Posts Tagged ‘selling home care’

FOR IMMEDIATE RELEASE

Celebrating Caregivers and Families: Author Valerie VanBooven RN BSN Announces the Release of her 3rd Book  “Priceless Caregiving: Stories of Elder Care Success, Courage and Strength”

Priceless Caregiving: Stories of Elder Care Success, Courage and Strength by Valerie VanBooven RN BSN

December 7,  2010 , St. Louis, Missouri Valerie VanBooven RN BSN author and elder care expert announces the release of her new book “Priceless Caregiving: Stories of Elder Care Success, Courage and Strength.”  Valerie is a contributing author the compiler of stories for one of the most uplifting books to be written all year.  Now released in paperback, Priceless Caregiving can be ordered through Amazon.com or by contact her office locally.

“I am so proud to have contributed to such a positive and insightful piece of literature that will help so many baby-boomers, seniors, and adult children of aging parents who are struggling with questions and concerns about an aging loved one.”, states VanBooven.

The stories are true, heartwarming, and life-changing…. showing how elder care services of all kinds have impacted the lives of senior clients and families.

“Priceless Caregiving” will take you on an emotional journey that gives you inspiration and hope. The stories themselves specifically show how elder care has saved seniors’ families from stress, worry, and sleepless nights. The stories also teach all of us the importance of helping our aging loved ones maintain independence and choice for life.  Readers will be amazed at how caregivers have not only changed the lives of seniors, but also their family members.

This insightful and inspirational book dispels the common myths and misconceptions associated with elder care services. The real-life stories within will help the reader discover how positive and motivating having a team of caregivers and a support system can be for the entire family. Priceless Caregiving reinforces how important it is to choose a reputable elder care service that cares about their clients like family, and provides information to help you make the right decisions for you and your aging loved ones.

The book was compiled by Valerie VanBooven RN BSN who adds, “We owe great thanks and tribute to the tireless caregivers who wrote this book. Each contribution is from a real life hero for our senior population.”

For more information contact Valerie VanBooven RN BSN at 877-464-3936 or online at www.TheLTCExpert.com

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Getting a great testimonial isn’t that hard, if you know the “formula”.
At our Fall Marketing Conference we did an entire session on the perfect testimonial.
Here are some of our results!

You should absolutely know the formula for terrific testimonials- order your copy of the  entire conference today: www.PowerMarketingConference.com

View everything at this link: http://www.screencast.com/t/reEjq7sE

Posted via email from Marketing Elder Care and Marketing Senior Services

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Let’s face it – everyone needs paying/long-term clients. Everyone has a description(at least in their heads) of what an “ideal” client looks like from both a care perspective, financial perspective, and family or support system perspective.

Recently I asked everyone on my list and on the social media marketing networks (and there are about 2000 of you by the way) what ONLINE services you use, and if you were seeing a return on investment, or was it all a shot in the dark…..the results weren’t measurable in terms of numbers or revenue, but the general consensus was that online lead sources leave a lot to be desired.

There were a few who sang the praises of one lead source or another, but an overwhelming majority of respondents said NOT GOOD. Some of the more positive comments were related to sources like A Place for Mom, (now wait a minute, before you run screaming out of the room, keep reading). I would not count A Place For Mom as a “true’ plain jane internet lead source only because the “consultants” work the lead, develop a relationship with that lead and their family before turning them over to you.

Here’s our first illustration of why relationship building is so important.  But wait, there’s more….

The negative comments about online leads were typical- no ROI, never closed a lead, no territory exclusivity, etc.

Without naming names, you all know who the top lead generators are for the elder care and senior service industry, and to date a majority of them are sending the same prospect 4-5 different companies to choose from, and also sending the prospect’s information to 4-5 local businesses for follow up…..

Which in turn makes the adult child of the aging parent who requested the information wish they had never done so…too many calls, too much information, totally overwhelming, and because they are already in potential or true crisis, the mental door slams shut. BANG. Everyone loses.

From my perspective, having dealt with lead sources, lead generators, lead aggregates, lead “promisers” in many different categories from home care, to assisted living, to financial services, and reverse mortgages, I can say that the leads that work the best are the ones that cost the most. (Yes, I will clarify….)

Rewind back to the A Place for Mom model. Those consultants have taken the time, sort of like a well versed real estate agent, to develop some kind of relationship with the family and the aging adult who needs placement or in-home care. I’m sure I’m not describing the service EXACTLY the way A Place for Mom would describe it, I know.

I’m using the model to illustrate a point….

The point is that as any assisted living facility (and some home care agencies) can tell you, those leads aren’t cheap, but in most cases, worth giving up some or all of the first month’s rent for a qualified client. The work has been done for them. The aging adult is ready to move in, the family thinks this was all a free service. Everyone is happy.

Why does that model work so well? It’s all about relationship building. It’s about being a good salesperson, and it’s about knowing how to close the deal.

Now, let me ask you this- if an organization were to build a really tight model that provided quality home care, assisted living, adult day care leads (I will define this in a moment) to your home care agency, your assisted living facility, your adult day care, your RCF I, RCF II, etc, would you buy?

Would you pay the price for a lead that was 90% sold on you before you ever had a chance to speak to them?

Example: What is a qualified prospect for a home care agency?

Ok, let’s talk in terms of private pay only, non-medical in-home care. I’m going to say that the prospect needs assistance 3-5 days per week (or more) with household chores, light meal prep, and errands. The financial ability to pay for private duty care is there, either through personal funds, long-term care insurance, VA Aid and Attendance Pension Benefit, Reverse Mortgage proceeds, or some combination of those.

• That’s a 24-40 hour a week case. Sweet.
• That’s around $880 per week ($22/hr x 40 hours) Right?

How much does a territory exclusive lead like that cost you? $100, $200? More?

Here’s an idea that I think might work- what if a lead generation service acted like a Marketing and PR firm that required a one time “retainer fee” upfront of a certain dollar amount- and in return for every lead that they handed over to you that closed- meaning ” the lead became a paying client”, you paid $200 for the lead.  The end.

And this territory exclusive relationship could renew annually if everyone was happy.

The work is done, the leads are yours, the relationship building started online, and moved in to a very solid decision about the type of care needed, and was then handed over to you.

Would that work for you?

I’d love some feedback.

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