From Leads to Leases - Senior Living Marketing and Sales

Summary In this episode, Jerry Vinci sits down with Tara Nastase, Regional Director of Operations with Tutera, overseeing assisted living and memory care communities. With a clinical background as a respiratory therapist and leadership experience spanning post-acute care, business development, and operations, Tara brings a grounded, people-first lens to the conversation. The discussion centers on...

Summary In this episode, Jerry Vinci sits down with Joel Dieterle, a sales and operations leader with 15 years across post-acute and senior living, spanning physician services, skilled nursing, assisted living, independent living, home health, and durable medical equipment. With experience working both inside communities and on the partner side, Joel challenges the industry's fragmented care model...

Summary In this episode, Jerry Vinci sits down with Andy Lange, president and founder of Koru Health, a Wisconsin-based senior living operations company that manages communities across Wisconsin and Minnesota. With 20 years in healthcare and a career trajectory that spans from intern to president, Andy brings a rare combination of frontline operational expertise and strategic leadership perspectiv...

Summary In this episode, Mikhail Blosser from Hilltop Senior Living shares insights on the importance of emotional connection, early discovery, trust-building, and seamless experience in senior living admissions. Learn how to improve resident engagement, align marketing and sales, and foster community trust. Useful Links: Hilltop Senior Living - https://htop.org Atomic Habits by James Clear - http...

Summary In this episode, Jerry Vinci sits down with Steve Fecske, an entrepreneur and senior living industry veteran whose career spans publishing, film, technology, real estate, and senior care. After working inside home care, assisted living, and large operators including Emeritus and Brookdale, Steve experienced firsthand how difficult it is for families to navigate senior housing and long term...

summary In this episode, Jerry Vinci interviews David Stamberg, owner of Senior Care Authority of New Jersey, about ethical placement practices, building credibility, and the future of senior care advisory partnerships. They explore how local advisors outperform aggregators, navigate Medicaid complexities, and foster collaboration with operators. learn more Senior Care Authority of New Jersey - ht...

Summary In this episode of From Leads to Leases, host Jerry Vinci speaks with Nick Goldstein, Vice President of Culinary and Dining Services at Benchmark Senior Living. They discuss the critical role of dining in senior living, emphasizing that dining is not just about food but about creating a dignified and enjoyable experience for residents. Nick shares his personal journey into the culinary wor...

Summary In this episode of From Leads to Leases, host Jerry Vinci engages with Dr. Leslie K. Eldridge, a seasoned expert in senior living operations. They discuss the critical role of leadership in enhancing community experiences, the challenges of occupancy in the face of changing demographics, and the importance of building trust within teams. Dr. Leslie emphasizes that successful senior living...

Summary In this episode of From Leads to Leases, host Jerry Vinci interviews Phil Vlach, founder of AgeTech Labs and head of technology at Schlegel Villages. They discuss the critical role of technology in senior living, the existing technology gap, and how operators can better adopt innovative solutions to enhance care and resident experiences. Phil shares insights on the 100-year life concept an...

Summary In this episode, Jerry Vinci sits down with Andy Tubman, a board-certified music therapist and co-founder and chief of therapeutics at Singfit, who discovered music's healing power in the most unexpected way—watching his best friend emerge from a coma while he played Pink Floyd's "Wish You Were Here." That transformative moment in a college ICU room launched Andy on a path from aspiring ba...

Summary In this episode, Jerry Vinci sits down with Ezra Torres, founder and CEO of CareLife, who transformed personal heartbreak into technological innovation after watching his grandparents struggle with falls and delayed responses in senior care settings. Raised largely by his grandparents when his parents weren't in the picture, Ezra witnessed firsthand how falls became the barrier preventing...

Summary In this episode, Jerry Vinci sits down with Erin Dwyer Busch, a certified senior advisor and licensed speech therapist who owns and operates Senior Care Authority of St. Louis. Since 2018, Erin has guided families through one of the hardest decisions they'll ever make—finding the right care for their loved one. Her background in therapy, consulting, and placement gives her a rare 360-degre...

Summary In this episode, Jerry Vinci sits down with Phil Gorski, founder of Senior Living 360 Tours, who transformed a personal health crisis into a mission to revolutionize how families experience senior living communities before ever stepping through the door. Phil shares his unlikely journey from high-tech enterprise sales at IBM to recovering from a liver transplant, where he discovered emergi...

Summary In this episode, Jerry Vinci and Candace Greenwood discuss the intricacies of senior living sales, emphasizing the importance of understanding family dynamics, emotions, and effective discovery techniques. They explore how to build trust with families, navigate denial, and implement training strategies for sales teams. The conversation highlights the significance of retention strategies an...

Summary In this episode, Jerry Vinci sits down with Nate Hamme, president and executive director of the CECA Foundation, a nonprofit dedicated to strengthening the caregiver workforce through recognition, storytelling, and culture building. Nate brings more than a decade of experience studying the human side of long-term care across senior living, skilled nursing, home care, hospice, and behaviora...

Summary In this episode, Jerry Vinci sits down with Marlena Hemenway, co-founder and chief brand ambassador of the Geneva Suites, a family-owned network of boutique residential assisted living homes across the Twin Cities. What began as a home care company evolved into a mission-driven model that bridges the gap between traditional assisted living and nursing homes by offering high-acuity care in...

Summary In this season finale, Jerry Vinci reflects on the most valuable lessons learned from 75 interviews with senior living operators, leaders, marketers, and industry specialists throughout 2025. Drawing from hundreds of hours of conversations, he reveals that the communities experiencing the strongest growth weren't those with the biggest budgets or most impressive buildings—they were the one...

Summary In this episode, Jerry Vinci sits down with Shea Irvine, founder and CEO of Bay County Caregivers in Florida and the US Caregiver Network. Shae shares her unexpected journey into home care, which began in 2020 when she discovered that Hurricane Michael and the pandemic had left Bay County without in-home care providers. What started as a test project for a marketing company quickly evolved...

Summary In this episode, Jerry Vinci sits down with Meredith Oppenheim, a 25-year senior housing veteran who spent five years studying the 90% of older adults who never move into senior living through her groundbreaking platform, Vitality Society. Meredith reveals how the industry's persistent 10% penetration rate isn't a marketing failure - it's a fundamental mismatch between what providers offer...

Summary In this episode, Jerry Vinci sits down with Jill Johnson, president and founder of Johnson Consulting Services, who has influenced over $4 billion in senior living business decisions. Jill challenges the common assumption that occupancy problems are always sales or marketing failures, revealing how market mismatches, outdated messaging, and corporate strategy disconnects often lie at the r...

Summary In this episode, Jerry Vinci speaks with Alicia Story, a 26-year veteran of senior living sales, about the readiness paradox that plagues the industry. While 89% of residents wish they'd moved in sooner, less than 10% of prospects actually convert. Alicia reveals how sales teams can shift from presenting features to untangling the deep-seated fears and ambivalence that keep families stuck...

Summary In this episode, Christina Keys shares her transformative journey from being an unaware caregiver to becoming a leading advocate for family caregivers. She discusses the challenges faced by caregivers, including financial burdens, emotional tolls, and the lack of resources available. Christina emphasizes the importance of community support and the need for better systems to assist caregive...

Summary In this episode, Jerry Vinci and Chris Heinz discuss the critical issues facing the senior living industry, particularly the leadership crisis and the need for effective recruitment strategies. They explore the shifts in leadership demand, the importance of succession planning, and the risks associated with reactive hiring practices. Chris shares insights on common mistakes in the hiring p...

Summary In this episode, Jerry Vinci speaks with Gail Peacock, a consultant in the senior living industry, about the evolving landscape of senior care. They discuss the importance of culture, purpose, and connection in senior living communities, emphasizing the need for a shift in language and perspective towards aging. Gail shares her journey as a 'pioness' in the industry, her grassroots...

Summary In this episode, Jerry Vinci speaks with Mona Hilton, CEO of Genesis Global Technologies, about the intersection of technology and senior living. They discuss the importance of automation, personalization, and AI in enhancing human connections rather than replacing them. Mona shares insights on the current state of technology adoption in senior living, the challenges faced by providers, an...