sales Archives – Varsity Branding

Category: sales

Keith Carson from Integrated Sales Solutions was a recent guest on our weekly Roundtable meeting. His presentation — titled “Seeing Sales Differently: Transforming Practices for Meaningful Impact” — explored the profound impact of rhythms, practices and rituals in sales.

The conversation focused on three stages of the sales process – Engage, Qualify and Propose. Here’s a closer look at each stage: 

ENGAGE

Keith introduced the first stage of the sales process, highlighting its importance in setting the tone with prospects. He contrasted the typical approach, where a salesperson like “Salesy Steve” focuses on features and benefits, quickly diving into what his organization can offer. 

Instead, Keith advocated for a different strategy: start with the “why” behind the services. By addressing the deeper purpose and values that drive their work, sales professionals could foster a more genuine connection from the beginning, creating a relationship based on authenticity and shared values rather than a standard pitch.

QUALIFY

In this stage of the sales process, you can connect directly with prospects, asking questions to understand their needs and challenges. Keith contrasts this with “Salesy Steve,” who pressures prospects with relentless questions, often missing the empathy needed to address their unique struggles. 

Keith noted that sales professionals are often viewed with skepticism, with prospects wary of hidden agendas. Keith emphasized that trust is built not through grand gestures but through small, consistent actions—calling when promised, negotiating fairly, and being transparent about what the community can and cannot offer. These everyday moments establish genuine trust.

PROPOSE

At the proposal stage, you’re close to helping the buyer decide to join your community. Keith emphasized that while it’s tempting to focus on closing the deal, the priority should still be on the buyer’s needs. He urged sales professionals to approach this meeting with a service mindset, ensuring it’s genuinely about the prospect, not just the sale. 

By keeping the focus on addressing their specific needs and offering a tailored solution, you reinforce trust, creating a more authentic connection that supports the buyer in making the right decision for themselves.

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.

Varsity Sales & Marketing Strategist Jackie Stone knows a thing or two about recruiting and training salespeople. Said Jackie: “Spending time up front to hire the right people and train them saves money, time and potentially your job!”

Jackie was also a recent presenter on Varsity’s weekly Roundtable gathering where she talked about recruiting and training salespeople for success, including, tips for finding good sales team candidates, asking the right interview questions to learn more about each candidate and the importance of clearly defining expectations for your sales staff.

The following are some highlights from that conversation.

CONSIDER CANDIDATES FROM OUTSIDE SENIOR LIVING

Jackie suggested considering sales candidates from outside senior living in related industries like hospitality. She recalled that when she first began her career in senior living, Greystone often recruited salespeople from local hotels, valuing their experience in customer service, sales and operations, which translates well to senior living. Jackie noted that many people from the hospitality industry have successfully transitioned into senior living roles, and still hold those roles today.

DIVE DEEPER WITH INTERVIEW QUESTIONS

Jackie advised against using the cliché question, “Where do you see yourself in five years?” Instead, she suggested more targeted questions to evaluate candidates effectively.

For sales experience, ask, “How do you sell the product you’re currently offering?” To assess handling challenges, try, “How do you handle customer objections?” and “Have you met your sales goals consistently? What challenges did you face?” Gauge industry knowledge with, “What do you know about senior living? Did you research our organization?” Lastly, test strategic thinking with, “If our sales were declining, what steps would you take to improve them?”

ESSENTIAL SENIOR LIVING SALES TRAINING

Specialized training is essential for all salespeople, regardless of experience, to excel in senior living sales. Training should include techniques for overcoming objections unique to the industry and discovery methods that delve into prospective residents’ values for tailored presentations. Emphasis on values-based selling, rather than just giving standard tours, is crucial to connect with what the prospect cares about. Creative follow-up approaches that move beyond simple thank-you notes and incorporate personalized outreach helps sales teams stand out. Training should also cover community outreach strategies, ensuring effective networking and targeted messaging to referral sources.

REVIEW AT 90 DAYS

The 30-day review for new hires is often skipped, as the initial period is focused on learning the community, its processes, and culture. Instead, a 90-day review provides a more accurate assessment of performance. Key evaluation criteria includes meeting sales goals, effectiveness in marketing activities like scheduling appointments and community outreach, and building strong relationships with prospects, residents, and colleagues. Commitment to self-improvement and seeking additional training or support are also important factors.

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

 

Joy Loverde is a path carver, a keynote speaker and a best-selling author. Her book, “The Complete Eldercare Planner” helps senior living shoppers figure out “where to start, which questions to ask and how to find help.” 

She also knows what it takes to plan effective sales events for senior living communities. For more than 35 years Joy has participated in hundreds of senior living marketing events as a keynote speaker and a mature marketing consultant. She joined our weekly Roundtable recently to share some of the things she’s learned about sales events. The following are some highlights from that conversation. 

WHAT CHANGES HAVE YOU SEEN IN TERMS OF WHO ATTENDS SENIOR LIVING MARKETING EVENTS? 

There have been significant shifts, particularly in the demographics of attendees at independent living prospect events.The audience has become much younger and healthier over the past decade, with participants as young as 45 and many in their 60s and 70s who are active and healthy. Joy highlighted the presence of young widows in their 50s and 60s who feel invisible, as well as the LGBTQ+ population, who are concerned about finding inclusive living environments. 

ARE YOU FINDING THAT THE PEOPLE ATTENDING EVENTS ARE MUCH MORE EDUCATED ON THE SENIOR LIVING MARKETPLACE THAN BEFORE?

Prospects today are much more informed. Attendees, especially boomers, enter the events with extensive knowledge of the products, whether it’s assisted living or independent living. They have thoroughly researched online and are aware of various lifestyle housing alternatives. 

Many attendees have experienced caregiving for their parents or grandparents, which has made them aware of the difficulties and financial nightmares associated with end-of-life care. This personal experience has informed their decisions about what they do not want as they journey toward old age.

WHAT KINDS OF QUESTIONS ARE PEOPLE IN YOUR SENIOR LIVING AUDIENCES (PROSPECTS) ASKING NOW? 

In the past, discussions focused on the benefits of communal living and dining preferences. Today, boomer prospects express more of a desire for control and individuality. For example, customizing their personal living spaces is important to them.  

Another significant shift in questions revolves around emotional wellness. In addition to boomers, many younger widows attend Joy’s events. They ask about individual support in the areas of grief, yoga, meditation, and spirituality. Joy further explained that in general many boomers are frequently experiencing grief due to the loss of loved ones, and they express the need for ongoing emotional support.

DOES THE LOCATION OF WHERE YOU HOLD MARKETING EVENTS MATTER IN TERMS OF ATTRACTING PROSPECTS? 

Joy noted a significant shift in event location strategies. Previously, there was a focus on holding independent living events at luxurious off-campus venues like country clubs to showcase community life. Now, the trend is toward smaller, on-campus events for Life Plan Communities, accommodating up to 60 people. Smaller audiences allow for more personalized interactions and attention to individual prospects.

Conversely, events for assisted living are now often held in vibrant settings like country clubs. These venues offer a feel-good environment with healthy food and social opportunities, which can be particularly appealing to prospects and adult children facing crises. 

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.

Doug Chasick – also known as “That Fair Housing Guy” – has nearly 50 years of experience at all levels of investment real estate acquisition, management and leasing. He was also a recent Roundtable guest, where he shared some wisdom about the ins and outs of fair housing and the impact that recent laws may have in some states and nationwide. 

It’s worth noting that using diversity in your community’s marketing images is a step in the right direction when it comes to adhering to fair housing regulations.Here are a few key takeaways from Doug’s Roundtable presentation:

DISPARATE IMPACT IS REAL (AND A PROBLEM)

Disparate impact refers to policies that are neutral on their face but result in discrimination against a protected group when enforced. Doug cited a recent HUD settlement with SafeRent Solutions, which was based on race discrimination through disparate impact rather than intentional discriminatory treatment.

DIGITAL DISCRIMINATION IS ALSO REAL

Digital discrimination arises when luxury communities are provided with high-speed internet while affordable communities are left with slower options like DSL. Given the demographics, this disparity can lead to allegations of discrimination against protected categories in the affordable properties. This issue is particularly challenging because new constructions are easier to equip with advanced digital features, whereas retrofitting older affordable properties is costly and complicated.

PET BANS COULD BECOME A THING OF THE PAST

If passed, a pending California bill would require multifamily properties to allow common household pets. This means that communities currently operating as no-pet communities would need to permit pets such as dogs, cats, reptiles, small gerbils, hamsters, and even snakes. This serves as a heads-up for those managing properties in California. 

NON-COMPLIANCE HAS SERIOUS CONSEQUENCES

Doug ended his presentation by highlighting a significant case involving three real estate companies in Washington, D.C., which collectively faced fines totaling ten million dollars. The fines were imposed because the companies refused to accept tenants who had Housing Choice vouchers, a violation of fair housing laws. As a result, the president of one company had to surrender her broker’s license, and all principals involved were barred from working in the real estate industry. This case underscored the serious consequences of non-compliance with fair housing regulations. 

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, email Derek Dunham at ddunham@varsitybranding.com.

Varsity has been selected as the agency of record for Wichita, Kansas-based senior living community, Larksfield Place. The competitive win followed an RFP process that involved several other marketing firms. 

The multi-year project involves branding research, sales consulting, development of a creative campaign and marketing for Larksfield Place and an upcoming expansion of the community. 

“We’re expanding, both as a community and a brand. Marketing that expansion is important but we don’t want to lose focus on the marketing of our existing community,” said Larksfield Place vice president of sales, Tammy Flaming of the decision to partner with an agency. “Varsity allows us to stay focused on both and develop new lead generation strategies for the new expansion.” 

Specific tactics will include direct mail, paid digital media, social media, print and out-of-home advertising and various collateral materials. 

“Larksfield Place is a leader not just in the Wichita market, but nationally as evidenced by their recent ranking as one of the best CCRCs in America according to Newsweek,” said Varsity President Derek Dunham. “We are honored to partner with the team to advance Larksfield Place’s mission.” 

The goals for Varsity and Larksfield Place will be to generate qualified leads for the expansion while maintaining or exceeding 90% occupancy in the existing community. Initial strategy is focused on awareness of the expansion and priority members for the expansion. Work will run in the Wichita and McPherson, Kansas areas.

For more information about Larksfield Place visit Larksfield.org.

Scott Townsley from Trilogy Consulting knows a thing or two about critical thinking and he shared that knowledge with us recently as a Roundtable guest. In that appearance, Scott talked about how to look deeper and ask probing questions to uncover valuable and actionable insights in a presentation titled “Hero or Heretic: The Role of Critical Thinking in Marketing and Sales.” 

Here are a few key takeaways from that conversation: 

THE HERO AND THE HERETIC

Critical thinkers ask probing questions, which can either make them heroes for uncovering important truths, or heretics for challenging group assumptions. Scott described critical thinking as the practice of asking important questions that others might be too hesitant to pose. This can lead to becoming a hero for addressing crucial issues. However, it also poses the risk of becoming a heretic, as critical thinkers may uncover answers that challenge the prevailing views of the group.

LOOKING BEYOND OCCUPANCY RATES

Scott emphasized the critical importance of understanding and utilizing data beyond occupancy rates for marketing and sales in organizations. He suggested that while occupancy is frequently discussed, other valuable data often goes underutilized. By questioning and analyzing this information, and sharing insights with others, organizations can move beyond short-term fixes and take significant steps to enhance the nonprofit senior living sector. 

DATA REVEALS ACTIONABLE INSIGHTS

Scott delved into actionable metrics and critical thinking regarding occupancy issues. He highlighted that simply attributing declining occupancy to performance overlooks deeper factors. By examining data, we learned that in one particular CCRC, vacancy rates are highest in smaller units and lowest in larger ones, a correlation often missed at the board level. This insight leads to the actionable conclusion that converting small units into larger ones is essential to address occupancy challenges effectively.

CRITICAL THINKING FOR THE WIN

Critical thinking is the act of questioning assumptions and anticipating potential challenges to current advantages. Scott emphasized the discomfort inherent in challenging the status quo due to our natural confirmation bias. He advocated for seeking disconfirmation, acknowledging that what was once believed to be true may not hold under scrutiny. Actively seeking data is important and so is asking probing questions to uncover critical insights that can drive improvement in Life Plan Communities or senior living organizations. 

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, email Derek Dunham at ddunham@varsitybranding.com.

Yesterday, we celebrated our 200th Varsity Sales & Marketing Roundtable. Over 50 attendees tuned in to hear special guest John Spooner, co-chief executive officer of Greystone Communities, share his presentation, “Understanding the New Consumer Mindset.” Here are some highlights of John’s fascinating discussion.

More Than a Retirement Counselor

You may be called a retirement counselor or marketing assistant, but you have to think of yourself as the chief revenue officer. The organization won’t thrive unless you have success bringing new residents into the community.

The Three Buckets of Prospects

How many clients do you have that are sold on your community, but still won’t move forward? We put prospects into three buckets:

  • Planners: They know what they want and they move through the process relatively fast.
  • Procrastinators: A giant bloat in your database: They’re sold but they’re just not moving forward.
  • Crashers: They wait too late, and come in after they’ve had a health scare. Now they need AL, but they really want IL.

‘I Understand and Want the Benefits of Your Community, BUT …’

The procrastinators say things like, “I couldn’t leave my home.” “Let’s talk next year.” “I’m not ready.” “I need to think about this.”

We call those F.U.D. (fear, uncertainty and doubt). Those are people that we have trouble moving through the process. Their objections are not unique. Sometimes it’s an emotional objection, sometimes it’s a financial objection. They toggle back and forth and switch to another one after you’ve got them covered. So the question is, at what point do we lose them? When the reality sets in that they have to make a decision.

Selling Senior Living Is Hard, Buying Is Harder

Selling is a difficult job. But buying is harder because prospects are coming into it without a lot of knowledge, trying to make a decision that most of them don’t want to make. That’s why you have so many people in your bloated database.

Prospects Have Created a Living Terrarium — and They Want to Stay There

We’re genetically engineered to conserve energy by minimizing energy expenditure. It’s easy to say, “I can’t move because I can’t change my doctor, my plumber, my friends.” Prospects have created this living terrarium that they are living in — they are not going to expose themselves to self-imposed chaos. They say, “I’m going to hit the easy button and live in my ecosystem. Ecosystem equals status quo.

Battling ‘Status Quo’ Bias

Everything that prospects think or say is about seeking information that confirms their decision to do nothing and maintain the status quo. They are so fearful of making a mistake for an uncertain outcome that they can’t move forward. Simply put, their fear of messing up is more than their fear of missing out. Our job is to break the gravitational pull of that senior status quo. When you can move their status quo so that it becomes less than the community, everyone wins.

Your competition isn’t another community across town. Your competition isn’t “staying in their own home.” The REAL competition is NO DECISION. Some seniors are playing the same “no-decision” game with every community in town. They live in a constant state of indecision. You need to know how to recognize it and overcome it. They are thinking, “What if your community isn’t what I want?” Your job is to give them confidence that they’re going to go in there and be OK.

Prospects do not want to talk about you or your community. They want to talk to you about them. When you go to the doctor, you don’t want to watch a video of their latest operation, you want them to talk to you about your problem. The same goes for senior living. Don’t give a long description of the community … the choice of three entrees … the meal points program … the beautiful apartments — prospects want to talk to you about them.

Going Beyond Discovery 101 to ‘Radical Candor’

There are standard discovery questions that we all use. But it really needs to be about breaking the status quo. It’s about the art of personal engagement and addressing uncomfortable topics to give prospects personal insight. You have to learn to attack their outcome uncertainty and reframe questions to get them to understand why they have to break the status quo.

That requires radical candor. You have to challenge them by asking uncomfortable questions, like:

  • Does the next five years of your life look like the last five years?
  • That house isn’t working for you anymore, is it?

It might be unpleasant and it might be scary for you to be this forward, but it’s OK. The first two to three questions are difficult, but you will be surprised at the great outcomes. Don’t talk to prospects about all the contract options — talk to them about how they can break out of their little terrarium. Radical candor is about caring personally and challenging directly.

Your job is to ask and then to reframe the probing question into a statement that assures them they have the confidence to make this decision. Challenge their positions and biases, and then stand up and make a recommendation to them. You are the subject matter expert. You are the one they have turned to to help them spend the last years of their life. From your discovery, you know what is important to prospects. You can start with “This plan is a popular option” or “I personally prefer this option.” It shows that you have diagnosed their needs and have a personal recommendation. 

Indecision Junkie Recovery Program

To sum up, here are six steps to indecision junkie recovery.  

  1. Own the flow of information.
  2.   Employ “radical candor.”
  3.   Anticipate objections and indecision.
  4.   Use your discovery knowledge.
  5.   Community  > Risk > Status Quo
  6.   Make a personal recommendation.

What Your Community Can Offer Prospects

Security. Predictability. Safety. Dependability. Reliability. Permanence. These qualities represent what your community can offer prospects — the stuff deep down in their emotions that they’re looking for. You just need to wash away the fear by leading them through the mire and muck of “status quo bias” — giving them confidence to make a decision.

 

 

 

With “Live to 100: Secrets of the Blue Zones” coming out recently on Netflix, there is a renewed interest in the research and concept of Blue Zones®, areas around the world where people live much longer than average, with the highest rates of living centenarians.

In 2004, author Dan Buettner teamed up with National Geographic and the world’s best longevity researchers to identify pockets around the world where people live measurably longer and better lives, and to see what commonalities there might be in their behaviors, practices and lifestyles that might result in this longer lifespan. They discovered five locations where people reach age 100 at a rate 10 times greater than the average in the United States: Okinawa, Japan; Sardinia, Italy; Ikaria, Greece; Nicoya, Costa Rica; and Loma Linda, California. When pinpointing these locations on a world map, Dan circled them in blue, and therefore called them Blue Zones®.

Researchers found that the lifestyles of all Blue Zones’ residents shared nine commonalities, which they called the Blue Zones Power 9®: Lifestyle Habits of the World’s Healthiest, Longest-Lived People. These behaviors are grouped into categories: Move Naturally, Right Outlook, Eat Wisely and Connect.

Those of us in the senior living space would love for our residents to live longer, healthier, happier lives, so the question is, “Can we replicate this philosophy and these practices in our communities?” We already offer healthy meal options, fitness and exercise opportunities, and a sense of belonging, but how do we get residents to buy into it?

Some Varsity clients have modeled their wellness programs after the Blue Zones practices. We’ve hosted marketing events to educate people on the Blue Zones philosophy and its importance related to longevity, and then four smaller events dedicated to Moving Naturally (yoga, stretching), Right Outlook (meditation, mindfulness), Eating Wisely (Chef cooking demonstration with Mediterranean diet with wine pairing) and Connection (practicing good communication skills and technology). Some communities even code the events on their activities calendars with icons representing the Blue Zones practices.

While both residents and prospects enjoy the events and agree with the concepts in theory, it’s a pretty heavy lift to get people to adhere to a lifestyle that may be foreign to them. It’s a huge culture shift that may be difficult for some to achieve. Case in point, I recall one resident that I joined for breakfast who told me that her doctor recommended she eat more fruits and vegetables, so she ordered a cherry Danish instead of her usual cheese Danish. True story.

While we would like our residents to “live better, longer,” all we can do is offer the options to do so. The choice is obviously theirs to make, and perhaps having that autonomy is more important.

 

 

Guest post by Natalie Clark, Community Manager; and Kaitlyn Mulligan, Social Media Strategist; Pavone Group

Hardly a day goes by without hearing buzz about “AI.” Generative AI is a type of artificial intelligence technology that can produce content, such as text, images and other media, in response to prompts. And this year, we’ve seen a huge wave of AI tools entering into the social media space. 

Snapchat was the first on the scene to add AI features. Since Snapchat is well known for its focus on privacy, people were a bit nervous when it introduced its AI bot. Essentially, the AI added commentary about things people were “snapping” and messaging about. Thankfully, Snapchat listened to its community and “My AI” is now solely for those who have a paid Snapchat membership. 

As for Meta, the parent company of Facebook, Instagram, Threads and WhatsApp, it is being a bit more cautious about developing AI tools. Currently, Meta is developing an AI tool that would enable you to ask questions of an AI system within any direct message. This is something that may be more useful for senior living brands in responding to clients or prospects, helping you to write better answers. 

TikTok is also looking to latch onto the AI hype with an AI chatbot, which it’s calling Tako. Different from what Snapchat and Instagram are doing, Tako can be used to find relevant TikTok content that matches your preferences or to track down videos you’ve seen before. Generally, it makes users’ lives easier. Speaking of which, AI-generated content on TikTok must now be disclosed with either a sticker or a disclaimer indicating the content has been created by AI, similar to an “ad” hashtag you’d see on Instagram.

In general, as AI starts to help users search for social content, keywords are becoming even more important for social posts. For your brand, make sure to use keywords in captions and copy, so that those using AI tools will be directed to your profile with their queries. 

While senior living prospects may be slower to adopt social media, we should always keep in mind that we also want to reach their adult children, and even the younger generation, for hiring talent. So we need to stay on top of these AI trends to connect with all these audiences.

Guest post by Mary Muñoz, Senior Managing Director, Ziegler

This is certainly an interesting time for senior living — we’re moving away from COVID-19, although we’re not quite past it yet. The pandemic has taught us a lot about where we’re headed in the future, but there are also a lot of industry trends that have remained constant through it all. Let’s take a look at what’s trending in senior living right now.

Industrywide Growth and Consolidation

What hasn’t changed with COVID-19 is the population wave we have coming, with a surge in the 75- to 85-plus cohort. And with that, we still have many drivers that make our business an attractive one. For starters, there are those still living at home who don’t have anybody there to take care of them during the day. We have the dangers of social isolation among older adults. And there are those who can’t afford caregiving.

In addition, we’re seeing a consolidation trend across the industry. Why is this happening? Almost every transaction we’ve seen has involved a CEO retirement. We’re facing a labor shortage in care and dining, along with a shortage on the C-suite side, as fewer people are coming into the senior living business, although larger organizations have some advantages in recruitment and career path offerings.

Ongoing Labor Market Challenges

Speaking of which, let’s talk about the labor market a bit. The U.S. Bureau of Labor Statistics is projecting almost 1.2 million annual job openings in senior living. Worldwide, we’ve already crossed the line in the past couple of years that there are fewer people under 5 than there are those 65 and older.* That means we literally won’t have the bodies to do things the way we’ve done in the past. So, we have to find ways to reinvent how work is getting done in our communities.

The pressures are coming from many different directions. We’ve got financial struggles, and the changing demographics of who’s coming into the workforce. Government reimbursement is under pressure, which in turn affects health care worker wages. The pandemic caused clients to lose employees because they refused to be vaccinated or simply burned out. Immigration was disrupted and a lot of the caregivers we get from across the border were affected. And then we have the lasting issue that senior services isn’t exactly a sexy line of work.

Stressors in Skilled Nursing

For post-acute care, I want to highlight the compounding challenges in the skilled nursing environment. COVID-19 definitely exhausted and burned out employees. There’s also the need for private rooms, which many communities did not offer pre-COVID. And a lot of the nursing communities are old, with declining occupancy, in part because we didn’t have assisted living and memory care until recent years. So, there were some people who didn’t need to be there and could be taken care of in a less acute setting.

All of these factors are leading to a downsizing of skilled nursing, and in some cases the transition of skilled nursing rooms to high-acuity assisted living. In fact, we’ve counted 35 Life Plan Communities around the country that have eliminated skilled nursing from their continuums in favor of high-acuity assisted living.** And there are many new communities being built right now that have no skilled nursing.

Technology as a Partner for Smarter Aging

There are many developing technologies that serve seniors in various ways. We’ve certainly had a dramatic rise in telehealth during the pandemic. Beyond that and electronic medical records — which most already have in place — there are resident engagement technologies, including dining reservations, menus and activities. There’s also been a focus on predictive technology, not only tracking footsteps but also predicting falls by tracking gait. That’s in addition to cognitive brain solutions, smart home technology and even robots. While robots probably won’t cure the labor shortage, we have seen communities using robots to deliver plated meals and bus plates in dining venues, for example.

These four takeaways are just the beginning of what’s trending as we emerge from the pandemic. For more information, feel free to subscribe to the Ziegler e-newsletter, refer to our white paper about health care technology or message me at mmunoz@ziegler.com.

*Source: U.S. Census Bureau, Percentage of World Population Under Age 5 and Aged 65 and Over: 1950-2050

**Source: Ziegler Investment Banking

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