The Expansion Wake-Up Call: How Full Communities Prepare to Sell Again
Thursday, July 16, 2026
1:00pm – 2:00pm (EST)

A webinar presentation in partnership with LeadingAge Pennsylvania.

Reaching full occupancy is a milestone, but it can also create hidden challenges when it’s time to grow. Communities that have long relied on strong demand and waitlists often find themselves unprepared for the shift required to successfully sell new inventory during an expansion.

This session explores what it really takes to transition from a “full and stable” environment to a proactive, growth-focused sales approach. Participants will examine how expansion prospects differ from traditional waitlist audiences and why relying on past demand alone can stall momentum.

Attendees will learn how to realign sales strategies, refresh messaging and value propositions, and implement the operational, technological, and training adjustments needed to support expansion success. The session will also highlight common pitfalls, real-world lessons, and proven approaches to help communities relaunch their sales engine and achieve stronger, faster fill-up of new residences.

Target Audience:
CEOs, Executive Directors, Sales Directors, Regional Sales Directors, Marketing Directors

Event Objectives:
• Understand why expansions require a fundamentally different sales approach—and discover strategies to maintain momentum and avoid complacency when moving from a full-occupancy environment to selling significant new inventory.
• Identify the operational, technological, and training adjustments needed to support expansion sales, including how to retrain teams that have grown accustomed to easier closes and passive demand.
• Explore how to update messaging, value propositions, and marketing strategies to engage expansion prospects—who often differ from historical waitlist audiences—and effectively articulate the benefits of new residences within an established community.

Webinar Pricing:
$99 for LeadingAge Connecticut & Rhode Island Members
$175 for Non-Members

• Registration is a commitment to pay in full.
• Registration is for ONE computer login access per webinar.
• Recordings of live sessions are included in webinar purchase.
• Deadline to register for this webinar is Friday, July 10.

CEU Information:
• This program has been submitted but not yet approved for Continuing Education for 1.0 total participation hours by NAB/NCERS.
• To receive continuing education credit for LeadingAge PA-sponsored webinars, attendees must register under their name, participate through the link supplied after registering and complete the evaluation after the webinar.

Speaker Bios:
Kimberly Wilkinson, President & Co-Owner, Creating Results
Kimberly Wilkinson is dedicated to showcasing potential and achieving outcomes by building collaborative relationships while supporting older adults. She finds inspiration in empowering seniors to flourish and enjoy life according to their own preferences. She excels at expanding market share and strategic growth through marketing, sales communication, and branding. With more than 25 years of experience promoting knowledge, products, services, and key issues across both for- and not-for-profit sectors—including Fortune 100 companies—Wilkinson brings a distinctive viewpoint to senior living sales and marketing. Her broad experience at every level of senior living offers unique insights. As President & Co-Owner of Creating Results, Kimberly focuses on helping communities motivate mature consumers to select products, services, and environments that encourage vibrant lifestyles and rewarding experiences.

Questions? Contact (203) 678-4477 or [email protected].