Things are not looking up for the home care HME and DME
industries 2013. According to home care magazine, company mergers, closings,
and bankruptcies will hit the industry in the next several years due to the
change in CMS contract regulations. Most of the magazine news was focused on
acquisitions for this month, as well as exit strategies for selling businesses.
Medicare reforms were a major concern for the writers.
Sunday, February 3, 2013
FREE webinar on Social Media for Senior Businesses
Register
NOW for a FREE High Impact Webinar with Social Media Expert Rick Cooper (my SM
guru). Learn how to Get More Customers through Social Media! Rick will cover
Facebook, Twitter, LinkedIn, and YouTube. (Incl. New Linked In Rules.) New
tricks and tips. 3 PM PST, 4 PM MT, 5 PM Central time, 6 PM EST. Register
at http://bit.ly/VdRbzQ
Thursday, January 10, 2013
Start the New Year Right Marketing Plan
Wednesday, January 16, 2013
3 PM to 4PM
On Your Phone.
How to Create a Marketing Plan for Your Senior Business
FREE Conference Call on for 2013! What are the key strategies and tactics you should do for the first 90 days, and beyond. Hosted by Marketing Guru Reece Franklin. Phone number is 1-605-475-6333. Access code: 811067. TIME IS PACIFIC STANDARD TIME. Jan. 16th at 3 PM PST.
3 PM to 4PM
On Your Phone.
How to Create a Marketing Plan for Your Senior Business
FREE Conference Call on for 2013! What are the key strategies and tactics you should do for the first 90 days, and beyond. Hosted by Marketing Guru Reece Franklin. Phone number is 1-605-475-6333. Access code: 811067. TIME IS PACIFIC STANDARD TIME. Jan. 16th at 3 PM PST.
Monday, December 3, 2012
Dec. 7th is end of Open Enrollment
Our Client Rene Mejia of California Exchange Insurance Center can help you with any and all of your MediCare and Medi-Cal needs. He is a specialist in Supplemental Coverage. These two charts help explain what you can do if you need MediCal or MediCare.
Call Rene at 800-221-6408 OR 562-805-9620.
Call Rene at 800-221-6408 OR 562-805-9620.
Monday, November 12, 2012
Here comes the Super Marketing to Seniors Workshop
For those of you who cannot attend the workshop this Thursday night at Hampton Inn, Chino Hills, please send me an email and I will send you the two slide presentations. They should be very useful for now and into the New Year.
Sunday, September 30, 2012
7 Mistakes Every Board and Care Makes
MISTAKE #1. You’re
in the wrong location. You found a
great deal on the house you want to convert to an RCFE. It’s not far from where you live, so it’s convenient. Or someone told you that was a great area,
even though you live 45 miles from there.
Or any of the following:
·
Not close enough to hospitals, SNFs, and acute or Sub-acute,
so they don’t want to refer their patients to you.
·
Too many other Board and Cares in a 5 mile radius around
you.
·
Unsafe neighbor or the neighborhood has changed
dramatically. People no longer want
their parents there.
While
it may be impossible to relocate, and you cannot or will not sell and start
over, there are marketing ways to overcome this big, big problem. The system will show you how.
MISTAKE
#2. You do not understand who your
customers really are. Your residents are
really not your core customers. Oh,
they’ll be living with you, and what they feel is vitally important. BUT, you actually have a much stronger
decision makers—the influencers—their boomer kids, the doctors and discharge
planners, and the clergy and professional referral agencies who will help Mom
and Dad make the final decision. Did you
realize this? Probably not.
And
it’s up to you to market to these simultaneous audiences with different
marketing messages.
MISTAKE #3. You
did not analyze your competition before or after you set up the facility. This is a big mistake. Let me give you an example:
I
had a client two years ago who insisted on buying into a campus RCFE property
in Orange County. The owner had been
there for 25 years. She sold my client a
big bill of goods that was no good!
A
21 bed facility was the agreement, and he paid tons for the right to become the
eventual owner. After he had taken the
licensing test for administrator, he came to me. I check the CCLD website immediately, and saw
that there were over 42 other competing B and C’s in a 5 mile radius. When I
asked how many he had visited to see what they did versus what he did, the
answer shocked me! Just three!
Needless
to say, he is no longer in the business.
In
my system, I give you all the forms, charts, and scripts you need to find out:
·
What your competitors are doing—their strengths AND their
weaknesses.
·
What they say they are doing—could be different from above.
·
What their prices are—real vs. listed
·
How to get inside for a “looksee”
·
How to develop what makes you special or the USP.
·
And more.
MISTAKE
#4. Not enough time spent
marketing. Let’s face
it—most RCFE administrators know they must market, and market
consistently. Yet, there are crises all
the time: this caregiver got sick, the other one quit, CCLD is on your case and
you need to defend yourself, one patient is on hospice, another sent to the
emergency room, your taxes are due… on and on and on til you scream “why did I
get into this business? I want to help
people, and I barely find the time!”
Here
is the reality: YOU MUST SPEND THE FOLLOWING TIME ON MARKETING, IF YOU WANT TO
SUCCESS:
·
2 HOURS PER DAY
MINIMUM - using letters, blogs, email, newsletters, calls, scripts, etc.
·
4 HOURS PER
WEEK IN VISITS to SNFs, Hospitals, etc.
·
YOU MUST HAVE A
WRITTEN MARKETING PLAN AND SCHEDULE, with forms, letters, and templates so this
stuff is taken care of like clockwork. Once you use MY
SYSTEM to set it up, it’s relatively easy.
MISTAKE
#5. Not enough understanding of how the
Internet can help you market.
Most
of my private consulting clients, when I ask them how they market on the web,
say: I have a website, but it doesn’t
really work for me. When I question if
they use Facebook, Linked In, Twitter, and other social media, as well as the
FREE internet directories that allow them to advertise for free, the answer is
“Huh?”
So
let me ask you:
·
Do they use email for marketing? No.
·
Do they use Social Media?
No.
·
Do they have a blog with constant new content and
articles? No.
·
Do they have a static or active website? No.
Well,
here’s the reality folks. YOUR
COMPETITION DOES!
MISTAKE #6. NO WRITTEN MARKETING PLAN.
You
know, it’s funny. The State requires you
to have a written assessment info form, and a written care plan. I just wish they’d require Board and Cares to
have a written marketing plan. It would
save a lot of grief. Unfortunately, they
do not. So if a few B and C’s go belly
up, they really don’t care, do they?
My
success system will teach you all the different timings, strategies, and
abilities you need to be successful, along with all the forms, templates, and
sample letters, news releases, and other marketing tools you’ll need.
MISTAKE
#7. No Understanding of the Basic
Marketing Tools needed for B and C’s.
How
many of these do you have in a binder or folder, ready to use at a minutes
notice:
·
Sales Letters to SNFs, Hospitals, etc.
·
Proposal for Referral letters to same
·
Letter sequence to elicit inquiries
·
Newsletter template
·
Phone messages script and voice mail script
·
Publicity event calendar
·
Press release templates
·
Yellow page ads for phone book
·
Ads for your local 5 mile radius newspaper
·
Open house schedule and planning forms
·
Workshop and seminar templates, forms, and schedules to show
you as the expert in RCFE
·
Writing skills templates and lessons
·
Persuasive skills for making the sale
·
Speaking skills for the owner and the staff – scripts to
practice
LIKELY,
YOU HAVE FEW OR NONE, AM I RIGHT!
WELL, WITH MY NEW SYSTEM, YOU’LL HAVE
ALL THIS TO USE.
IT’S LIKE TAKING ME ALONG WITH YOU ON
PHONE CALLS, SALES CALLS, AND RIDE ALONGS.
For further information on our New
System, email me at Reece4Seniors@gmail.com
Or call me at 909-841-0527.
Monday, June 25, 2012
Concordia Open House a Success
Our newest client, Cora Velasco, Owner of Concordia Guest Homes 1, 2, and 3, had her open house last Wed, June 20th. Over 45 people attended from the senior industry. Check out the photos on her facebook page. Visits are by appointment, call her at 714-496-9242.
Subscribe to:
Posts (Atom)