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.

Greystone Overview What $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

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

Greystone Overview Departments Marketing Group Planning and Finance Group Development Group Management Group Administration

Greystone Overview Client Relationships Greystone Overview Client Relationships 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 PhaseFriends / Priority Phase Friends / Priority PhaseFriends / Priority Phase Friends / Priority PhaseFriends / Priority Phase Achieve Priority Goal Building Completion Achieve Pre-sale Requirement Goal Friends / Priority Phase Fill-Up Phase Construction Phase Conversion Phase Appointments with prospects in information center Retention events for future residents and prospects Appointments with prospects in completed community Grand opening celebrated Events for new leads 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 Sales Process Construction benefits Personalization process Move-In Incentives Price Increases Resident “Ambassadors” Priority brochure Renderings Site Plans Presentation book Web Site Information Center DVD presentation, virtual tours Scale model of community Details on pricing Floor plans Residency Agreement Charter Benefit Package New Selling Tools Lead Generation Survey Event Invitations Newsletters Newspaper advertisements Last Chance Letter Priority member referrals Information Center opening mailer Newspaper advertisements Depositor referrals Newspaper advertisements Newsletters Event invitations Resident referrals Newspaper advertisements Newsletters Event Invitations Networking in community GOAL Achieve Occupancy Targets GOAL Achieve Bond Targets GOAL Achieve Priority Member Goal GOAL Achieve Pre-Sale Requirement

Friends / Priority PhaseFriends / Priority Phase Friends / Priority PhaseFriends / Priority Phase Friends / Priority PhaseFriends / Priority Phase Decision by Sponsor to redevelop community Achieve 90% – 95% Occupancy for entire community Redevelopment Phase Maintenance Phase HeadingSales Process New Selling Tools Lead Generation GOAL Achieve Budget Occupancy Targets Achieve Pre-sale Requirement Host seminar for existing resident base to be given first opportunity Follow Priority and Conversion process in similar fashion (refer to Priority & Conversion Phases) Appointments with prospects in community Events for new leads 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” Utilize Priority and Conversion phase lead generation in similar fashion (refer to Priority and Conversion Phases) Resident Referrals Newspaper advertisements Newsletters Event Invitations Networking in Community

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 ADAHealth Services ADLAssisted Living ALCertificate of Need ALFAEntrance Fee CCRCIndependent Living CCACMonthly Service Fee CONLong Term Care EFHome Care ILSkilled Nursing LTCAssisted Living Federation of America MSFAmericans with Disability Act HCContinuing Care Retirement Community HHActivity of Daily Living HSHome Health SNFContinuing 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.