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Join Alison Abel as she sits down with Craig Green, a seasoned community engagement lead, to explore the evolving role of community engagement in retirement villages. Discover how Craig's innovative approaches have kept residents connected with their local communities and maintained vibrant village identities.

Key Points:

Craig's journey into community engagement and its significance in the retirement sector. The definition and importance of community engagement in modern retirement villages. Strategies for maintaining connections between residents and the local community. Insights into successful community engagement initiatives and their impact.

Guest: Craig Green - Former Community Engagement Lead at Aveo

Chapters

00:00
Introduction to Community Engagement

02:57
Defining Community Engagement in Retirement Living

06:02
Innovative Initiatives in Community Engagement

08:40
Internal vs External Engagement

11:54
Starting a Community Engagement Role

14:53
Using Data to Shape Engagement Strategies

17:52
Small Tweaks, Big Impacts

20:35
Community Engagement and Mental Health

23:42
Feedback on Community Engagement Initiatives

26:47
The Role of Technology in Engagement

29:43
Lessons Learned and Future Aspirations

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summary

In this episode of Retire Talk, Alison Abel interviews Anne Lewis, the National Salesperson of the Year, who shares her journey in the retirement living sector. Anne discusses the importance of understanding customer needs, building trust, and the unique project at St. Clare Retirement Living Precinct, Kew. She emphasizes the role of technology and AI in sales, the significance of team collaboration, and her personal reflections on winning the award. Anne also provides valuable advice for new salespeople and discusses strategies for overcoming objections and managing burnout in the industry.

Takeaways

• Selling retirement living is about creating trust and easing fears.
• Understanding customer needs through research is crucial for project success.
• Emotional connection plays a significant role in sales.
• Building a strong referral network can lead to higher sales rates.
• Empathetic listening is essential for understanding client motivations.
• Technology can enhance the sales process but should not replace authenticity.
• Collaboration within the team leads to better outcomes.
• Winning awards is a reflection of teamwork and collaboration.
• The retirement living industry offers rewarding career opportunities.
• Salespeople should believe in their product and be confident in their knowledge.

Support

Hey, if this episode of Retire Talk sparked something in you, I’d love your support to keep the conversation going. Producing a podcast takes time, energy and heart—so if you’ve found value in our chats, consider buying us a coffee at 

https://www.buymeacoffee.com/retiretalk

Your generosity means I can keep booking amazing industry colleagues, digging into the insights you crave, and helping you build the communities our residents want to move into. Every contribution, no matter the size, keeps Retire Talk firing on all cylinders. Thanks for being part of the journey, let’s make every chapter count. 🙌🏻.  Any donation is greatly appreciated. As a way of saying thank you.  If you are able to support through a donation of your choice, we will do a call out to your business in the next Retire Talk episode.

Chapters

00:00
Celebrating Success: National Salesperson of the Year

01:57
Career Journey: From Research to Retirement Living

03:46
Unique Projects: Sinclair Village Q's Vision and Challenges

06:09
Building Emotional Connections in Sales

06:44
Sales Process: Structure Meets Authenticity

08:31
Embracing Technology: AI in Retirement Living

11:19
New Chapter

12:55
Reflections on Winning: Personal Growth and Teamwork

18:24
The Heart of Sales in Retirement Living

18:49
Empathetic Listening: The Key to Sales Success

20:12
The Journey of Selling Retirement Living

21:20
Overcoming Objections with Authenticity

23:17
The Importance of Practical Marketing

26:33
Managing Burnout in a High-Demand Environment

28:01
Future Goals and Challenges in Retirement Living

30:13
Advice for Newcomers to the Industry

31:04
Retire Talk Podcast Master Music.mp3

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Are we stuck saying the same things in Retirement Living marketing? "Redefining Retirement." "The lifestyle you deserve." Sound familiar?

In this  episode, Ali  unpacks why these overused phrases are falling flat, and what to do instead. Drawing on 15+ years in Retirement Living project sales, Ali shares the marketing approaches that she has seen from the sales front that actually connect, convert, and compel action.

Expect real-life examples, the thinking behind emotional marketing, and a call to break free from playing it safe. If you're in sales, marketing, or development in the sector, this is the shake-up you didn’t know you needed.

Why “white noise” messaging is costing you leads

The one story that outperformed the lifestyle pages
How to lead with empathy, not ego

This episode isn’t about fluff. It’s about resonance.

#Anglicare #BronwynWhite #Villages.com.au 

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Are you in Marketing or  Sales?  Then you cant afford to miss this conversation with Bronwyn White.

Bronwyn White is the founder of New Young, a research and market intelligence company that helps businesses connect with the cashed up, time affluent baby boomer generation.

Bronwyn is passionate about smashing myths, stereotypes and age bias in marketing to boomers that is rife due to ignorance, prejudice and inexperience - and it is costing Retirement Village operators millions of dollars.

Bronwyn says that if you were to look at the Baby Boomer generation as it's own economy, it is the 3rd largest economy behind the USA and China - yet it is a segment that is being ignored.

In this interview we discuss the mismatch of imagery used in campaigns which are not connecting with this segment.

Are you advertising on Pinterest?  you should be!
 

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This week I have the pleasure of speaking with Rulla Asmar, the Principal at Marchese Partners.

Rulla's Architectural project  experience  spans the Seniors Living, Aged Care, Multi-Unit Residential, Hospitality and Education sectors in both Architecture and Interior Design.

Rulla is knowledgeable and passionate about the sector and is a key member of the Marchese Partners Seniors Living and Aged Care Leadership team.

In  this discussion we discuss:

• Rulla's personal story of  completing her bachelors (Honors Degree) at the renowned Southern California Institute of Architecture, to becoming the Principal of Marchese Partners in Melbourne
• Her inspiration for design that empower  personal stories
• Expectations  of the emerging Baby Boomer Market and the must have's in regards to design in the Retirement Living Space 
• Growing demand for Integrated sites that offer Retirement Living, Community Care, Aged Care, and other primary local health services in the one location.

When asked who she is most inspired by - she quickly responds, "My Team".

In addition to her professional work, Rulla is committed to mentoring emerging designers, and teaching design.

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You will not want to miss this conversation with Cynthia Payne - Managing Director of Anchor Excellence!

Cynthia candidly shares her childhood & what has motivated her to become the inspirational Leader she is today.

Told that she wouldn’t amount to anything at a very young age, nothing could be further from the truth, which you will discover listening to this truly inspirational and raw conversation.

Now with more than 30 years executive leadership experience and over 20 year as a Director in both NFP and FP boards. It is clear  through this conversation the level of passion Cynthia has about leaders, supporting and enabling them and consumers’ lived experience

This interview will inspire and motivate you  on many levels.

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 As a project sales manager for off the plan sales, at the beginning of any new project I deliberately immerse myself in getting to know the best of the best in the local area when it comes to what I call my extended team of professionals, a team that I personally meet with and handpick to ensure that our values are aligned in overcoming  what i know will be roadblocks from purchase through to settlement for my clients.

On today's podcast, I'm talking with one of those extended team members, Nathan McCracken from Crackers Clear-out,  a business that started as a result of Nathan's family, trying to go through the downsizing process for a family member and not being happy with the service that was  provided. 

Nathan and his team now proudly partner with retirement organizations and aged care providers in Sydney and Canberra providing a trusted service during the downsizing journey.

They understand that downsizing can be an emotional time choosing what to take and what not to take to a new home can be a stressful yet necessary part of the journey.

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Are you currently dealing with resident disharmony in your village or community and unable to find a mutually agreeable outcome?  Then you don't want to miss today's  Retire Talk episode where I speak with Danielle Lim, Aileen Stewart and Gillian Moore from Senior Living Mediation.

Their goal is to  find solutions for residents and operators who find themselves in dispute. 
Saving you time, money and stress. 

This listen will save you time, money & ensure your community "vibe" remains high when conflict arises.

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Today I speak with  good friend, colleague and founder of Marketability, David Lo Russo .

Marketability was founded 22 years ago.  The vision,  simply to be recognised as the finest and most trusted advisor to the community living sector in its two interrelated key areas of business :

• Research & Advisory
• Project Sales & Marketing

Last year in the midst of the covid-19 outbreak, the Marketability team together achieved the settlement of over 200 units (close to $210 m in sales revenue for their clients).

Marketability is built on  5 key values and principles, 

• To be refreshingly authentic
• Be a lifetime learner
• Have a collaborative and innovative mindset
• Be bravely resilient
• Always be customer champions.

David shares the importance of being valued aligned with your customers and the people you work with .

His team act to have impact. They create communities with heart. T

You wont want to miss this raw and heartfelt conversation.

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This week Jamie Langdon, the marketing and communications manager for Benevolent Living in Rockhampton  shares that she and the team at Benevolent living are creating something very special and different when it comes to seniors living in QLD.  The team are breaking down barriers between aged care and the community at large by focusing on the key elements. socialisation, physical activity and creative engagement.  Download the episode to listen.

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