Summary

In this episode of From Leads to Leases, host Jerry Vinci speaks with Benjamin Ekstrom, Senior Vice President of IT at Sincere Senior Living, about the critical role of AI governance in the senior living industry. They discuss the importance of understanding the difference between automation and AI, the challenges of balancing innovation with compliance, and the need to modernize outdated technology infrastructure. Benjamin shares insights on managing IT support across generations, the role of robotics, and the impact of quantum computing on cybersecurity. The conversation emphasizes a people-first approach to technology and the potential for innovation to enhance employee retention in the healthcare space.

Learn More

• Connect with Benjamin Exstrom on LinkedIn
• Learn more about Sinceri Senior Living

Takeaways

• AI governance is more important than AI capability.
• Automation is a subset of AI, not the same.
• Balancing innovation with compliance is a major challenge.
• Tech is now a necessary capital investment.
• Managing IT support is often invisible labor.
• Robots can help fill workforce gaps but require oversight.
• There's a significant gap in mid-level IT talent.
• Quantum computing will revolutionize encryption methods.
• A people-first approach to tech is essential.
• Innovation can lead to improved employee retention.

Chapters

00:00 Welcome to CCR Growth's - Senior LIving Business Podcast

01:38 Benjamin Ekstrom - Senior Living IT Expert

02:29 AI Governance: The New Frontier

03:58 Misconceptions Between Automation and AI

05:33 Dangers of Generative AI Tools in Senior Living

07:33 Managing IT Support in Senior Living

09:40 Integrating Tech for Staff and Residents

10:40 The Role of Robots in Modern Workplaces

12:01 Bridging the Generational Talent Gap

15:31 The Demand for IT Talent

18:38 Quantum Computing and Cybersecurity

20:35 The Value of Analog in a Digital World

22:08 Tech Adoption: Early vs. Late

22:33 Human-Centric Technology Design

24:09 Proactive Planning for Future Tech

26:43 Innovation and Job Security

Keywords

AI governance, automation, senior living, technology infrastructure, cybersecurity, generational talent gap, smart technology, employee retention, digital transformation, healthcare compliance

Summary

In this episode, Jerry Vinci speaks with Kent Lewis about the evolution of digital marketing, the impact of AI, and the future of SEO and paid media. They discuss the importance of lean marketing teams, user-centered design, and conversion rate optimization in the senior living industry. Kent shares insights on how AI serves as a force multiplier for businesses and emphasizes the need for marketers to adapt to the rapidly changing landscape.

Learn More

• Check out NextNW - a new era of Northwest marketing
• Read Kent's thought leader content or book him for a speaking engagement on his website
• Connect with Kent J. Lewis on LinkedIn

Takeaways

• AI is transforming the marketing landscape, making processes more efficient.
• Digital marketing evolves rapidly due to the experimental nature of marketers.
• AI acts as a force multiplier, enhancing productivity and output.
• Conversion rate optimization can significantly impact revenue.
• Lean marketing teams are more agile and effective in today's environment.
• User-centered design is essential for effective marketing strategies.
• Data-driven decision making is crucial for success in marketing.
• SEO is not dead; it is evolving with AI integration.
• Paid media will increasingly rely on automation and AI.
• Versatile skill sets are becoming more valuable in marketing teams.

Chapters

00:00 Welcome to From Leads to Leases - a Senior Living Marketing Podcast

02:26 The Evolution of Digital Marketing

06:46 AI as a Game Changer in Marketing

11:57 Is AI the Silver Bullet for Marketers

15:11 The Future of SEO and AI

19:15 Will Paid Media Be Automated?

22:55 Downsizing the Agency Footprint

35:05 Doubling Conversions

37:12 Why Senior Living Websites Leak Leads

39:21 What is Senior Living is Missing?

41:31 How Senior Living Can Leverage Data

Summary

In this episode, Jerry Vinci speaks with Andrea Donovan, founder of Chicago Senior Living Advisors, about the importance of advocating for families in the senior living industry. Andrea shares her unique approach to helping families navigate placement decisions, emphasizing the need for personalized guidance over commission-based services. The conversation explores the challenges families face when choosing senior living options, the emotional stakes involved, and the shifting dynamics within the industry that prioritize filling beds over resident care. Andrea's insights highlight the critical role of advocacy in ensuring families make informed decisions that truly meet their loved ones' needs.

Learn More:

• Visit Chicago Senior Living Advisors
• Connect with Andrea Donovan

Takeaways

• Families need someone on their side when choosing senior living.
• Andrea Donovan's model focuses on long-term fit over quick solutions.
• Many placement agents prioritize community incentives over family needs.
• Judging a senior living community by aesthetics can lead to poor decisions.
• Understanding staffing ratios is crucial for families.
• The pressure to fill beds in senior living communities is increasing.
• Families often lack the right questions to ask during tours.
• A structured schedule is essential for effective memory care.
• The emotional stakes in senior living decisions are high for families.
• Advocacy in senior care is vital for better outcomes.

Chapters

00:00 Welcome to From Leads to Leases - A Senior Living Podcast

01:35 Andrea Donovan's Unique Approach to Senior Placement

05:29 What Families Risk Using Free Placement Services

07:20 Dangerous Mistakes When Choosing a Senior Living Option

08:29 How Andrea Handles Complex Placement Cases

15:47 What Placement Failures Look LIke for Older Adults

20:04 Sales Teams are Being Pressured More Than Ever

21:10 Issues with Senior Living Staffing and Culture

23:35 Changes in How Families Make Decisions

28:25 Proper Evaluation of Memory Care Communities

31:31 Do Operators Understand The Family Perspective?

35:01 How Placement Agents can Maintain Relationships with Communities

36:19 How Communities Should View Advocates for Seniors

39:42 Andrea's Self-Reflections and What Keeps Her Motivated

Summary

In this episode, Jerry Vinci and Evan Petig discuss the complexities of the senior living industry, focusing on the importance of bridging the gap between sales and ownership perspectives. They explore how understanding product value, optimizing inventory, and pricing strategies can enhance community engagement and performance. The conversation also touches on the future challenges and opportunities in senior living, emphasizing the need for innovative solutions to accommodate the growing senior population.

Learn More:

• Connect with Evan Petig

Takeaways

• The real power move is aligning sales and ownership perspectives.
• Sales teams must understand the product's value proposition.
• Ownership seeks collaboration, not criticism, from sales teams.
• Sales counselors face unique challenges in selling senior living.
• A holistic view of the product includes pricing, finishes, and community engagement.
• Inventory optimization requires data analysis and team collaboration.
• Establishing standards can eliminate objections in sales.
• Trust and value are critical in driving decisions in senior living.
• Celebrating small wins can build momentum in turnaround situations.
• Innovation and testing are essential for long-term sustainability in the industry.

Chapters

00:00 Introduction to the Podcast and Guest

03:52 Bridging the Gap Between Sales and Ownership

13:40 Holistic View of the Product in Senior Living

18:22 Inventory Optimization in Senior Living

24:05 Success Stories: Aligning Product and Pricing

29:31 Key Signals for Property Turnarounds

37:20 Innovative Solutions for Housing Older Adults

Keywords

senior living, sales, ownership, marketing, inventory optimization, pricing strategies, community engagement, leadership, future of aging, senior care

Summary

In this episode, Jerry Vinci speaks with Maureen Longoria, co-founder and CEO of LiveNow Relocation, about the complexities of senior living transitions. They discuss the emotional aspects of downsizing, the importance of advocacy, and how technology can streamline the relocation process. Maureen shares insights on the future of senior living, the need for a supportive network, and the significance of preserving dignity and memories during this challenging time. The conversation emphasizes the importance of compassion and clarity in helping seniors navigate their later life transitions.

Learn More:

• Connect with Maureen Longoria
• Learn more about LivNow Relocation

Takeaways

• Downsizing can be a compassionate and supportive process.
• Relocation management is about connecting the dots for families.
• Emotional support is crucial during transitions for seniors.
• Advocacy is essential in ensuring seniors receive quality care.
• The aging population is shifting towards more community living.
• Families often feel overwhelmed and need guidance during moves.
• Technology can aid in managing relocations effectively.
• Building a network of vetted providers is key to success.
• Preserving memories is important when downsizing.
• Dignity in aging should be a priority in senior care.

Chapters

00:00 Introduction to Senior Living Transitions

07:22 The Journey into Relocation Management

16:58 Understanding the Emotional Aspects of Moving

26:55 Advocacy in Senior Relocation

36:42 Building a Supportive Network for Seniors

34:52 The Coming Wave of Baby Boomers

39:18 Rethinking Senior Living Models

45:05 Innovative Partnerships in Senior Living

49:52 Supporting Incoming Residents

53:05 Dignity in Aging

56:33 Memories and Letting Go

Summary

In this episode of From Leads to Leases, host Jerry Vinci speaks with John Greaves, owner of Next Step Sales Management, about the innovative Senior Living Sales Practice Studio. They discuss the importance of sales training in the senior living industry, the need for role clarity among sales counselors, and how AI can enhance sales training by providing practice opportunities and measurable outcomes. Greaves emphasizes the significance of storytelling in sales and the collaborative approach to developing tools that benefit the entire industry.

Learn More:

• Connect with John Greaves
• Learn more about Next Step Sales Management and the AI-Driven Practice Studio

Takeaways

• Sales training is often misunderstood and undervalued in senior living.
• Role clarity is essential for maximizing sales performance.
• AI can provide a safe space for sales counselors to practice conversations.
• The Senior Living Sales Practice Studio allows for measurable outcomes in training.
• Sales counselors should focus on filling the revenue bucket, not other roles.
• Effective sales conversations require preparation and practice.
• Storytelling is a powerful tool in sales interactions.
• Sales counselors need to be subject matter experts in their market.
• Collaboration among sales coaches can enhance training tools.
• The future of sales in senior living relies on human connection and preparation.

Chapters

00:00 Introducing From Leads to Leases - a Senior Living Sales Podcast

01:41 Introducing John Greaves - Sales Training Expert

02:37 Choose a Sales Lane and Own It

03:41 Why Sales Training is Misunderstood

05:25 Sales Role Clarity and Overwhelm

08:51 The Ultimate Senior Living Sales Practice AI Studio

16:53 Customizing Sales Training to Your Team

19:16 Leveraging AI for Enhanced Sales Coaching

21:34 Creating Better Efficiencies in Sales Training

26:29 Collaborative Innovation in Sales Training

30:46 Why AI-Guided Sales Training is More Efficient and Effective

34:05 The Power of Collective Storytelling

37:15 Sharing Instead of Gatekeeping Innovation

41:33 The Future of Sales and Sales Training

Summary

In this episode of From Leads to Leases, host Jerry Vinci speaks with Robert Jakini, a seasoned leader in the senior living industry. They discuss the importance of ethical care, the personal motivations behind entering the senior care field, and the need for a people-first approach in operations. Robert shares insights on navigating crisis-driven decisions in memory care, the significance of prioritizing residents and families, and strategies for creating a positive culture within communities. The conversation emphasizes the necessity of experience-based care and the challenges of employee retention in a competitive market.

Learn More:

• Connect with Robert Jakini on LinkedIn

Takeaways

• Everyone in senior care has a personal motivation.
• Long-term plans can hurt residents and operators.
• The role of the executive director is crucial for care.
• Experience-based differentiation beats luxury amenities.
• Pre-planning for senior care is essential for families.
• The emotional burden on families is significant during transitions.
• Leadership requires physical presence in the community.
• Creating a positive culture is key to employee retention.
• Understanding individual resident needs is vital for care.
• Crisis-driven decisions in memory care require empathy and support.

Chapters

00:00 Welcome to From Leads to Leases - Senior Living Podcast

01:50 Robert's Personal Motivations in Senior Care

04:43 Navigating Difficult Family Decisions

05:44 Not all Business is Good Business

06:53 How Smaller Communities can Compete Against Larger Operators

09:47 Balancing Business and Ethical Care

13:22 Standing Out in a Hyper-Competitive Market

15:17 Acts of Kindness in Daily Life

17:29 Selling Life NOT Real Estate

21:32 Navigating Memory Care Challenges

25:25 The Power of Experience-Based Reassurance

27:20 The Importance of Leadership Presence

32:41 Leaving People Better Then You Found Them

34:57 Building a Caring Culture

38:07 Turning Around Distressed Communities

42:17 Staying Connected with Robert Jakini

Summary

In this episode, Jerry Vinci discusses the often misunderstood topic of hospice care with Brett Schnable and Nicole Peacock from Suncrest Hospice. They share their personal journeys into the field, debunk common misconceptions about hospice, and emphasize the importance of reframing hospice as a supportive service rather than an end-of-life destination. The conversation explores the emotional and practical aspects of hospice care, the unique challenges faced by providers, and the need for a cultural shift in healthcare conversations surrounding death and dying. With insights into the future of hospice care and the importance of compassionate support, this episode aims to educate and inspire listeners about the value of hospice services.

Learn More:

• Connect with Nicole Peacock
• Connect with Brett Schnable
• Learn more about Suncrest Hospice

Takeaways

• Hospice is about improving quality of life, not giving up.
• Many people wait too long to enter hospice care.
• Hospice is for anyone with a terminal illness, not just cancer.
• Conversations about hospice should happen earlier.
• Hospice provides comprehensive support for patients and families.
• The stigma around hospice care needs to be addressed.
• Hospice can be seen as extra support rather than an end.
• Building relationships with senior living communities is crucial.
• The demand for hospice care will continue to grow.
• Compassionate care is essential in hospice work.

Chapters

00:00 Welcome to From Leads to Leases

01:14 Understanding Hospice: A New Perspective

07:36 Common Misconceptions About Hospice

10:23 Reframing Hospice as Extra Support

14:26 Balancing Emotion and Sales in Hospice Conversations

16:44 Collaborating with Physicians for Patient Care

17:48 Preparing for the Growing Demand in Hospice Services

21:15 The Future of Hospice Amidst Workforce Shortages

22:27 Educating Families About Hospice from the Start

24:27 Identifying Signs for Hospice Care

25:03 Changing the Culture of Healthcare Conversations

27:31 Insurance Coverage for Hospice Services

28:10 The Future of Hospice Care Models

30:07 Motivation in the Hospice Space

31:30 Reframing the Stigma Around Hospice Care

32:17 Staying Connected with Suncrest Hospice

Summary

In this episode, Jerry Vinci discusses Google's critical role in the senior living industry, emphasizing the importance of local SEO, Google Business Profiles, and smart advertising strategies. He provides actionable insights on optimizing online presence to drive more tours and move-ins, highlighting the need for a comprehensive digital strategy that integrates various elements of online marketing.

Takeaways

• Your community isn't showing up on Google, you're missing move-ins.
• Google is the primary gateway for search-based discovery.
• If your content isn't search visible, it won't be AI visible.
• Google Business Profile is your digital curb appeal.
• Your Google Business Profile shows up before your website.
• Smart Google ads are about precision and not volume.
• Your website's never done; it should be a living part of your marketing system.
• You don't need to be a marketing expert to win on Google.
• Update your Google Business profile this week.
• Lead with strategy and with heart.

Chapters

00:00 The Importance of Google for Senior Living Communities

03:39 Understanding Search Behavior and Google’s Role

08:30 Core Ranking Factors for Google Local Search Algorithm

16:48 Maximizing Your Google Business Profile

25:27 Building Effective Google Ads Campaigns

35:41 Converting Website Traffic into Tours

45:19 Takeaways from Leveraging Google

Summary

In this conversation, Henriette Kole discusses the importance and impact of PACE (Programs of All-Inclusive Care for the Elderly) programs in supporting older adults to live safely at home. With the aging population projected to reach 71 million by 2030, the need for comprehensive care models like PACE is more critical than ever. Henriette explains the structure of PACE, its benefits, and the challenges faced in expanding these programs, including misconceptions, financial aspects, and the role of technology in enhancing care. The discussion also highlights the importance of addressing loneliness and isolation among seniors, as well as the need for collaboration between PACE and senior living providers to create a more supportive environment for the elderly.

Learn More:

• Connect with Henriette Kole

Takeaways

• PACE programs are designed to keep older adults living safely at home.
• The number of individuals over 65 is projected to reach 71 million by 2030.
• PACE programs provide comprehensive care, including medical and social services.
• The application process for PACE can be lengthy and complex, especially in regulated states like New York.
• Loneliness and isolation among seniors have increased post-COVID, necessitating better outreach and support.
• Technology can help reduce anxiety and improve access to care for older adults.
• Many misconceptions exist about PACE, including its association with insurance companies.
• PACE programs do not require co-pays and cover a wide range of services.
• The capacity of PACE programs is often underestimated; they can serve large populations.
• Barriers to expanding PACE include over-regulation and financial requirements for providers.

Chapters

00:00 Welcome to From Leads to Leases

01:21 Understanding PACE Programs and Their Importance

07:35 Aging in Place: The Future of Elderly Care

11:39 Integrating PACE Programs: Steps and Challenges

13:45 Addressing Loneliness and Isolation in Older Adults

17:04 The Role of Technology in Elderly Care

22:13 Common Misconceptions About PACE Programs

24:34 Understanding PACE Costs and Responsibilities

26:17 Challenges in Rural Areas and Awareness of PACE

29:09 Eligibility and Financial Considerations for PACE

30:38 Misconceptions About PACE Program Size and Capacity

32:19 Barriers to Expanding PACE Programs

35:47 Provider Requirements for Successful PACE Programs

41:53 Collaboration Between Senior Living and PACE

44:03 Future of PACE and Workforce Challenges

46:51 Recognizing Hidden Needs of Seniors

48:24 The Comprehensive Nature of PACE Programs