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Wichita Presbyterian Manor Project Creates Excitement

Prospective residents are responding favorably to the idea of active senior living at Wichita Presbyterian Manor. The community is planning a 90-unit independent living expansion to be called The Westerly Residences. These units, part of a larger $35 million redevelopment project, are now 63 percent pre-sold. The Westerly is expected to open in 2015.

In the meantime, work continues on Phase I of Wichita Presbyterian Manor’s redevelopment. This first phase includes 48 assisted living units, 24 memory support suites and 50 skilled nursing beds. Phase I is expected to open this summer. Greystone is serving as development and marketing consultant.

Read about Wichita Presbyterian Manor’s redevelopment in the Wichita Business Journal.

Learn more about The Westerly Residences.


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New Independent Living at The Terraces at San Joaquin Gardens

A new 86-unit independent living building at The Terraces at San Joaquin Gardens has welcomed its first resident. Sponsored by American Baptist Homes of the West, San Joaquin Gardens is a continuing care retirement community located in Fresno, California. The independent living addition is part of a $120 million repositioning project at the Central California senior living community. Greystone is serving as development consultant.

See construction photos of this independent living expansion.

Learn more about The Terraces at San Joaquin Gardens.

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Senior Housing News: Spike in Nonprofit CCRC Activity

Senior Housing News wrote last week about “renewed signs of activity after a long, latent period” in the financing of nonprofit continuing care retirement communities. The story quotes Greystone’s Mark Andrews, who says: “There are new participants and there are some who had projects delayed during the recession. But now those owners are more certain, they’re beginning to seek financing to start construction.”

The story also references anticipated financings for redevelopment at SantaFe Senior Living’s East Ridge and new construction at Methodist Retirement Communities’ The Crossings.

Read the full story.

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Health Care Corner: Technology Joins the Sales Team

We know a lot about available technology, digital marketing communications and sales in senior living. But when we put the three together, we see a new opportunity to engage today’s tech-savvy customers in a new and exciting way.

Adult children and seniors alike have become frequent users of technology. As much as 25 percent of senior living website traffic comes from smart phones and tablets, and that number is on track to increase, with as much as half of initial inquiries coming via the web. A fully engaged tech consumer knows what is possible through technology, and we, in turn, should adapt senior living sales to speak to these consumers on their terms.

In health care, electronic medical records are becoming a standard, viewed by residents and families as improving the quality of care, fostering patient-driven communication and allowing for personalized care. Introducing that level of sophistication in the sales and move-in process can demonstrate a community’s commitment to quality early in a relationship.

Senior living is a relationship-driven business; digital tools, such as tablets, are most powerful when they enhance the relationship between the sales counselor and the client. In the sales process, tablets can bring a level of sophistication that adult children and baby boomers equate with quality.

Here are potential benefits of adopting technology into your sales process:

Customer Experience — Customized, relevant presentations meet customers’ specific needs and allow for interaction in conversation and relationship building. Additionally, with an aging population, customers who are physically unable to traverse long distances can view remote areas digitally — images of floor plans or other information can be digitally enhanced for ease of viewing. With increased visual engagement, a customer’s perception of the community is enhanced in a new way.

Sales Teams in Action — Teams can share information in real time. They can also respond quickly to online inquiries and access CRM from anywhere, on or offsite. Teams have the ability to rapidly customize presentations and demonstrate apartment customization possibilities, engaging customers in a visual and interactive fashion.

Community Benefits — Digital tools can provide cost control relative to printing, manpower and resources. Better time management tools lead to increased productivity. Coupled with a shortened sales cycle, this increase in productivity can positively impact sales and occupancy. Additionally, it becomes possible to share digital presentations with large or small groups gathered offsite, engaging them in new ways and driving new leads to your community.

To realize the benefits of bringing technology to the sales team, it’s important to have the right set of applications to meet team members’ needs. Functionality itself cannot replace a great sales counselor, but it can serve as an essential tool for creating a new customer experience that leads to sales success.

Sharon Hutson, Vice President, Marketing


Greystone’s Stuart Jackson Joins Panel for Upcoming SLBI Webcast

Greystone’s Stuart Jackson will participate in an upcoming Senior Living Business Interactive webcast titled “Senior Living: New Construction Heats Up.” The discussion will focus on increased construction activity in some markets after the recession brought new development to a standstill and the ways in which this increase will affect providers.

The webcast takes place from 1 to 2:30 p.m. Eastern on Thursday, March 13. Lancaster Pollard’s Nick Gesue will moderate the discussion. CBRE’s Zach Bowyer and Leslie Moldow of Perkins Eastman will also serve as panelists.

Register to join this webcast.

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The Barrington Now One Phase From Full Completion

Six of seven areas at The Barrington of Carmel have now been turned over from development to management. These areas include all but 54 independent living units, which will be turned over at the end of February. Nearly 50 of the independent living units are now occupied, and the first assisted living residents moved in at the end of January.

The Barrington of Carmel is a Senior Quality Lifestyles Corporation-sponsored continuing care retirement community in Carmel, Indiana, located just outside of Indianapolis. Once fully complete, it will include 134 independent living apartments, seven catered living units, 56 assisted living units, 26 memory support suites and 48 skilled nursing beds. Greystone is serving as development and management consultant.

See photos of The Barrington of Carmel in the gallery below.

Learn more about The Barrington.