Sales - Marketing - Analytics - Relationships - Technology
February 6 - 7, 2023
Location:
Renaissance Columbus Westerville-Polaris Hotel
409 Altair Parkway
Westerville, OH 43082
(614) 882-6800
A limited number of rooms have been blocked at the OHCA rate. The hotel may have additional rooms available once all of the OHCA rooms are gone, but they may not be at the special rate, even if you contact them prior to the cut off date. It is unlikely that they will be able to extend the cutoff date of January 15, 2023 due to the busy nature of their hotel and since rooms go quickly, there may not be any available rooms left at that point.
To make a reservation, call the hotel directly at 833-427-0292 and ask for Reservations. Mention you are attending the OHCA 2023 SMART Conference . The group rate is $159
Click here to reserve a room now Click here to reserve a room now
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February 6, Pre-Conference Bonus Session
Plan to come the afternoon before the Conference and attend this bonus pre-conference session. This don?t miss program is included in your registration fee at no additional charge!
1:00 pm - Check In
1:30 pm - 4:45 pm - We are Senior Living, We were built for this!
presented by Michael Marlow
Selling has long been seen as a dirty word in the senior living industry. We choose to use the 'softer' term of marketing. However, our addiction to a 'Marketing to the Collective' approach has led to stagnation and very slow growth in occupancy and revenue. During this highly interactive session, we will explore how we can use atypical selling behaviors to 'Sell to the Individual' and create strong relationships of trust to grow occupancy quickly and ethically. To assist in operationalizing these selling behaviors, we also will explore 8 specific, research-based strategies that will serve as takeaways to ensure occupancy and revenue success. And it is what our customers deserve! Come prepared to learn and have a few laughs along the way!
The research is in! Selling to the Individual is more effective and more efficient than Marketing to the Collective. Let's explore ways to replace generic tours with the creation of unique experiences in our communities for our unique customers.
Objectives:
Understand the concept of Selling to the Individual versus Marketing to the Collective
Learn research-based selling behaviors that allow us to build trust with internal as well as external customers
Take away 8 specific strategies that can be employed immediately to better serve our customers
February 7, 2023
8:30 am - Conference Check In
9:00 am - Creating a Wow Customer Experience Culture!
Customer expectations and the healthcare landscape have changed dramatically within since the onset of the pandemic. It is time to move beyond customer service and build a customer experience culture that challenges the industry norms. Join Linda and Tiffany as they guide you through the steps to shift your organization into a proactive experience centric mode of operation that results in higher occupancy and customer satisfaction levels.
presented by Linda Saunders and Tiffany Harding
10:15 am - Networking Break
10:30am - Improving Your Digital Presence 2023
This session will focus on ways to improve your website as well as taking advantage of opportunities for inbound marketing and social media marketing.
presented by Joe Jorgenson
11:45 am - Luncheon (included)
12:30 pm - The Power of the Call
'The Power of the Call' will help you harness your strength and execute any type of sales call efficiently to get what you ultimately want - a clear pathway to sales results. By focusing, preparing and knowing how to grow relationships you can personalize the process and make sure you're cultivating trust and building value. When you confidently know your own service/product along with deeply knowing your customer's desire you can successfully connect to each other's 'WHY' by helping solve the 'WHAT'and 'HOW'
Presented by Jessica Tonneson
1:45 pm - Networking Break
2:00 - Creating Census Ownership and Accountability
This session will equip marketing team members with the solutions on tearing down the walls which often times destroy the team's census success and leave with tools to build bridges with other departments.
presented by Shonia Russelle
3:00 pm - Networking Break
3:15pm - Sales Leaders Round Table
Join sales leaders representing collaborative partners as they share strategies, initiatives and insights that strengthen relationships and grow census!
4:30 pm - Conference Adjourns
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Tiffany Harding, Owner & President, Expedition Impact
As a 20-year veteran to senior living growth, Tiffany Harding brings a wealth of knowledge and experience to the changing customer demands and trends in the industry. Working with both for profit and non-profit organizations, Tiffany guides senior living leaders to achieve their highest level of occupancy with a unique approach to sales enablement, program development, technology adaptation, sales training and customer experience. As President and Owner of Expedition Impact, Tiffany is dedicated to making a positive transformation of the senior living industry, while helping organizations find creative solutions that will answer the calling to their customers.
Joe Jorgenson, President, Robin Technologies, Inc.
After founding the business with his father, Gary, and brother, Jeremy, in 1998, Joe took over as president of Robintek in 2016. He attended Columbus State and Ohio State and has worked in the healthcare and web development industry for the last 22 years. He is on the board for Stewardship Employment Ministries and Charleston Place Community, a member of the Columbus City Club, and actively consults with multiple local charities. He lives in Westerville with his wife and two children and loves to take on woodworking projects in his spare time.
Michael Marlow, Sales Engagement Manager
Michael Marlow has been involved in the Senior Living industry for over 28 years beginning his career with Hillhaven and has served in various sales training and senior sales management roles with Vencor, Atria and Brookdale. These roles have ranged from Regional Sales Director to National Vice President of Sales. Michael currently serves as the national Sales Engagement Manager at Life Care Services. He is also a nationally published author and frequent national and international lecturer in many areas such as Leading Age sessions, state ALFA affiliates and national health care conferences. Mike is also the author of an ALFA Best of the Best award winning sales training program in 2014. Michael is a proud graduate of the University of Kentucky and lives in Louisville, KY. He is married with two grown children; Bradley, a Physical Therapy Assistant at Beacon Orthopedic Erlanger, KY and Jill, an Occupational Therapist at Skyline Medical Center in Nashville, TN.
Shonia E. Russelle, Assisted Vice President Marketing & Communications, Otterbein
With over 25 years of healthcare sales/marketing experience, with specialization in the area of post-acute marketing and business development. She has been a part of the Otterbein marketing team since 2015. Shonia?s experience includes internal/external marketing, new program/product line development, educational workshops, execution of strategic vision, post-acute business development, and budget development/management. She has developed corporate wide sales/marketing training programs, strategic digital marketing plans, culture/brand customer service programs, along with coaching teams of clinical nurse liaisons/healthcare navigators/marketing coordinators/regional marketing directors, along with multi-state oversight. She loves to coach teams to their personal and professional goals. She enjoys exercise, boxing, traveling, and spending time with her grandsons.
Linda Saunders, Founder & President, censusolutions
An LNHA for 39 years, Linda specializes in optimizing and sustaining census within the senior health care space by infusing results-driven, innovative practices. Linda's unique blend of operational integration in combination with tenacious tactical expertise has fostered her success as an industry leader. Recognized as a trail blazer and 'norms challenger' Linda is a sought-after speaker throughout US health care systems and conferences. Linda is an instructor for The State of Ohio Core of Knowledge and CEAL programs. She founded Censusolutions in 1999, with programs utilized in hundreds of organizations. Her insights are shared in her weekly podcast 'Serious Census'.
Jessica Tonneson has been in LTC since 2004 and a LNHA since 2018. Having worked in a variety of LTC positions which provided her with a wide band-width for the challenges that the professional working female faces. Despite not actively using my LNHA license currently, Jessica is constantly leading LTC professionals and encouraging them to be the best versions of themselves through a variety of self-empowerment strategies.
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A total of 9 CEs is available for the conference.
Attendees will earn 3.0 CEs at the pre-conference bonus session. 6.0 CEs are available on February 7.
Ohio Nursing Home Administrators - Ohio BELTSS approved
Ohio Nurses
Certified Executives for Assisted Living - CEAL
Certified Executives for Home Care & Hospice - CEHCH
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Members:
Before January 20 $215
January 20 and after, $255
Non Members
Before January 20 $329
January 20 and after, $379
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