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! 

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/

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: suzette@patriotangels.com 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

If you're in senior living sales, you likely have been introduced to the sit-tour-sit. It's time to rethink and reframe how were coaching our sales leaders to do this passed down methodology. 

Andrea Marchesotti is the National Director of Sales at Artis Senior living and drops absolute gold in this episode! 

Connect with her here: https://www.linkedin.com/in/andrea-marchesotti-9572a66/

Learn more about Artis here: https://www.artisseniorliving.com/

Moving is the 3rd most stressful event that occurs in your life. This conversation is focused all around the challenges of a move and the barriers it creates for families to move into your community. Maureen walks through these challenges and shares practical ways we can be the best guides in this transitional phase. 

You can follow her on LinkedIn here: https://www.linkedin.com/in/maureenlongoria/

LivNow Relocation: https://livnowrelocation.com/

Ashley Shipman, The Corporate Director of Clinical Compliance at SilverPoint Senior Living, is here to bring her insights from the clinical side! We talk about the importance of marrying sales and clinical and establishing a genuine partnership with each respective department. 

When working well, the downstream effects are stronger occupancy and happier families. Enjoy our conversation!

You can find Ashley Shipman on LinkedIn here: https://www.linkedin.com/in/ashley-shipman-5346821b7/

Learn more about SilverPoint Senior Living here: https://silverpointsl.com/

Coming off the heels of the pandemic, this is a great time to evaluate where you stand and where you want to be in your leadership. Brad Isreal, the president at Warrior 360, is an army veteran who worked his way up to becoming a Green Beret and has the tools and wisdom that we all need to grow ourselves. 

Learn more about Warrior 360 here: https://warrior360.co/

Watch his TedX talk here: https://www.youtube.com/watch?v=sUUULZjetEs

The word automation can have a couple of connotations... but we break down why teams shouldn't be afraid and how we can embrace it and ensure we don't lose the personal touch that will always be needed in the senior living space. 

Hope you enjoy the conversation with the team from Senior Living Pros!

You can find them here: https://seniorlivingpros.com/

We sit down and chop it up with Evan Friedkin, Head of Business Development, at Roobrik. We've all heard the confused buyers don't buy, so why are we still not presenting a clear path forward? Evan breaks it down on the podcast and shares some staggering statistics on why families aren't touring. 

You can connect with Evan here:

LinkedIn: https://www.linkedin.com/in/evanfriedkin/

Email: evan@roobrik.com

Roobrik: https://www.roobrik.com/

We sit down with a good friend and owner of an Atlanta based senior living placement company, Where The Heart Is - Eddie Biggers. He tells his story about being an entrepreneur in the industry and how he's been able to expand his company. Also, we dive into what the conversations are like after a family tours. What separates a community that gets the move in from the ones who don't. 

Heather Tussing is the Chief Operating Officer and Vice President of Sales with Morning Pointe Senior Living. She joins us to talk about sales and operations blending together to create a community primed for 100% occupancy. 

A real pioneer in our Senior Living. James Lee is the CEO & Founder of Bella Groves Senior Living. James has served the senior living industry for 13 years and counting. He started his career as a caregiver and has held six community roles including Resident Programming and multiple Executive Director roles. James has also served in numerous senior and national level roles in Sales, Operations, and Learning & Development for well-respected organizations, and he is a trusted advisor, speaker, and thought leader in the senior living profession. Owner of Bella Groves Consulting and Host of Level Up - A Leadership Podcast

Glenn Barclay, the CEO/Partner with The Blake at QSL Management, jumps on the mic! He shares his story on how he got into senior living and why he wanted to take a pay cut to do something where he found true value and belief in what he was doing. 

Are we creating more anxiety for our team members? Glenn is a firm believer that anxiety is the thief of joy. He goes into how he executes eliminating anxiety for his team and the results that come from it. 

Glenn Barclay: https://www.linkedin.com/in/glenn-b-b43b6372/

The Blake at QSL Management: https://www.qslmanagement.com/

Cory Mitchell: https://www.linkedin.com/in/cory-mitchell-802a15167/

Michael Moye: https://www.linkedin.com/in/michael-moye-a937b982/

Today we have a conversation with Max McNamara, CEO of FullSpectrum Staffing Solutions, and Katie Churchill, their Sales Development Leader. It goes without saying that it's tough times to not only identify but also retain top talent. 

A formula to success is to understand a candidate's why, to truly identify the key decision-makers (that go beyond just the talent themselves), and stay ahead of their needs, wants, and desires. Tune in to get all the tips laid out by this awesome team. 

Full Spectrum website: https://fullspecstaff.com/

Katie Churchill LinkedIn: https://www.linkedin.com/in/katiechurchill2/

Max McNamara LinkedIn: https://www.linkedin.com/in/maxwellmcnamara/

We get the opportunity to speak with Kelly Schwennesen, VP of Sales and Marketing, over at SilverPoint Senior Living. A company that is set to acquire distressed communities, during a pandemic, and oh yeah, they're 6 months old... what could go wrong!? See how Kelly and her team are creating strong team dynamics, leveraging their local footprint to create trust with families, and her secrets to understanding the market before acquiring new properties. 

It's all here! Thanks for listening! 

You can find Kelly on LinkedIn here: https://www.linkedin.com/in/kelly-schwennesen-7289b684/

And learn more about SilverPoint here: https://silverpointsl.com/

Scott McCorvie has been active in improving the senior living industry for the past 18 years. He started his career at HealthTrust, competing over 500 senior living appraisal and market studies in markets across the United States. 

In 2012, he joined Sentio Healthcare Properties where he sourced and closed multiple acquisitions before moving to a much larger REIT, CNL Healthcare Properties, where he led the acquisitions team to complete over $1 billion of transactions nationwide. 

With a passion for helping owner/operators grow, Scott launched a consulting firm in 2015 and later helped create a regional owner/operator company, Alta Senior Living. 

Most recently, Scott launched Vita Senior Living, a new senior living investment, development, and management company focused on purchasing communities and improving lives in Florida. Scott has a strong passion for senior living and continually improving the industry, and hosts an industry podcast, The Inner Circle of Senior Living. 

Nicholas Begane shares why he made the move from healthcare recruiting to now becoming a sales specialist at Westmont Living. 

You can feel his passion as she shares his story and gives tangible tips to implement in your community today. Ways to create urgency in serving more families, event ideas that drive awareness, and much more. 

We're thankful to have spoken with Nick and can't wait to see the big things he accomplishes in his future. 

Heather White founded Grace and Truth Education to focus on specialized dementia education, offering clinical CEU's, and helping senior living professionals cultivate leadership and business growth. Heather is no newcomer to the world of growth and education - in fact, she found her first love of growing and teaching others via volunteering more than 30 years ago and has continued to this day with leading a Memory Care Cafe program at her local church and volunteering with local and national organizations, including Dementia Friendly Fort Worth and the Alzheimer's Association. 

For over two decades Traci Bild, Founder of Bild & Co has been redefining business as usual, establishing processes and systems that simplify the complexities of business while accelerating financial results and Company valuations.

Working with both private and publicly traded companies niched in seniors housing on both the ownership and operator side, Traci and her team have positively impacted 80% of the top 100 seniors housing operators in the U.S., Canada, U.K, the Caribbean, and India.  While the Bild & Co team will continue to drive financial performance for seniors housing owners and operators who meet the criteria to partner; Traci is pivoting.

You can purchase her new book, The Short Cut to Sales and Marketing Success here: https://www.amazon.com/Short-Cut-Sales-Marketing-Success/dp/B09PMBKSRW

Micah Hunt is a Regional Director of Sales for Southern VA at RUI | Diamond Award Winner “Best Practices” 2021 | Collaborator Extraordinaire | Board Member | Passionate Senior Advocate

Mary Cate Spires is the leading expert on using data and research to improve marketing ROI. She has worked with dozens of prominent brands from all over the US including SmartBug Media, HubSpot, and The Arbor Company to drive leads, ROI, and customers through digital marketing efforts. 

With a degree from the University of South Carolina in public relations and over ten years of digital marketing experience, she is widely regarded by marketing executives to influence marketing strategy and achieve results. 

You can find her new book, On The Map here: https://www.amazon.com/Map-Multi-Location-Businesses-Marketing-Competition-ebook/dp/B09QMR181N

Tanner Easley is the Director of Sales and Marketing at the Village at The Triangle. He's been able to successfully sell the community from pre-lease to now having sustained 100% occupancy, even through the pandemic. 

He attributes his success to listening and having a team that is all sales focused. 

On this Episode, we have Danielle "Dani" Vance, the Director of Sales and Marketing at Jaybird Senior Living. What started in 8th grade morphed into her leading sales and marketing efforts for a 70+ community portfolio. 

We can't wait for you to hear how her passion is driving sales in a big way. 

We have Christy Van Der Westhuizen, Vice President of Sales and Marketing at MBK Senior Living, on the show today!   

With 13 years of experience in the senior living industry, she breaks down her story on what got her into the industry, tips for what to expect when you become a regional, and more.   

MBK continues to push senior living norms -- listen and learn more here!

The 100 Club Podcast, a show designed to help senior living sales and marketing leaders elevate their game. Discussions with industry leaders, experts, and boots on the ground directors, we're giving the blueprint to help your community work together as a team and drive occupancy.