ALFA Senior Living Executive Conference

Healthcare is rapidly changing and today’s leaders must engage, understand their role and the value they bring to hospital systems eager to reduce patient readmissions and improve outcomes. Those attending this session will learn strategies to partner your organization with hospital leaders as part of their post-acute readmission reduction strategy, critical outcomes to track to become a viable part of the healthcare network and how to position those outcomes to key decision makers. Experts also will share insight on the role of preventative wellness, and why it’s more important than ever to differentiate what you do, how you do it and the impact it has on reduced patient readmissions and your referral ranking.

Leads and referrals come to senior housing sales teams from many different sources, with different cost structures and different conversion rates. Experts will offer recommendations on how to decide which programs to continue and expand, discuss making different decisions at different census levels and how that impacts price. Presenters will provide tactical tools to calculate return on investment for each marketing program, discuss how to calculate lost revenue from rooms waiting to be filled and share how they are using these calculations to adjust marketing strategy to maximize profit, such as adding or subtracting various marketing programs or selectively offering price discounts.

Current and projected trends in senior living markets show residents increasingly desire communities offering upgraded amenities including stylish accommodations, lifestyle programs, and expanded eating options. Communities are directing investments away from past cafeteria styles to upgraded dining. This session will demonstrate how proven point-of-sale technology born in the restaurant industry leads to faster and higher profitability and return on investment. Presenters will demonstrate how point-of-sale systems are being designed specifically for the senior living industry, gains in resident satisfaction, reduced order mistakes, and shortened wait times. Attendees will obtain a greater understanding of how to use dining room technology to lessen turnover, drive referrals, and decrease price elasticity.

This interactive session will highlight the importance of the sales and clinical partnership, sharing insights Brookdale learned from the CMS Innovation Grant with INTERACT, a program designed to help community staff identify, assess, communicate, and document changes in resident status before  a decision on hospitalization is made. Presenters will offer an exercise highlighting the importance of a sales/clinical collaborative partnership and customer service.  This session will address the clinical length of stay and impact to revenue, the importance of the sales/clinical partnership and increased awareness and impact this collaborative partnership has on any senior living organization.

Today’s seniors are more active, cultured and technologically advanced than ever before. More than half of individuals aged 65 and older use the Internet today. This group is also rapidly becoming more accustomed to using social media. Presenters will examine what this shift means from a marketing perspective, offer recommendations for reaching this audience, including how to best approach them. Hear from industry experts and communities about how they’ve changed their marketing strategies to a more immediate and personable approach; why they made the change, and results they’ve experienced. 

Learn how to convert Internet leads and referrals into new residents through hands-on, skills-building training. Session participants will gain skills such as simple techniques to get Internet leads to engage. They also will practice crafting successful phone and email messages and managing those phone calls that can derail the appointment-setting process. The importance of face-to-face meetings will be discussed along with how to achieve the desired outcome. Participants will learn practical tips for updating community information, creating strong promotional listings, and managing a community’s online reputation.