By Leigh Ann Hubbard

True stories from the 2022 AHCA/NCAL conference in Nashville, Tennessee.

1. INT. UPSCALE HOTEL BAR – EVENING

Cocktail mixer. A dozen businesspeople mingle in a small, posh room behind the bar. NANCY and LEIGH ANN talk in a corner by the hors d’oeuvres table, leaning in to hear each other over the low din.

LEIGH ANN

What do you do in your company?

NANCY

A lot of things. My title is sales. I do some sales. I’m not a good salesperson though.

LEIGH ANN

Why do you say that?

NANCY

Well, I don’t start with a sales pitch, you know? I ask questions and listen to people’s problems and try to find them the best solution — whether it’s our solution or someone else’s.

LEIGH ANN
(pauses, confused)

Do you have any sales?

NANCY

Oh, yes. But I think they’re mostly accidents.

2. ROOFTOP BAR – NIGHT

On a roof overlooking the lights of the Nashville skyline, 75 businesspeople network. A country duo sings ballads. MAURICE and NELLE sit on a low, green couch along a wall. Leigh Ann sits near them on a matching chair.

MAURICE

I just got the website up, so I want to see if it works first.

NELLE

It’s not going to work! It won’t work if nobody knows about it. You have to market it.

LEIGH ANN

That’s true!

NELLE

I have all these ideas, and I drive him crazy. I’m just so proud of him, and I want everybody to know about what he does! It’s unique. This would be the perfect company for you to write about.

Nelle continues sharing marketing ideas; Leigh Ann nods in agreement with all of them. Nelle then pauses and leans back against the couch.

NELLE

Don’t listen to me; I don’t know what I’m talking about. I’m just his wife.

3. LARGE BALLROOM – DAY

3,000 people sit in a ballroom-turned-lecture-hall, listening to a keynote from pianist JADE SIMMONS. She speaks from a wide stage. To her left is a grand piano.

JADE

Women will read a job posting with 10 requirements. “Hm, I have seven of the 10. Okay … I’ll go back to school and train and get my Ph.D., and then I’ll come back and apply for the job.” Men will see those same 10 requirements and go, “Hm. … Three out of 10’s not bad!”

Audience laughs.

JADE

They’ll apply and get the job!

CROSSFADE TO:

Later in the speech, Jade walks down the steps toward the right side of the audience.

JADE

Can I get a volunteer for this next part? Don’t worry; you don’t have to know piano. You really don’t!

Audience laughs. A group of PEOPLE are calling Jade and pointing to a WOMAN. Jade walks to the woman.

JADE

Do you play piano?

WOMAN

Not really — not well.

The woman’s friends egg her on. Jade directs the woman to go onstage. The friends cheer. Jade turns back to the audience.

JADE

I need one more volunteer.

A MAN is halfway down the left aisle. His arm is raised as he walks rapidly toward Jade.

MAN
(yelling)

I’ll do it!

JADE

Alright! Do you play piano?

MAN
(pauses)

 Ummm … let’s just say I’m in book one.

Audience laughs.

Eight in 10 people who work in senior living are women.

Seven in 10 senior living managers are women.

Fewer than two in 10 women are in the C-suite of the largest 115 provider companies.

Is there someone in your organization who you’re underestimating? Is there someone who is underestimating herself?

Source: a 2019 study from Argentum (PDF).