Sophisticated Sales Spring Issue 2024

Dear Cherished Readers of Sophisticated Sales Magazine,

Welcome to the preeminent sanctuary where accomplishments meet expansive thinking and result in wild success. Our goal is to highlight success and the entrepreneurial journey. We are ecstatic to have you join the journey as we share best practices, hacks, and must-haves that will help propel you further than you ever thought you could go without sacrificing your personal life in the process.

In every issue, you will experience what it is like to live the life of a

successful, savvy salesperson where new techniques and tips will be abundant and specific to meet your individual needs. From in-depth interviews with industry experts to private backstage insights from the most amazingly successful people, we will deliver all of the latest tips, strategies, and tactics to help you significantly increase your sales while enjoying the luxury lifestyle you deserve.

Our team of committed professionals is devoted to ensuring you have first class sales and lifestyle content, and we guarantee that you will be completely educated

and captivated with each issue. We believe that sales is not just about signing deals, but about learning how to leverage your natural strengths to attract more clients and adopting a holistic lifestyle that allows you to love life without burnout.

At the end of the day, Sophisticated Sales Magazine is your all-in guide to reaching your professional and personal goals and we can’t wait to accompany you along the way.

Thank you for joining the tribe!

Delaine Blazek, Editor Sophisticated Sales Magazine Team

Article ONE: Innovation, Ingenuity and Implementation: Bringing Needed Change to Senior Living

Article TWO: Companies Who Move Towards Fractional Leadership Are Winning

Article THREE: Beyond Basics: Leveraging Technology for Growth in Senior Living

Article FOUR: 6 Key Reasons You Need To Work With a Professional Photographer

Article FIVE: Top Resources for Women In Senior Living

Article SIX: Insights Into the Future of Senior Living with Rich Dad’s Robert Kiyosaki

Article SEVEN: Slay Conference Season: 7 Top Tips to Thrive as a Salesperson

Innovation, Ingenuity and Implementation:

Bringing Needed Change to Senior Living

by Dr. Lydia K. Manning, PhD

With 10,000 people turning 65 every day in the United States, by 2030, one in five people will be 65 or older. The U.S. Census Bureau reports that within the next five years, for the first time in human history, we will have more people over 65 than those younger than 15. Although much smaller, the number of people ages 85 and older will nearly triple from 6.7 million in 2020 to 19.0 million by 2060. The impacts of an aging population are considerable, particularly regarding senior living and long-term care. Over 810,000 Americans live in senior living. Of those, half are 85 years old or older. The median monthly cost of assisted living in the U.S. is $4,500 per month. In the U.S., there are over 30,000 assisted living communities and around 1.2 million licensed beds in these communities. Approximately 70% of senior living residents are women, and 478,500 people work in the senior living industry.

As an expert gerontologist working in aging and long-term care for

over 25 years, I find it striking that there is a such a significant and sizeable gap in gerontological expertise within the senior living industry. For example, there is no regulation mandating operators, staff or caregivers have any formal training or credentialing in aging or gerontology. This schism may seem a non-issue for the novice reader unfamiliar with age, aging, and senior living. The disconnect between gerontology and senior living should be alarming for all. In short, you have an entire enterprise built on the premise of caring for older adults without harnessing the power of gerontology, the science of aging, and the many evidenced-based approaches and tools to providing quality care.

Senior living refers to a broad spectrum of housing and care options designed to meet the diverse needs of older adults. The industry has expanded and evolved to provide alternatives for people seeking various levels of assistance, support, and community as they grow older. Thus, the primary focus

of the senior living industry is to offer environments that promote independence, wellbeing, and a high quality of life for older individuals. In theory, the emphasis of senior living should be on the end usersolder adults as residents and consumers. In parallel with other sectors, the process of expansion and evolution in any industry frequently gives rise to instances of misalignment and mismanagement. We are witnessing this in senior living. It stands to reason that gerontology and gerontologists are needed now more than ever in an industry that strives to care for older adults.

Gerontologists are crucial in senior living due to their specialized knowledge and expertise in understanding the unique needs, challenges, and dynamics associated with the aging process. Senior living environments cater to older adults who often require a holistic approach to care that goes beyond essential medical assistance. Gerontology is the comprehensive study of aging and the challenges and opportunities older adults experience. Many people confuse gerontology with geriatrics. Whereas geriatrics focuses strictly on the medical conditions and diseases of aging (geriatricians are medically trained doctors), gerontology is a multidisciplinary study incorporating various disciplines. These include biology, psychology, and sociology, enabling gerontologists to comprehensively address the physical, mental, social, and emotional dimensions of aging. Their expertise helps improve the design and implementation of programs and

services that promote healthy aging, enhance quality of life, and foster a supportive community for older adults. By incorporating gerontological principles, senior living communities can tailor their services to meet the diverse needs of residents, overcome the gap in aging training and education, and promote a more fulfilling and enriching environment for their target market. In response to the need for more aging expertise in the industry, my colleagues and I have created an innovative, GERO-centric approach to programming and occupancy for senior living. We are delighted to debut the program this year. Inovar, a gerontologically sound approach that warrants effective processes, creates proven results in programming and commercial strategies which lead to increased occupancy, reduction in attrition, and improved overall resident satisfaction.

When senior living partners work with our team of experts to implement Inovar, operators maximize occupancy while having access to ongoing gerontological

support and training. This access helps in maintaining an effective and proven sales process.

Furthermore, using our GEROcentric approach, senior living communities will benefit from increased staff performance, satisfaction, and retention while touting market differentiators and visibility. In summation, Inovar is an innovative approach to senior living that moves the focus from a more traditional, amenitycentered approach to a new human-focused, resident-centered

model, informed by evidence and research findings. Using this approach results in better care, longevity, and overall experience for older adults in senior living communities.

Our process is simple, albeit effective. Our team of gerontologists, senior living and technology experts, and commerical strategists (with a combined experience of over 50 years in the senior living industry) partners with a senior living community or company and performs a situational analysis. We evaluate the sales process of the programs to determine how effective existing marketing strategies are at interfacing with older adults and their families.

Additionally, we perform a GEROscan™ to assess if current lead generation, marketing, staffing, and sales processes are gerontologically sound and aligned with best practices. Furthermore, we evaluate the current state of occupancy for the community and review CRM utilization and accountability efforts while identifying gaps and recommending improvements.

Inovar involves a five-pronged approach to ensuring change to the senior living community’s profit margins. Once the GEROscan™ is complete, we first assist operators and key decisionmakers in the senior living community/company to create an intentional plan that addresses residents’ social, emotional, psychological, and physical needs. In tandem, we help to develop comprehensive and corporate messaging that capitalizes on the GERO-centric approach to planning. Secondly, we devise longevity-focused programming and occupancy strategies, recognizing the importance of dignity, choice, and independence for consumers. Thirdly, we approach all levels of strategizing, programming, and coaching from a research-based standpoint, rooting all recommendations in the scientific knowledge of gerontology.

Our fourth prong involves our commitment to authentic diversity. We assist communities in empowering residents to feel comfortable being who they

are without fear. Lastly, we help operators create a cohesive technology plan, ensuring systems work together to deliver knowledge rather than data. We are confident that Inovar, our GERO-centric approach, will help communities immediately increase occupancy. Utilizing this process will ensure that the sales team and staff are attracting residents in an informed and dignified manner that is humanistic. Being longevity-focused guarantees results and is a significant marketing differentiator. Our team creates customizable programs for

leadership, sales, and marketing teams. We coach senior living operators and staff on offering quality services to older adults they will find attractive and profitable.

Given the increasing importance of addressing the complex needs of older adults in senior living, the necessity for gerontological expertise and education has become more evident than ever. Recognizing the deficiency of aging expertise within the industry, my colleagues and I believe that by leveraging Inovar, our innovative GERO-centric, we can support senior living communities in achieving proven results in increasing occupancy rates, reducing attrition, and enhancing overall resident and family satisfaction. We are excited to unveil this program and are confident it will significantly contribute to advancing the senior living industry by enhancing best practices for quality improvement, bolstering profitably for communities, and improving overall well-being for older adults residing in these environments.

Companies Who Move Towards Fractional Leadership Are Winning

In the changing landscape of modern business, companies are constantly seeking innovative strategies to stay ahead of the competition. One such strategy that is gaining traction is the adoption of fractional sales and marketing leadership. This revolutionary approach challenges the traditional model of having full-time, in-house leaders by embracing specialized, part-time experts. Here are the top five reasons why companies that move towards fractional sales and marketing leadership are emerging as winners in today’s highly competitive market.

1. Agility and Adaptability

One of the key advantages of fractional sales and marketing leadership lies in its ability to provide companies with unparalleled speed and versatility. Traditional leadership structures often come with bureaucratic processes and hierarchical decision-making, making it

challenging for companies to respond to market changes swiftly. Fractional leaders, on the other hand, bring a wealth of experience from diverse industries and can quickly adapt their strategies to align with evolving market trends.

These part-time leaders bring fresh perspectives and are not bound by the internal politics that can sometimes hinder decisionmaking in traditional setups. This agility allows companies to pivot their sales and marketing approaches in real-time, ensuring they remain responsive to customer needs and competitive dynamics. Additionally they are not unencumbered by the fear of failure that may exist in fulltime, long-term positions. They are also more willing to test and experiment with unconventional strategies. This approach not only increases creativity, but also allows companies to stay ahead of the curve in rapidly evolving markets.

Additionally, fractional leaders have often worked across various industries. This allows them to bring an extensive network of professional connections. This network can be a valuable asset for companies seeking strategic partnerships or access to niche markets. Through their interactions with different clients and projects, fractional leaders cultivate relationships with other industry experts, influencers, and key stakeholders.

Leveraging these shared networks can open doors to new opportunities. Some examples could include forming alliances with other businesses, gaining insights from other experts, or simply accessing valuable resources. These expansive networks can be particularly advantageous for companies looking to accelerate growth, expand their market reach, or stay

Fractional leaders are often industry experts who have honed their skills through years of hands-on experience.

on top of emerging trends through valuable industry connections.

2. Cost Efficiency

Fractional leadership presents a cost-effective alternative to the traditional expenses of employing full-time executives. Hiring fractional leaders means companies can tap into a pool of experienced professionals without the long-term financial commitment associated with fulltime salaries, benefits, and other overhead costs. This financial flexibility allows businesses to allocate resources more efficiently and invest in areas that directly contribute to revenue growth.

Additionally, fractional leaders often work remotely, eliminating the need for office space and associated expenses. This remote work model not only reduces costs but also expands the talent pool, allowing companies to access toptier professionals regardless of geographic location.

3. Specialized Expertise

When it comes to sales and marketing, specialization is crucial. Fractional leaders are often industry experts who have honed their skills through years of hands-on experience. By bringing in these specialists on a part-time basis, companies can leverage their deep knowledge and skills without committing to a long-term

employment contract.

For example, a company looking to revamp its digital marketing strategy can hire a fractional chief marketing officer (CMO) with a proven track record in online marketing. This targeted expertise ensures that companies stay at the forefront of industry best practices, fostering innovation and growth.

Additionally, the introduction of fractional leadership can have positive ripple effects on the existing internal team. When team members experience the seamless integration of part-time leaders who bring fresh perspectives, it can inspire a sense of motivation among the work force.

Fractional leaders are focused on specific projects and objectives and are better able to collaborate with existing personnel to achieve shared goals. This approach promotes a sense of teamwork. Employees may even find themselves energized by the new ideas and industry best practices that fractional leaders embody. This often leads to increased job satisfaction, feelings of being supported and heard and increased engagement among teams.

4. Diversity of Thought and Experience

Fractional sales and marketing leadership also bring a diverse range of thought and experience to the table. Traditional leadership

structures can sometimes foster a homogenous decision-making environment, limiting creativity and hindering the ability to connect with diverse customer bases.

Fractional leaders, often working with multiple clients simultaneously, gain exposure to various industries and markets. This cross-pollination experience helps them to bring innovative ideas and fresh perspectives to the companies they work with. The infusion of diverse viewpoints enhances creativity and problemsolving, ultimately driving more effective sales and marketing strategies.

5. Scalability

Scalability is a critical factor for companies aiming for rapid growth. Fractional leadership provides a scalable solution as companies can easily adjust the level of expertise based on their current needs. Whether expanding into new markets, launching new products, navigating challenging economic conditions, or simply

increasing revenue, fractional leaders can quickly adapt to the scale required without the complexities associated with hiring and training full-time staff.

This scalability is particularly beneficial for startups and small to medium-sized enterprises (SMEs) that may not have the resources to maintain a full suite of in-house leadership positions. Fractional leaders offer these businesses the ability to access high-level expertise on-demand, allowing them to compete with larger players in the industry.

The rise of fractional leadership is not merely a trend; it represents a strategic evolution in how companies strategize, execute, and excel in today’s competitive landscape. By redefining the traditional model of leadership, businesses are unlocking new possibilities, empowering themselves to navigate the intricacies of a globalized marketplace. The agility, cost efficiency, specialized expertise, diversity of thought, and scalability offered by fractional leaders empower businesses to navigate challenges, innovate, and drive sustainable growth. As companies continue to embrace this paradigm shift, it’s clear that those who adopt fractional sales and marketing leadership are not just keeping pace with the industry— they are emerging as the true winners in the ever-evolving world of business.

Beyond Basics: Leveraging Technology for Growth in Senior Living

by Darin LeGrange, Drew Kemmeling, Bernie Wess

As we look at our world today, change is happening at breakneck speed. Mounting, fundamental business pressures exist in our country. We are seeing tidal shifts in expectations of consumers, ever-increasing profit expectations, and new and evolving business models that require increased competition, on top of a labor market in constant flux. And, particularly, increasing government involvement in all aspects of our lives.

The senior living industry is experiencing far deeper change since it has a unique set of issues to grapple with and new business and medical models that are rapidly gaining foothold. While some of these may be extant in other industries, many are very unique issues and opportunities for transformation of Senior Living and include themes surrounding converging healthcare landscapes,

acceleration of regulatory demands, transparency and connectivity, and pervasive staffing issues.

While daunting, these senior living challenges and opportunities are solvable. There are new initiatives and increasing collaboration in the market that are helping drive change to meet these new requirements. However, it is becoming apparent that to address most of these issues, it will take a new mindset regarding technology and its use at the foundational and strategic levels.

It was only recently that discussions around technology were focused on the minimal requirements to support basic TV and internet capability for residents, what was necessary to open and support a community, provide decent wi-fi service for our employees, and digitize basic records and processes.

And data? It was viewed as something that couldn’t be defined as a necessary investment, and might even be counter-productive to hold, access and manage from a risk management perspective.

But, as we have seen in related industries, change occurs when there is a compelling reason, whether it be regulatory, financial or, simply, a requirement to better compete. Many other industries have proven that these new business imperatives can be enabled through better use of information technology (IT). The senior living industry is going through a revolution, not an evolution, in terms of expectations, needs, and desires of the expanding set of stakeholders with vested interest in the cost and quality of products and services. We are also beginning to see a positive, actionoriented mindset that views IT as an enabler to support these new

requirements and IT as a strategic investment that can provide real value.

So, how do we effect this change and make IT an asset in the organization to help drive growth through improved quality, reduced cost, increased revenue, and acceleration of our products and services to market?

There exist IT models, in related industries, that can be helpful. While the senior living industry does not use an “acute care” business model, where “patients” are at high risk, there are a myriad of examples we can use from the hospital industry. In the hospitalbased or “acute care” healthcare system, technology platforms across disparate sources have been integrated, creating

connectivity, information flow, and transparency. Organizations are investing to tangibly increase the efficiency of administrative processes and improve the quality-of-care delivered. There is an opportunity to simply learn from these solutions.

So, how do we do so in senior living? Here are 4 major components for us to think about as we develop an effective plan for our IT investments.

1) A successful IT plan presumes the presence of clearly defined business objectives

The biggest risk to success in creating a strategic IT plan is the absence of clearly articulated business objectives and goals.

Any practical IT strategy cannot be developed without the presence of a business plan and a roadmap of clear business objectives. Even assuming an effectively structured IT organization, there can exist a chasm between the IT plan and delivery and the vision and objectives of the organization.

2) Establish the Guiding Principles for IT planning and delivery

With a clear roadmap for the business, we can begin to understand and identify current markers within the IT organization and its processes that hinder the ability to meet our objectives and also produce a return on our investment.

The senior living industry is

rapidly realizing the need for integrated, data-driven technology solutions. It is also recognizing that comprehensive adoption and appropriate usage of technology are how we will ultimately justify the IT investment.

Development of an enterprisespecific set of guiding principles that support our business objectives can start to point us to our “north star” and help measure our success. These guiding principles will typically be born from a series of high-level requirements statements based on an honest assessment of the organization. Having guiding principles for IT is critical before moving into planning. We must recognize where we are and whether we are willing to change the rules and guidelines for how we will make IT decisions.

3) Define and visualize the picture on front of the “puzzle box”

An IT Plan is not a series of statements of direction that provide little value in terms of “what” needs to be done. An IT Plan is not an architecture diagram of access points, routers, and servers. It is also not a series

of projects derived from the roadmap of the product-vendor community.

An IT plan will include these items, but a true IT plan is far richer in terms of communicating the technology, and the information requirements, that will allow the business to meet its objectives.

Mapping technology opportunities and stakeholder information needs to the goals of the business is critical, allowing us to develop a picture of the future “platform” solution as the guidepost. Some steps necessary to complete the “puzzle picture:”

4) Gather the pieces, set the ground rules, build the picture

A plan is only as good as what it gives us in terms of executable, measurement-driven initiatives. Our vision must translate into something that can be operationalized and improved over time. Once we have developed the plan, there are some key steps that will enable a successful IT implementation:

Taking a strategic view of IT, and putting it into an executable plan, is not an easy task. But it has been done successfully across many industries and it can be done in such a way that it serves to both meet business goals and create an executable framework for the long-term success of the IT strategy and structure. The application of these concepts and key organizational and operational steps can enable an organization to position itself to meet the current and future requirements within the ever-changing Senior Living industry over the next 5-10 years.

6 Key Reasons You Need To Work With a Professional Photographer

Professional images unfold a narrative, much like a series of paintings tell a story. To ensure success, we now must embrace the power off visual storytelling. It’s no longer about one picture being worth a thousand words, but more about a journey that you weave together with multiple images to tell a complete story and define yourself and your business brand. One important, often overlooked component of visual storytelling is the role of a professional photographer who fully understands you and what you are working to achieve. Selecting a professional photographer is a very personal experience, much like selecting a perfume. Sometimes you don’t always know what you want, but once you meet and interact with the right professional, clarity is immediate. This article outlines 6 key reasons you need to work with a professional photographer as a business owner or corporate leader.

1. Visual Consistency & Uniqueness: Working with a brand photographer ensures visual consistency across your brand imagery. To help consumers understand what you are representing, it is necessary to showcase a cohesive visual language. This includes maintaining a consistent style, tone, and theme throughout your photos. Additionally, when you hire a brand photographer, you typically have exclusive rights to the images they create for you. You are no longer solely reliant on stock images to support your brand. This image exclusivity adds to the uniqueness of your brand, visuals, and prevents others from using the same images in similar contexts.

2. Emergence of AI Photos: Artificial Intelligence photos may be quick and exhibit impressive technical creations but they don’t give a genuine reflection of your authentic self. Professional photographers are specifically trained not only to make you look good, but also

to see beyond the frame and share your personality with others.Their extensive training goes beyond mere technical proficiency; it encompasses a deeper understanding of human emotions, body language, and the subtle interplay of light and shadow. They also possess a unique talent for extracting genuine expressions and the true personality of their subjects, something that AI struggles to replicate. And, professional photographers bring a personalized touch to their work, establishing a connection with their clients to evoke natural and candid moments. In a world inundated with digital imagery, professional photography offers a timeless and authentic representation of individuals that goes beyond the limitations of AIgenerated perfection.

3. Immediate Visual Connection: First impressions matter, and in the digital age, where information is rapidly consumed, a visually striking and coherent brand image is

paramount. Brand imagery is crucial because it visually communicates the essence, values and personality of a brand and becomes the face that potential customers associate with the products or services offered. It establishes not only a strong visual identity but also creating a lasting stellar first impression on customers. It shows that you’re current, professional, and ready to tackle new opportunities. Whether in a corporate setting or in personal branding, professional photography plays a pivotal role in shaping brand perceptions, making a lasting impact that resonates with customers and sets the stage for long lasting relationships.

4. Establish Trust & Credibility: Consistent and appealing imagery builds brand recognition, trust, and loyalty while helping businesses stand out in a competitive market. It’s a powerful tool to convey the story and show unique qualities of a brand, contributes to building trust, making it more relatable and memorable to the target audience. Through carefully crafted images, businesses can communicate their values, mission, and brand personality, resonating with their target audience on a deeper level. The visual story told through professional photography enhances the brand’s relatability, making it more memorable and solidifying a sense of connection with consumers. People buy from those they like, know, and trust. So, why not use this to your advantage and begin communicating with you audience visually before you even have your first conversation?

5. Optimize Online Presence:

Social media has become the heartbeat of personal and professional branding. The importance of creating a cohesive online presence cannot be overstated, and a key element in achieving this is the strategic use of consistent headshots across various platforms. Your headshot is more than just a photo; it’s the face of your brand, the visual handshake that introduces you to the virtual world. Imagine scrolling through Instagram, and there, like a familiar face in a crowded room, is your profile picture. Consistency is the name of the game. Using the same headshot across platforms creates a visual thread that ties your online identity together, making it easier for your audience to recognize and remember you. Think of it as your own mini logo, a recognizable symbol that represents your unique story and style. It’s about being more than a

username or a handle; it’s about being a face, a brand, and a story that people remember and trust in the huge digital landscape.

6. Increase Revenues:

A professional headshot communicates that you take your brand seriously, signaling a commitment to professionalism and excellence. This visual assurance becomes a key factor in the decision-making process for potential clients, influencing their perception of your competence and reliability. In an age where face-to-face interactions coexist with digital engagements, having a recognizable and professional presence is crucial. Recent headshots also enhance your networking power, making it easier for people to recognize and remember you at events or online platforms giving your networking power. Attendees at events or industry conferences are more likely to approach and remember individuals with a consistent and high-quality headshot. Your face becomes a visual cue, a familiar symbol that sparks recall and

facilitates networking in both physical and virtual spaces.

It’s time to turn ordinary into extraordinary! In a world filled with snapshots, professional photography is your own personal secret sauce. It’s not just about taking pictures; it’s about creating a visual story that shouts who you are and what your brand stands for. Picking a professional photographer is like finding your signature scent – a personal touch that brings clarity and sparks a connection.

Let’s break it down: from nailing a consistent visual vibe to building trust and making an instant impact, professional photography is the superhero your brand needs. A professional photographer isn’t just clicking away; they’re freezing moments, building connections, and making your brand unforgettable. Your brand image becomes a showstopper, a headshot turns into your visual autograph, and your online presence transforms into a magnetic force that stands out in the digital crowd. Embrace the lens, capture those magical moments, and let professional photography be the rockstar in your growth journey.

Erin Stefanik

With over 14 years of professional experience, Erin Stefanik specializes in brand imagery. My “special sauce” is capturing the essence and personality of people and the brand they portray, beyond the frame. My goal is to produce imagery that makes an impact and has a lasting impression — professional, yet relatable. After all, an image is not just a photo, it transforms into a form of art.

Top Resources for Women In Senior Living

The senior living industry, a sector primarily dedicated to caring for the aging population, is increasingly recognizing the imperative of advancing women within its ranks. As the industry undergoes dynamic shifts and expansions, harnessing the full spectrum of talent becomes not just a matter of equality but a strategic necessity.

As women continue to grow their executive presence in professional fields, the senior living and senior housing industry is blossoming with new resources for women. Research consistently indicates that gender-diverse leadership correlates with improved financial performance. Senior living providers that actively promote

and support women in leadership positions are likely to benefit from increased innovation, employee satisfaction, and, ultimately, enhanced operational efficiency. And, although women represent

four out of five employees in the senior living industry, they are still outnumbered in executive leadership by men.

The aging population presents unique challenges and opportunities for the senior living industry. Women, with their innate qualities of empathy, compassion, and strong interpersonal skills, are well-positioned to excel in roles that require not only business acumen but also a deep understanding of the emotional and social needs of the elderly. By advancing women in the senior living industry, organizations can build a workforce that mirrors the diversity of their clientele, fostering a more holistic and responsive approach to care.

We have uncovered some of the top resources available for women seeking to thrive in this dynamic and rewarding sector. From networking opportunities to educational platforms, these resources aim to empower and support women to continue to make significant contributions to the senior living landscape.

Industry Associations:

One of the first steps for women entering the senior living industry is to connect with organizations dedicated to supporting and promoting their professional growth. Associations such as the National Investment Center for Seniors Housing & Care (NIC) and Argentum offer networking events, webinars, and mentorship programs designed to foster leadership development and industry knowledge. The National Association of Professional

Women in Aging (NAPWA) is a professional organization focused on empowering women in agingrelated fields, including senior living. Members benefit from networking events, educational resources, and mentorship opportunities, providing a supportive community for women to thrive and succeed in their careers.

Popular Podcasts:

In recent years, the burgeoning popularity of podcasts has revolutionized the way individuals consume content, offering a convenient, accessible, and immersive medium for storytelling, education, and entertainment. The senior living industry has enthusiastically embraced this trend, recognizing the immense potential of podcasts as powerful vehicles for knowledge dissemination,

professional development, and community engagement. Among the diverse array of podcasts catering to women in senior living, several standout shows have emerged, serving as invaluable resources for female professionals seeking inspiration, insights, and empowerment.

In recent years, the burgeoning popularity of podcasts has revolutionized the way individuals consume content, offering a convenient, accessible, and immersive medium for storytelling, education, and entertainment. The senior living industry has enthusiastically embraced this trend, recognizing the immense potential of podcasts as powerful vehicles for knowledge dissemination, professional development, and community engagement. Among the diverse array of podcasts catering to women in senior living,

several standout shows have emerged, serving as invaluable resources for female professionals seeking inspiration, insights, and empowerment.

At the forefront of this podcasting revolution are shows like the Holleran Women in Leadership Podcast and the Her Stories Podcast, which have garnered widespread acclaim and obtained

devoted audiences within the senior living community. These podcasts provide a platform for women to share their experiences, perspectives, and expertise, offering candid discussions on topics ranging from leadership and career advancement to industry trends and challenges. Through engaging interviews, thought-provoking conversations, and actionable insights, these

shows empower women to navigate the complexities of senior living leadership roles with confidence, resilience, and authenticity.

Online Communities and Forums

In the digital age, online communities provide a convenient and accessible way for women to connect and share experiences. Platforms like LinkedIn groups dedicated to senior living professionals and forums such as Senior Housing Forum, Senior

Living & Care - A Group for the Senior Housing Industry, Senior Assisted Living Professionals, and Senior Living Connection offer spaces for discussions, resource sharing, and collaboration. Although there are few online communities that focus solely on women who work in the senior living industry, we anticipate that more of these will emerge.

Meaningful Mentoring:

Mentorship programs offer a unique opportunity for women to receive personalized guidance, advice, and support from seasoned professionals and industry veterans. Mentors serve as trusted advisors, providing valuable perspective, wisdom, and encouragement as women navigate their career paths and strive to achieve their professional goals. By fostering meaningful mentor-mentee relationships, these programs cultivate a culture of empowerment, growth, and continuous learning within the senior living community. A

few female focused mentoring programs include Woman to Woman Mentoring, Women in Revenue, and Pink Prosperity Inc.

In the dynamic and ever-changing terrain of the senior living and senior housing industry, women emerge as pivotal agents driving progress and shaping the future landscape. Their contributions, both on an individual and collective level, serve as catalysts for innovation, growth, and enhanced quality of care within the senior care sector. Recognizing the significance of their role, it becomes imperative to explore and harness the plethora of resources available to empower women in this field.

The resources available to women in senior living represent not only tools for individual advancement but also catalysts for collective progress and industry-wide transformation. By harnessing these resources effectively, women can leverage their talents, expertise, and passion to drive

positive change, foster innovation, and elevate the standard of care for seniors across the globe. Together, empowered women stand poised to shape the future of senior living, leaving an indelible mark on the industry for generations to come.

About the Author:

Sevy Petras is the CEO of Priority Life Care. Prior to becoming an operator, she worked in investment banking focusing on senior living and healthcare. Priority owns or serves as a thirdparty manager for a number of assisted living and memory care communities. Their focus and expertise has been on buildings that require significant turnaround. That includes licensing, rehab, additions of specialty care units, and census growth. As a family-owned and operated business, Sevy, her family, and the management team, have worked to create a family-centric model that permeates to the building level.

Insights Into the Future of Senior Living

with Rich Dad’s Robert Kiyosaki

By

“If you avoid failure, you also avoid success”, Robert challenges and continues to impact the way that people think about money.

The senior living industry has become a very hot topic over the past few years. Industry veterans have been preparing for the “silver tsumani” and have taken note of the sheer volume of people who are aging. Statistics have indicated that there are now 10,000 people turning 65 every day. And if that wasn’t enough, the boomer generation will continue to rise and top out at over 88 million individuals. When this occurs, this generation will represent 20 percent of our entire population by 2050. This rapid growth represents multiple challenges as well as opportunities.

One of those opportunities is senior housing. Currently, the senior housing industry brings in revenue exceeding $94M annually. Some of this revenue growth is attributed to increased investments in retirement communities as well as supportive products and technologies. There has also been an influx of new emerging devices and approaches to helping older adults live longer and more quality lifestyles. The market anticipates even more disruptors as we move closer to the peak volume of this generation. It is projected that the U.S. alone will need an additional 1 million senior living apartments by 2040. The composition of residents are 70% women to 30% male. Half of the assisted living residents are age 85+ and the average stay is around 22-26 months. Reasons for move-out may include moving back home or with a family member, health issues and hospitalization, changes in financial status, and alternate community selection.

The

With a precision focus on the aging population, we thought it would be applicable to gather the insights from Robert Kiyosaki, the renowned author of the #1 personal finance book of all time, “Rich Dad, Poor Dad”. Not only has his book sold over 40 million copies worldwide, but has also been translated into 51 languages. Additionally, it still holds the record for the longestrunning bestseller on all four lists: New York Times, Business Week, The Wall Street Journal, and USA Today. The core concept of the book beautifully illustrates the importance of building wealth and financial independence though smart investments such as assets,

real estate, business ownership, and continuing to increase your own personal financial intelligence.

By embracing the mindset of “If you avoid failure, you also avoid success”, Robert challenges and continues to impact the way that people think about money. Additionally, he is now is experiencing the world through the unique lens of being a member of the boomer generation. I had the honor and pleasure of spending time with him discussing his views on the future of senior living. The 3 major takeaways from our conversation were:

1) Successful senior housing is largely dependent on a individual’s personal interests and socialization patterns.

The increase of specialty, niche communities will continue to be defined and increase. These communities such as the themed Margaritaville, Disney, and many others will be very attractive to like-minded residents. Personal interests are major considerations not only for future residents, but also their family members. Choice, control, and connectivity are known drivers for increased resident engagement and will continue to be an integral part of the housing decision making process. For Robert,

personalization and interaction looks a little different. He recently bought a building in South Carolina for this exact purpose.

Why South Carolina you may ask?

Because he has direct access to a hunting and fishing club, a nearby golf course, and a community of likeminded peers. His interests and easy access to healthcare propelled him to select where he wanted to spend some of his time.

2) Do not invest in senior housing solely to make money - Passion is required.

Even though the senior living industry is a business, the core concept is to provide extra support to older adults who need additional assistance. And, a large component of this support includes experience and expertise with healthcare. With the increasing staffing wages, shortages, and looming potential liabilities, Robert shared it was vital for those who enter this arena to be qualified to deal with these issues and if investment was a consideration, enter as an contributing investor and don’t

feel you have to take on the whole development and operation. He referenced the passion that is needed to work with older adults and his relationship with his sister, Tenzin Kiyosaki. Tenzin,a buddhist nun for 27 years, is deeply involved with the older adult population and wrote a book called “The Three Regrets”. It outlines the three most commons regrets that people express when they are passing and encourages healthy people to take action to prevent any of these regrets from happening.

3) Affordability over time. Community life is not inexpensive and there is not enough affordable housing for our aging population. With monthly rates ranging anywhere from $3500$15,000+ per month, the aging population will need to evaluate what is the best financial decision for them. Robert reminds us that the boomer generation is the first generation without a defined benefit contribution. This will require increased financial literacy to be able to navigate the ever

changing markets. Older adults must be even more careful as they do not have the luxury of time to make up for variable dips in their investment portfolios. Robert encourages people to think about the value of the dollar versus other means of investment such as bitcoin, gold, silver, oil and or course, real estate.

The senior living industry presents both challenges and opportunities in the face of demographic shifts and evolving consumer preferences. Drawing insights from experts like Robert Kiyosaki, industry participants can navigate this dynamic landscape with confidence. By prioritizing personalization, passion, and financial literacy, stakeholders can ensure the well-being and prosperity of older adults in the years to come. Robert also reminds us that change is inevitable and it is important to look to the future. His famous quote, “I’d rather welcome change than cling to the past”, points out that by opening our minds and welcoming the future we have a much better opportunity for success. As we anticipate the continued growth of the senior living sector, let us embrace innovation and compassion in shaping the future of care for our aging population.

Slay Conference

Season:

7 Top Tips to Thrive as a Salesperson

The beginning of the calendar year often signals the beginning of conference season for many sales professionals. Conferences and trade shows offer unique opportunities to network, cultivate relationships, practice your sales delivery, increase your industry knowledge, and grow. It’s a time when industry leaders gather and it provides a few marathon days for professionals to showcase their products and services, generate new leads, and stay informed of the latest trends and needs. Navigating the season can be overwhelming, especially when the events are one after the other allowing for very little time for

recovery. It can be exhausting if you aren’t prepared. To help ease the fast and furious nature of the season, below we will share seven top tips to help salespeople not only survice, but thrive during the conference season.

1. Make the Most of Networking Opportunities

Conferences are designed to provide opportunities to meet new people. Take full advantage of the planned events, excursions, and after hour sessions. Be genuinely interested in others and listen to understand their particular challenges and breakthroughs. Don’t forget to get connected right away. Exchange business cards, connect on LinkedIn, and when appropriate simply add their contact into your phone.

Follow up with each contact with a personalized message after the conference. Networking is not just about quantity, but more about quality. Focus on building meaningful connections that can lead to future discussions.

Top Tip: Share your conference experiences on social media, incorporating relevant keywords and hashtags. This will boost your online presence and attract even more industry professionals searching for conference-related content.

2. Modernize Your Elevator Pitch

Traditionally, salespeople have been taught that they have 30 seconds to communicate their elevator pitches. However, in recent years that has changed

dramatically. Since the pandemic, people require informatio even faster. The attention span has shortened and as a result this has placed new demands on how salespeople communicate. 15 seconds is the new 30 when it comes to length of time a salesperson has to convey who they are and what they represent. At conferences, there is a sea of professionals. Make sure you stand apart from the crowd. Craft a concise and engaging introduction that highlights your unique value proposition. Then practice practice, practice. It will become second nature and you will feel more confident sharing with potential clients and partners.

Top Tip: Optimize your LinkedIn profile and professional website with keywords related to your elevator pitch. This will enhance your online visibility and attract potential connections.

3. Utilize Your Tech Tools

It is impossible to be everywhere at the same time, but stay ahead by leveraging the latest technology

and tools available at conferences. Most events now offer mobile apps that provide real-time updates, schedules, interactive maps, and attendee information. If you have a booth, utilize event tools such as business card scanners to streamline the process of collecting and managing contact information.

Top Tip: Download the app before you get to the conference. Upload a professional and current image so you are easily recognizable. Complete your description and details so that others can find you more easily.

4. Attend Event Sessions & Workshops

While keynote sessions offer valuable insights, don’t overlook the benefits of attending workshops and breakout sessions. These smaller, more intimate settings provide a perfect opportunity to dive deep into specific topics, engage with experts, and ask targeted questions. Take notes, ask for clarification, and actively participate to maximize your learning experience. The knowledge gained from these sessions can be a game-changer in your sales strategy.

Top Tip: Write content summarizing key takeaways from the workshops you attend, incorporating relevant keywords. This will position you as an industry thought leader and improve your credibility.

5. Always Be “On”

Conference environments can be dynamic, with schedules changing and unexpected situations arising. Stay agile and adaptable to make the most of these occurences. Be open to impromptu meetings,

dinner invitations, or last-minute networking opportunities. Flexibility allows you to capitalize on unexpected moments and showcase your ability to be successful a fast-paced business environment. It is commonly said among sales professionals that they must be “always on” during the conference and sleep after it is over.

Top Tip: Use your social media to share real-time updates and insights from the conference. This can include thoughts, images, and even short videos.

6. Collaborate and CrossPromote

Partnerships can be even more important that prospects. Identify potential partners with complementary products or services and explore ways to cross-promote each other. Joint events and shared workshops can amplify your reach and provide even more value to conference attendees. Collaboration not only expands your network but also positions you as an innovative player in your field.

Top Tip: Extend your partnerships to press releases, joint blog posts, webinar, and other content

shares. This can lead to increased online visibility and improved search engine rankings.

7. Fast Follow Up

The real work begins after the conference is over. Follow up with the connections you made promptly and with precision. Send personalized text messages or emails referencing your conversations, and express your interest in continuing the dialogue when a fit. Share relevant resources or insights that align with their interests. A thoughtful follow-up not only solidifies the connections you made but also sets the stage for potential

collaborations and partnerships.

Top Tip: Create a post-conference blog post summarizing your key takeaways and experiences. This content can attract post-event searches and further establish your online presence.

Conference season can help you rapidly create or develop your sales pipeline. It offers the perfect opportunity for sales professionals to make valuable connections and long lasting partnerships. By strategically planning and following the above top tips for success you can make the most of it. Slay the conference season and set yourself apart in the competitive world of sales.

Ready to take your sales career to the next level? Visit soliscoaches. com to access exclusive insights, expert guidance, and top sales secrets for success. Elevate your performance while building lasting relationships to achieve unparalleled success in your sales journey. Don’t miss out - take your next best step today.