how to generate revenue marketing to nursing homes

How to generate facility revenue:

getting and staying in the door

Presented by

Meredith Glendening & Roslyn Drotar

How to Generate Facility Revenue: Getting and Staying in the Door1 © 2014 Lawyers with Purpose, LLC

• Mold it to make it WORK FOR YOU!

• Then, just do it! Hardwire time into your work week. Support

implementation by adding the time to your time template to (1) get the ball rolling; and (2) follow up.

One small step at a time.

They want to work with you.

Make the process Your own!

© 2014 Lawyers with Purpose, LLC How to Generate Facility Revenue: Getting and Staying in the Door2

• Spending 80% of your time on YOUR TOP 3 REVENUE PRODUCING ACTIVITIES: Wholesale – Face to face – human interaction. Your

relationships;

Retail – Anything you write a check for. Newspaper ads, radio ads, church bulletin space, etc.;

Community Outreach – blend of both!

• Create your Time Template & Decide!

The Formula


You Are:

“Willing and able to get behind the other person’s need* so you can help move him/her forward in his/her success”

You Are:

“Willing and able to enroll the other person in your need* to help move you forward in your success”

Power-in-Partnership™


*Need = Request, Goal, Purpose, Strategy, etc.

Partnership Exists When

A

N

D

Step #1:

Go to www.medicare.gov and www.google.comsearch nursing homes in your area;

Step #2:

Choose 3-5 nursing homes from your list to reach out to and get to know

Let’s hit it!


http://www.medicare.gov

http://www.google.com

Step #3: Decision time. Either call or send the letters on the website. The goal here is Step #4

http://www.lwpmembers.com/posts/letter-and-phone-call-campaign

Step #4: Call to schedule a tour.

Step #5: Take a tour.


Tour

http://www.lwpmembers.com/posts/letter-and-phone-call-campaign

Step #6:

Follow up - send a thank you note

Step #7:

Call to set up a time to meet with Nursing Home Team

Following Up


Step #8:

Attend meeting at the facility with all available team. Conduct Nursing Home synergy.

Step #9:

Send Thank you. Make sure to ask permission to follow up and stay in touch with them. Get the name of the person in the facility to follow up with.

The Synergy meeting


Step #10:

Use your focusers – stay top of mind!

Step #11:

Schedule a time to drop off M&M’s and brochures and benefit eligibility forms.

Reporting and continue your follow up!


Step #12:

Schedule a Lunch & Learn

Step #13:

30 day check ins. Do your tracking and reporting. Add to My Key & My Ten

Lunch & learn


Tracking & reporting


©2014 LWP, LLC

RMS NH TEN FOCUSER™

#

Las

t M

ee

tin

g

Date

Name

Company

Nex

t

Me

eti

ng

D

ate

Topic/Goal Next Action

By

Wh

om

By W

hen

1 9/15 Chapman Health Center

10/2 Lunch & Learn Connect with Linda on presentation deliverables

Roz 9/30

Linda Freeman

2 9/2 Magnolia Rehabilitation & Nursing Home

11/14 Tour Facility Get marketing collateral to DJZ for Tour scheduled on 11/14

Roz 11/11

Cindy Brown

3 10/2 Extended Care Home of CA

n/a Lunch & Learn Send thank you card and follow up after tour. Schedule another meeting or Lunch & Learn

Roz 10/15

Jonathan Jacobson

4 10/2 Mission Care Center

n/a Set up a time to meet the team Call Taylor to set up a time to meet with the Mission Care Team

Roz 10/15

Taylor McDonald

5

6

7

8

9

10

Result of Meeting

• Developing relationships with your health care partner can blow you up.

• Be responsible to your team, your relationships and your clients - control your growth.

• Make sure you deliver on your promise!

Control your growth!


• Do something each week to implement

• Make it your own to make it a success

• Controlled growth

• Doing your follow up w/tracking & reporting

Your homework


Thank you!Please contact Roslyn Drotar at

[email protected]

If you have any questions…


mailto:[email protected]