Past Events

Saturday March 22, 2014

Digital Media Applications for Sales and Marketing

Connie Mattox, CEO of Brooks Adams Research

Location: Meadowood Senior Living, 3205 Skippack Pike Worcester, PA 19490

Schedule: 9:00 a.m. – 3:00 p.m. Registration and Continental Breakfast begin at 8:30 a.m.

About the Program: Consider digital media as a means to drive web traffic, enhance event attendance and increase referrals from adult children.

Hear how a multisite provider implemented a comprehensive digital media strategy across its 11 communities.

Discuss ways to integrate mobile applications and new digital media platforms into your existing sales and marketing strategy.

Registration fee includes education session, continental breakfast, lunch, and program materials. $79 for MPRS members; $99 for guests. Register by March 15th, using the enclosed form. No refunds will be made after March 15th.

Questions: Contact Vicki Kriczky of Frederick Living, 610-754-7878; Ric Myers of Rockhill Mennonite Community, 215-257-2751; or Alex Metricarti of Living Branches, 215-368-4438.

About the Presenter: Connie Mattox has nearly 10 years of experience as a market researcher, with an expertise in consumer behavior research. Connie’s research experience and training includes the employment of qualitative techniques aimed at uncovering emotional tensions, nontraditional focus group design, consumer profiling, observational research, concept testing, product testing, shopping studies, pricing studies, Net Promoter testing and satisfaction studies, as well as an array of other quantitative analysis methods. Along with a wealth of experience creating and managing virtual consumer research communities and brand advocate groups, as well as employing social media platforms to conduct consumer research, Connie has conducted regional, national and international studies in the hygiene, household care, beauty care, food/food service, 50+ shopper and senior living industries. A graduate of the University of Richmond, Connie completed the Robins School MBA program at the University of Richmond in 2011.

Wednesday April 9, 2014

Selling in a Challenging Economy, going beyond just the basics…

Julie Podewitz, Tracy Bild

Location: Souderton Mennonite Homes, Souderton, PA

Schedule:

About the Program:

About the Presenter:

Friday May 16, 2014

For-profit Marketing Ideas to Boost Non-profit Performance

Scott Miller, CMO, Garden Spot Village

Location: White Horse Village, 535 Gradyville Road, Newtown Square, PA 190731109

Schedule: 9:00 a.m. – 3:00 p.m. Registration and Continental Breakfast begin at 8:30 a.m.

About the Program: If the average age of residential living move-in is up and occupancy has trended down but there are more age, income qualified people every day, something doesn’t add up. For-profit organizations look at indicators like these, see under-performance, and make radical changes. This presentation combines demographic research with move-in statistics covering the past several years and considers emerging trends. For-profit marketing & sales approaches will be explored in the context of current market conditions and compared to what’s happening in the non-profit sector. You’ll discover some interesting insights that won’t compromise your non-profit values but will provide straight forward actionable ideas to expand your market by reaching down the age curve. The approaches are taken directly from firsthand experience with for-profit marketing initiatives that generated hundreds of millions of dollars for a multi-billion dollar technology firm. The techniques have been adapted in a non-profit CCRC setting resulting in a 97% occupancy rate through the recession. Over the past several years 45% of the people moving in were under the age of 75.

About the Presenter: Scott Miller has served at Garden Spot Village since March 2005. He’s a member of the senior leadership team as chief marketing officer responsible for marketing, sales and public relations. Scott has a Bachelor of Science degree in Computer Science from Millersville University and has completed a significant amount of post graduate work in executive business management and liberal arts.  His career of 30+ years includes a blended set of non-profit and commercial experiences in marketing, business development and operations. He is passionate about innovation, customer satisfaction and leadership development.  His background includes business process re-engineering and widespread organizational change.

Scott considers a healthy wait list to be a critical success factor and strives to use out-of-the-box thinking in marketing and sales efforts to reach a wide audience. He’s the race director for the Garden Spot Village Marathon and editor of Destination: Garden Spot Village magazine.

With a degree in computer science and having worked for a $6B technology firm for 23 years reframing for-profit tactics in a non-profit setting are of particular interest. His background includes 10 years of pastoral ministry for local Methodist Churches and he taught a leadership development and public speaking course for 15 years. As a product manager and worldwide sales manager Scott has published a number of professional articles, has hosted and participated in numerous panels, conducted multi-day workshops and addressed audiences in a variety of countries. Scott enjoys running, cycling, scuba diving and being outdoors.

Friday November 14, 2014

Building a Compassionate Culture: Getting Your Team on Board

Joanne Ladley, Kitchen Kettle Village co-owner

Location: 2760 Old Philadelphia Pike, Bird-in-Hand, PA 17505

Schedule: 8:30 am - Continental Breakfast; 9:00 am - 1:00 pm - Program, Lunch

About the Program: Joanne Ladley is co-owner of Kitchen Kettle Village, a popular Lancaster County destination located in Intercourse, PA, annually attracting close to a million visitors, and is an expert on creating a positive customer experience for her employees and guests. Learn about what Kitchen Kettle Village has done to get their team of 300 employees engaged and enthusiastic.

Kitchen Kettle Village boasts 42 shops, 2 restaurants and 17 lodging rooms. Like most homes in Lancaster County, the hub of activity is their family-run kitchen. Here the locals cook up homemade Pennsylvania Dutch sweets like jelly, jam and butter, fresh baked goods like pie and cookies, and delicious canned goods like relish, salsa and pickles. And they do it all right before your eyes! A family-run business, Kitchen Kettle Village has been in business since 1954.

Apply the lessons that Joanne Ladley, co-owner, and her family have used to stay successful in today’s competitive hospitality industry.

About the Presenter:

Friday March 20, 2015

Attracting and Engaging the Younger Senior

Kim Daly Nobbs

Location: Garden Spot Village, 433 S. Kinzer Avenue, New Holland, PA 17557

Schedule: 8:30 am - Continental Breakfast; 9:00 am - Presentation

About the Program: As average entrance ages continue to creep up for most senior living communities, the need to find ways to engage the growing younger contingent of the senior population is greater than ever. The vibrancy of the community and the ability to attract new desire-driven rather than need-driven residents diminishes significantly as the incoming residents increasingly match the trend toward frailty of the existing population. This phenomenon leads to shorter and shorter independent living stays which can create a financial burden to the community. This presentation will focus on factors that can positively impact communities as they seek to attract younger incoming resident. The presentation will make a case for why seeking a younger senior than the community is currently attracting is important. Kim will provide an overview of trends that focus on engaging younger prospective residents. Then we’ll dive deeper in detailing specific strategies as they relate to design, marketing, resident movement though the continuum and more

About the Presenter: Kim currently serves as Chief Marketing Officer for Willow Valley Communities, in Lancaster, PA. In her role, Kim oversees strategic marketing, sales, and community relations for Willow Valley, which serves 2,400 residents in its 1,500 residential living residences and 450 supportive living accommodations. Prior to joining Willow Valley, Kim was consulting through her own firm focusing on organizational culture and development, strategic planning and marketing and executive coaching.

Throughout her nearly 25 years in senior living, Kim has served a number of not-for-profit an-profit providers in defining and articulating strategic marketing and communication needs and in developing and executing effective plans to meet marketing goals in both residential and supportive living.

Friday May 15, 2015

Innovation in Senior Living Marketing

Location: Peter Becker Community, 800 Maple Ave, Harleysville, PA 19438

Schedule: 8:30 a.m. - Continental Breakfast; 9:00 a.m. - Presentation

About the Program: Retirement living is often thought of as a field with very little innovation. The perception is that communities do the same thing year after year in their programming, sales, and marketing. That doesn't have to be true! Learn what three local communities are doing to bring fresh ideas to their marketing efforts through partnering with local organizations, hosting unique events, and working with other designers than the big senior living marketing companies.

Registration fee includes education session, continental breakfast, lunch, and program materials. Questions: Contact Vicki Kriczky of Frederick Living at 610-754-7878, Mitch Hanna of Quarryville Presbyterian Retirement Community at 717-786-5283 or Alex Metricarti of Living Branches at 215-368-4438.

About the Presenter: Connie Buckwalter, CSA, MBA, is the Director of Marketing at Woodcrest Villa/Mennonite Home Communities, where she has worked for the past five years. She enjoys creative thinking and being around innovative thinkers. In her role at WCV/MHC, she has overseen the marketing of new villas and worked steadily to build occupancy in residential living. Previously she worked in marketing and public relations at Lancaster General Health for 12 years developing and supporting marketing campaigns for major service lines. She is a 2010 graduate of Leadership Lancaster and an active community volunteer who also enjoys exercising, knitting, yoga and spending time with her husband, friends and dog.

Jason Jesberger, President of Marketing for Market Street Sports Group, spent nine years as the Site Director of Envisions Enterprises, a division of the Manheim Township Education Foundation. He led the marketing, community relations, and public relations departments of the Lancaster Barnstormers (Atlantic League of Professional Baseball) at the team’s inception. He helped create Market Street Sports Group in response to desire within the community for affordable family entertainment. He also serves on the Dallastown Education Foundation Board and resides in Millersville, PA with his wife Jennifer and their two children.

Megan Farber, salesperson at Garden Spot Village, began working for Garden Spot Village nine years ago in a Resident Services position. That hospitality background translated well into her responsibilities taking care of the needs of the residents. When their long time sales person retired six years ago, she was tapped to step in to that role. She enjoys working for an organization that sees things differently, and allows her the freedom to improve and refine the sales process.

Alex Metricarti, MBA, is responsible for marketing and sales at Living Branches, a three-campus retirement living organization. Her background includes 20 years of sales, marketing, and consulting work in real estate and higher education.  These diverse fields have given her a broad lens for accommodation renovations, enhancing marketing efforts, and developing the Living Branches brand. She is on the Board of Directors for Generations of Indian Valley Senior Center in Souderton, PA, and serves on the borough council in her adopted hometown of Royersford.

Friday September 25, 2015

Stop Selling and Start Caring

Mike Miller

Location: The Highlands at Wyomissing, 200 Cambridge Ave, Wyomissing, PA 19610

Schedule: 8:30 am Registration; 9:00 am Program; 12:00 Lunch; 1:00 Tour

About the Program: There is a saying that people don’t care about how much you know until they know how much you care.

Prospects are people who need to know that you care about them and their needs, especially when making enormous life decisions as they are in the senior living industry. Mike Miller takes his proven sales principles to a new level in this interactive and heart-based presentation on sales in the person-focused industry, based on his book , “Stop Selling and Start Caring.” Move from a money mentality to a service solution, closing sales faster and with more ease than you ever thought possible. Mike helps you understand the psychology of the sales process through a customer-focused lens, using his simple, yet profound, P-Effect framework to walk you and your prospect through the process from beginning to end.

About the Presenter: Michael Miller is a Motivational Speaker, Corporate Trainer, Consultant, and Author. He spent 12 years in the United States Army, is a decorated combat veteran of the Gulf War, and retired as a Captain. His experience includes working as a consultant for one of the largest consulting firms in the world, a Senior Systems Analyst at the Pentagon for the Department of the Army Chief Information Officer, the Chief Operating Officer of a full service research company, and the CEO and
Founder of a full service consulting company.
Mike is the author of four books and has spoken to sold out audiences across the country. His book, “Stop Selling and Start Caring” was written specifically for the senior living industry. He has spoken to big names as AT&T, Lucent Technologies, Nextel, IBM, Intel, SRP, the U.S. Army, the U.S. Marine Corps, countless Associations and organizations, and many other corporate giants. Fearless and confident throughout his career, Mike has been a pioneer in developing advanced sales processes spending the last 10 years focusing his efforts exclusively in the senior living industry.
Mike is a highly decorated combat veteran, and believes the same principles that create a successful soldier are the same principles that create professionals in corporate America. Instead of lying in the trenches of a combat zone with his fellow soldiers, he now travels the country with the mission of helping others reach their true potential. The war he fights is not on the traditional battlefield, but in the hearts and minds of those who seek a change. Mike believes that speaking is not about making a living, but about making a life. For many, it is a career. For Mike, it is his calling.

Friday November 20, 2015

Double Feature: "Wow! Tactics"; Harness Your Most Important Marketing Asset

Tom Mann and Nicole Hospelhorn

Location: Crosslands, 1660 East Street Road, Kennett Square, PA 19348

Schedule: 9:00 a.m-2 p.m.; Registration and Continental Breakfast at 8:30

About the Program:
"Wow! Tactics" for Challenging Inventory and Prospects

Every community has those hardest-to-sell residences and those hardest-to-engage leads. This presentation shows how targeting highly specific segments of your lead base with small, targeted, specialized promotions and sales tactics can effectively move "problem" inventory that seems impervious to your broader marketing and sales strategies.

Harness Your Most Important Marketing Asset: the Worlds People Use to Talk About Your Community
Word of mouth forms the bedrock of strong marketing programs, but your people’s words may not be helping you. When you get everyone saying the right (and same) thing, you strengthen your marketing and help your team leaders communicate your vision and values among the staff.

About the Presenter: Tom brings a unique blend of strategy, marketing and sales skills to his EVP role. He oversees the sales services and training departments. Tom previously served as an SVP for Erickson Retirement Communities and oversaw the national advertising efforts for all communities including the launch of twelve blue-sky projects.

Nicole has over 13 years of diverse senior living experience in successful client marketing and sales programs. She has developed and implemented successful marketing programs for several of the largest and most prosperous CCRCs in the country.

Friday March 18, 2016

Using Data to Impact Strategy and the Bottom Line

Kate Phelps, President, Taylor Reporting Systems

Location: Ware Presbyterian Village, 7 East Locust Street, Oxford, PA 19363

Schedule:

About the Program: We all know that directors and salespeople need a CRM database to track leads, but what strategic changes do we actually make based on the information we see in these systems?

When we understand the trends in the industry, we can be more successful. This session will provide insights into industry norms based on data gathered from more then 50 communities. We will look at typical conversion rates, the impact of lead sources on sales, and typical lead-generation and sales-activity levels. The objective is to spot red flags in sales data, develop a plan to aid the danger zone, keep an eye on the bottom line when analyzing data, and then translate into meaningful strategies.

The afternoon session will deal with software program options that currently exist. We will look at features, the main goals and benefits of each one, and the pros and cons of switching over to a new program. We will also discuss what is currently happening with REPS.

About the Presenter: Kate Phelps, President, Taylor Reporting Solutions, LLC

Ms. Phelps has spent more then a decade helping sales teams effectively use lead management databases and analyze the data that tells the story of the successes and challenges behind their sales and marketing efforts. Since 2009, her company, Taylor Reporting Solutions, has helped both single-site communities and some of the largest multi-site organizations in the country transform MatrrixCare Marketing (REPS) from a simple lead-tracking rolodex to a powerful data-analysis and sales-management tool. Her coaching focuses on the “hows” and “whys” of using databases effectively and she works to empower each team to develop a robust tool that their entire organization can have confidence in.

Taylor Reporting Solutions provides: *Hands-on REPS training for basic and advanced usage *Ongoing data analysis to help communities keep an eye on the underlying trends as well as strengths and weaknesses in the sales process and marketing effort. * Customized dashboard reports to provide sales counselors, managers, C-level executives, Boards of Directors and investors with easy access to the data they need to make in-the-trench, day-to-day decisions as well as big-picture decisions relating to sales and marketing *Transparent industry bench-marketing tools that provide in-depth analysis of trends in more then 50 CCRCs across the country.

Kate graduated from Trinity College in Hartford CT with a Bachelor of Arts in Education and English/Rhetoric.

Friday May 6, 2016

Social Success: Enhance Your Online Presence and Attract New Prospects

Nicole Wagner, Internet Marketing Director, Stevens and Tate Marketing

Location: 2849 Big Road, Frederick PA 19435

Schedule: 8:30 am - Registration and Continental Breakfast, 9:00 am - Presentation begins

About the Program: In today’s increasingly interactive world, creating a positive impression and having the tools in place to get your business found where customers/prospects are looking is the key to getting ahead.

Learn how to strengthen your website, search and social media programs through an engaging, hands-on approach that offers immediate, actionable takeaways. Specific examples of websites and social campaigns from around the industry will be incorporated to highlight the strategies and tactics that achieve the best results for senior living communities today.

From this presentation you should:

  1. Learn how to take advantage of social media to guide the conversation about your brand to meet your goals
  2. Explore the role that social plays in your search results and discover new ways to use the two mediums together to put you in front of the right audience at the right time
  3. Understand how social media and search engine marketing fit into your overall online strategy and marketing objectives, and the importance of aligning individual initiatives
  4. Determine key strategies you can incorporate into your website to help drive leads for your sales team

Schedule of the Day:

8:30 am:   Registration and Continental Breakfast
9:00 am:   Program
11:00 am:  Tour of Frederick Living Community
11:45 am:   Lunch
12:45 pm:  Program/Q and A/Gift Baskets

 

About the Presenter: Nicole Wagner is an online marketing expert with extensive experience in the senior living/aging care marketplace, working with national and regional clients such as Franciscan Communities, Presby’s Inspired Life, Provena Senior Services, Wyndemere, IDG, and more.

As Internet Marketing Director at Stevens & Tate, she specializes in strategic and effective social media, search engine marketing, website optimization, mobile, and Attraction Marketing initiatives. Nicole continues to share her knowledge through engaging presentations, seminars and webinars on a variety of topics industry-wide—receiving excellent feedback for her passion, insight, and motivating speaking.

Nicole has been the featured keynotes on social media/search engine marketing for numerous association events, and other relevant industry engagements. Recently this includes the Leading Age Nationals 2015, Leading Age Missouri and Nebraska 2015, LeadingAge North Carolina and Illinois 2014, as well as other industry shows and events.

 

What Others Have Said:

“Nicole has spoken at our event for the last two years...she keeps the attendees focused and entertained...engaging everyone. I would definitely recommend her and love to have her back.”

Friday September 30, 2016

Down and Dirty: Creating Solutions to Common Problems

MPRS Members

Location: Woodcrest Villa, VIVA Centre, 2001 Harrisburg Pike, Lancaster, PA 17601

Schedule: 8:30 am - Registration and Breakfast; 9:00 am - Program

About the Program: One of our highest rated sessions is back! Learn from the collective wisdom of your peers in senior living marketing.
9:00 a.m. Creating Solutions
10:15 a.m. Difficult Conversations
11:30 a.m. Lunch
12:15 p.m. Tour
12:45 p.m. Boomers & Keeping Up with New Trends

About the Presenter: Presenters include:

Connie Buckwalter
Director of Marketing, Mennonite Home Communities

Kelly Eakin
Director of Sales & Marketing, Masonic Village at Elizabethtown

Kent Richard
Vice President of Operations, Fairmount Homes

Friday November 18, 2016

The Boomer Consumer: Coming Soon to Your Community

Sharon Adams Brooks, President, SB&A Integrated Marketing

Location: 625 Robert Fulton Highway, Quarryville, PA 17566

Schedule: 8:30 am - Registration and Continental Breakfast; 9:00 am - Presentation

About the Program: sharon-brooks-boomer-future

For more than 20 years, we have been projecting the impact of the “Age Wave” of Baby Boomers. Now they are here. The first Baby Boomers turn 70 in 2016.

This session will be a deep dive into understanding the values, attitudes, and preferences of Baby Boomers.  In addition to understanding the key life events that shaped the beliefs and buying behavior of this age cohort, you’ll learn the results of the latest national survey of Boomers and see what they want from providers in terms of residence size, amenities and programs.  We’ll look at how they are processing decisions about retirement, aging and care. We’ll track trends in survey responses to a variety of questions over a 20-year longitudinal study.

We’ll hear from some of the first Baby Boomers to move to retirement communities – how they made their decision, what the transition has been like, and what they value most about their new homes.  Finally we’ll look at how communities are responding to this new group of consumers with marketing, design and technology.

About the Presenter: About Our Speaker

Sharon Adams Brooks, President of the East Coast Regional Office of GlynnDevins, graduated from the University of Virginia with a double major in Communications and Psychology. She was awarded an assistantship from ABC Television to do graduate study in Advertising and Public Relations at the Grady School of Journalism at the University of Georgia.  Sharon marketed her first start-up CCRC in 1979 working for The Edward S. Lovern Company.  In 1981, she founded Sharon Brooks & Associates (SB&A) as a one-client, one person agency, and grew it to a national company with over 40 employees. SB&A, which will continue serving clients as part of the  GlynnDevins family, has worked with more than 500 LifePlan, active adult, assisted living, memory care, skilled nursing and rehabilitation communities nationwide and in Canada.  Sharon is a native of Richmond, Virginia.

About the Company:

SB&A Integrated Marketing is a nationally recognized marketing, advertising, sales and consulting company specializing in senior living. With more than 35 years of experience, SB&A Integrated Marketing has focused on serving the needs of senior living communities, successfully accomplishing start-ups, expansions, repositionings and turnarounds for clients nationwide.  Over the years, the agency has won a wide variety of national and international awards.

SB&A’s affiliated company, Brooks Adams Research, operates the country’s first and largest online senior opinion panel, which has allowed the firm to provide thought leadership and share insights into the needs, desires, expectations and preferences of mature consumers. Market feasibility studies, competitive analysis, pricing studies, consumer research and resident and employee satisfaction are among the services offered by the firm.

SB&A and Brooks Adams Research have recently been acquired by GlynnDevins.  SB&A’s marketing communications will be transitioning early in 2017 to become the East Coast Regional Office of GlynnDevins, serving clients nationwide.  Two other divisions will be Brooks Adams Research, A GlynnDevins Company and Brooks Adams Sales & Consulting, A GlynnDevins Company.  Together, these organizations will work to bring best-in-class marketing, research and technology solutions to the table for senior living clients.

 

 

Friday March 17, 2017

Staying Ahead of the Curve and ENGAGE to Ignite Your Community

Gregory Scott, AIA, Partner, RLPS & Connie Wolf, Executive Vice President, Holleran

Location: Tel Hai, 4000 Tree Line Dr., Honey Brook, PA 19344

Schedule: Registration and Continental Breakfast: 8:30 am, Program: 9:00 am - 3:00 pm

About the Program: The first part of the day, Gregg Scott will lead us through three sessions: Future Positioning: How to Catch a Boomer, Interior Design: Strategies for Staying Fresh and Design Innovations: Creative Ways to Satisfy Customers and Beat the Competition.

After a lunch break, our program will resume with Connie Wolfe from Holleran. The expectations of residents living in our communities is rapidly changing, especially about what it means to be fully "engaged" on the campuses of CCRCs. With LeadingAge’s adoption of the term Life Plan Community, comes the mandate to support older adults who seek an engaging, purposeful and interesting life. New research released by Holleran identifies four key dimensions of engagement: (1) Voice (2) Well-being (3) Fulfillment and (4) Connection.

Engagement isn’t just important for residents; it’s crucial to have an engaged staff. Why is an engaged workforce so critical? Engagement quantifies how passionate and committed someone is to their organization. It measures the personal and emotional connection between your staff and your community.

The difference between engagement and satisfaction is the ability to connect employees to their purpose; present a line of sight to mission and making a difference. Engaged employees drive business outcomes by leveraging their energy and passion for the overall success of the organization. The benefits of lower turnover and greater productivity
provide a competitive advantage.

About the Presenter: Gregory Scott, AIA, RLPS
Gregory Scott is a senior partner with the architectural firm of RLPS Architects in Lancaster, PA. Having spent forty years in the field of senior living design, Gregg finds himself in the very interesting position of being a card carrying ‘senior citizen’ himself. His insights and ‘opinions’ are based on real life experiences, research and design for ‘future residents’ like himself! He lectures extensively at regional, state and national LeadingAge conferences across the country bringing senior living design ideas to life with his knowledge of the subject and plenty of humor!

Connie Wolfe, Executive Vice President, Holleran
Connie serves as Executive Vice President at Holleran, a national research firm, delivering customer and stakeholder insights to not-for-profit senior living organizations. Connie’s extensive experience as a presenter of data-driven results and action plan facilitator to hundreds of senior living executive teams uniquely positions her to share best practices and understand the changing dynamics of trends within the field of aging services. Connie’s area of expertise is helping organizations drive competitive advantage through understanding key drivers of engagement, satisfaction and involvement of all stakeholders – executive management, board members, front line staff, residents, family members and the broader communities in which they serve. National benchmarks, high response rates and customer retention are hallmarks of the Holleran standard. Connie inspires audiences as a national speaker, sharing presentations on topics such as Move to the Orange Zone, Discover Why Satisfaction is No Longer Enough, Creating a High Performing Culture of Innovation, Using Stakeholder Feedback to Position your Community for Healthcare Reform and is a guest lecturer at The Erickson School.

Sunday April 30, 2017

Scholarship to attend LeadingAge PA 2017 Conference

Location:

Schedule:

About the Program: Marketing & Public Relations Society (MPRS) wants to help develop the next generation of marketing and public relations leaders and encourage members’ employees to pursue marketing or public relations as their career of choice. One or more scholarships will be made available annually by the MPRS Board of Directors to enable students employed by member organizations to attend the Leading Age PA annual conference. Following are guidelines which will be followed in order to determine the recipient(s) of the(se) scholarships:

  • Recipients must be employed by organizations which are members of the Marketing & Public Relations Society in good standing (dues are paid).
  • Recipients must have been employed by a member organization either part time or full time for at least one year.
  • Recipients must submit a scholarship application form in order to be considered for a scholarship. This includes a recommendation from their supervisor. These applications may be given to any current MPRS Board member or submitted online at www.mprsociety.org.
  • Recipients will be awarded a full registration and lodging for the Leading Age PA annual conference for the Marketing/Sales tract. Recipient will be responsible for transportation and meals.
  • The application deadline is April 30, 2017. Scholarship recipient(s) will be announced at the May MPRS meeting.

For a scholarship application, please email Alex Metricarti at Alex.Metricarti<at>Livingbranches.org or talk to any MPRS board member.

About the Presenter:

Friday May 12, 2017

Lead Ranking: Using Data to Identify Leads Most Likely to Buy

Kate Phelps, Taylor Reporting Solutions

Location: 2849 Big Road, Frederick PA 19435

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program: “I’m sure there’s gold hidden in my database, I just don’t know how to find it!”

We’ve all been there. You’ve locked yourself in your office to make calls, you sit down and turn on your CRM and….then what? How do you decide who to call?

Wouldn’t it be nice if you could have a short, workable list of names, every so often, and you knew that everyone on that list had a ton of things in common with other buyers? You could focus your calls on those people, knowing they’re statistically much more likely to buy than the other leads in your system.

The TRS team has examined 4,000 recent buyers and figured out what they all have in common; now they’re using that knowledge to help us identify the people in our databases who look most like buyers, but who have fallen through the cracks.

About the Presenter: Kate Phelps, President, Taylor Reporting Solutions, LLC

Ms. Phelps has spent more than a decade helping sales teams effectively use lead management databases and analyze the data within to tell the story of the successes and challenges behind sales and marketing efforts. Since 2009, her company, Taylor Reporting Solutions, has helped both single-site communities and some of the largest multi-site organizations in the country transform their customer relationship management (CRM) programs into a powerful data-analysis and sales-management tool.

Friday September 29, 2017

Future Game Changers and the Down and Dirty

Steve Jeffrey, Chief Strategy & Innovation Officer, Garden Spot Village; Robert Jamison, Regional Digital Director, Ad Taxi

Location: Cathedral Village - 600 E. Cathedral Rd, Philadelphia, PA 19128

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program:

10.2.17MeetingNotes

We are looking at future “game changers” in the senior living industry. To do so, we are taking three swings at the topic. Batting leadoff for the day is Steve Jeffrey, Chief Strategy & Innovation Officer of Garden Spot Village. He will give a dynamic presentation on the future of our industry, analyzing senior living industry assumptions which are outdated, lack factual basis and take our eye off the ball by keeping us tied up to antiquated thinking and approaches, limiting our thought and creativity. Steve will throw you a curve ball by suggesting which assumptions should be discarded, examining significant cultural trends around us, suggesting key ways to stay ahead of the curve and how to empower your organization to develop a culture of creativity, innovation and new approaches.

Robert Jamison will then step up to the plate to discuss SEO (search engine optimization), Google Analytics and the future of paid vs. organic search engine optimization. He will also demonstrate how to analyze and track results from Google Analytics.

After lunch we will hold a Down and Dirty session providing everyone an opportunity to “play ball” by sharing challenges and game changers that your teams are experiencing or anticipating. Be prepared to share issues that you would like to address with the group and get some feedback from other communities.

We hope that with the bases all loaded with this knowledge, you and your teams will be equipped to hit a winning home run!

About the Presenter: Steve Jeffrey, Chief Strategy & Innovation Officer
In April 2017, Steve Jeffrey joined Garden Spot Communities as the Chief Strategy and Innovation Officer. This role continues his service to non-profit organizations having spent his entire career focusing on non-profit organizational development, culture development, innovation, strategic planning, development execution, acquisitions and dispositions and financing. Steve is a former Managing Director with Ziegler Investment Banking, where he was the leading senior living financing advisor in Pennsylvania placing more than $2.0 billion of tax-exempt financing. Prior to joining Ziegler, he was a principal of a national consulting firm where he assisted over 130 organizations in organizational planning, project development and financial solutions.

Steve is an adjunct professor of business at Messiah College and received a B.S. in finance from Wilkes University and a Master of Science in Organizational Leadership from Philadelphia Biblical University. He and his wife, Debbie, live in Lititz, PA.

Robert Jamison, Regional Digital Director for AdTaxi
Bob has been a leader in digital advertising for more than ten years in various capacities including sales, sales management, campaign management and digital operations. He prides himself on listening to clients and providing solutions aimed at solving their problems and achieving their goals.

Friday November 10, 2017

Reaching the Pinnacle: Experience-Based Hospitality in Senior Living

Andrew Leach and Justin Spooner, Greystone

Location: Willow Valley - The Cultural Center Ballroom, 900 Willow Valley Lakes Drive, Willow Street, PA 17584

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program: We’ve all heard the clichés about hospitality in senior living. But what’s really important in communities today (and into the future) is elevating service delivery from a transaction to an experience. Modern senior living residents want to fall seamlessly into a comprehensive experience that meets or exceeds what they envisioned for their retirements. It’s on the senior living provider to develop and deliver this experience.

While many communities have a theory-based approach to hospitality, the ones that will be most successful are implementing experience-based cultures. In this presentation, Andrew Leech and Justin Spooner of Greystone will guide us as we learn how to build the pillars of experience culture throughout our organizations.

About the Presenter: Andrew Leech
Vice President
OPERATIONS MANAGEMENT SERVICES

Mr. Leech joined Greystone in 2015. He is responsible for Greystone’s service excellence culture at managed communities and provides support and training for onsite leadership and frontline associates. Prior to joining Greystone, Mr. Leech was the Residences Manager at The Ritz-Carlton, Toronto. In this position, he managed the operations of a luxury residential tower of over 150 privately owned condominiums. During his career in hospitality, Mr. Leech also worked for Four Seasons Hotels and Resorts and JW Marriott Hotels and Resorts in various operational management roles including Front Office Manager, Director of Housekeeping and Resort Assistant Manager. Mr. Leech graduated with honors from Georgian College in 2006 with a degree in Hotel and Resort Administration where he was awarded the AJ Lanzarotta Award for excellence in Academics and Leadership.

Justin Spooner
Vice President
OPERATIONS MANAGEMENT SERVICES

Mr. Spooner first joined Greystone in 2002 and has 15 years of experience in senior living operations leadership and management. Mr. Spooner advises Greystone’s management clients and assists them toward achieving positive operational outcomes. He has opened two new communities and worked on multiple expansions, turnarounds and redevelopment projects. Mr. Spooner earned an undergraduate degree from Trinity University in Finance and Accounting and an MBA from Texas Christian University.

Friday March 9, 2018

Prospect Centered Selling – Changing the Culture of a Sales Department

Paul O’Brien, Senior Vice President, Solutions Advisors

Location: Pennswood Village,1382 Newtown-Langhorne Rd, Newtown, PA 18940

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program: Ask. Listen. Respond. Engage. Now is the time to find a personal connection with your prospect. Use the story you’ve just heard to connect over shared experiences. Your story must resonate. Use emotion, be genuine and meaningful.

When you take the time to listen intently to a story, you greatly improve your chances of connecting in a deeper way with prospects, or of helping to build stronger leaders in your organization.

As many of us are scrambling to change our CRM, maybe it is also time to think about changing the way the way we relate to our prospects.  Is it time to get away from Hot, Warm, Cold and move towards Action, Planning, Thinking, Denial?  Join us as we learn more about Prospect Centered Selling and how it can change the way you relate to your prospects.

About the Presenter: Paul O’Brien, Senior Vice President, Solutions Advisors

Paul has 27 years’ experience in the human service arena--from direct care to varied leadership roles in sales and marketing and operations, with the last 17 years focused on working for older adults.

As Senior Vice-President, Director of Sales Operations for Solutions Advisors, Paul thrives by taking a forensic look at sales and marketing data to facilitate clients’ development of their own unique strategic plan.  Paul has done it all from assessments to onsite implementation, and from interim triage roles to responsibility over managed communities; he also is a licensed real estate broker in New Jersey and in Maryland with a partner company, Solutions Real Estate.

Friday May 11, 2018

Let Your Brand Tell Your Story

Todd Reinhart, Nxtbook Media, and Scott Charney, NXT Creative

Location: 1800 Marietta Ave, Lancaster PA 17604

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program: During this series of talks, the Nxtbook Media and NXT Creative team will share effective tips for improving strategic communication of your brand story, as well as invaluable pointers for using strategic video, design, and innovative delivery tools to their fullest potential.

People are inherently drawn in by story. For your brand, it's important to tell your story in a way that stands out and increases the engagement of employees, current residents, and potential residents. In order to make this happen, your creative works as well as manners of delivery must be on point.

The sessions will be in a presentation followed by question and answer format. Their team will also set aside time to discuss one-on-one during break times.

About the Presenter:

About Nxtbook Media

 The idea for Nxtbook Media formed in 2003. A new technology emerged that could digitize reprinted articles for faster turnaround times and wider distribution. The partners saw a big opportunity to digitize entire magazine publications and approached  publishers to share this new technology.

In 2003 Nxtbook Media was born, built on the idea that digital publications were the “Next” Book. (Get it?)

Today, Nxtbook’s PageRaft and nxtbook4 software engage millions of readers every month across thousands of digital publications. Our mission is to provide platforms to drive deep engagement of your content and brand. Let’s work together.

Learn more at: www.nxtbookmedia.com

About NXT Creative

We are strategic storytellers, providing clients clarity through research and collaboration, and building brand stories through video, design and strategy.

Whether you're a new brand looking to launch, or an established company looking for a refresh, our approach clearly defines your story and shares it in a way that effectively engages your audience.

Learn more at: www.NXTcreative.com

Todd Reinhart, Sultan of Success, Nxtbook Media

 Todd has nearly 25 years’ experience in sales, operations and client success.  During his tenure as the Sultan of Success at Nxtbook Media, he has assisted his colleagues and digital publishing partners with defining and achieving success with their content goals and the proper Nxtbook software solution.

Scott Charney, Impact Strategist, NXT Creative

Scott has over 30 years’ experience in sales, marketing and brand strategy. From local businesses to Fortune 100 companies, he continues to help clients define and share their unique story with the audiences they wish to engage.

Friday September 14, 2018

How to Build Your Digital Marketing and Sales Growth Engine

Winston Chenery, Director of Senior Care Growth, Whittington Consulting

Location: Granite Farms Estates, 1343 W. Baltimore Pike, Media, PA 19063

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program: In this 3-part workshop, Winston Chenery, Director of Senior Care Growth for Whittington Consulting, will share practical methods on how to transform your marketing and sales process. You’ll learn:
• How to set up your senior living website for success
• How to generate your own leads and reduce dependency on referral sites
• How to develop a sales toolkit and strategies that will help your organization close more online leads

About the Presenter: Winston Chenery is the Director of Senior Care Growth, a digital growth agency for senior care organizations. Winston is an industry thought leader who produces the Senior Care Growth Show, a podcast specifically for senior care sales and marketing professionals. He spoke at SMASH 2017 about marketing.

Friday November 9, 2018

State of the Senior Living Industry

Adam Marles, President and CEO of LeadingAge PA, Lisa Hoffman, Senior Vice President of Member Services of LeadingAge PA, Lisa McCracken, Director, Senior Living Finance Research and Development at Ziegler

Location: Messiah Village, 100 Mt. Allen Drive, Mechanicsburg, PA 17055

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program: Key Trends and Disruptors Shaping Today's Senior Living Organizations

The senior living sector is in the midst of dynamic times. The demographics have never been more pronounced in terms of the older adult population who will be exploring housing options or will potentially be in need of care in the future. In a session from Adam Marles and Lisa Hoffman from LeadingAge PA , we will highlight key trends in the senior living sector including growth, competition, technology, the changing consumer, and workforce pressures.

Lisa McCracken from Ziegler will share some of the latest industry research and will highlight case studies of senior living providors who are innovating and excelling in their lines of business.

About the Presenter: Adam Marles, President and CEO of LeadingAge PA

Prior to joining LeadingAge PA in August of 2018, Adam served for six years as Senior Vice President, Advancement and Strategic Initiatives for Phoebe-Devitt Homes, Inc., in Allentown, PA. During that time he led marketing, institutional advancement, independent and personal care sales, continuing care at home, and the Phoebe Institute of Aging (PIA). In this role, he helped envision and execute a strategy to acquire the former Rodale publishing campus for conversion into a 40-acre wellness-focused independent living campus; developed Pathstones, the Lehigh Valley's leading continuing care at-home program; and directly lobbied members of the PA legislature and executive branch regarding funding concerns.

Lisa G. Hoffman, Senior Vice President of Member Services of LeadingAge PA

Lisa Hoffman has over 15 years of diverse experience in the senior living not-for-profit senior services industry. At LeadingAge PA she serves as Senior Vice President of Member Services. Prior to joining LeadingAge PA, she held positions in the finance and business offices of Phoebe Ministries in Allentown, PA, and Moravian Hall Square in Nazareth, PA.

As Senior Vice President of Member Services, Lisa travels the state meeting with providers and identifying ways in which LeadingAge PA can assist them in delivering the highest quality services and care to seniors. Lisa also previously served on the LeadingAge PA board of directors as President of the Northern Chapter of LeadingAge PA. In this position, she served as the primary liaison between members in the Northest region of the state and the association.

Lisa McCracken, Director, Senior Living Finance Research and Development, Ziegler

Lisa McCracken joined the senior living team at Ziegler in July 2013. As Director of Senior Living Research and Development, her primary focus is concentrated on conducting market research and trend analyses for educative purposes in the form of presentation modules, newsletters, and research publications. In addition to providing support to several senior living bankers, she also facilitates the Ziegler CFO Hotline, an electronic interchange of information among CFOs of senior living providers, and coordinates regional educational workshops for senior living professionals, part of the Ziegler CFO Workshop Series.

Lisa has served on various state, regional, and national workgroups such as the LeadingAge Engaging Consumers Cabinet, the Quality First Task Force, and the LeadingAge (then AAHSA) Education and Planning Committee. Outside of senior living she has extensive experience in the healthcare and public health sectors with community health improvement, community benefit and planning activities.

Friday March 22, 2019

Small Spaces - Making the Most of Smaller Living Spaces

Gregory J. Scott, RLPS Architects, and Ric Myers, Willow Valley Communities

Location: Kirkland Village, One Kirkland Village Center, Bethlehem PA 18017

Schedule: 8:30 AM, Registration; 9:00 AM Program

About the Program: The old adage “Bigger is Better” is not necessarily true as it relates to housing for seniors.  The size of an independent living unit, either free-standing or within a larger building, is not the determining factor in its marketability or financial success. Rather, efficient use of space, the quality of the finishes, access to the outdoors and natural light, inviting spaces and amenities and flexibility are now the benchmarks for marketable and financially successful housing for seniors.

The speakers will discuss the psychology of downsizing so residents can enjoy an added sense of freedom and independence.   Creative services and tools to help potential residents get through this challenging period of their lives will be explored.   The session will also discuss the parallels of big city living and life plan community living. Changing the paradigm from the size of the space to thinking about how one lives in the space and what’s important to enable one to live comfortably in the space will be explored.

About the Presenter: Gregg Scott's passion for providing meaningful environments for people of all ages spans a more than 35 year career involving innovative designs, writing for trade journals and speaking at conferences and adult continuing education programs. A senior partner in RLPS Architects and an NCARB Registered Architect in 22 states, Gregg was recently elevated to the American Institute of Architects’ College of Fellows, the highest honor awarded to members who have made significant contributions to the profession. His professional affiliations include the American Institute of Architects, LeadingAge, the Historic Preservation Trust and the National Hospice Organization. Past trustee positions include Samaritan Counseling Center and Pennsylvania College of Art & Design. Gregg also writes a monthly architectural design column for LNP News.

 

Friday May 17, 2019

The Changing Landscape of Senior Living Marketing & Sales

Marketing & Public Relations Society

Location: Landis Homes, 1001 E. Oregon Road, Lititz, PA

Schedule:

About the Program: For many senior marketing and sales professionals, the new generation of people exploring senior living can be very different in some ways from the generations before. Some of the approaches that have been successful in keeping our communities at high occupancy are no longer as effective as they used to be.
In this workshop, we'll talk about those changes and discover some insights for cultivating sales and marketing approaches that respond to, and engage, this new potential resident in a way that keeps occupancy strong while deepening our connection to, and expression of, the organization's mission.
Topics for the day will include:
• Discovery 2.0 in the Age of Authenticity
• Positive Engagement vs. Fear-Based Selling
• Marketing as a Guiding Voice in the Organization
• Starting with “Yes”
• Checking Paternalism and Ageism in your Marketing and Sales Program
• Courageous “Closing”
Join us for a day where we will explore new ideas and challenge some old assumptions, offering a new perspective on ways to keep occupancy in our communities thriving.

About the Presenter: Kim Daly Nobbs, Founder, Prajna Partners

Kim has been a frequent presenter at regional, national, and global senior living conferences. She currently serves as adjunct faculty for Harrisburg Area Community College’s Nursing Home Administrator Certification Program. From 2012 – 2018, Kim led the content evolution and facilitation of LeadingAge PA’s Fellows in Leadership program, and is a member of Global Ageing’s Inaugural Leadership Academy Class. She is currently pursuing her M.A. in Organizational Leadership from Claremont-Lincoln University and was a founding board member of MPRS.

 

About Prajna Partners

In 2008, Kim founded Prajna Partners LLC, a consulting firm dedicated to helping clients intentionally create healthy, productive cultures that accurately reflect and support their market-facing brands. Through culture assessment, strategic visioning, and board, leadership and team development and individual executive coaching, Prajna Partners has worked with organizations to articulate their values and create practices to ensure ongoing alignment.

Recently, Kim has begun work with a long-time client to explore the development of a new consultancy. Kim and William Snyder of Luthercare (Lititz, PA) are developing Greenstone Mosaic LLC, which will expand and deepen the work of Prajna Partners. Officially launching in June 2019, Greenstone Mosaic—to be led by Kim and Bill—will focus on values-centered culture as the foundation of all its client engagements.

Friday September 27, 2019

Coloring Outside the Lines: Creating the Ideal Customer Experience

Marketing & Public Relations Society

Location: Masonic Village, Freemasons Cultural Center/Visitor's Center, One Masonic Drive, Elizabethtown, PA 17022

Schedule: 8:30 a.m. -3 p.m.

About the Program: Customer experience expert Jeff Tobe will deliver a high-energy, high-humor and high-content session on two topics everyone in the senior living industry could benefit from learning more about. In Coloring Outside the Lines™ - Creating the IDEAL Customer Experience, Jeff will challenge you to step outside your comfort zone to position yourself more creatively than ever before. He provides the insight you need to give yourself and your organization a competitive edge by making the leap to “THE CUSTOMER EXPERIENCE.” Jeff will help attendees understand the power of engagement and motivation and he will discuss specific exercises you can do with your internal customer to ensure the external customer receives a WOW experience.

Schedule:

  • 8:30 a.m.-9 a.m. - Registration & Continental Breakfast
  • 9 a.m.-12 p.m. - Coloring Outside the Lines & Employee Engagement
  • 12 p.m.-1 p.m. - Lunch
  • 1 p.m.-2 p.m. - Jeff Tobe presentation continues
  • 2 p.m.-3 p.m. - Tours

About the Presenter: Jeff Tobe, M.Ed. CSP

Certified Speaking Professional, Jeff Tobe’s credentials are impressive. Insider Magazine dubbed him “The Guru of Creativity” and readers of Convention & Meetings Magazine chose him as one of the top 15 speakers in North America. He is a creativity and customer experience expert, professional speaker and bestselling author who works with companies and organizations who want to increase their bottom line by changing their customer experience and retaining great talent. Tobe founded Coloring Outside the Lines in 1994 and since then has worked with hundreds of clients ranging from Fortune 500 companies to ones with less than 20 employees including Microsoft, PepsiCo, PNC Bank, Sonny’s BBQ and many more!

Jeff Tobe’s most requested programs focus on CREATIVITY/INNOVATION, CUSTOMER EXPERIENCE and EMPLOYEE ENGAGEMENT. His high-energy, high-fun and high-content programs create the ideal presentation for any kind of corporate or educational forum. His articles have been read in hundreds of publications and he is the author of the hugely popular book, Coloring Outside The Lines. He is the co-author of three other books and his newest book, ANTICIPATE: Knowing What Customers Need Before They Do! is quickly becoming one of the hottest business books on the market. He is also the creator of the Touch Point Focus initiative in which he helps clients re-examine their customer touch points

Jeff will also have copies of his books for sale and to autograph if you are interested.

 

 

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