Selling During a Pandemic (And We are ALWAYS in a Pandemic!)

Wednesday, April 21 • 12:00 - 4:00 pm CT • Webinar

REGISTER

ABOUT THE WEBINAR

Join Michael Marlow for a deep-dive session into the critical role of selling in the senior living industry. Not marketing, but SELLING. Specifically, we will seek to change our behavior to adopt a “Selling to the Individual” model versus “Marketing to the Collective” model. This “Marketing to the Collective” model is the model that has been used in our industry for decades. The participant will learn to develop relationships of trust with both internal and external customers. In addition, effective communication skills will be discussed which again lead to trust-based relationships. Eight research-based, field-tested strategies will be discussed and practiced. Using actual case studies, real world senior living-based stories, and illustrative exercises, this presentation is designed to introduce the participant to a completely new way to approach selling in our wonderful industry! 

You’ll have the opportunity to ask questions and participate in discussion. With the advantage of live virtual online training, you can bring in your team to hear the content. This is a program you do NOT want to miss!

LEARNING OBJECTIVES

• Identify and adopt atypical selling behaviors and skills to quickly establish relationships of trust with customers to grow occupancy and revenue. Attendees will accomplish this by understanding and adopting a “Selling to the Individual” mindset.
• Develop effective communication skills to apply to situations in participant’s professional and personal lives.
• Discuss eight strategies to operationalize this approach and culture to stand out in the Sea of Sameness that defines senior living and to ultimately serve more seniors.

TARGET AUDIENCE

• Sales Professionals
• Marketing
• Public Relations
• CEO/Administrator
• Site Leader and other interested staff.
• Appropriate for nursing home, assisted living, home and community based services, and adult day services

MEET THE PRESENTER

Michael Marlow, Sales Engagement Manager, Life Care Services, Des Moines

Michael Marlow has been involved in the senior living industry for more than 27 years, beginning his career with Hillhaven, and has served in various sales training and senior sales management roles with Vencor, Atria, and Brookdale. 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 Jill, an occupational therapist at Skyline Medical Center in Nashville, TN.

PRICING

• LeadingAge Texas Members: $135 per webinar link
• Non-Members: $250 per webinar link

What's Included: Registration fee includes electronic handout, one connection to the live workshop, and instructions for receiving an attendance certificate. A recording of this workshop is NOT included in the registration fee.

Additional Attendees:

• An additional $10 per person will be billed post-webinar for additional attendees seeking credit.
  
• You may view these webinars with your team, without sharing the webinar link, on one device.
• Paid registrations are limited to one connection per webinar link. Links to join the webinar are unique and tied to the registrant name. While others can view the webinar on the same devise with you, the link should not be forwarded. Because the fee is set per line/connection, please only register one person/main registrant. 1 - 2 days prior to the webinar, you will receive an attendance report which will be used for any additional attendees viewing with you to receive continuing education credit.
• Please note the webinar link cannot be shared with others.
• Multiple connections will either be billed or removed from the webinar.

• Registrations are fully transferable. Transfers must be submitted via email to Dorothy Ferrick no later than 48 hours prior to the Webinar.
• A full refund will be given to all cancellations received 10 or more business days prior to the program.
• A $50 administrative fee will be charged to all cancellations received six to nine business days prior to the program.
• No refunds will be given to cancellations received five or fewer business days prior to the program.
• LeadingAge Texas reserves the right to cancel the program due to insufficient enrollment in which case pre-registered participants will be notified and full refunds provided.
• No-shows will be billed. No refunds for failure to log-in at the time of the event.

This webinar is offered in partnership with