From Leads to Leases - Senior Living Marketing and Sales copertina

From Leads to Leases - Senior Living Marketing and Sales

From Leads to Leases - Senior Living Marketing and Sales

Di: Jerry Vinci
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A proposito di questo titolo
 "From Leads to Leases," hosted by Jerry Vinci of CCR Growth, dives into senior living marketing, sales, operations, and growth strategies. It targets industry professionals looking to boost occupancy, explore successful marketing channels, and innovate in a competitive market. This podcast offers insights, discusses industry challenges, and shares success stories, aiming to empower senior living leaders with actionable strategies for growth. Join us for transformative conversations designed to elevate the senior living community experience.Jerry Vinci Economia Gestione e leadership Management Marketing Marketing e vendite
Episodi
  • #114 - Purpose, Work, and What Your Residents Still Have to Give

    #114 - Purpose, Work, and What Your Residents Still Have to Give
    Nov 4 2026
    Summary In this episode, Jerry Vinci sits down with Darren Tompkins, founder and CEO of Vader-Rey Companies, a Texas based talent firm that recruits engineers, contractors, and operations professionals for demanding industrial and data center projects across the country. Darren came up through the military, spent years in oil and gas, and built his company from scratch with no outside funding and no debt, relying entirely on relationships and referrals. He also carries something deeply personal into this conversation. He walked his own mother through assisted living and memory care before losing her to Alzheimer's, and he saw firsthand what isolation, loss of purpose, and the limits of the traditional senior living model can do to someone who still had so much to give. Darren shares how the experience forced him to navigate an estate attorney, become executor of his mother's care plan, and fight an insurance company that resisted paying out the policy despite its clear terms. He reveals how costs escalated as her acuity increased, and how families are rarely prepared for the financial, emotional, and logistical realities of long term care. The discussion shifts to what Darren sees every day in his recruiting work. He explains how older workers, including engineers with decades of experience, are increasingly reentering the workforce, not because they are desperate for money, but because they are bored, isolated, or still driven by the mental challenge and sense of purpose that work provided. Darren emphasizes that ageism is real, but it is often compounded by how older workers present themselves. He also reveals that references, recent work examples, and staying active in your field, even through volunteer work or consulting, can nearly eliminate the age penalty that researchers have documented. The episode closes with a direct challenge to senior living operators. Darren argues that communities are sitting on a goldmine of untapped talent, experience, and knowledge, and that most operators have no idea who their residents were before they moved in. Learn More Connect with Darren Tompkins on LinkedIn - https://www.linkedin.com/in/darren-tompkins-21b86814/ Learn more about Vader-Rey Companies - https://vaderrey.com/
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    52 min
  • #113 - Building Senior Living the Middle Market Can Actually Afford with Melissa Brown

    #113 - Building Senior Living the Middle Market Can Actually Afford with Melissa Brown
    Oct 21 2026
    Summary In this episode, Jerry Vinci sits down with Melissa Brown, Chief Operating Officer of Gravity Consulting, a firm that works across assisted living, senior living, and home health, from community turnarounds to the financial side of getting new projects off the ground. An occupational therapist by training with more than two decades across the care continuum, Melissa now spends much of her time on a problem most of the industry has been avoiding: how to build and run communities that middle income families can actually afford. She does this work as a hands on operator and on many projects as a minority owner helping bring these models to market. The conversation explores the decline of the traditional entry fee model, which Melissa describes as on life support. Melissa defines the middle market as the bottom 50% of baby boomers who have a million dollars or less heading into retirement, many relying on government subsidies that don't actually help with most senior living. She explains how Gravity has been involved with innovative project approaches including converting owned office space, manufactured home communities, and repurposing historical buildings, all designed to serve families who cannot afford $8,000 to $15,000 per month. The discussion shifts to adaptive reuse and how starting with an owned office building makes price points under $4,000 per month possible when new construction cannot. Melissa emphasizes the importance of building an ecosystem around the resident, including home care, home health, physical therapy, adult daycare, and other services that build brand loyalty both on and off campus. The conversation also addresses the importance of therapy and care quality, how contract therapy models have failed under PDPM, and why Gravity recommends hybrid models that double therapy margins while improving outcomes. Key Topics The decline of the traditional entry fee model and why baby boomers are shifting away Defining the middle market and understanding the unmet need for affordable senior living Why CCRCs still have high occupancy despite changing preferences Innovative approaches including manufactured homes and adaptive reuse of office buildings How front of the line assisted living access solves waiting list problems Learn More Connect with Melissa Brown on LinkedIn: https://www.linkedin.com/in/melissa-brown-21778b166/ Learn more about Gravity Consulting: https://gravityconsulting.com/
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    47 min
  • #112 - How Kendal Rebranded an Entire Senior Living System by Consensus

    #112 - How Kendal Rebranded an Entire Senior Living System by Consensus
    Oct 7 2026
    Summary In this episode, Jerry Vinci sits down with Morgan Lamphere, Senior Director of Communications, Marketing, and Sales at the Kendal Corporation, a Quaker-rooted nonprofit senior living system with affiliates across the United States. With more than 20 years in senior living sales and marketing, Morgan has opened and repositioned communities from coast to coast, sold $600,000 entrance fee deposits during the 2008 recession, and most recently led Kendal through a two-year rebrand that required consensus from dozens of stakeholders, including residents, team members, and community leaders who each guard their own history and identity. Morgan shares how she transitioned from assisted living sales to life plan community development during the Great Recession. She explains how she built trust with couples in their 70s who were being asked to put down six-figure deposits on a building that didn't exist yet, how she navigated the skepticism of prospects who didn't buy green bananas, and why knowing the contract backward and forwards was the foundation of earning decisions families could live with for the rest of their lives. The discussion shifts to the Kendal Corporation, an organization Morgan first encountered in 2009 during a development search at Searstone. She describes what made Kendal different: a Quaker-based nonprofit with independently operating affiliates, many located on college campuses, built around intergenerational connection, simplicity, stewardship, and a decision-making model rooted in consensus rather than board votes. Morgan explains how she closed her own consulting firm to join Kendal in 2024, drawn by the leadership of CEO Vassar Byrd and the opportunity to be part of a values-driven organization navigating significant transformation. Morgan walks through the two-year rebrand process that began before she arrived and landed on her desk three weeks into the job with a directive to bring it home. She reveals how the original brand mark, nicknamed Special K, was met with pushback from the CEO and stakeholders who said it looked like a paperclip or a coffee maker, and how the team went back to the drawing board to create the Trillium, a three-leaf design that ultimately earned 85% support from the stakeholder group. She explains how Kendall practiced consensus at every stage, holding creative workshops with residents, team members, leadership, and board members, and how that process slowed things down but built buy-in that made the launch possible. Key Topics The story behind Morgan Lamphere's entry into senior living The strategic process of Kendal's rebranding The role of consensus in organizational decision-making Intergenerational programming and its impact on communities Authentic communication and trust-building in sales The importance of community and culture in branding Lessons learned from navigating a startup during a recession The significance of resident autonomy in branding and marketing The integration of values and identity in organizational branding Strategies for attracting the right residents and team members Learn More: Learn more about the Kendal Corporation https://www.kendal.org/ Check out the Rebrand Story here: https://www.kendal.org/news/kendal-launches-systemwide-brand-evolution-press-release/ Connect with Morgan Lamphere on LinkedIn: https://www.linkedin.com/in/morganlamphere/
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    44 min
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