Presented by Michael Marlow, Sales Engagement Manager, Life Care Services and the President of The Marlow Group

Join Michael Marlow for a deep-dive session into the critical role of selling in the senior living field. Not marketing, but SELLING. Specifically, we will seek to change our behavior to adopt a “Selling to the Individual” model versus “Marketing to the Collective” model. This “Marketing to the Collective” model is the model that has been used in our field for decades.

Eight research-based, field-tested strategies will be discussed and practiced. Using actual case studies, real world senior living-based stories, and illustrative exercises, this presentation is designed to introduce the participant to a completely new way to approach selling in our wonderful field! In addition, effective communication skills will be discussed which leads to trust-based relationships. You CAN fill your community, during AND after a pandemic IF you are willing to change!

Michael will also present a concurrent education session at the virtual EXPO on May 27th, which will briefly outline his selling strategies. This webinar will greatly expand upon those topics and allow you the opportunity to ask questions and participate in discussion. With the advantage of live virtual online training, you can register your team to hear the content. This is a program you do NOT want to miss!

Objectives

• Learn how Marketing to the Collective, by itself, is an ineffective strategy to establish relationships of trust which allow us to grow our occupancy and revenue.
• Understand research that says that we MUST focus on Selling to the Individual if we are to effectively and efficiently increase our census.
• Discuss and implement 8 simple selling behaviors that can help you quickly serve more customers through increased move-ins.

Target Audience: Marketing, Admissions, Executive Directors, Nursing Home Administrators, Corporate Leaders

Program pricing:

• LeadingAge Connecticut members and subscribers $75       Non-members $125
• Registration deadline is June 9th
• Registration is a commitment to pay in full and the deadline to register is the Friday before each webinar
• 3.0 CT NHA CEU's will be available to attendees that attend the session
• Registration is for one computer login access per webinar.