the advisor - america's drug card · • added social media sharing • updated the branding...

© 2013 National Benefi t Builders, Inc. 1April 2013

The AdvisorApril 2013

Yes, I know we are seeing more up and down swings than we used to. We have been spoiled. Our numbers just went up, up, up for a very long time. What we have to look at is being realistic and having a realistic view of business. McDonald’s has good quarters and bad quarters. But during their bad quarters

they don’t say “That’s it. Let’s close up the business.” Or “Let’s stop promoting ourselves for a while and just see what happens; rest on our laurels for a while.” No. They intensify their efforts, change some things, come up with new ideas and make things happen.

You have made this a great company, and we have made many promotions available for you to take advantage of to grow your business. We are helping you to promote your business. Take advantage of all we are offering. Talk to your Program Advisors about setting goals and coming up with a plan to achieve those goals. People still need us out there, to be able to buy the meds they need. Our scripts are still way above what they were last year. You may not be seeing a big increase every single month right now, but I

Editor’s Corner: The Ups and Downs of the BusinessBy Linda Grinthal

can tell you that if we compare this year to last, month by month so far, we are achieving increases over last year, and good ones. Do you know how many businesses are down this year?

So many of you tell me how great it is to call the shots, choose your hours, budget your own expenses, be available for family time, take weekends and evenings off, and work counting cards and stuffi ng envelopes in front of a good movie sometimes. You can take off for a while and still get a paycheck. If you take time off from a salaried job, you wouldn’t expect to get paid. With the Community Assistance Program, as long as you have scripts, you get paid, even if you put no time at all in for the pay period. But don’t get any ideas about time off!

Your best efforts need to be concentrated in the fi rst half of the year to set the tone for the rest of the year. Be productive, be successful, and be prosperous! And keep sending us the testimonials from your grateful card users that we so love to see.

Linda Grinthal, VP Marketing/National Sales Manager, NBBI

Success...

Is not measured by the money in your bank account or by the car you drive. Success can be measured by setting goals and achieving them. People are successful in many areas of their lives, depending on, not only the goals they set, but, the ones they accomplish!

Setting goals is the easy part, but, achieving them - NOT so much. You must stay committed to a goal in order to be successful.

There are no right or wrong ways to reach your goals, or to become successful, only ideas. So, I’ll share a few of my favorites with you.

1. Motivate yourself by writing down words of affi rmation and repeat them to yourself whenever, and as often as you can.

2. Brainstorm ideas on how you will accomplish your goal (distributing more cards is always a good start). Narrow your ideas down into a list and break them into smaller tasks.

By Kim Daniel

3. Accomplish the hardest tasks fi rst in achieving your goal! Trust me, it’s just easier to go ahead and get it out of the way.

4. Journal or blog about your progress - share your goals with your Sponsor or Program Advisor. They will help to hold you accountable for the goals you’re setting.

5. REWARD yourself each time you accomplish a small task. Treat yourself to something big when you see your goal through to the end.

MOST IMPORTANT - Set realistic goals and STAY COMMITTED!

Here’s to your SUCCESS,

Kim Daniel


Clinic NewsletterIn the beginning of April, we mailed 2,500 copies of the newsletter that is geared towards clinics and so far have been very well received by the many Reps who asked to participate in the distribution. We hope that this will be a great marketing tool for clinics and organizations. If you want to be added to the next shipment of these brochures, please send Diane an email and she will send them to you. [email protected].

Tennessee and the CAP cardThe state of Tennessee requires that a company customer service number must be added to the back of the drug cards distributed in Tennessee. We have created a specifi c card for those of you who have clients and distribute cards in Tennessee. The cards are available in CAP (English + Spanish), pet (English + Spanish), and for the dual language card. Remember, the USA drug card cannot be marketed in Tennessee. The cards are available in your back offi ce in the Card Template section or through our printer, DAS. The Tennessee template must be used if you distribute or market the drug cards in Tennessee. If you have any questions, please contact Mike Attardo via email at [email protected]

The Calendar Contest is a hit! Don’t forget to check your calendars every month and register in the back offi ce to participate. This has to be done every month. See your calendar for details, or contact Mary Rega for a calendar at [email protected]. Don’t forget, June is our grand prize drawing: a trip for 2 to New York with all the extras!

Don’t forget to market your Pet Card!Go to your .org site and click on the pet button on the top menu bar, or go to www.USAPetMeds.com/youridentifi er. Please review the site and become familiar with it. We feel that this will be a strong source of income for you in the future. You will also fi nd marketing materials for the pet card under Marketing Pet in your backoffi ce.

Updates

.Org site revampPhase I of the .org site revamp has been completed – this included:

• Updated content• Added social media sharing• Updated the branding (look and feel of the site) • Added page translator • Site is responsive to mobile devices

Phase II is in the works and should be completed by the end of June 2013. It will feature the following changes:

• All language cards will be available for printing• PowerPoint presentation that can be used for clinics• Ability to print multiple cards on one sheet of paper

Leaders ConferenceThis is to remind you that the Leaders Conference in Las Vegas will be held October 31 – Nov 3, 2013. The June 2013 script counts (which come out around 7/15/13) will determine the top 25 Reps, 5 sponsors, and 10 new leaders attending the conference. April and May are the months for that fi nal huge push to get your script numbers up for June. NBBI will be paying for you and your guest, room, airfare (up to $500 for a single and $1000 for a couple), food and a show for all!

New Rep enrollments as of 5/1/13 The cost to become a new CAP Rep will change to $79.95 ($49.95 for seniors over 62 years of age). This will include 7,500 cards, instead of 10,000. All renewals will be $29.95.

Appreciation Cookies and PlaquesIf you haven’t participated in these great programs to express your thanks to those groups that distribute your cards, this is an excellent opportunity to do so. Please contact your PA for further information. These appreciation gifts are free to the Reps, so please don’t hesitate to submit your groups.


Follow-Up: A Critical Success

There are multiple ways to do an effective follow-up campaign. But there is no single approach because it is always a synchrony of multiple approaches patterned after a scheduled program. Here are some suggestions:

1. Stop-ins – if you pass by some offi ces where you previously gave your cards, do some quick stop-ins. Make it a friendly visit and ask the person for feedback on their card distribution and patient feedback. Most importantly, ask if they need more cards or when would be the next opportunity to drop off some of your cards

2. Phone calls – I always recommend you make a quick follow-up phone call within a week when you last gave out your cards. It is very helpful to know if they have questions about the cards (remember that when you fi rst gave out your cards to the reception/offi ce manager/ owner, they would not remember all the benefi ts that you shared with them). It is most important to know if they have started giving out your cards.

3. Mail/Postcards/Newsletters – these are very helpful tools to galvanize relationships and increase recall with your customers/accounts. The content of your mail can be an explanation of different ways to use the cards, or testimonials from patients or medical providers, or an article from NBBI. I suggest using this approach after you have done pointers 1 and 2. More importantly, do it at least once a quarter.

Are you familiar with the “Rule of seven”? An old marketing adage would say that it takes a prospect seven times to see and hear your marketing message before they take action. Now, this is not really the rule, but it only exemplifi es that you cannot just engage a customer once. It takes a series of defi ned processes and engagements with the customer to be successful.

Finally, let me leave you with two words of wisdom that I really fi nd very appropriate for this topic:

“Those people blessed with the most talent don’t necessarily outperform everyone else. It’s the people with follow-through who excel.” (Mary Kay Ash – founder of Mary Kay cosmetics)

“The absolute fundamental aim is to make money out of satisfying customers.” (Sir John Egan, British Industrialist)

By Paul Dantes

One of the most important elements in a good relationship, whether personal or business, is “follow-up.” What is follow-up? Why follow-up? Follow-up is self-explanatory. Let’s rather talk why we need to follow up.

• If you want to build your business, follow up

• If you want to strengthen loyalty from your accounts, follow up

• If you want to differentiate yourself from competition, follow up (consistently)

• If you want to improve the way you distribute your cards, follow up

• If you want longetivity in this business, follow up


Wilson’s Words of Wisdom: The Sower and the Seeds

A parable is a simple story used to teach a moral lesson. Throughout history, parables have been used as a tool to teach complex, practical lessons to many people in a simple and understandable way. Here is the parable of the sower and the seeds:

Behold, a sower went forth to sow;And when he sowed, some seeds fell by the way side, and the fowls came and devoured them up.Some fell upon stony places, where they had not much earth: and forthwith they sprung up, because they had no deepness of earth. And when the sun was up, they were scorched; and because they had no root, they withered away.And some fell among thorns; and the thorns sprung up, and choked them.But others fell into good ground, and brought forth fruit, some a hundredfold, some sixtyfold, some thirtyfold.Who hath ears to hear, let him hear.

The parable was intended to illustrate how the speaker’s teachings would be rejected by some, accepted for while then discarded by some, overlooked by some because of their love for other things and fi nally accepted wholeheartedly by others.

But did you know the same parable can be used to teach us a valuable lesson in the business we’ve chosen? Consider for a moment how closely what we do parallels what the sower featured in this parable does. We distribute our cards much in the same manner as a sower distributing seeds upon the ground. Let’s take a closer look at this parable to understand how it applies to us.

Behold, a sower went forth to sow;And when he sowed, some seeds fell by the way side, and the fowls came and devoured them up.

These are the cards we leave at or send to places unsolicited. While some of them might get used many of them will be tossed in the trash or thrown in a box or drawer someplace and forgotten because they were unrequested. They will never get a chance to help someone, just as the seed that falls by the wayside never gets a chance to grow because it is eaten by the birds. If you’re using direct mail to distribute your cards without fi rst using telemarketing, many of your cards fall into this category. Make no mistake, direct-mail alone can be a very effective way to increase your script count. But in order for the direct-mail only method to be effective, you must overcome the losses due to some falling by the wayside with the sheer number of cards you distribute. In my opinion the direct-mail only method is most effective if you are distributing 50,000 to 100,000 cards per month or more. If this is not the case, you should consider using a combination of fi eldwork and telemarketing in addition to direct-mail.

Some fell upon stony places, where they had not much earth: and forthwith they sprung up, because they had no deepness

By Wilson D. Marion

of earth. And when the sun was up, they were scorched; and because they had no root, they withered away.

These are the cards that are accepted by someone who is generally in good health. But because they are for the moment suffering from some temporary ailment, they gladly accept and use your card. But when their good health returns, which is 99% of the time, they toss your card or put it up and forget about it. If you are giving your cards to people who suffer from a cold or an allergy once or twice a year, many of your cards fall into this category. Giving your cards to these people can help give your script count quick and signifi cant boosts during cold or allergy season. But don’t count on them during the rest of the year.

And some fell among thorns; and the thorns sprung up, and choked them.

These are the cards we sent to hospitals and other facilities that have been supersaturated with prescription drug discount cards from every prescription drug discount card company in the country. Because of the overabundance of prescription drug discount cards in such places, your card will likely be choked out and like a seed lying dormant in the earth, it will have to wait until the weeds are pulled away and there is suffi cient room to grow (assuming that will ever happen). At this point in time, the obvious places to send your cards may not be the best places, because if they are obvious to you, then they are obvious to your competitors as well. If you have a long-standing relationship with one or more of these places, then by all means maintain it. But understand that the opportunity for developing such relationships with other similar places may have passed.

But others fell into good ground, and brought forth fruit, some a hundredfold, and some sixtyfold, some thirtyfold.

These are the cards that we sent to organizations that are in the business of assisting people with chronic ailments and are somewhat off the beaten path. Such organizations assist people with HIV, people with addictions and the mentally ill, to name but a few. While these people receive assistance at traditional medical facilities like hospitals, they also receive assistance at less traditional and less obvious places. Many of these places are staffed by social workers who travel from home to home or work out of some small and often overlooked facility. If you are sending your cards to these places, then congratulations! You are well on your way to success. Just remember to be patient and persistent, and continue to expand your distribution points. Cast your bread upon these waters and it will surely multiply and return to you after many days.

Who hath ears to hear, let him hear.


Spring is Here

All those thunderstorms! I was complaining to a friend about all the rain we are having and was quickly reminded that when lightning slices through the atmosphere, it knocks electrons from the nitrogen atoms. The atoms are then free to combine with oxygen and hydrogen in the atmosphere forming nitrates. Rain carries this new compound to the earth enriching the soil with nitrates which are the building blocks of proteins. Plants synthesize these nitrates into proteins which can be

used by animals and by us. There is a purpose and design in lightning. WOW! I have come to the conclusions, that thunderstorms are exceptional performers!

There is a purpose and design for each of us as well. We are all designed to be successful, but we have to be in sync with what those traits are that creates this wonderful thing called success.

Earl Nightingale said “Your success in life, or in business for that matter, can be boiled down to one thing. That is, your rewards will always be in direct proportion to the amount of service you render. People who serve others prosper. The people who don’t serve others, don’t prosper.”

The successful people are the ones who develop the habits of doing the things that unsuccessful people don’t do for one reason or another.

What are the personal traits of exceptional performers?

Know What You Want, know yourself and exactly what you want and expect out of your business. The Ability to Focus, Determine the Price You’ll Pay, Self-Responsibility, think of this phrase, “If it is to be, it is up to me.” Be Committed, Go The Extra Mile, Control Your Time and Persistence And Determination. From time to time you will have setbacks. That is not the time to give up. That is time to dig in.

So take those traits you already have and create your own thunderstorm and thrive!

We are blessed to be in a business that desperately needs our services and can make a positive difference in many lives, including ours. Thank you to Kevin, Barry & Ray for giving us the rain & thunder; Linda to create lightning and NBBI staff to help us blossom!

Much Success!

By Joanne Hogle

Spring is upon us, which traditionally marks the season when what before was dormant, now comes alive and starts to grow. As you refl ect back on the fi rst quarter of 2013, it’s time to ask the question: “Did my CAP business grow as well?” If so, what did I do correctly so I can continue to complete these activities? If not,

why not?

An important key to any successful business is analyzing it. This is one of the elements (though not the only one) to what I like to call “Treating your business like a business.” I have found during my time as a Program Advisor that though some people on my team have an entrepreneurial background and have had a business before, many haven’t. Because of this, they’ve never had to chart their activities or measure their success, nor deal with the emotional “highs and lows” that most legitimate businesses create by its nature. That traditionally is what “the boss or owners of the company” get paid

Padgug’s PrideBy Danny Padgug

for. That, understandably and, in my opinion, justifi ably, is why many business owners make huge profi ts and or salaries, while the employees make just enough so they don’t quit. In business terms, often the amount of income one makes is directly proportionate to the amount of responsibility they are willing, or asked, to take on.

Now that you have chosen to have your own business in partnership with NBBI, let me suggest you take the time, and indeed enjoy the process of honestly and thoroughly evaluating the fi rst quarter of 2013. Ponder this: If you were your own boss (which indeed you are) how would you grade yourself concerning your performance? Don’t be surprised if your income level closely mirrors the grade you truly feel you’ve earned. Here’s hoping that by the time summer comes, adjustments will be made so that you can look in the mirror and see yourself as either a successful business owner who has arrived, or one that is quickly in the making. The great news is: the choice is yours.


Frank’s Tips and Trends

Telephone prospecting is an important part of growing a successful CAP card business beyond our immediate local area. There are no boundaries and it is an integral part of our three-pronged, marketing approach - fi eld work, telephone calls and direct mail - to building a profi table, national outreach program.

I want to share with you specifi c techniques that I employ as part of my telephone prospecting program in growing a strong and effective CAP business that is national in scope. The fi rst and one of the most important things you can do when generating leads is to do your research upfront. Let’s consider social service agencies as a marketing category. Family service agencies, which fall into this type, have family counseling, youth organizations, big brother/big sisters and head start programs - some of the many services that make up these organizations. By having this information at your disposal, it allows you to educate the agencies regarding who can use our cards and thereby, increase your credibility with them. It is important to realize that this research can be accomplished amongst all categories or venues.

Next, you should become adept at gathering names when telephone prospecting for your CAP business. Always get the names of everyone with whom you speak - from the front desk all the way to the person who is authorized to give out the cards. Most of the time, the decision-maker will leave their names as part of their

By Frank Maiorca

voicemail message so it is not diffi cult to obtain this information. Keep a notebook that contains your leads with all contact information (company, phone, etc.), including all corresponding names for follow-ups. The more you can mention names with your prospects, the easier it is to break the ice with them, keep them engaged and be effective.

And lastly, it is so important to understand who to ask for when telephone prospecting. Most venues - whether medical, food pantries, social service agencies, behavioral health and more - have websites that will have an organizational chart listing staff and their titles (e.g.; offi ce manager; nurse supervisor for physicians; social work/case manager; clinic/outpatient director for behavioral health; family service advocates; program supervisors/directors for family service agencies). Become skilled at knowing who to ask for when contacting various location types to increase your effectiveness as a CAP Rep.

Applied knowledge and expertise is a winning formula for running a successful CAP business. And remember, we are in a truly, unique business. The more we can help people in need, the more we can help ourselves and our families.

If you have any questions, please give me a call.

Yours in Succe$$,

Frank Maiorca

False Emotions Appearing Real

I’ll never forget the fi rst time I heard this acronym for F.E.A.R. It was spoken by a successful car salesman who was about to greet a customer on the lot. It has resonated with me for years and has been very helpful in many situations.

One particular situation that I relied on the acronym F.E.A.R. was my fi rst day of being a full-time CAP Rep. As I sat in my vehicle in the fi rst doctor’s offi ce parking lot I was to visit that day, an overwhelming sense of fear gripped me. It was confi rmed by my short breaths, rapid heartbeats, and cold hands! I did everything I could to shake this feeling, but just couldn’t! I had committed to myself to become a full-time independent CAP Rep, working a minimum eight hours

By Keith Wood

a day; and I can’t even get out of the car to get the cards to my accounts. Thankfully, F.E.A.R. fi nally came to mind. Yes - False Emotions Appearing Real! Then I began thinking rationally.

“What are you afraid of Keith,” I thought to myself? “Are you afraid that the receptionist is going to bite your head off?” I heard a chuckle emanate from my lips. A smile arched on my face looking back at me in the rear-view mirror while blood began fl owing to my extremities again. I grabbed my bag with my CAP cards and supplies, exited the car, and walked into that offi ce with confi dence. After all, we’ve saved people over $350 MILLION on their prescription drugs! “The only thing we have to fear is fear itself” (Franklin Delano Roosevelt). Therefore, the next time fear rears its ugly head, use F.E.A.R. to combat it.


Inspiration To Go

Reaching a Dream Takes Courage

Courage is admitting that you are afraid of facing fear directly.

Courage is standing up for what you believe in.

Courage is daring to take a fi rst step, a big leap or a different path.

Courage is keeping heart in the face of disappointment, and looking at defeat, not as an end, but as a new beginning.

Courage is being responsible for your own mistakes without placing blame on others.

Courage is refusing to quit even when you are intimidated by impossibilities.

Courage is the ability to admit when you are wrong.

Courage is thinking BIG; aiming HIGH; AND SHOOTING for the stars.

It is having a dream and doing the work to make it a reality.

To quote the Cowardly Lion….

“What makes a king out of a slave? Courage!

What makes the fl ag on the mast to wave? Courage!

What makes the elephant charge his tusk in the misty mist, or the dusky dusk? What makes the muskrat guard his musk? Courage!

What makes the sphinx the seventh wonder? Courage!

What makes the dawn come up like thunder? Courage!

What makes the Hottentot so hot? What puts the “ape” in apricot?

What have they got that you haven’t got?”

I will let you answer that.

Peace out,

Diane

By Diane Burgos

Want to contribute to The Advisor?What better way to inspire others than by sharing your stories and experiences? If you have such an inspiration to share, please send it to Diane at [email protected] and we may include them in future issues of The Advisor. Submissions deadline for the next issue is June 15th, 2013.

the advisor - america's drug card · • added social media sharing • updated the branding...

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