NOVEMBER 12, 2018
OPENING REMARKS & TRIBUTE TO TONY MULLEN
David A. Smith, Conference Chairman
Robert G. Kramer, NIC Founder & Strategic Advisor
8:40 am - 9:30 am DISRUPTIVE INNOVATION: THE FUTURE OF SENIOR HOUSING & CARE
Robert G. Kramer
We are entering a time of disruptive innovation in seniors housing and care and in aging services and healthcare delivery more broadly. Companies will either be disruptors or disrupted. The current seniors housing, long-term care and post-acute care products will need to be repositioned, reimagined and recreated in order to serve the future customer and move toward value-driven, outcomes-based healthcare. Come hear the key concepts that will define this future, the key trends that are driving it, and the key success factors for providers of care and services to seniors.
9:30 am - 10:15 am THE ART & SCIENCE OF BUILDING TRUST & CONNECTION
Empathetic connection is the first meaningful step towards helping higher-functioning senior living prospects “get ready” to make a significant and frightening life change. Alex will explore the how and why of building trusting relationships with our prospective residents.
10:15 am -10:45 am BREAK
SPONSORED BY NIC
10:45 am - 11:30 am UNTANGLING CRUCIAL CONVERSATIONS WITH PROSPECTS AND FAMILIES
Deciding whether to move to a senior community before a crisis is a high stakes, emotionally charged conversation. Juliana Wilhelm is a Senior Living Leadership and Culture Specialist, a Psychotherapist, and Emotional Intelligence Trainer. She will share proven conversational dialogue skills that will help you reach alignment and agreement with Prospects and their families.
11:30 am - 12:15 pm PRACTICAL APPLICATION – GROUP EXERCISE
Moderators: Alex Fisher & Juliana Wilhelm
A deep dive focus on applying empathic connections and crucial conversation principles to senior housing sales.
12:15 pm - 1:30 pm LUNCH
SPonsored by ProMaturA
1:30 pm - 2:45 pm SALES METRICS: COUNTING WHAT COUNTS & ASHA SALES METRICS STUDY
David Smith & Margaret Wylde
For the most part, the impact of sales counselor activities and engagements with senior housing prospects is unreliable. This is especially true with prospects that are not already in a crisis. Tracking and interpreting leading performance indicators is impactful. A new ASHA study of SHERPA data by ProMatura will provide a tremendous opportunity to examine how sales behaviors impact prospect advances towards consummating a sale.
2:45 pm – 3:15 pm BREAK
sponsored by asha
3:15 pm - 4:10 pm BARRIERS IN BECOMING A GREAT SALES LEADER: ADDRESSING BOUNDARIES, FEARS, AND BEING AN ADULT
Self-awareness is a primary component towards becoming a great sales leader. To experience growth, as a sales leader, we want to be self-aware of our leadership and where we are compared to where we want to be. This gap often consists of an underdeveloped ability to say “no” to requests and to face fears, as well as a failure to “move into” authority as the sales leader.
4:10 pm - 5:00 pm GETTING BETTER RESULTS FROM DIGITAL MARKETING
Sean Ochester & Debbie Howard
This session will explore best practices in marketing automation resources including; impactful website design; the ability to customize marketing content on the basis of a prospect’s Stage of Readiness for Change. We’re also excited to share a forward-thinking pilot program, digital chat, which seeks to ‘humanize your website experience” to maximize your digital marketing results.
FOLLOWED BY COCKTAILS AND HAPPY HOUR
SPONSORED BY SHERPA CRM
NOVEMBER 13, 2018
8:15 am - 9:00 am INTRODUCING STORYTREE® – REIMAGINING THE SALES JOURNEY THROUGH STORYTELLING
Kristin Kutac Ward
Storytelling engages our customers in an emotional journey towards a deeper understanding of their aspirations and motivations and what defines them. This presentation reimagines the sales journey, incorporating powerful elements of storytelling — plot, character, theme, dialogue, chorus, stage and spectacle — to better understand what’s important to customers who are making a major life change. Invaluable sales tactics including The Story Board, Personal Proposals and Creative Follow Up will be discussed.
9:00 am - 10:00 am WHAT DOES IT TAKE TO DEVELOP & SUSTAIN A VIABLE SALES CULTURE?
Carlene Motto & Mary Dewling
Case study observations and results from two successful operators that have created and implemented strong, results oriented sales cultures. They will share specifics on: key strategies and processes including: alignment of sales, marketing and operating cultures; how to sustain a viable culture and how to grow talent organically.
10:00 am -10:15 am BREAK
10:15 am - 11:15 am CRITICAL ROLE OF THE E.D. IN SALES
Jason Rock & Reed Davis
The cost of vacancies affects cash flows and reduces overall project value for refinance or sale. Moreover, vacant units drive up marketing costs, create pressures to find lower-functioning prospects and create downward pressure on rents. Getting the Executive Director (ED) more directly involved in day-to-day sales efforts—especially with a meaningful sales conversion tool like Sherpa—will boost results.
11:15 am - 12:00 pm CAN WE PREDICT WHO SHOULD BE A TOP PROSPECT AND WHO MAY BECOME A COLD LEAD?
Russ will update important research that Tony was very involved with related to identifying and prioritizing key Prospect motivators. He will explore the results of a newly developed screening survey designed to identify Prospects who are more likely to move. Used effectively, survey results will allow us to focus our scarcest resource: Time in The Selling Zone® .
12:00pm - 1:00pm OPEN FORMAT NETWORKING LUNCH
SPONSORED BY THE FRIENDS OF TONY MULLEN