TODAY: Wynne Transportation will pick you up on Floor 2 by the revolving door and take you to the Aloft.

Wynne Transportation will leave the Aloft at 5:45 to take you to Via Real Restaurant. The same bus will return you to the hotel after dinner.

TOMORROW: Please be on the Edgemere bus outside the Aloft hotel at 7:55 tomorrow morning. That bus will bring you directly from the community to our office at the conclusion of the tour.

Mary Krantz presents

Michael B. Lanahan Chairman

Mr. Lanahan founded Greystone in 1982 and serves as the Chairman of the Board. Mr. Lanahan's responsibility is to ensure our organization delivers quality services and our professional staff has the necessary talent and resources to meet our clients' complex needs. Formerly, Mr. Lanahan was Senior Vice President for Blyth Eastman Paine Webber Health Funding. Mr. Lanahan has more than 30 years of experience in senior living.

Paul F. Steinhoff, Jr.

Vice Chairman and Chief Executive Officer

Mr. Steinhoff has been with Greystone since 1984 and serves as the Chief Executive Officer. He is responsible for overseeing the operation of the company and formulating strategies and solutions to help our clients establish competitive advantages. Formerly, Mr. Steinhoff was a partner of Touche Ross & Co. (now Deloitte & Touche). Mr. Steinhoff is a Certified Public Accountant and has over 30 years of experience in senior living.

Mark P. Andrews President and Chief Operating Officer

Mr. Andrews joined Greystone in 1984 and serves as President. He has primary responsibility for oversight of planning, finance, marketing, developing and management divisions of Greystone. Formerly with Deloitte & Touche in the management consulting practice, Mr. Andrews has almost 25 years of experience in senior living.

John C. Spooner Executive Vice President

Mr. Spooner joined Greystone in 1986 and serves as Executive Vice President. In addition to other management duties, he has primary responsibility for occupancy growth of communities developed by Greystone, as well as those affiliated through third-party contracts. Previously Director of Marketing for several national senior housing companies. Mr. Spooner has over 25 years of experience in senior living.

$5.0 Billion in capital costs Financed 2 Billion in last 3 years 11,000 apartments and Health Care rooms Marketed more than 30,000 units Served more than 500 Clients in 40 states

Market and Financial Advisory and Analysis Planning and Development Resident Sales and Marketing Capital Financing and Refinancing Health Care Benefit Programs Operations Management Financial Advisory and Consulting Strategic Planning

Marketing Group Planning and Finance Group Development Group Management Group Administration

Greystone is not the owner Fee for Service Consulting & Management Understanding the Greystone/Client relationship Relationship between you and Greystone Communication with Sponsor

Greystone Marketing Role Interview and hire staff Conduct ongoing training based on marketing phase Set clear goals Develop marketing program base on proven marketing strategies as well as innovative ideas that would appeal to our prospects.

Direct Advertising efforts Develop sales promotions to help team close the sale Problem solving/trouble shooting to help improve sales performance Monitor the lead tracking system Track the marketing budget during development phases .

Communicate with the sponsor and gain approval for all marketing efforts.

Phases Friends / Priority Conversion Construction Fill up Maintenance Redevelopment

Friends / Priority Phase GOAL Priority Member Goal Achieve Achieve Priority Goal Conversion Phase GOAL Pre-Sale Requirement Achieve Achieve Pre-sale Requirement Goal Construction Phase GOAL Achieve Bond Targets Building Completion Fill-Up Phase GOAL Achieve Occupancy Targets

• • •

Sales Process

In-home Priority appointments Group seminars Priority parties

New Selling Tools

• Priority brochure • Renderings • Site Plans • Presentation book • Web Site • • • • • •

Lead Generation

Survey Event Invitations Newsletters Newspaper advertisements Last Chance Letter Priority member referrals • •

Sales Process

Appointments with all priority members in sequential Priority # order Accept 10% deposit in order to reserve specific apartment home • • • • • •

New Selling Tools

Information Center DVD presentation, virtual tours Scale model of community Details on pricing Floor plans Residency Agreement Charter Benefit Package • • •

Lead Generation

Information Center opening mailer Newspaper advertisements Depositor referrals • •

Sales Process

Appointments with prospects in information center Retention events for future residents and prospects • •

New Selling Tools

Construction benefits Personalization process • • • •

Lead Generation

Depositor referrals Newspaper advertisements Newsletters Event invitations • • •

Sales Process

Appointments with prospects in completed community Grand opening celebrated Events for new leads

New Selling Tools

• • • Move-In Incentives Price Increases Resident “Ambassadors” • • • • •

Lead Generation

Resident referrals Newspaper advertisements Newsletters Event Invitations Networking in community

Achieve 90% – 95% Occupancy for entire community Decision by Sponsor to redevelop community Maintenance Phase GOAL Achieve Budget Occupancy Targets Redevelopment Phase GOAL Achieve Pre-sale Requirement

• •

Heading

Appointments with prospects in community Events for new leads • •

New Selling Tools

Move-in Incentives Resident “Ambassadors”

Lead Generation

• • • • • Resident Referrals Newspaper advertisements Newsletters Event Invitations Networking in Community • •

Sales Process

Host seminar for existing resident base to be given first opportunity Follow Priority and Conversion process in similar fashion

(refer to Priority & Conversion Phases)

• •

New Selling Tools

Sponsor and existing community’s reputations Utilize Priority and Conversion phase tools in similar fashion

(refer to Priority and Conversion Phases)

Lead Generation

• Utilize Priority and Conversion phase lead generation in similar fashion

(refer to Priority and Conversion Phases)

Questions??

2:30 PM – 2:45 PM

Mary Krantz presents

Levels of Care (not all CCRC’s provide all levels) Independent Living (IL) Assisted Living (AL) Memory Support (MS) Skilled Nursing (SNF) Terminology Entrance Fee (EF) Monthly Service Fee (MSF)

CCRC Contract Types Type A: Extensive or Life Care Contract Include housing, residential services and amenities Unlimited long-term assisted and nursing care is offered for little or no increase in monthly payments.

Typically feature higher entrance fees CCRC absorbs the Long Term Care risk

CCRC Contract Types - continued Type B: Modified Contracts Include housing, residential services and amenities Limit the amount of health care services that may be accessed without any increase in monthly fees. If the resident requires an extended stay, the fee will most likely be below market rates Typically offer lower entrance and monthly fees

CCRC Contract Types - continued Type C: Fee for Service Contracts Include housing, residential services and amenities as found in A & B Contracts Require residents to pay market rate for any health related services on an as needed basis.

Typically offer lower entrance and monthly fees Risk of Long Term Care expense remains with the resident.

Senior Apartments: market & subsidized Gated Senior Communities: condo, townhouse, single family homes Independent Living / Congregate Assisted Living Memory Support Skilled Nursing Rehabilitation Group Homes Hospice Homes

Home Care Home Health Hospice Adult Day Care Adult Health Day Services Geriatric Care Managers Geriatricians GeroPsych units / hospitals Senior Centers Meals on Wheels

#1 Competitor – the prospect’s HOME Competitors Identify Visit / Tour Funding: For-Profit or Nonprofit Services & contracts offered Price points Base: national, regional or local Monitor Track lost leads in REPs

Match the Acronym ADA Health Services ADL AL ALFA CCRC CCAC CON EF IL LTC MSF HC HH HS SNF Assisted Living Certificate of Need Entrance Fee Independent Living Monthly Service Fee Long Term Care Home Care Skilled Nursing Assisted Living Federation of America Americans with Disability Act Continuing Care Retirement Community Activity of Daily Living Home Health Continuing Care Accreditation Commission

Describing our clientele/Prospects/Leads & Residents: Seniors Elders / Elderly Mature Adults, 55 plus / 55 and better Retirees Older Adult What do they mean?

How do they feel? What emotions are evoked?

Titles Salesperson Senior Living Counselor Sales Counselor Community Relations Director Health Services Admissions Director What does it mean How does it feel?

Your Community Current Challenges Current Success

Mark Andrews presents

TODAY: Wynne Transportation will pick you up on Floor 2 by the revolving door and take you to the Aloft.

Wynne Transportation will leave the Aloft at 5:45 to take you to Via Real Restaurant. The same bus will return you to the hotel after dinner.

TOMORROW: Please be on the Edgemere bus outside the Aloft hotel at 7:55 tomorrow morning. That bus will bring you directly from the community to our office at the conclusion of the tour.