A fresh take on classic concepts

I’m a sucker for motivational speakers. Get me in a room with a professional pontificator and a group of captive attendees and my innate skepticism turns to total buy-in within a matter of minutes of being fed a few inspiring catchphrases.

For example, at April’s Assisted Living Federation of America conference in Orlando, I practically bounced out of Steve Farber’s leadership session with renewed spirit and determination to tackle the myriad issues I face in my work. Farber, president of Extreme Leadership, Inc., charged the audience of senior living managers to embrace the dynamic mix of fear and exhilaration when faced with daunting challenges-and insisted that the only way to do great work is to truly love what you do. These were basic concepts but delivered with a passion and confidence that made me feel like I was hearing them for the first time.

Passion and confidence were also on display at Luke Fannon’s sales seminar held during May’s American College of Health Care Administrators Convocation and Exposition in New Orleans. Sales (or maximizing census, as it’s often referred to in the industry) is a critical component in the operational mix of running a successful senior living facility and one that you and your team should frequently assess and tweak.

Fannon, principal of Premier Coaching & Training, is the consummate salesman. He had attendees’ rapt attention with his smooth delivery, depth of industry knowledge and exuberant attitude. His takeaway messages: “We’re people selling to people.” “It takes a person, on average, exposure to a message seven times before they’ll remember it.” “Develop trust by listening.” “Offer solutions.” “Don’t trash your competitors.” “It’s all about ‘them’ [the client] and you must earn the right to talk about yourself.”

Even the best managers need occasional recharging. Take advantage of any motivational seminars (or books or DVDs) that come your way. It could make you a stronger leader and more effective sales representative for your organization.

Long-Term Living 2011 June;60(6):6

Patricia Sheehan

Patricia Sheehan was Editor in Chief of I Advance Senior Care / Long Term Living from 2010-2013. She is now manager, communications at Nestlé USA.