Breakout A: Selling the Senior Living Experience: Don’t Market to the Masses, Sell to the Individual – Part I (Michael Marlow)
Individual – Part I (Michael Marlow)
“We must see and engage with people as the unique individuals that they truly are and then sell to that uniqueness. Always remembering, if we cannot sell them, we cannot serve them!”
According to senior focus groups, we are far from promoting excellence in senior living. Our customers remain “fearful” and “distrusting” of our services. This is mainly due to the headwinds we face on a daily basis, including COVID and the media. However, there is a solution!
By adopting 8 simple, research-based sales standards, we can rebuild that trust and allay many of the fears our customers may have. We will discuss how we MUST adopt a “sell to the individual” culture and abandon our tired and failed approach of “marketing to the collective.” The research is in and the answers are clear! Let’s commit to truly promoting excellence in senior living!
Join Michael Marlow as he shares his expertise to guide sales teams to increase their lead conversion rates in the senior living services industry by focusing on personalized and fast follow-up strategies, optimizing the number of leads managed, and harnessing referrals from existing residents and their families. Michael emphasizes personalized follow-up strategies, team selling, and involving adult children in the decision-making process.
Executives and sales professionals in the senior living industry will find valuable insights on effective sales approaches and creating personalized customer experiences. Michael challenges conventional sales methods by advocating for a “one-size-fits-one” strategy, providing viewers with valuable tactics to enhance sales and customer engagement in senior living.
Learner Objectives:
- Understand the research-based 8 sales standards that result in increased move-ins.
- Develop the skills necessary to better understand the wants, needs and expectations of our customers.
- Practice creating meaningful, memorable and unique experiences for all of our customers, both current and future.
Breakout B: A Referee’s Guide to Leadership (David Posner)
In the realm of leadership development, one can uncover invaluable insights from rather unconventional sources. We invite you to participate in an engaging presentation that delves into the leadership lessons that can be extracted from the role of a referee.
David’s enlightening presentation seamlessly weaves together real-world instances from the referee’s playbook with actionable wisdom for achieving leadership success. By drawing parallels between the art of refereeing and the realm of leadership in healthcare, this captivating session aims to furnish you with practical skills and strategies to enhance your effectiveness as a respected leader in any given scenario.
Whether you are a seasoned leader with years of experience under your belt or just embarking on your leadership journey, this session promises to equip you with the necessary tools to lead with fairness, confidence, and utmost effectiveness.
Breakout C: Sex, Drugs & Rolling Walkers: The Future of Long Term Care – Part I (Barbara Speedling)
As the long-term care industry faces major challenges in regulation, finance, and staffing, the shift in demographics to a younger, more complex, transient population has added another layer of stress. Resources to develop the type of care and service needed to address issues of long-standing mental disorders, substance use, addictions, and other behavioral health needs are in short supply. This session offers a variety of ideas for anticipating and developing common sense approaches to these contemporary challenges. Improving staff education and training in behavioral health and developing strategies to address common symptoms and reactions in mental health are a focus of this conversation.
Learning Objectives: At the conclusion of this presentation, participants will be able to:
- Describe the impact of the changing demographics in long term care on quality of life and quality of care;
- Explain the increasing complexity of social and ethical considerations in matters concerning capacity, advance directives, sexual expression, and medical marijuana;
- Develop a well-trained, competent staff prepared to meet the needs of a diverse and ever-changing population.