The 100 Club

Two all-star sales leaders, one mission in serving families. Mary Bennett and Megan Novak of the Arbor Company sit down to discuss their efforts to drive their community to 100% occupancy with a waiting list. They offer a unique perspective of being an extension to the care team, working well together as a two-person sales team, and how to work through a crisis.  https://www.linkedin.com/in/mary-bennett-988825170/ Megan Novak: https://www.linkedin.com/in/megan-novak-13842671/

Some can talk about it, others can do it.  Sales and operations… we’ve talked about it before and we’ll continue to break down the stigma of working cohesively as a team.  The results? 21 consecutive straight months of positive net gain, increased NOI, and happy ownership groups.  Listen to the passion of Cristy Ballard, SVP of Sales and Marketing for Solstice Senior Living, talking about how opening up the lines of communication and being vulnerable has unlocked unreal results for her communities.  Also, If you’re at Argentum, be sure to attend her panel Monday at 3:15 as she talks about the Women in Leadership program on how they are closing the gender gap in business! 

Elizabeth Dodd is the AVP of Sales/Marketing for Allegro Living. She shares the creative ways she and the Allegro teams are creating community partnerships with local universities and doctors. One, in particular, is focused on Cognitive Stimulation Therapy and the results are worth listening to! Learn more about cognitive stimulation therapy here: https://otservices.wustl.edu/items/cognitive-stimulation-therapy/ Connect with Elizabeth here: https://www.linkedin.com/in/elizabethgrindstaffdodd/ Email Elizabeth here with questions: [email protected]

Our conversation covers the 2022 Year in Review report that was aggregated by the team at WelcomeHome. We cover industry occupancy, activities of top sales/marketing directors, best lead sources by the length of stay, and more. You can download the full report here: https://info.welcomehomesoftware.com/yearinreview Connect with Maggie here: https://www.linkedin.com/in/maggie-seybold-5bb415126/

It's easy to get complacent and fall in the trap of telling yourself "this is the way that it's always been done". Our industry is moving forward because of leaders like Melisa Jones-Knight; she is fighting for her team to not stay complacent, and not only that, empowering her team to have levels of accountability and standards.  Creating company sales culture (the mythical beast we'll talk about in a later episode), year-long messaging campaigns yield strong referrals, and much more in this episode.  Connect with Melisa here: https://www.linkedin.com/in/melisa-jones-knight-301b5a203/ Listen to more episodes of the 100 Club Podcast here: https://anchor.fm/michael-moye1

Where and how do I start marketing for my senior living communities? What am I missing? How do I create compelling stories to get like-minded prospective families through the door?  Marketing today is getting more complex, and it's only getting more complicated. Debbie Howard is a marketing wizard, especially as it relates to the digital side on how to reach consumers where they want to be reached.  It's small details that we need to perfect to give the experience that our customers deserve.  Learn more about Debbie here: https://www.linkedin.com/in/deborah-howard-ab730b43/ Learn more about Senior Living Smart here: https://seniorlivingsmart.com/

Angie and her team at Our House Senior Living saw an increase of 10% in occupancy, during the pandemic, just by going back to the basics. Meaning focusing on their organic reach by optimizing their content strategy and becoming more authentic.  It's an episode you don't want to miss!  Connect with Angie here: https://www.linkedin.com/in/angie-hildebrant-62588434/ Connect on LinkedIn with the 100 Club Podcast here: https://www.linkedin.com/company/100-club-podcast/about/?viewAsMember=true

You wouldn't believe that 30-50% of the prospects and current residents in your community are either veterans or surviving spouses.  This means there is a MASSIVE opportunity to help more families. Suzette Graham at Patriots Angels (https://www.patriotangels.com/) goes into how easy it is to help access VA Aid and Attendance and more in this episode.  This impacts occupancy, and more importantly, quality of life for our older adult population.  Connect with Suzette here: https://www.linkedin.com/in/suzette-graham-253a1876/ or via email at: [email protected] to learn more.

Discounting, APFM, and Getting to 100% - we cover it all in this unique interview where we talk with Haylee Bush, the Sales Director at Primrose Retirement Community of Rogers, and Jessi Weldon, VP of Sales, Marketing, & Research for Primrose Retirement Communities.  Reach out to Jessi Weldon on LinkedIn here: https://www.linkedin.com/in/jessiweldon/ Follow 100 Club Podcast here: https://www.linkedin.com/company/100-club-podcast/?viewAsMember=true

In the booth with THE Julie Podewitz and she breaks down actionable steps for what sales and marketing directors can be doing to be increasing their conversions. It first begins with controlling the "controllables" - it's easy to get caught up in the whirlwind of senior living sales but the best sales directors know how to step back and identify trends and be disciplined in the actions that increase conversions.  DON'T FORGET! Sign up for the most important sales master class put on by Julie here: https://growyouroccupancy.com/live-training-events/ Time and date: Brentwood, TN on November 15 - 16, 2022. Leave energized, motivated, confident and with action steps to implement NOW to boost sales and occupancy. Register before October 1 to take advantage of the value rate of $495!