Better sales performance begins here.
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December 6-8, 2021
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Ritz-Carlton Bacara, Santa Barbara, CA
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The possibilities are endless, but space is limited.
Agenda
Welcome Reception
December 6
Check-in, get settled, pick up your EMPATH retreat package, and then join us on the beautiful ocean terrace for an evening welcome reception. See the schedule for details.
December 7
Day 1
Keynote presentation
Malcolm Gladwell
Malcolm Gladwell has been included on TIME’s Most Influential People list, and was once touted as one of foreign policy’s top global thinkers. He’s the author of five New York Times bestsellers, including 2019’s Talking to Strangers. Malcolm co-founded the company behind the podcasts Revisionist History and Broken Record.
The Power of Seeing Your Customer
Dan Madsen
How do you create and nurture an operational culture focused on results for prospects, residents and team members? Dan will share deep insights and success stories as CEO of Leisure Care and the One Eighty Foundation.
View BioBeyond Relationship Sales: How Empathy Drives Outcomes
Casey Jackson
An expert in motivational interviewing, Casey will explore key skills that help customers work through difficult decisions and achieve their goals.
View Bio
December 8
Day 2
Keynote presentation
Seth Godin
(remote via Geniecast)
Seth Godin is the author of 20 bestsellers, including his latest, The Practice. Seth writes about the post-industrial revolution, the way ideas spread, leadership and most of all, changing everything. In 2018, he was inducted into the Marketing Hall of Fame.
Measuring What Matters to Achieve Sales Results
Alex Fisher
& David Smith
We compare industry data with Sherpa’s Best Sales Performers. What should we be tracking and measuring to increase conversions? How do we make an impact with the 90% of leads that go underserved and undersold?
View BiosIs The New Lead Better Than The Old Lead?
Anthony Iannarino
What can our industry learn from professional B2B sales? Let’s avoid the pitfalls of the “lazy selling” that relies on buyer urgency to meet sales quotas.
View Bio
Session 1
The DNA Of A Best Sales Performer
Alex Fisher & Casey Jackson
Who can we rely on to drive results? Let’s look at the empathic communication needed for transformational conversations with prospective residents, residents, and team members.
Session 2
Creating Opportunities In The Middle Of The Funnel
Jason Rock & Kristin Kutac Ward
How should we be working leads in the middle of the sales funnel? It’s time to stop the madness of abandoning leads too soon in an attempt to boost sales conversions.
Session 3
The Role Of The Executive Director In Sales Effectiveness
David Smith & Dan Madsen
Why should you make your ED a sales leader? Support the team and strengthen your selling culture by having your ED involved in the process from planning to prospect engagement.
Re-invigorate sales. Increase profitability. And move to the front of the industry. The journey begins here.
Who should attend?
EMPATH is for senior living leaders who are ready to make change.
Join us for a once-in-a-lifetime opportunity to better understand your customers, build trust and elevate your team’s sales approach.
Join the Senior Living Sales Revolution.
Let’s meet and make it happen.
December 6-8, 2021
Santa Barbara, CA
Registration $2,000
Includes two full days of life-changing talks and group sessions with industry leaders. Plus an opportunity to meet Malcolm Gladwell.
Proof of vaccination will be required to attend EMPATH. If you have questions or concerns about our policies, please contact us info@sherpacrm.com.