News

Keynotes

Managing Your Sales Pipeline

When: Tuesday, October 18, 2011, 3:30 p.m. – 5:00 p.m.
Where: 2011 LeadingAge Annual Meeting & IAHSA Global Aging Conference
Speakers: Robert Adams, Sharon Brooks, Wayne Hicks (all SB&A/Brooks Adams Research (BAR) representatives)

Explore effective ways to manage, classify, track and move leads through the sales pipeline.
Realize the key touch points during the sales process to strengthen relationships with your prospects.
Assess how outreach events, referral efforts, mailings and other marketing initiatives can enhance your community's short- and long-term sales efforts.

A New Marketing Reality for the New Consumer

When: Tuesday, October 18, 2011, 11:00 a.m. – 12:30 p.m.
Where: 2011 LeadingAge Annual Meeting & IAHSA Global Aging Conference
Speakers: Robert Adams (SB&A/BAR), Liz Bush (Life Care Services LLC), Lana Peck (Life Care Services LLC/CRSA)

Review the future marketing and sales trends emerging from the recent recession.
Examine changing values, attitudes and preferences of the next generation of CCRC buyers.
Consider how psychographic, financial and demographic trends of the adult child cohort will contribute to the transformation of CCRCs of the future.

Cracking the New Normal by Involving Consumers in Decision-Making

When: Thursday, September 8, 2011, 2 p.m. – 3:00 p.m.
Where: 2011 LeadingAge Ohio Annual Conference & Trade Show
Speakers: Katie Brooks Elliott, Beth Simos (both SB&A/BAR representatives)
Now more than ever before, seniors have different expectations and visions for retirement, new financial realities and an altogether 21st century list of specific needs. Communities are trying hard to understand this changing consumer and what it now takes to convert leads into new residents: a different value proposition, as well as more time and effort to generate sales and incite move-ins. To address the issue, Brooks Adams Research is conducting a nationwide study focusing on how virtual consumer research communities provide a forum by which marketers can understand what motivates their consumer base. Our research will identify best-in-class virtual consumer research communities and how these platforms are facilitating research efforts to uncover consumers’ unique decision-drivers.