Essential criteria for selecting the right financial advisor or consultant in the senior housing industry. Learn the 10 key qualities that distinguish exceptional advisors from generalists.

LEBELL ADVISORY NEWSLETTER
Senior Housing & Care Finance Insights
Q4 2025 | Special Edition

From the Desk of Justin LeBell

Dear Industry Colleagues,

Choosing the right financial advisor can be one of the most consequential decisions for your senior housing organization. Yet the selection process is often unclear—what should you prioritize? What questions should you ask?

This special edition newsletter provides a comprehensive framework for evaluating financial advisors and consultants in our industry. Whether you're seeking guidance on development, financing, acquisitions, or operational optimization, these ten criteria will help you identify partners who can truly move the needle.

Justin LeBell
Principal, LeBell Advisory

SPECIAL REPORT

What to Look for When Hiring a Financial Advisor or Consultant in Senior Housing & Care

The Stakes Have Never Been Higher

The senior housing and care industry is evolving faster than ever. Rising acuity, shifting consumer expectations, labor pressures, and capital market volatility have created a landscape where financial decisions carry enormous weight.

Whether you're an operator, developer, investor, or nonprofit provider, the right financial advisor can be the difference between sustainable growth and costly missteps.

The Challenge: Not all advisors are created equal.

Senior housing is a unique blend of real estate, healthcare, and hospitality—meaning traditional financial expertise isn't enough. Organizations need partners who understand the nuances of the sector and can guide strategy with precision.

THE 10 ESSENTIAL CRITERIA

1. Deep Industry Expertise

Senior housing is not a generic real estate asset class.

The right advisor must understand:

Care Levels & Operations

Independent Living (IL)
Assisted Living (AL)
Memory Care (MC)
Skilled Nursing Facilities (SNF)
Each level's operational differences

Industry Fundamentals

Regulatory environments
Reimbursement models
Occupancy dynamics and length-of-stay patterns
Labor intensity and staffing models

What to Look For:

Track record with operators, developers, or investors in senior housing
Familiarity with both private-pay and government-reimbursed models
Experience across multiple market cycles
Understanding of regional market nuances

Why It Matters: An advisor with true sector expertise can interpret financial signals in context—something a generalist simply cannot do.

2. Proven Capability in Market Feasibility & Demand Analysis

Before capital is deployed, you need clarity on whether a project is viable.

A strong advisor should be able to:

Demographic Analysis

Population trends and aging demographics
Income profiles and wealth distribution
Migration patterns

Competitive Intelligence

Evaluate competitive supply
Assess occupancy trends
Benchmark pricing strategies

Demand Forecasting

Model pricing tolerance and payer mix
Project long-term demand
Identify market saturation risks

Critical Applications:

New developments
Expansions and repositionings
Acquisition due diligence
Market entry strategy

3. Sophisticated Capital Planning & Financing Strategy

Senior housing projects require complex capital stacks.

The right advisor should help you:

Structure Optimization

Balance debt and equity
Evaluate senior vs. mezzanine debt
Consider preferred equity options

Lender Navigation

Understand lender expectations across sources
Model interest rate scenarios
Negotiate terms effectively

Financing Source Expertise

HUD/FHA programs
Fannie Mae / Freddie Mac
Life companies and banks
CMBS and private credit
REIT and private equity options

Strategic Applications

Acquisitions and refinancing
Renovations and capital improvements
New construction and development

Why It Matters: They should be fluent in both the financial mechanics and the strategic implications of each capital decision.

4. Strong Valuation & Transaction Support

Whether buying, selling, or refinancing, you need accurate analysis.

Top advisors can:

Valuation Services

Conduct accurate property valuations
Apply appropriate cap rates and methodologies
Adjust for market conditions

Due Diligence

Perform financial and operational reviews
Assess historical performance
Forecast future cash flow
Identify hidden risks

Transaction Support

Structure deal terms
Negotiate key provisions
Coordinate with legal and accounting teams

Risk Mitigation: This expertise protects your organization from overpaying, underselling, or entering deals with hidden liabilities.

5. Operational & Financial Performance Optimization

Margins in senior housing are tight. Every basis point matters.

Advisors should identify opportunities to improve:

Labor Efficiency

Staffing models and ratios
Scheduling optimization
Turnover reduction strategies

Revenue Management

Occupancy optimization
Pricing strategy and rate management
Move-in/move-out timing
Service line profitability

Expense Controls

Procurement optimization
Utility management
Insurance review
Third-party contract analysis

NOI Performance

Cash flow improvement strategies
Operating margin enhancement
Capital allocation priorities

Key Differentiator: Look for advisors who can translate financial data into actionable operational strategies—not just spreadsheets.

6. Strategic Planning for Growth and Sustainability

A high-value advisor helps leadership see around corners.

They should support:

Growth Strategy

Market entry and expansion planning
Portfolio optimization analysis
Joint ventures and partnership structures
M&A strategy

Long-Term Planning

Financial sustainability modeling
Scenario planning and stress testing
Strategic alternatives analysis
Succession planning considerations

Competitive Positioning

Market differentiation strategy
Service line development
Repositioning opportunities

Critical For: Nonprofits and regional operators navigating competitive pressures and capital constraints.

7. Regulatory & Reimbursement Insight

If your portfolio includes skilled nursing or high-acuity care, specialized knowledge is essential.

Your advisor must understand:

Medicare/Medicaid

PDPM (Patient-Driven Payment Model) optimization
Case mix management
Reimbursement rate calculations
Cost reporting requirements

State Regulations

Licensing requirements
Certificate of Need (where applicable)
Staffing mandates
Quality reporting

Compliance

Survey and enforcement trends
Quality metrics and star ratings
Documentation requirements

Direct Impact: This expertise affects revenue integrity, compliance risk, and operational efficiency.

8. Clear Communication and Executive-Level Reporting

Financial expertise is only valuable if it's communicated clearly.

The best advisors:

Presentation Quality

Deliver insights in executive-ready formats
Use clear visualizations and dashboards
Avoid unnecessary jargon

Audience Adaptation

Tailor communication to boards, lenders, and leadership teams
Provide appropriate detail levels
Support decision-making processes

Transparency

Provide clear assumptions and methodologies
Explain limitations and risks
Offer recommendations—not just data

Result: You want a partner who elevates decision-making, not one who adds complexity.

9. Alignment With Your Organization's Mission and Culture

Especially in senior care, mission matters.

Advisors should:

Mission Understanding

Understand your organization's values
Respect the balance between financial performance and resident well-being
Support quality of care objectives

Cultural Fit

Adapt to your decision-making style
Collaborate effectively with your team
Share your commitment to the sector

Long-Term Partnership

Support sustainable growth, not short-term gains
Invest in understanding your unique challenges
Build lasting relationships

Why It Matters: Cultural alignment ensures smoother collaboration and better outcomes.

10. A Track Record of Integrity and Trust

Finally, choose an advisor who demonstrates:

Ethical Standards

Honest, transparent advice
Conflicts of interest disclosure
Client-first orientation

Confidentiality

Protection of sensitive information
Discretion in market conversations
Professional boundaries

Fee Transparency

Clear scope of work
Transparent pricing structures
No hidden costs

Reliability

Consistent follow-through
Timely delivery
Responsive communication

Foundation for Partnership: Financial advisors often become long-term strategic partners. Trust is non-negotiable.

PRACTICAL STEPS: EVALUATING POTENTIAL ADVISORS

Questions to Ask

Experience & Expertise

How many senior housing clients do you currently serve?
What percentage of your practice is dedicated to this sector?
Can you provide references from similar organizations?

Services & Approach

What is your process for [specific need]?
How do you stay current on industry trends?
What tools and methodologies do you use?

Team & Resources

Who would be working on our account?
What is your team's background and experience?
Do you have specialized expertise we might need?

Engagement Terms

How do you structure fees?
What is included in your scope?
What is your typical engagement timeline?

Red Flags to Watch For

Limited or no senior housing experience
One-size-fits-all approaches
Reluctance to provide references
Vague or inflated claims
Poor communication during evaluation process
Pressure to commit quickly
Unclear fee structures

THE LEBELL ADVISORY DIFFERENCE

At LeBell Advisory, we embody these principles in everything we do:

Industry Focus – We specialize exclusively in senior housing and care, bringing deep sector knowledge to every engagement.
Comprehensive Services – From market feasibility to capital placement to strategic planning, we provide end-to-end support.
Western Markets Expertise – Deep knowledge of California, Oregon, Washington, Arizona, Nevada, and Utah markets.
Lender Relationships – Established connections across HUD, agencies, life companies, banks, and private capital sources.
Client-First Approach – Your success is our measure of success. We provide transparent, ethical guidance focused on your long-term objectives.
Proven Track Record – Experience across market cycles, property types, and transaction sizes.

CASE STUDY SNAPSHOT

Regional Operator Refinancing

Challenge: Multi-property portfolio with 2027 loan maturities requiring complex refinancing strategy.

Approach:

Comprehensive property-by-property analysis
Lender source evaluation across 8+ options
Customized strategy for each asset
Coordinated execution timeline

Outcome:

Optimal financing terms secured
Timeline risk mitigated
Future flexibility preserved
Ownership control maintained

Key Success Factor: Early engagement (18 months before maturity) allowed for strategic positioning and maximum optionality.

LOOKING AHEAD

The senior housing industry faces ongoing complexity:

Capital market volatility
Labor market challenges
Regulatory evolution
Competitive intensity
Technology disruption

Having the right financial advisor isn't just helpful—it's essential for navigating these challenges and positioning for success.

READY TO DISCUSS YOUR NEEDS?

Whether you're evaluating a new development, planning a refinancing, considering an acquisition, or optimizing operations, LeBell Advisory can help.

Schedule a Complimentary Consultation

We'll discuss:

Your current situation and objectives
Key challenges and opportunities
How we can support your success
Next steps and engagement approach

Contact Information

Email: justinlebell@outlook.com
Web: LeBell Advisory
Phone: (801) 205-9901

Serving: California, Oregon, Washington, Arizona, Nevada, Utah, and beyond

ABOUT LEBELL ADVISORY

LeBell Advisory provides specialized debt advisory and capital markets services to senior housing and care property owners and operators. We help clients navigate complex financial decisions—from development feasibility to capital placement to strategic planning.

Our focus on senior housing, combined with deep western markets knowledge and established lender relationships, enables us to deliver results that move organizations forward.

Core Services:

Debt Advisory & Capital Placement – Comprehensive financing solutions and lender placement
Market Feasibility & Demand Analysis – Strategic market insights and demographic analysis
Valuation & Transaction Support – Expert guidance through acquisitions and sales
Strategic Planning & Portfolio Optimization – Long-term growth and sustainability planning
Refinancing Strategy & Execution – Navigating complex refinancing challenges

LEBELL ADVISORY
Senior Housing & Care Financial Advisory

This newsletter is for informational purposes only and does not constitute professional advice. Each situation is unique and requires individual analysis.

LeBell Advisory Newsletter | What to Look for When Hiring a Financial Advisor in Senior Housing & Care