Author: Varsity Team

This week’s Roundtable featured Craig  Witz of The Kendal Corporation for a conversation on marketing, sales and development strategies in today’s evolving senior living landscape.

Craig shared insights from his decades- long career in senior living development, including how to rethink master planning, navigate current market challenges and craft distinctive brand positioning that resonates with today’s (and tomorrow’s) older adults.

“You need to create a monopoly in the mind of the consumer,” said Craig. “Something so unique no one else can replicate it.” 

RETHINKING SENIOR LIVING FROM THE GROUND UP

Today’s development environment demands a clean-slate approach. Outdated rules of thumb no longer apply, and success hinges on smart planning, tight proformas, and bold, creative models like active adult satellites and shared commons. Every single line item in the program and the proforma needs to be re-evaluated and justified.

THE MIDDLE MARKET IS THE NEXT BIG OPPORTUNITY

Kendall is laser-focused on serving middle- to upper-middle income households. It’s a tricky space, without the deep pockets of high-end buyers or the subsidies that support low-income housing, but it’s where the majority of older adults live and where smart solutions are needed most.

TRUE COMMUNITY IS INTERGENERATIONAL

The future of senior living isn’t age-segregated. Residents crave meaningful connection with people of all ages. Communities that feel like vibrant, mixed-use spaces (rather than traditional senior campuses) will lead the way. Craig encouraged participants to see the resources put together by the Intergenerational Task Force which can be found online.

STORIES SELL (NOT FEATURES)

Facts and amenities matter, but stories win hearts. Framing marketing around a three-act journey (where the resident is the hero and the salesperson is the guide) creates deeper emotional connection. It’s not about “declining better,” it’s about living better.

UNIQUE IS UNBEATABLE

The most successful projects create a “monopoly in the mind of the consumer.” Saint John’s On The Lake and Three Pillars are standout examples, completely distinct from competitors, and impossible to compare apples to apples. That level of differentiation drives demand.

TECH INTEGRATION IS THE NEXT FRONTIER

The senior living tech space is crowded but fragmented. The next big leap is a unified platform that ties it all together—wellness monitoring, communication, family connection and smart add-ons like wearables. It’s not just cool; it’s essential.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here. 

This week’s Roundtable guest was Jennifer Soha from LCS and featured      a conversation about marketing strategies for senior living communities.

Jennifer explored the unique challenges and opportunities in marketing rental communities versus entrance fee communities. From strategy and positioning to audience engagement, she shared insights that can help shape effective marketing approaches across different senior living models.

“People tell me all the time, ‘I’m afraid I’m giving up my freedom,’” said Jennifer. “But once they experience community life, they realize they’re actually gaining more.” 

FLEXIBILITY MATTERS MORE THAN EVER

Rental communities offer low-risk, month-to-month living with no long-term contracts or massive entrance fees. That kind of flexibility is a huge draw for older adults looking to maintain control over their finances and lifestyle—without being locked in.

AGING IN PLACE ISN’T JUST POSSIBLE—IT’S EXPECTED

With the help of health and wellness navigators, hospice care, and thoughtful support, most residents in rental communities are able to age in place. That means fewer disruptive moves and more continuity in care and comfort.

SKILLED NURSING ISN’T ONE-SIZE-FITS-ALL

 Not all SNFs are created equal, and having one on-site isn’t always the answer. Rental communities help residents navigate the right level of care—whether that’s a highly rated skilled nursing facility or a short-term rehab setting better suited to their needs.

THE NEW NORMAL? MOVING LATER IN LIFE

More and more older adults are waiting until their 90s to move into independent living, and sometimes even delaying assisted living too long. It’s a shift from years past—and a reminder of the importance of planning ahead before options narrow.

COMMUNITY LIVING NEEDS TO BE EXPERIENCED, NOT SOLD 

The best way to overcome fear around senior living is to let prospects see it for themselves. Trial stays, peer connections and firsthand experiences with active residents go a long way in shifting outdated perceptions.

MODERN AMENITIES, PRIME LOCATIONS

Today’s rental communities are newer, centrally located and designed for modern living. With updated fitness spaces, rooftop terraces, movie theaters and walkable access to shopping and culture, they’re built for lifestyle as much as care.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here.

We celebrated our 250th Roundtable meeting with a truly special guest. Diane Harris is an award-winning journalist, a speaker and an author with an expertise in personal finance and financial wellness. She’s a New York Times contributor, a former editor-in-chief of Money Magazine, and a former deputy editor of Newsweek.

Our conversation with Diane covered everything from retirement planning to solo aging, and included a sneak peek at some articles she’s currently working on.

Said Diane, “Wherever you are right now, there are things you can do to improve your financial situation.”

STARTING SMART, NO MATTER YOUR AGE

It’s never too late to take control of your finances. Small steps like bumping up retirement contributions or cutting unused subscriptions can boost savings and confidence. Prioritizing spending, building an emergency fund, and rethinking financial support for adult children can all strengthen long-term security.

SOLO AGERS NEED A PLAN

Aging without a built-in support system requires proactive planning. From naming a younger, trustworthy emergency contact to building a financial team, solo agers benefit from having structure in place. Creating a safety net helps reduce vulnerability and ensures future decisions are handled with care and clarity.

PRINT EVOLVES, DIGITAL EMPOWERS

Print media isn’t gone—it’s just different. It now offers depth, prestige, and a tactile experience digital can’t match. Meanwhile, embracing digital opens doors to innovation and connection. The key takeaway? Senior living communities can learn from media: diversify, adapt, and meet audiences where they are.

THE RETIREMENT DANGER ZONE

The five years before and after retirement are critical. Market volatility, health shifts, and lifestyle changes can seriously impact long-term financial health. Whether you’re retiring solo or as a couple, this window requires careful planning, flexibility, and often the guidance of a trusted financial advisor.

ADVISORS AS AGING GUIDES

Financial advisors do more than manage investments—they help people navigate big life transitions, like moving into senior living. From evaluating entrance fees to unlocking home equity, their insight ensures decisions align with clients’ goals, resources, and the lifestyle they want in their next chapter.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here. 

Peggy Bilous, Vice President at SMASH, joined this week’s Roundtable to share her journey through senior living and the evolution of one of the industry’s most dynamic events. 

With more than a decade of experience cultivating SMASH, Peggy offered insights on how collaboration, creativity, and a deep understanding of the industry have shaped both her career and the event’s success. She also reflected on the changing landscape of senior living—and what it takes to stay ahead in a field that’s always moving forward.

COLLABORATION FUELS GROWTH

Building something from the ground up takes time, but collaboration makes it thrive. The SMASH team constantly bounced ideas off each other, keeping things fresh. Daily check-ins and open dialogue made all the difference in turning a startup into a lasting success.

SENIOR LIVING EXPERTS SHARING KNOWLEDGE

The senior living industry is filled with passionate professionals who truly care about their work. People spend their careers here, not just for a job, but to make a difference. Industry leaders are always willing to share their knowledge, offering guidance to those eager to learn.

EXPECT THE UNEXPECTED IN EVENTS

Event planning always comes with surprises—no matter how well you prepare, something will go wrong. Expect the unexpected, stay flexible, and be ready to problem-solve on the fly. The key is preparation, adaptability, and knowing that challenges are just part of the process.

ADAPTING TO INDUSTRY SHIFTS

The senior living industry is constantly evolving. Adapting to change—whether demographic shifts, the pandemic, or rapid technological growth—is essential. Collaboration has become more critical than ever, as providers streamline solutions and embrace new tools to work more efficiently. Flexibility and innovation are key to staying ahead in this field.

THE POWER OF CUSTOMER SERVICE

Genuine customer service is key to successful sales. Taking the time to understand clients’ priorities and going the extra mile builds trust and long-term relationships. It’s not just about selling, it’s about helping clients grow their business by addressing their needs with care and dedication.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here. 

For this week’s Roundtable, we were  joined by Christopher Leech, director of the Wallis Annenberg GenSpace. Christopher discussed how Wallis Annenberg GenSpace is rethinking aging services and innovating design and programs. 

Wallis Annenberg GenSpace is a modern, age-positive space that inspires older adults to learn, create, and connect through inspiring physical design and transformative programs.  

“Aging isn’t about what you can’t do, it’s about what’s still possible,” said Christopher. “We encourage members to build new skills, take on challenges and surprise themselves.” 

RETHINKING THE SENIOR CENTER MODEL

GenSpace defies expectations of traditional senior centers. With bold architecture, vibrant design, and age-positive programming, it offers older adults a space to explore creativity, build community, and redefine what aging can look like—active, inspiring, and purpose-driven.

PROGRAMS WITH PURPOSE AND PROGRESSION

Rather than offering passive entertainment, GenSpace designs multi-session, skill-building programs. This structure fosters a sense of purpose and accomplishment, helping members stay motivated, engaged, and connected throughout retirement.

MEMBERS DRIVE THE EXPERIENCE

GenSpace isn’t built for older adults—it’s built with them. Member-led feedback shapes programming, ensuring it evolves with real needs and interests. This human-centered model fosters ownership, empowerment, and meaningful connection.

BEAUTIFUL SPACES THAT WORK FOR ALL

With features like sprung flooring, circadian lighting, and intuitive wayfinding, GenSpace proves that functional design doesn’t have to sacrifice beauty. Every element supports accessibility while creating an energizing, welcoming environment.

CHANGING THE AGING NARRATIVE

From media to community spaces, GenSpace is shifting the conversation around aging. By showcasing older adults as learners, leaders, and creators, it challenges outdated stereotypes and inspires a more authentic, empowering vision of what it means to grow older.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here. 

Sharon Jessup is a consultant with OnePoint Partners, a board member of a senior living community, and an adult child with parents in senior living.  Sharon also joined Varsity’s weekly Roundtable recently to share her unique, 360-degree perspective on the industry, one that blends strategy, lived experience and leadership.  

Senior living is the only thing I’ve ever sold in my career,” said Sharon. “But when you experience it through the eyes of a loved one, it’s truly a game changer.”

FROM MANAGEMENT TO GOVERNANCE

Joining the Porters Neck Village board shifted the view from day-to-day operations to long-term strategy. With a seat at the governance table—and her parents living in the community—Sharon Jessup now helps shape the future of senior living from both a personal and professional perspective.

SEEING SENIOR LIVING THROUGH FAMILY

Experiencing senior living alongside her parents offered a whole new lens. From dining and activities to everyday engagement, the resident experience became deeply personal—proving that connection, community, and involvement matter just as much as care and convenience.

LEADERSHIP THROUGH LISTENING

Whether mentoring colleagues, serving on a board, or supporting family, leadership is rooted in listening. It’s not about managing—it’s about guiding, teaching, and showing up. Great leaders stay curious, lead by example, and always make time to understand the people they serve.

A COMPANY WITH PURPOSE

At OnePoint Partners, purpose and values drive every decision. As a B Corp certified firm, the team blends financial insight with empathy, collaboration, and curiosity—offering tailored strategies to communities while staying grounded in the mission of aging services.

ADVOCACY THAT EVOLVES

The journey doesn’t end—it evolves. Whether advising communities or supporting parents, advocacy is a lifelong role. With decades of experience and a personal stake in the resident journey, Sharon continues to teach, advise, and shape the future of aging services with compassion and clarity.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here. 

Recently on Varsity’s weekly Roundtable we welcomed Adam Grafton, vice president of operational excellence at Aramark SeniorLIFE+. Adam shared how SeniorLIFE+ is leveraging technology from across Aramark’s business lines to enhance the senior living experience. 

From AI-powered staffing and facility management to frictionless retail and next-gen kitchens, Adam explored how innovation is driving smarter operations, better outcomes and a more seamless experience for residents and staff alike.

CROSS-INDUSTRY COLLABORATION

SeniorLIFE+ stands out by blending best practices from Aramark’s hospitality, healthcare, and workplace divisions. This cross-functional collaboration powers smarter, more innovative solutions that elevate the senior living experience—proving that operational excellence often begins with shared insight.

FRICTIONLESS, 24/7 SHOPPING

Thanks to Amazon Market integration, residents and families can shop anytime using key fobs, cards or facial recognition. No checkout lines, no waiting. It’s a seamless experience that boosts satisfaction and convenience in senior living communities.

AI-POWERED LABOR EFFICIENCY

Smart dashboards analyze scheduling and sales data to align staffing with demand. The result? Less downtime, fewer headaches and more time for operators to focus on resident care. Technology lightens the load while improving the guest experience.

SMARTER FACILITY MANAGEMENT

Sensors track occupancy, air quality, leaks and more—powering real-time decisions that reduce waste and cut costs. Cleaning and maintenance are no longer routine—they’re driven by actual need, thanks to AI and data integration.

KITCHEN INNOVATION AT WORK

Sous vide and re-therming tech are revolutionizing back-of-house operations. Kitchens are cutting production time by 90%, reducing waste by 80% and serving more meals with fewer staff—all while keeping quality and creativity high.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here. 

Last year, we welcomed Lindsey Beagley  to talk about Mirabella at Arizona State University and how it redefines senior living through lifelong learning and intergenerational connections.

More recently on Varsity’s Roundtable Lindsey returned with Sherri Harris, a Mirabella at ASU resident, and Charity Morrison, an ASU student. In a unique Q&A-style Roundtable, Sherri and Charity talked about how they’ve forged friendships that span generations and offer a closer look at the ASU artists-in-residence program. 

IMMERSIVE INTERGENERATIONAL LIVING

The Artists in Residence program at Mirabella at ASU brings together doctoral-level students and senior residents through music and shared experiences. Students live on-site and lead nearly 400 events annually, building meaningful relationships that blur generational lines and create a strong sense of community.

SELECTION BY THE PEOPLE, FOR THE PEOPLE

Student residents aren’t just chosen by faculty—they’re interviewed, auditioned and selected by Mirabella’s own residents. This helps ensure a great musical fit and a strong social dynamic, which is key to the program’s success and longevity.

PROFESSIONAL GROWTH, PERSONAL REWARD

Student artists receive housing and meals, but the real value lies in the experience. Frequent performances, hands-on engagement, and deep community ties offer a level of professional development that traditional music programs simply can’t match.

A MODEL THAT’S BUILT TO TRAVEL

You don’t have to be on a college campus to make this work. With the right partners and a little creativity, any senior living community near a university could adapt this model to build intergenerational connections and attract residents.

FRIENDSHIPS THAT GO BEYOND MUSIC

The bonds formed in this program are real. Residents and students support each other’s goals, celebrate life together and often form chosen families—proof that meaningful friendships thrive across generations when people are simply open to connection.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here. 

Recently on Varsity’s podcast, Roundtable Talk, we sat down with Dr. Robyn Stone, a nationally recognized expert in aging policy and long-term care. As Senior Vice President of Research at LeadingAge and Co-Director of the LeadingAge LTSS Center, she has spent decades bridging the gap between policy, research, and real-world solutions to improve aging services.

Derek and Dr. Stone discussed the workforce crisis in long-term care, the challenges of educating consumers about aging services, and the role of technology in supporting caregivers. She also reflects on her decades in the field, offering insights on how change happens—slowly, but steadily. 

The conversation was filled with fresh perspectives. Below are just a few of them. 

YOU’VE SAID THAT SENIOR LIVING IS OFTEN AN “ACCIDENTAL CAREER”—A FIELD PEOPLE DON’T SEEK OUT BUT END UP LOVING. HOW CAN WE CHANGE THAT?

I’m actually an exception because I always knew I wanted to work with older adults. But over the years, I found that most people in aging services fell into these jobs by accident. Once they started, they realized they loved it. 

One of my primary focuses has been shifting this from an accidental profession to one that people intentionally pursue. We’ve made some strides, but we still struggle. If you look at the challenges in recruiting nurses, social workers, and even geriatric specialists, it’s clear that aging services is still undervalued. I think that’s tied to fundamental ageism in this country.

WHAT ARE THE BIGGEST GAPS IN EDUCATING CONSUMERS ABOUT LONG-TERM CARE?

There’s still so much misunderstanding. People don’t grasp what long-term services and supports (LTSS) actually are. It’s about helping people function independently for as long as possible, but it intersects with medical care because these individuals also have chronic conditions, acute episodes, and post-acute needs. 

Housing is also critical—if you don’t have a home that allows for mobility, your quality of life suffers. Most people still think Medicare pays for long-term care, which isn’t true. We’ve spent decades trying to educate people, but the reality is that most don’t think about it until they’re in crisis.

WHAT STRATEGIES DO YOU THINK ARE MOST EFFECTIVE FOR RETAINING WORKERS IN AGING SERVICES?

The best recruitment strategy is retention. If you retain staff, you don’t have to recruit as much. Retention is about creating a healthy workplace culture with both monetary and non-monetary investments. Higher wages matter—we still have 40% of this workforce on some form of public assistance, which is unacceptable. 

But it’s also about training, strong supervisory support, and career pathways. Not every aide wants to become an RN, but they might want to specialize in geriatric care, behavioral health, or medication management. High-performing organizations are figuring out ways to create these pathways, which leads to better retention and lower turnover.

WHAT HAVE YOU LEARNED IN YOUR CAREER THAT YOU WISH YOU COULD TELL YOUR YOUNGER SELF?

Change takes a long time. It’s a journey, not a destination. When I started in the federal government in the early ’70s, I was filled with hopes and dreams about making the world a better place. Over time, I’ve learned that progress is incremental. But you have to keep your eye on the prize. It’s easy to get discouraged in policy and advocacy work, but if you focus on long-term goals and stay committed, real change does happen—even if it takes longer than you’d like.

Want to hear more from Dr. Stone? Check out the full episode of Roundtable Talk for more fresh perspectives. Watch new episodes of Roundtable Talk on the Varsity website and on Apple Podcasts, Spotify, and iHeartRadio.

Brian Parman is the Director of The Point and Pavilion at CC Young in Dallas. In that role, he curates and develops a robust and expanding calendar of activities, programs, and events designed to nurture and enrich the lives of both CC Young residents and the Dallas community.

Recently on Varsity’s weekly Roundtable, Brian shared how The Point leverages its senior enrichment center to engage the broader community and create connections that can lead to future residents.

THE POWER OF “BLUE SKY THINKING”

Encouraging big ideas and pushing boundaries has led to creative programs, including a TV studio, lifelong learning initiatives, and engagement across all levels of care.

EXPANDING BEYOND RESIDENTS

The Point membership program started as a small amenity and evolved into a thriving community resource, bringing in non-residents who often transition into full-time residents.

INNOVATION THROUGH TECHNOLOGY

COVID accelerated CC Young’s embrace of tech, from a fully equipped TV studio to digital tools like Canva, Touchtown, and QR codes to improve communication and accessibility.

ENRICHING LIVES THROUGH COMMUNITY PARTNERSHIPS

Collaborations with nonprofits, colleges, and local experts have expanded programming, from art and writing contests to wellness and music therapy.

A DYNAMIC APPROACH TO ENGAGEMENT

Monthly themed planning, live-streamed events, and a mix of in-person and virtual experiences ensure that CC Young remains adaptable, inclusive, and future-focused.

Varsity’s Roundtable is a weekly virtual gathering of senior living marketers and leaders from across the nation. For updates about future weekly Roundtable gatherings, submit your name and email address here.