AzLA Education: 

Selling (no, not Marketing) Senior Living Services

September 7, 2018

8:30 am - Noon


Glencroft Senior Living Auditorium

8611 N. 67th AvenueGlendale, AZ  85302

*Applying for NCIA CEUs

Member's Cost: $79

Non-Member Cost: $129

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Back by Popular Demand!  

Michael Marlow

Life Care Services 

Marketing and Sales Training Manager

Selling (no, not Marketing) Senior Living Services

Session Description:  This presentation covers the critical role of selling in the senior living industry. Using atypical selling behaviors, the participant will learn to develop relationships of trust with both internal and external customers. In addition, effective communication skills will be discussed which again lead to a trust-based relationship. The recent study by George Mason University painted a bleak picture of selling in the senior living industry. Using actual case studies, real world senior living-based stories and illustrative exercises, this presentation is designed to introduce the participant to a completely new way to approach selling in our wonderful industry!

Target Audience:  CEO/Administrator, Sales & Marketing, Human Resources

Speaker Bio:  Michael Marlow has been involved in the Senior Living industry for over 24 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 interim sales manager to Regional Sales and Marketing Director to Assistant National Director of Sales to National Vice President of Sales. Mike has also served as President of The Marlow Group, a consulting company serving Senior Living providers for the past twelve years. Mike currently serves as the Marketing and Sales Training Manager at Life Care Services based in Des Moines, IA.

He is also a nationally published author and frequent lecturer in many areas such as Leading Age sessions, state ALFA affiliates and at the University of Louisville schools of Nursing and Dentistry as well as at the school of nursing at Bellarmine University. Mike is also the author of an ALFA Best of the Best award winning sales training program in 2012.

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 graduate from the University of Kentucky and Jill, an Occupational Therapy Doctoral student at Belmont University in Nashville.

Member's Cost: $99

Non-Member Cost: $139

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2018 Arizona LeadingAge Conference Session Evaluation Comments:

  • By far - my favorite breakout session! From the material presented to Mr. Marlow’s connection with his audience. I really enjoyed this session.
  • Great presentation; worth the whole price of admission.
  • Mr. Marlow gave tangible things to take back to our marketing team.
  • Probably the best session I have ever attended at the state level, if not one of the best at a national level. I could have left the conference after this session feeling I had gotten full value for the registration.
  • Strong, practical points that can be used starting immediately. Mr. Marlow has an engaging delivery and "on the ground" content that was so practical and can improve occupancy.
  • Mr. Marlow was extremely informative and offered a lot of insight to things that I have not heard previously. The session could have gone on for 2 more hours and I don't think anyone would have cared.
  • Mr. Marlow was outstanding! He was high energy, engaging, and humorous, and gave us much to think about. Great information!
  • We plan to follow-up with this presenter and look forward to the Association assisting in developing professional sales folks.
  • Outstanding speaker, presentation and information that can be used immediately!!!! Best so far in the past 2 days!
  • I really enjoyed this breakout season.  Mr. Marlow is a dynamic speaker.  I will start giving my prospects an experience rather than a tour. Thank you!
  • Worth the cost of admission - best session ever!

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No Refunds for this event.

Arizona LeadingAge is a 501(c)6 not-for-profit organization. 

3877 N. 7th Street, Ste. 240, Phoenix, Arizona 85014, 602.230.0026

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