2010 NIC Symposium
Leadership for a Demanding Journey: Adapting to Changing Expectations
Program
Symposium Thursday Morning Breakout Sessions • 9:00 a.m. – 10:30 a.m.
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to download a PDF of the 2010 NIC Regional Symposium Preliminary Program.
Underwriting & Valuation of Assets: Unstabilized Properties
The present economic environment has the potential to create unprecedented buying opportunities at attractive
valuations. In some cases, newer communities have not reached stabilized occupancies. In other cases,
mature communities have deteriorated and are now unstabilized. Buyers should be excited about potential
returns, but the pitfalls are numerous. How do you value unstabilized communities? When is underwriting
conservative enough? Which communities should be avoided at any cost? Utilizing timely case studies
ranging from skilled nursing to entrance fee CCRCs to explain what's happening at this moment in the
cycle, you'll get the answers to these questions—and more—in this panel designed for all stakeholders
in seniors housing.
Moderator:
Ryan Frederick, Principal, CoastWood Senior Housing Partners
Speakers:
Charles A. Bissell, National Practice Leader, Integra Realty Resources
Peter J. Kane, Managing Director, The PrivateBank
John Mark Ramsey, Chief Executive Officer, Servant Healthcare Investments, LLC
How to use the Best Consumer Research and Sales Practices to Produce Higher
Occupancy
New consumer research and new sales practices are leading to higher occupancies—as well as better visit
and closing ratios—for the properties that put this knowledge into action. Join this session to hear
specific sales topics, including informative descriptions of advanced sales techniques such as motivational
interviewing, authentic storytelling, and the human influence techniques of Dr. Robert Cialdini. You'll
discover how the latest research can improve the communications, positioning, and lead generation strategies
you are currently using, and you'll learn about new strategies that will produce more qualified leads
at the lowest cost.
Moderator:
Jack McCarthy, Principal, Revenue Leverage, LLC
Speakers:
Meg Ostrom, SVP of Sales & Marketing, Classic Residence by Hyatt
David A. Smith, Owner, One On One Service to Seniors, The Gatesworth
Margaret Wylde, President and CEO, ProMatura Group, LLC
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