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Construction Update: Wichita Presbyterian Manor Phase I

New aerial pictures show the progress of Wichita Presbyterian Manor Phase I. Greystone is supporting a redevelopment project that is adding 90 new independent living, 50 skilled nursing, 48 assisted living and 24 memory care units to the 13-acre campus.

The skilled nursing facility opened recently, while the assisted living units are slated to open in mid-December. Independent living units are projected to open next Fall. The redevelopment will be completed in two phases to the community, which is sponsored by Presbyterian Manors of Mid-America.

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Dallas Premieres Glen Campbell Alzheimer’s Film

“Glen Campbell…I’ll Be Me,” a powerful documentary that follows the legendary musician and his family on a farewell tour while he deals with Alzheimer’s recently premiered in Dallas. Greystone sponsored the Dallas screening of the film, which was produced in part by Volunteers of America and LeadingAge.

The movie offers an inside portrait of the life and times of Glen, who in 2011 released his final record and embarked on a cross-country tour of America with his wife and children while having recently been diagnosed with Alzheimer’s. During the tour he was honored with a tribute at the Country Music Awards and a Lifetime Achievement Award at the 2012 Grammy Awards.

Glen’s wife, Kim, attended the premiere and spoke to the audience about their experiences making the film, their kids’ musical aspirations, Glen’s musical influences and how they are continuing to live with the disease. The documentary has shone a bright light on Alzheimer’s awareness and the Campbell family remains committed to furthering the cause.

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The film features special appearances from Paul McCartney, Bruce Springsteen, The Edge, Taylor Swift, Blake Shelton, Keith Urban, Brad Paisley, Steve Martin, Bill Clinton and more. To see where the film is playing near you, visit the film’s website.

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Recap: Sales School 2014

Class was in session earlier this fall as Greystone hosted our annual Sales School for professionals new to the senior living industry. The seminar provided advice and techniques to grow occupancy at every level of care by focusing on sales and database training, resident needs, and an introduction to the Greystone team and our service offerings.

Roughly 25 marketing professionals from across the country attended this intimate gathering. Sales School kicked off with remarks by Greystone President and Chief Operating Officer Mark Andrews, who stressed the importance of marketing by likening it to the engine that powers high-performance sports cars. The general session covered a variety of topics, including a Top 10 list of marketing ideas from GlynnDevins, the importance of data and reporting, REPS, residency agreements and cross-selling.

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On cross-selling, our presenters focused on the different approaches one must take when selling each level of care. A prospective client’s thought process varies at each level, meaning sales counselors should tailor unique questions and delivery styles in order to guide the right conversation.

“Learning to feel confident in our process and delivery is important to earning the respect of each of our customers,” said Mindy Cheek, Greystone vice president – marketing services, “and ultimately, it will drive the overall census of each level of care.”

Breakout sessions were divided into health care- and independent living-oriented groups. In health care, attendees learned how to develop an outreach plan for lead generation and how to apply a consistent and effective sales process across multiple audiences – adult children, seniors and spouses.

In the independent living sessions, attendees learned how to overcome objections, winning a “permission-based” sale and how using tangible items – in this case, candy – can help you build a more financially persuasive and compelling case for entrance-fee CCRC’s.

Sales School also featured nightly networking outings, including a trivia night that put attendees’ pop culture expertise to the test.

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Greystone helps Montereau to record sales

The story of how Montereau, an 11-year-old CCRC in Tulsa, Okla., reached a point where its leadership called the sales challenge almost insurmountable is one that echoes across the industry. Fallout from the recession and a prospect base hesitant to move is a combination that communities across the country have faced.

Today, Montereau stands out as a success story, having overcome an occupancy deficiency the likes of which it had never before seen. Through a comprehensive marketing plan, Greystone and GlynnDevins helped Montreau increase occupancy by 10 percent and set record sales.

Greystone and GlynnDevins recommended strategies and helped implement solutions like:

  • Sales training that stressed accountability, time management and optimizing individual skill sets
  • New contract incentives, different fee structures and move-in programs
  • Lead-scoring technology to prioritize the prospect base

Greystone offers custom marketing solutions based on our experiences at hundreds of communities nationwide. We provide planning, training, pricing, market analysis and sales consultations that can help you exceed your occupancy goals.

Read more about Montereau and how the community broke sales records and achieved double-digit occupancy gains. Contact us to learn about our marketing services.