Sales & Marketing

Breaking Down Silos: The Role of Operations in Sales & Occupancy

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Rebuilding occupancy through the pandemic is more than the Sales Director’s job in a community, and will require an all-hands-on-deck mentality for regional and corporate leaders alike. With demands high for operations teams in both community settings and home office functions, there can be little time left to invest in sales efforts. This session will help identify opportunities for operation teams at any level that maximizes time and output, while breaking down barriers between the two departments.

Speaker: Lacy Jungman, Vice President of Marketing & Communications, Heritage Communities

Creative Lead Generation and Closing Strategies

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Improvement in occupancy during the time of greatest challenge in senior living: It can be done. Hear from operators who managed their marketing and promotion, digital platforms, and tracking to create conversions over the past year.


Speakers:

  • Diane Macheers, Senior Group Director, Attane
  • Marti DiTaranto, Vice President of Sales & Marketing, The Ridge Senior Living

A 360-Degree View of Crisis Communications

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Most senior living communities experienced first-hand the impact of the pandemic, or dealt with the blowback as residents, family members and staff dealt with daily headlines reporting outbreaks and deaths among communities for seniors. This master class in crisis communication will provide an in-depth look at senior living’s response to the crisis from several functional angles. From social media to news stories to communicating with investment partners, this session will provide you with a roadmap to better equip your company for any communications crisis.

Panelists:
Jonathan B. Barbieri, Senior Vice President, The Hearth Management
Brandon Ribar, Chief Operating Officer, Capital Senior Living
Jeffery Smith, SVP, Sales & Marketing, Integral Senior Living

Moderator:
David Dodson, VP, Sales & Marketing, Harbor Retirement Associates, LLC

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Making the Move to Omnichannel Marketing

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“Omnichannel” doesn’t mean marketing across multiple channels. It means ensuring that each channel and brand are bridged – so that every customer has the same, continuous experience as they move from one channel to the next. How do you guide your organization to make this move? How long does it take, and how much buy-in will you need? How does “multi-touch attribution” work? Which is better, videos with high production quality, or short snippets? Brand leaders from several organizations who have achieved an omnichannel approach share their lessons learned in this fast-moving panel discussion.

Panelists:
Jamison Gosselin, Chief Marketing Officer, Eclipse Senior Living
Lacy Jungman, VP of Sales & Marketing, Heritage Communities
Brenda Schreiber, SVP, Marketing, Mather
Rick Westermann, VP, Sales and Marketing, Life Care Services LLC

Moderator:
Jeff Shaw, Managing Editor, Seniors Housing Business

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Transforming your Operations Environment into a Sales Organization

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From caregiver staffing to resident engagement activities, daily touchpoints with long-time residents, families and new residents are numerous and hugely impactful to the health of your prospecting pipeline. For example, many senior living sales professionals will tell you that a resident’s “post-sale experience” is typically forgotten. Now more than ever, everyone should be participating in the sales process. Charlene DeCesare will engage attendees in a highly interactive discussion on how to establish a relationship-sales approach not only with your sales and marketing teams, but also with every team member — converting more of your pipeline prospects into residents and advocates for your community.

Presenter:
Charlene DeCesare, Sales Advisor, Training & Guide, Firewalk Sales

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