sales pipeline using the CRM.

Skills

Sales experience

Interpersonal skills

Communication

Negotiation

CRM

Office suite

Evenings/weekends availability

Tools

Salesforce

Enquire

Sherpa

Microsoft Office

Job description

Essential Functions

Pay Range $80,000 to $130,000 with Commission

Job Summary

Masonic Homes of CA and Acacia Creek, a premier Continuing Care Retirement Community (CCRC), seeks a dynamic Sales Counselor to drive occupancy across our entrance-fee independent living community and generate move-ins for fee-for-service Independent Living, Assisted Living, and Memory Care. This role is key to our community's success, guiding prospective residents and their families through the decision-making process and achieving and maintaining stabilized occupancy, while also driving move-ins for Independent Living, Assisted Living and Memory Care. This position is ideal for a motivated, relationship-driven professional with senior living sales experience, a consultative approach, and a passion for helping seniors find the right living solution.

Essential Functions

Sales & Occupancy Goals

• Independent Living: Secure a minimum of two entrance fee deposits and two move-ins per month for Acacia Creek’s Independent Living community and work to drive move-ins for Financial Assistance (FA) prospects at Masonic Homes.
• Assisted Living & Memory Care: Support occupancy growth in these areas by working closely with the care team to place the right residents in the right level of care.
• Develop and maintain a strong pipeline of prospective residents to ensure consistent move-ins.
• Proactively follow up with leads, overcoming objections and helping prospects navigate the financial and lifestyle benefits of a CCRC.

Lead Management & Sales Process

• Handle all inbound inquiries and qualify prospects based on readiness, financial eligibility, and lifestyle preferences.
• Conduct in-person and virtual tours, home visits, and presentations tailored to the unique needs of each prospect.
• Clearly communicate Acacia Creek’s entrance fee model, including financial benefits, refundable contract options, and long-term security.
• Educate prospective residents and families on Assisted Living and Memory Care options, ensuring a smooth transition between levels of care if needed.
• Utilize CRM to track leads, document interactions, and maintain an organized sales pipeline.

Marketing & Outreach

• Partner with marketing to execute lead generation campaigns, including direct mail, digital advertising, and community outreach.
• Develop relationships with local referral sources such as real estate agents, financial advisors, physicians, and community organizations.
• Attend networking events, senior fairs, and professional luncheons to increase visibility and generate referrals.
• Host with the marketing and sales team informational events, open houses, and education sessions to engage potential residents.

Move-In Coordination

• Collaborate with the Move-In Coordinator and community teams to ensure a seamless transition for new residents.
• Assist with financial approvals, paperwork completion, and move-in logistics.
• Provide ongoing support to new residents and families to ensure a positive move-in experience.

Skills, Abilities And Experience

• Minimum of 3+ years of sales experience, preferably in senior living, real estate, or high-touch relationship sales.
• Proven ability to achieve and exceed sales targets, particularly in entrance fee communities or high-investment decisions.
• Strong interpersonal skills with the ability to build trust and rapport with seniors and their families.
• Excellent communication, presentation, and negotiation skills.
• Highly organized, results-oriented, and capable of managing multiple prospects simultaneously.
• Proficiency in CRM systems (e.g., Salesforce, Enquire, Sherpa) and Microsoft Office Suite.
• Availability to work some evenings and weekends for tours and events.
• Team members will obtain and demonstrate knowledge of Successful Aging philosophies through Masterpiece Living education, including the core values of Integrity, Dedication, Respect, Compassion, Teamwork and Quality. Members will support and participate in the Successful Aging Culture (i.e., assist in new initiatives, encourage residents and act as their "coach"). Be familiar with and fluent in the language and details of Successful Aging/Masterpiece Living.

Educational Requirements/Licenses/Certificates

• Any combination of education and experience that would provide the necessary knowledge and abilities listed.

Benefits

At the Masons of California and its related entities, you will have the opportunity to combine your passion for helping people and high ethical standards with opportunities to advance your career. In return for your skills and passion we offer:

• A work environment focused on teamwork and support for excellent care
• Excellent health, wage replacement, and other benefits for you and your family's well-being
• A generous contribution to a 401K plan whether or not you participate, and an additional contribution from the company when you participate in the plan
• Investment in your growth through tuition reimbursement - $1,500 per year