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Breakout Session 604 on Thursday, May 9 @ 12:30-1:30 p.m.

Selling the Senior Living Experience (Part 1 of 2)

We face many headwinds in our wonderful industry. Many of these headwinds are based on our customer's misunderstanding of who we are and what we do! In this highly interactive session, we will discuss these "facts" and how we can build trust-based relationships through sharing this information. This trust will then allow us to create meaningful, memorable and unique Experiences for our customers before they choose us!
  • Review the current state of senior living, specifically as it relates to an occupancy and revenue lens.
  • Discuss and practice 8 research-based, field-tested Sales Standards which will allow us to convert Inquiries into Move-Ins at a much higher level.
  • Identify the challenges of buying senior living from a consumer's standpoint.
Michael Marlow, VP of Sales Education, Watercrest Senior Living Group, Louisville, KY
Michael Marlow has been involved in the senior living industry for more than 29 years, beginning his career with Hillhaven, and has served in various sales training and senior sales management roles with Vencor, Atria, Brookdale and LCS. These roles have ranged from regional sales director to national vice president of sales. He is also a nationally published author and frequent national and international lecturer in many areas such as LeadingAge sessions, state ALFA affiliates, national health care conferences, and at the University of Louisville schools of Nursing and Dentistry. Marlow is also the author of an ALFA Best of the Best award winning sales training program in 2012. He is a proud graduate of the University of Kentucky and lives in Louisville, KY. He is married with two grown children: Bradley, a physical therapy assistant at Beacon Orthopedic Erlanger, KY, and Dr. Jill, an occupational therapist at Baptist Healthcare in Louisville. Michael is also the proud grandfather of four, Avery, Owen, Emma and Zoe. 

 

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