WELCOME!!!

1. WELCOME!!!

2. Shuttle • 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.

3. Mary Krantz presents Greystone Overview and Development Timelines

4. Greystone OverviewWho 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.

5. Greystone OverviewWho 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.

6. Greystone OverviewWho 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.

7. Greystone OverviewWho 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.

8. Greystone OverviewWhat $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

9. Greystone Overview Capabilities 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

10. Greystone OverviewDepartments Marketing Group Planning and Finance Group Development Group Management Group Administration

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

12. Greystone OverviewMarketing Role • 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.

13. Development Timeline • Phases • Friends / Priority • Conversion • Construction • Fill up • Maintenance • Redevelopment

14. Achieve Priority Goal Achieve Pre-sale Requirement Goal Building Completion Friends / Priority Phase Conversion Phase Construction Phase Fill-Up Phase GOAL Achieve Priority Member Goal GOAL Achieve Pre-Sale Requirement GOAL Achieve Bond Targets GOAL Achieve Occupancy Targets Sales Process Sales Process Sales Process Sales Process • In-home Priority appointments • Group seminars • Priority parties • Appointments with all priority members in sequential Priority # order • Accept 10% deposit in order to reserve specific apartment home • Appointments with prospects in completed community • Grand opening celebrated • Events for new leads • Appointments with prospects in information center • Retention events for future residents and prospects New Selling Tools New Selling Tools New Selling Tools New Selling Tools • Information Center DVD presentation, virtual tours • Scale model of community • Details on pricing • Floor plans • Residency Agreement • Charter Benefit Package • Move-In Incentives • Price Increases • Resident “Ambassadors” • Priority brochure • Renderings • Site Plans • Presentation book • Web Site • Construction benefits • Personalization process Lead Generation Lead Generation Lead Generation Lead Generation • Survey • Event Invitations • Newsletters • Newspaper advertisements • Last Chance Letter • Priority member referrals • Information Center opening mailer • Newspaper advertisements • Depositor referrals • Resident referrals • Newspaper advertisements • Newsletters • Event Invitations • Networking in community • Depositor referrals • Newspaper advertisements • Newsletters • Event invitations

15. Achieve 90% – 95% Occupancy for entire community Decision by Sponsor to redevelop community Redevelopment Phase Maintenance Phase GOAL GOAL Achieve Budget Occupancy Targets Achieve Pre-sale Requirement Heading Sales Process • Appointments with prospects in community • Events for new leads • 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 New Selling Tools • Sponsor and existing community’s reputations • Utilize Priority and Conversion phase tools in similar fashion (refer to Priority and Conversion Phases) • Move-in Incentives • Resident “Ambassadors” Lead Generation Lead Generation • Resident Referrals • Newspaper advertisements • Newsletters • Event Invitations • Networking in Community • Utilize Priority and Conversion phase lead generation in similar fashion (refer to Priority and Conversion Phases)

16. Discussion • Questions??

17. Break • 2:30 PM – 2:45 PM

18. Mary Krantz presents Senior Living Industry and Terminology

19. CCRC • 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)

20. CCRC Contract – Type A • 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

21. CCRC Contract – Type B • 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

22. CCRC Contract – Type C • 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.

23. Other Senior Communities • 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

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

25. Competition • #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

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

27. Our customers – the words we use • 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?

28. What do we call ourselves? • Titles • Salesperson • Senior Living Counselor • Sales Counselor • Community Relations Director • Health Services Admissions Director • What does it mean • How does it feel?

29. Group Discussion • Your Community • Current Challenges • Current Success

30. Mark Andrews presents Greystone Update

31. Shuttle • 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.