SPEAKERS

AARON J. CATOE  | Regional Property Manager, 12 Oaks Senior Living  Aaron brings extensive experience in the sales, marketing, and operational areas of Senior Living. He has been involved in numerous, successful community lease up efforts and turnarounds resulting in record revenue and operating gains. He has been directly involved in Senior Living for more than 20 years. Hands on selling, corporate leadership roles, completion of a Masters in Organizational Leadership, and advanced certifications in leadership have brought enlightened perspectives, helping him to promote group performance and overall health for the organization.  Aaron shares responsibility with other leadership staff in hiring, training, and support to communities for day to day operations and sales efforts. Additionally, Aaron spends time developing and coaching others as he supports this philosophy, “The healthier and more complete the person, the better the leader they become.”

AARON J. CATOE | Regional Property Manager, 12 Oaks Senior Living

Aaron brings extensive experience in the sales, marketing, and operational areas of Senior Living. He has been involved in numerous, successful community lease up efforts and turnarounds resulting in record revenue and operating gains. He has been directly involved in Senior Living for more than 20 years. Hands on selling, corporate leadership roles, completion of a Masters in Organizational Leadership, and advanced certifications in leadership have brought enlightened perspectives, helping him to promote group performance and overall health for the organization.

Aaron shares responsibility with other leadership staff in hiring, training, and support to communities for day to day operations and sales efforts. Additionally, Aaron spends time developing and coaching others as he supports this philosophy, “The healthier and more complete the person, the better the leader they become.”

REED DAVIS  |   Director of Sales & Marketing, Dial Retirement Communities  Reed Davis opened the Elk Ridge Village community as the Director of Marketing. He then moved to Bickford Assisted Living as the Divisional Director of Operations where for 4 years he successfully managed the operations, marketing, and sales for multiple communities in Nebraska and Iowa. Now with Dial Retirement Communities, oversees the marketing and sales activities for all ten Dial communities.

REED DAVIS | Director of Sales & Marketing, Dial Retirement Communities

Reed Davis opened the Elk Ridge Village community as the Director of Marketing. He then moved to Bickford Assisted Living as the Divisional Director of Operations where for 4 years he successfully managed the operations, marketing, and sales for multiple communities in Nebraska and Iowa. Now with Dial Retirement Communities, oversees the marketing and sales activities for all ten Dial communities.

MARY DEWLING  | VP Sales, Benchmark Senior Living  As Vice President of Sales, Mary is all about the power of human connection to transform lives. She leads a team of associates across 58 communities dedicated to connecting residents to what’s meaningful and possible at every stage of life.  Mary’s superpower is her ability to study human behavior and motivate others to take transformative action. With 20+ years of experience in senior living sales and operations, she is changing sales operations and culture to support happy residents and families while maximizing revenue.

MARY DEWLING | VP Sales, Benchmark Senior Living

As Vice President of Sales, Mary is all about the power of human connection to transform lives. She leads a team of associates across 58 communities dedicated to connecting residents to what’s meaningful and possible at every stage of life.

Mary’s superpower is her ability to study human behavior and motivate others to take transformative action. With 20+ years of experience in senior living sales and operations, she is changing sales operations and culture to support happy residents and families while maximizing revenue.

ALEX FISHER |  Founder & President, Sherpa  Alex’s sophisticated aesthetic, intuition and years of hands-on senior living sales experience at turnaround and new project fill-ups combine to ensure Sherpa is equal parts art and science. She is one of the nation's leading experts on the “why” and “how” of senior housing sales and a major contributor to the Prospect Centered Selling® approach. Alex developed the original design and functional specifications for the Sherpa application out of a desire to measure the extent of discovery, connection, use of precious Time in The Selling Zone® and empathy in senior living sales engagements.  Years later, and in addition to her other interests as Principal at One On One, Alex has been a co-owner/manager of three successful senior living turn around communities in the Midwest. Alex thrives on working with seniors and their families. She still reads prospect profiles for inspiration. Alex is driven to continue improving Sherpa for its client partners and the prospects they serve.

ALEX FISHER | Founder & President, Sherpa

Alex’s sophisticated aesthetic, intuition and years of hands-on senior living sales experience at turnaround and new project fill-ups combine to ensure Sherpa is equal parts art and science. She is one of the nation's leading experts on the “why” and “how” of senior housing sales and a major contributor to the Prospect Centered Selling® approach. Alex developed the original design and functional specifications for the Sherpa application out of a desire to measure the extent of discovery, connection, use of precious Time in The Selling Zone® and empathy in senior living sales engagements.

Years later, and in addition to her other interests as Principal at One On One, Alex has been a co-owner/manager of three successful senior living turn around communities in the Midwest. Alex thrives on working with seniors and their families. She still reads prospect profiles for inspiration. Alex is driven to continue improving Sherpa for its client partners and the prospects they serve.

DEBBIE HOWARD  | CEO, Senior Living SMART  Debbie has over 20 years of experience in senior living sales and marketing. Prior to founding Senior Living SMART, Debbie was the VP of Sales & Marketing at Five Star Senior Living where she was responsible for occupancy growth in over 200 communities. Senior Living SMART specializes in digital marketing solutions using innovative strategies and technologies.

DEBBIE HOWARD | CEO, Senior Living SMART

Debbie has over 20 years of experience in senior living sales and marketing. Prior to founding Senior Living SMART, Debbie was the VP of Sales & Marketing at Five Star Senior Living where she was responsible for occupancy growth in over 200 communities. Senior Living SMART specializes in digital marketing solutions using innovative strategies and technologies.

ROBERT G. KRAMER |  Founder, National Investment Center for Senior Housing & Care  NIC is the leading provider of research as well as business and financial performance data on this sector for capital providers. NIC’s focus is to enable access and choice in seniors housing and care by providing data, analytics and connections that bring together investors and care providers. Mr. Kramer, a frequent writer and speaker on trends in seniors housing and long-term care, directed NIC from its inception in 1991 until July, 2017. A former county government official and Maryland state legislator, Mr. Kramer was a leader on health and environmental issues while representing the state capital of Annapolis in the 1980s. Mr. Kramer was educated at Harvard and Oxford Universities and also holds a Master of Divinity degree from Westminster Theological Seminary.

ROBERT G. KRAMER | Founder, National Investment Center for Senior Housing & Care

NIC is the leading provider of research as well as business and financial performance data on this sector for capital providers. NIC’s focus is to enable access and choice in seniors housing and care by providing data, analytics and connections that bring together investors and care providers. Mr. Kramer, a frequent writer and speaker on trends in seniors housing and long-term care, directed NIC from its inception in 1991 until July, 2017. A former county government official and Maryland state legislator, Mr. Kramer was a leader on health and environmental issues while representing the state capital of Annapolis in the 1980s. Mr. Kramer was educated at Harvard and Oxford Universities and also holds a Master of Divinity degree from Westminster Theological Seminary.

CARLENE MOTTO  | CMO, Belmont  Ms. Motto brings over 25 years of experience in senior level sales and marketing with the nation’s largest senior living organizations. Before joining Belmont Village, she was Vice President of Sales and Marketing at Sunrise Senior Living. Prior to Sunrise, she was Senior Sales Executive at Marriott Senior Living where her responsibility included CCRCs, IL, AL, SNFs and dementia products. Prior to Marriott, she was instrumental in the development of ManorCare’s first freestanding assisted living community for individuals with Alzheimer’s disease. Ms. Motto has served on the Board of the Greater Chicagoland Alzheimer’s Association. In 2012, she served on the California Assisted Living Association (CALA) Educational Committee Board. Ms. Motto graduated from the University of Illinois with a B.A. in Psychology.

CARLENE MOTTO | CMO, Belmont

Ms. Motto brings over 25 years of experience in senior level sales and marketing with the nation’s largest senior living organizations. Before joining Belmont Village, she was Vice President of Sales and Marketing at Sunrise Senior Living. Prior to Sunrise, she was Senior Sales Executive at Marriott Senior Living where her responsibility included CCRCs, IL, AL, SNFs and dementia products. Prior to Marriott, she was instrumental in the development of ManorCare’s first freestanding assisted living community for individuals with Alzheimer’s disease. Ms. Motto has served on the Board of the Greater Chicagoland Alzheimer’s Association. In 2012, she served on the California Assisted Living Association (CALA) Educational Committee Board. Ms. Motto graduated from the University of Illinois with a B.A. in Psychology.

SEAN OCHESTER  | Sage Age  Prior to joining the Sage Age Team, Ochester led a team of developers at Clickfarm, an interactive development agency with leading UX-driven design, where he evaluated market research and adjusted new technologies and business strategies to meet changing markets and competitive conditions. He also managed internal and external technology choices to ensure effectiveness and scalability.  Sean spent several years at Zillner. While at Zillner, he assembled and led high-performing business technology teams to build, test and monitor technology solutions, including design and production, online applications, process flow, development methodologies and development architecture. Sean regularly provided thought leadership to developers, customers and teams for digital and IT challenges in operational and technology platforms.  Sean’s professional background also includes leadership roles in a wide variety of industries including software development, management and training, automotive, environmental health and safety, and senior living/healthcare.

SEAN OCHESTER | Sage Age

Prior to joining the Sage Age Team, Ochester led a team of developers at Clickfarm, an interactive development agency with leading UX-driven design, where he evaluated market research and adjusted new technologies and business strategies to meet changing markets and competitive conditions. He also managed internal and external technology choices to ensure effectiveness and scalability.

Sean spent several years at Zillner. While at Zillner, he assembled and led high-performing business technology teams to build, test and monitor technology solutions, including design and production, online applications, process flow, development methodologies and development architecture. Sean regularly provided thought leadership to developers, customers and teams for digital and IT challenges in operational and technology platforms.

Sean’s professional background also includes leadership roles in a wide variety of industries including software development, management and training, automotive, environmental health and safety, and senior living/healthcare.

JASON ROCK  | VP of Sales and Marketing at Allegro Living  As Vice President of Sales & Marketing, Mr. Rock oversees the company’s sales and marketing efforts. Mr. Rock joined Allegro in 2009 and provides sales leadership and training to support company occupancy goals. His dynamic energy, leadership, and ability to serve are driving forces for achieving revenue goals and strategic planning. Mr. Rock is a certified trainer of Professional Selling Skills and has a solid track record of launching new communities, exceeding occupancy goals while building a team of independent leaders in each market. He enjoys sharing his knowledge from personally helping more than 2,000 families in the past 15 years of senior living experience. Mr. Rock holds a Bachelor of Arts from the University of Central Florida.

JASON ROCK | VP of Sales and Marketing at Allegro Living

As Vice President of Sales & Marketing, Mr. Rock oversees the company’s sales and marketing efforts. Mr. Rock joined Allegro in 2009 and provides sales leadership and training to support company occupancy goals. His dynamic energy, leadership, and ability to serve are driving forces for achieving revenue goals and strategic planning. Mr. Rock is a certified trainer of Professional Selling Skills and has a solid track record of launching new communities, exceeding occupancy goals while building a team of independent leaders in each market. He enjoys sharing his knowledge from personally helping more than 2,000 families in the past 15 years of senior living experience. Mr. Rock holds a Bachelor of Arts from the University of Central Florida.

DAVID A. SMITH |  Founder & CEO, Sherpa  David has been a co-owner, developer and manager of 1,000 senior housing units including The Gatesworth at One McKnight Place Campus and Parc Provence Memory Care both located in St. Louis and nationally recognized for innovation and quality services.  He is also the Founder and CEO of One On One, Service to Seniors and One on One Sherpa. One On One provides marketing and sales assessments, training, coaching and creative services to senior housing communities across the U.S. and Canada. David regularly spends several months a year “hands on” in the selling trenches and has personally conducted dozens of face-to-face prospect engagements during the past 12 months.  David was the Lead Instructor for the Sales and Marketing Curriculum at Erickson School Executive MBA Program at the University of Maryland and has been a regular featured speaker at national senior housing industry conference presentations, including NIC, ASHA, Argentum (ALFA), CALA and the annual Senior Housing Sales and Marketing Summit.

DAVID A. SMITH | Founder & CEO, Sherpa

David has been a co-owner, developer and manager of 1,000 senior housing units including The Gatesworth at One McKnight Place Campus and Parc Provence Memory Care both located in St. Louis and nationally recognized for innovation and quality services.

He is also the Founder and CEO of One On One, Service to Seniors and One on One Sherpa. One On One provides marketing and sales assessments, training, coaching and creative services to senior housing communities across the U.S. and Canada. David regularly spends several months a year “hands on” in the selling trenches and has personally conducted dozens of face-to-face prospect engagements during the past 12 months.

David was the Lead Instructor for the Sales and Marketing Curriculum at Erickson School Executive MBA Program at the University of Maryland and has been a regular featured speaker at national senior housing industry conference presentations, including NIC, ASHA, Argentum (ALFA), CALA and the annual Senior Housing Sales and Marketing Summit.

KRISTIN KUTAC WARD  | Founder, President & CEO, Solutions Advisors & Solvere  With more than two decades of experience in senior living, beginning as a nursing home administrator, Kristin is among the new generation of leaders focused on innovation and strategy as a platform to move the industry in a new direction. Her expertise in revenue generation and marketing is eclipsed only by her energy and passion for providing individuals and communities alike with straightforward, goal-oriented expertise to help them reach their full potential.  Under her leadership, Solutions Advisors is now Solutions Advisors Group, having acquired Trilogy Consulting to expand the company’s offerings into governance and strategic planning and market research.

KRISTIN KUTAC WARD | Founder, President & CEO, Solutions Advisors & Solvere

With more than two decades of experience in senior living, beginning as a nursing home administrator, Kristin is among the new generation of leaders focused on innovation and strategy as a platform to move the industry in a new direction. Her expertise in revenue generation and marketing is eclipsed only by her energy and passion for providing individuals and communities alike with straightforward, goal-oriented expertise to help them reach their full potential.

Under her leadership, Solutions Advisors is now Solutions Advisors Group, having acquired Trilogy Consulting to expand the company’s offerings into governance and strategic planning and market research.

RUSS WATSON, PHD  | President, Target Consultants, Inc.  Dr. Russ Watson is Emeritus Professor of Psychology at College of DuPage, and Governors State University in the Chicago area, he was a full-time college Professor for nearly 30 years.  As President of Target Consultants, Inc. for the past 35 years, Dr. Watson specializes in research on “Motivation and Engagement” and is the author of the Mindset Data preference survey, and the Watson Wheel of Corporate Identity, as well as the book,  Why we Succeed or Fail: How the Key Motivators will Make or Break you or your Organizatio n.

RUSS WATSON, PHD | President, Target Consultants, Inc.

Dr. Russ Watson is Emeritus Professor of Psychology at College of DuPage, and Governors State University in the Chicago area, he was a full-time college Professor for nearly 30 years.

As President of Target Consultants, Inc. for the past 35 years, Dr. Watson specializes in research on “Motivation and Engagement” and is the author of the Mindset Data preference survey, and the Watson Wheel of Corporate Identity, as well as the book, Why we Succeed or Fail: How the Key Motivators will Make or Break you or your Organization.

JULIANA WILHELM, MA, LCPC  | Capacity Leadership Center, Founder and President  Juliana Wilhelm is the founder and president of Capacity Leader Center and Cardia Counseling Center, where she has been providing effective counseling and coaching for more than 20 years. She is uniquely equipped to help leaders strengthen both their personal and professional lives.  Through the thousands of face-to-face hours of coaching and counseling with high capacity leaders in both the public and private sector, she has first-hand knowledge of the type of impact created when leaders are equipped with emotional intelligence skills and strengthened in their personal character competencies. Benefits range from employee productivity, work environment positivity, increased retention, and more satisfying personal lives.  Juliana directs Capacity’s Leadership and Culture Program: A Training Series for Senior Living, which addresses the specific leadership needs for Executive Directors and Department Heads in senior housing. For executives in Senior Living, Juliana directs a chapter of the Townsend Leadership Program and works with individual clients in her private coaching and counseling practice. She currently teaches at the Townsend Institute of Leadership and Counseling and has served as an adjunct instructor in the graduate program at Wheaton College, Indiana Wesleyan University, and Huntington University. She has been the featured speaker at conferences for academic and professional audiences both nationally and internationally.

JULIANA WILHELM, MA, LCPC | Capacity Leadership Center, Founder and President

Juliana Wilhelm is the founder and president of Capacity Leader Center and Cardia Counseling Center, where she has been providing effective counseling and coaching for more than 20 years. She is uniquely equipped to help leaders strengthen both their personal and professional lives.

Through the thousands of face-to-face hours of coaching and counseling with high capacity leaders in both the public and private sector, she has first-hand knowledge of the type of impact created when leaders are equipped with emotional intelligence skills and strengthened in their personal character competencies. Benefits range from employee productivity, work environment positivity, increased retention, and more satisfying personal lives.

Juliana directs Capacity’s Leadership and Culture Program: A Training Series for Senior Living, which addresses the specific leadership needs for Executive Directors and Department Heads in senior housing. For executives in Senior Living, Juliana directs a chapter of the Townsend Leadership Program and works with individual clients in her private coaching and counseling practice. She currently teaches at the Townsend Institute of Leadership and Counseling and has served as an adjunct instructor in the graduate program at Wheaton College, Indiana Wesleyan University, and Huntington University. She has been the featured speaker at conferences for academic and professional audiences both nationally and internationally.

MARGARET WYLDE, PHD |  President & CEO, ProMatura Group LLC  Wylde founded the ProMatura Group, a research and advisory company, in 1984. Clients include investors, developers, for-profit and not-for-profit owners, operators, cities, counties, and states; and industry associations in the Americas and Europe. ProMatura has offices in Oxford, MS; London, UK; and Toronto, Canada.  The author of five books and scores of technical papers and articles, Wylde is also a contributor to trade and business publications and scholarly journals. Her publications include Right House, Right Place, Right Time: the Community and Lifestyle Preferences of the 45+ Housing Market (BuilderBooks, 2008); Boomers on the Horizon: Housing Preferences of the 55+ Home Buyer (BuilderBooks, 2002); and Building for a Lifetime: The Design and Construction of Fully Accessible Homes (The Taunton Press, 1994). Wylde is often sought out for her expertise by various news and trade publications, including the Chicago Tribune, the Wall Street Journal, the Overseas Property Professional magazine, the Senior Housing News and 50+ housing online publications.

MARGARET WYLDE, PHD | President & CEO, ProMatura Group LLC

Wylde founded the ProMatura Group, a research and advisory company, in 1984. Clients include investors, developers, for-profit and not-for-profit owners, operators, cities, counties, and states; and industry associations in the Americas and Europe. ProMatura has offices in Oxford, MS; London, UK; and Toronto, Canada.

The author of five books and scores of technical papers and articles, Wylde is also a contributor to trade and business publications and scholarly journals. Her publications include Right House, Right Place, Right Time: the Community and Lifestyle Preferences of the 45+ Housing Market (BuilderBooks, 2008); Boomers on the Horizon: Housing Preferences of the 55+ Home Buyer (BuilderBooks, 2002); and Building for a Lifetime: The Design and Construction of Fully Accessible Homes (The Taunton Press, 1994). Wylde is often sought out for her expertise by various news and trade publications, including the Chicago Tribune, the Wall Street Journal, the Overseas Property Professional magazine, the Senior Housing News and 50+ housing online publications.