Living Room Live Recap: Referrals, The Secret to Higher Quality Move-Ins

The feedback is in! A standout session from Living Room Live 2025 was the Power of Partnerships, led by our CEO & co-founder, John Lariccia, and WelcomeHomies Sarah Henderson and Lane Brabner. They shared intelligence backed by our own data: referrals are the single most effective way to drive move-ins.

The numbers don't lie. Our latest data reveals a striking pattern: professionally referred leads consistently outperform all other lead sources across every key metric. Professionally referred leads have a median sales cycle of just 15 days compared to 35 days for online leads and 41 days for leads from aggregators. But speed isn't the only advantage. Referred residents also demonstrate longer average lengths of stay, creating more stable revenue and a stronger community culture

"When we analyzed the data, we were blown away by the 15-day difference. But what really stands out is the quality: referred leads aren't just converting faster, they're staying longer and becoming some of the happiest residents." — Sarah, WelcomeHome Customer Success Manager.

So, how can you double down on this proven strategy? The team broke down the five keys to building a world-class referral program.

1. Prioritize your referrers

Not all referrers are created equal. To get the most from your network, organize your referrers into different stages:

• Early Engagement: Just getting started with the relationship.

• First Referral: They've given at least one referral.

• Repeat Referral: They've provided multiple referrals and are a key partner.

You can also score them based on recent activity, like a "Hot" referrer who recently provided a move-in or a "Warm" one who recently generated a tour.

2. Get organized and connected

Organization is everything. Take the time to fill out the Referrer Story in WelcomeHome to make the relationship personal. Use Static Lists to create and manage specific groups of referrers, making it easy to target groups for bulk actions. This saves time and ensures your efforts are focused.

You can also use Bulk Actions to schedule emails or call blitzes, which is perfect for outreach to your most valuable partners.

3. Be intentional in your interactions

The key to a strong referral network is building authentic relationships. When you’re interacting with referrers, be intentional. Pay attention to their:

• Personal preferences: Do they have a favorite coffee or dietary restriction?

• Visitation preferences: What are the best days and times to stop by?

• Occupation: Are they a social worker, cardiologist, or physical therapist?

• Date of Birth: Set up personal birthday automations to celebrate them.

4. Use the tools at your disposal

Your CRM should be the engine of your referral strategy. WelcomeHome's features are designed to help you execute on these strategies with ease.

• Referrer Business Card Scanning: Easily add new referrer information to your database.

• Improved Lead Source Reporting: Our UI changes support more accurate reporting on where your leads are coming from.

• Convert Prospects/Influencers to Referrers: Easily convert a lead or contact into a referrer profile.

• Event Attendance Activities: Automatically track attendance at events to see who showed up.

5. Going forward

A successful referral strategy is a marathon, not a sprint. Remember to set yourself up for success. Every Friday, set your "tent post" appointments for the upcoming week. Don't expect an immediate referral—instead, seek to be a valued partner.

Find a "wingman" or "wingwoman" in the industry, like a home health or home care provider, and use the assets at your disposal. While others are stuck with a Rolodex, you have an entire building! Host an event and show off what makes your community special.

Ready to transform your referral strategy?

The right CRM turns referral management from a time-consuming chore into your most powerful revenue driver. If you're ready to implement these strategies and see faster sales cycles, longer stays, and stronger community partnerships, it's time to see WelcomeHome.

Schedule 30 minutes with WelcomeHome to see how the right technology improves relationships and executes a referral program that delivers better lead conversion.

Your next great referral partner is out there. Make sure you're equipped to find, nurture, and turn them into a consistent source of high-quality move-ins.