100 Club Podcast
By Michael Moye & Cory Mitchell
A podcast aimed to help senior living sales and marketing directors. We talk to both young and experienced leaders in the senior living space in an effort to bring best practices to life. Follow along to learn and elevate your game!
Discounting, A Place for Mom, and Getting to 100% w/ Jessi Weldon & Kaylee Bush
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
October 23, 2022
What stands you out as a sales and marketing director w/ Julie Podewitz (Grow Your Occupancy)
In the booth with THE Julie Podewitz and she breaks down actionable steps for what sales and marketing directors can be doing to be increasing their conversions. It first begins with controlling the "controllables" - it's easy to get caught up in the whirlwind of senior living sales but the best sales directors know how to step back and identify trends and be disciplined in the actions that increase conversions. DON'T FORGET! Sign up for the most important sales master class put on by Julie here: https://growyouroccupancy.com/live-training-events/ Time and date: Brentwood, TN on November 15 - 16, 2022. Leave energized, motivated, confident and with action steps to implement NOW to boost sales and occupancy. Register before October 1 to take advantage of the value rate of $495!
September 26, 2022
Oh, shift w/ Phillip Vincent & Ben Rao - Mom's House
There is a shift in the market that Mom’s House is a national partner for your community to ensure Mom is safer while relieving the stress of selling the house and dealing with all the stuff, giving the family the time to redirect their focus on Mom’s care. Connect with both guests below: Ben Rao: https://www.linkedin.com/in/benrao/ Phillip Vincent: https://www.linkedin.com/in/rematch/ Mom’s House: https://momshouse.com/
August 22, 2022
It's time to reframe the sit-tour-sit w/ Andrea Marchesotti
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/
August 15, 2022
Re-egineer your move in process w/ Maureen Longoria (LivNow Relocation)
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/
August 01, 2022
The perfect blend between sales and clinical w/ Ashley Shipman
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/
June 27, 2022
All things leadership development w/ Brad Israel (Warrior 360)
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
May 23, 2022
Should we be afraid of automation?
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/
May 04, 2022
How to create a clear path for your customer w/ Evan Friedkin (Roobrik)
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: firstname.lastname@example.org Roobrik: https://www.roobrik.com/
April 25, 2022
Senior Living Placement Expert w/ Eddie Biggers (Where The Heart Is)
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.
April 13, 2022
The Critical Link Between Sales & Operations w/ Heather Tussing
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.
March 28, 2022
How 'The Home' Is The Industry's Biggest Opportunity w/ James Lee
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
March 15, 2022
Peeling back the layers with your prospects w/ Michelle Anderson
Michelle Anderson, VP of Sales and Operations, at Thrive Senior Living jumps on the mic! This episode is jam-packed with content that you can apply today! In particular, a major focus is on the questions that CRDs/Sales Directors need to start implementing in their tours and discovery calls. Questions that help peel back the layers of your prospect. Truly get to the root of their resident's "why" and how your community can help re-capture a passion that might have been dormant for too long. Enjoy! Michelle Anderson: https://www.linkedin.com/in/michelleherrinanderson/ Cory Mitchell: https://www.linkedin.com/in/cory-mitchell-802a15167/ Michael Moye: https://www.linkedin.com/in/michael-moye-a937b982/ Ad: Sugarcaddythreads.com
March 09, 2022
Eliminate anxiety and create a community of joy w/ Glenn Barclay
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/
March 07, 2022
Senior Living Recruiting Experts on Attracting and Retaining Top Talent
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/
March 03, 2022
How to win as a team w/ Kelly Schwennesen
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/
February 28, 2022
Upgrading The Senior Living Lifestyle w/ Scott McCorvie
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.
February 23, 2022
Using video to create a compelling story w/ Nicholas Begane
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.
February 21, 2022
Sales Culture, Dementia Education & Leadership Training w/ Heather White (Grace and Truth)
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.
February 16, 2022
The Shortcut to Sales and Marketing Success w/ Traci Bild
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
February 14, 2022
Tips To Generate Word of Mouth Referrals w/ Micah Hunt
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
February 09, 2022
How to improve your marketing ROI w/ Mary Cate Spires
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
February 07, 2022
How listening yields results w/ Tanner Easley
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.
February 01, 2022
Passion that drives sales w/ Dani Vance
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.
January 31, 2022
Doing the good work w/ Christy Van Der Westhuizen
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!
January 24, 2022
Welcome to the 100 Club Podcast
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.
January 21, 2022