2021 Agenda

7:30-8:30 AM
Breakfast

8:30-9:30 AM
The Sales Playbook for Hyper Sales Growth
This engaging, interactive session is a MUST for all sales professionals and executives who want their business to reach its full potential. This presentation is fast paced, practical, content rich and filled with take-away value.

Selling a product, idea, or service in today’s economy takes more effort than it did even two years ago. Technology has allowed for businesses to connect all over the world, meaning most consumers, customers, or clients have many options available. This means a salesperson must work to build trusting relationships to win new customers and grow the ones you already have. Jack will explain the importance of leveraging your business’ unique competitive advantages to create systems and processes to be used by your entire sales team to ensure the growth of your company.

You will learn:

  • Unique strategies for capturing and closing more leads
  • How to maximize your sales in a minimal amount of time.
  • Low-cost tactics for increasing the value of your prospect and customer lists.
  • How to drive greater sales and profits with existing resources.
  • Communication – Social & Buying Styles, Personality Profiles & the Call Critique
  • The Relationship Selling Process.
  • The Laws for Self Renewal, Target & Personal Marketing.
  • Everything you need to know to double your sales.
  • Leverage the web and social media to increase sales
  • Set and reach your business and life goals
  • Get quick results and accelerate your business growth


Speaker:
Jack Daly, Leading Sales Speaker and Trainer


9:45-10:45 AM
Achieving a High Impact Sales Culture
Executive directors are asked to do more today than they have been asked in year’s past. Not only are they responsible for budgets, staffing, resident care, and satisfaction, they are also tasked with keeping residents safe throughout a worldwide pandemic. Sales is often the last consideration, as attention goes swiftly to the fires that need attention amongst varying operational departments. Not to mention, we hire salespeople for a reason, right? Isn’t it their job to fill the building? Many have likely heard the cliché that occupancy is everyone’s job. But what exactly does that mean for the ED, and how do we create a culture of sales amongst team members? 

In this session, we’ll discuss key takeaways including:

  • Defining the Sales Leader at Your Community (hint: it’s YOU!): Uncovering your strengths as a supporter of occupancy
  • Facts and Numbers: Deep dive into data related to the EDs support of occupancy
  • It Takes a Team: The role of communication in creating a sales culture
  • Overcoming Objections: How the sales cycle has changed since the onset of COVID
  • Lead generation: Solving the “I need new leads!” crisis
  • Lead Nurturing: Best practices including a look at sales enablement tools available

This interactive session will explore multiple options for EDs to increase their support of sales and occupancy. From identifying how to be more involved in the sales process, to simply learning to ask better questions during one-on-one meetings with sales directors, EDs will walk away with tangible action items and next steps.

Speaker: Lacy Jungman, Vice President of Marketing and Communication, Heritage Communities


10:45-11:45 AM
Peer-to-Peer Discussions
Come together with your peers and have facilitated conversations on senior living’s most pressing topics. You will have a chance to learn how other EDs are tackling workforce development, diversity and inclusion, risk management, and more.


11:45-12:30 PM
Lunch


12:30-2:00 PM
Life by Design

All too often, entrepreneurs and business owners invest and prioritize their time and energy to build a successful business at the expense of a successful personal life. It need not be that way! In fact, many of the habits, strategies and tactics employed with the running of our businesses can be successfully applied to our personal lives. In this highly introspective workshop, we will dig deep to discover the things we value most for life, and how best to achieve and accomplish them. Several outcomes will be a more balanced life, a prioritization of actions to build a quality life along with a quality business, and a system with processes to make this an integral component of one’s life as opposed to an “event.” Key areas covered include:

  • Success Stories-Look at what others have done.
  • A Time to Think- Setting the table.
  • Becoming Your Own Futurist-Your Life, the overview.
  • The Scenario Plan- 4 Critical Issues in becoming your own futurist.
  • Reality is What You Make It- We must know where we are going and have a plan.
  • Self Renewal


Speaker:
Jack Daly, Leading Sales Speaker and Trainer


2:00-3:30 PM
Covering Your Assets: Practical Risk Management Strategies (Part One)
What are the areas of greatest risk vulnerability in senior living communities? What federal laws and regulations impact risk management exposures?  How are “realistic expectations” used to manage resident satisfaction and transparency? Discover the answers to these questions while also identifying the various constituencies that impact managing risk.  This course is presented in two sessions to allow time for participants to respond to case examples and discuss specific situations and concepts that executive directors are required to manage.

Speakers: JoAnne Carlin, Senior Vice President Clinical Risk, Marsh Senior Care Practice; Joel Goldman, Partner, Hanson Bridgett LLP


4:00-5:30 PM
Mainstage: Argentum Awards & Heroes Work Here Celebration

5:30-7:00 PM
Opening Reception

8:30-9:30 AM
Mainstage: James Rhee on Finding Your Purpose & Inspiring Profits


9:45-11:15 AM
Balancing Mission and Margin
The mission of senior living is to provide vibrant communities where older adults can thrive and enjoy an improved quality of life. This course will cover best practices for maintaining optimal care and services to residents while adhering to a successful budget. This session is designed to help you:

  • Learn how to improve staff efficiencies so they can spend more time providing care and services
  • Understand the impact of revenue and expenses on value
  • Learn which resources to invest in to grow and maintain high occupancy rates


Speakers
: Tana Gall, President, Merrill Gardens; Chris Guay, Founder and CEO, Vitality Living


11:30-12:15 PM
Lunch


12:15-1:15 PM
Innovative Recruiting Tools and Strategies in a Tough Labor Market
In this unprecedented labor market, we will review some updated and new recruiting tools and strategies that can help give you an advantage in your marketplace for attracting and retaining the best talent for your communities. Reviewing your ATS, launching proactive strategies, as well as looking to other industries to target for your candidate pool will be amongst the topics we will discuss.

Speakers: Rich Boberg, SHRM-SCP, PHRca, Human Resources Director, Merrill Family of Communities; David Kenney, CEO, Efficient Hire and Jobalign


1:15-2:15 PM
Covering Your Assets: Practical Risk Management Strategies (Part Two)
What are the areas of greatest risk vulnerability in senior living communities? What federal laws and regulations impact risk management exposures?  How are “realistic expectations” used to manage resident satisfaction and transparency? Discover the answers to these questions while also identifying the various constituencies that impact managing risk.  This course is presented in two sessions to allow time for participants to respond to case examples and discuss specific situations and concepts that Executive Directors are required to manage.

Speakers: JoAnne Carlin, Senior Vice President Clinical Risk, Marsh Senior Care Practice; Joel Goldman, Partner, Hanson Bridgett LLP


2:30-3:45 PM
Mainstage: Insights from the C-Suite 

4:00-5:30 PM
Expo Open (plus Happy Hour!)

8:30-9:30 AM
Mainstage: Robert Richman, Fostering a Culture of Innovation

9:45-10:45 AM
Developing Your Community’s Workforce

An Argentum report found that the senior living industry will need 1.2 million employees by the year 2025. This session delves into best practices for hiring, training, and retaining the top talent needed to staff senior living communities, with an emphasis on developing the next generation of leadership.  This session is designed to help you:

Learn engagement strategies to keep your top talent
Adapt modern recruiting practices to attract millennials to senior care
Explore best practices to manage staffing challenges

Speaker: Mark Woodka, CEO, OnShift

10:45-11:45 AM
CEO Roundtable
Getting ahead of the curve and staying there makes top executives the best in the business. Challenge your company and learn what's ahead for the industry from the leading-edge movers and shakers with the vision to get there.  Attendees will have the opportunity to pose questions to this distinguished panel on the future of senior living and map new opportunities and potential changes facing the industry.

Speaker: Judd Harper, President, The Arbor Company; Danielle Morgan, President, Clearwater Living

11:45am-12:15 PM
Wrap-Up and Certificates 

Earn Up T0
CEUs

Featured Speaker

  • Christopher Ridenhour

 

Christopher provides strategic leadership, coaching, and training to staff in an organization defined by a Culture of Considerate Behaviors. The goal is for every single team member to feel valued, appreciated, and expertly equipped to provide exemplary services in a highly stressed and regulated industry.

Targeted Events = Relationship Building

Senior living professionals crave peer-to-peer experiences, making new connections, and learning. Sponsor the Executive Director Leadership Institute to integrate your message into the experience and advance relationships with community leaders nationally. Reach to us to discuss sponsorship opportunities.