Estate Planning Marketing to Nursing Homes to Generate Revenue. Getting In The Door & Managing The Relationship.

1. How to generate facility
revenue:
getting and staying in the
door
Presented by
Meredith Glendening & Roslyn Drotar
How to Generate Facility Revenue: Getting 1 and Staying in the Door © 2014 Lawyers with Purpose, LLC

2. Make the process Your own!
• 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.
© 2014 2 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

3. The Formula
• 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!
© 2014 3 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

4. Power-in-Partnership™
Partnership Exists When
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”
A
N
D
*Need = Request, Goal, Purpose, Strategy, etc.
© 2014 4 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

5. Let’s hit it!
Step #1:
Go to www.medicare.gov and www.google.com
search nursing homes in your area;
Step #2:
Choose 3-5 nursing homes from your list to reach out
to and get to know
© 2014 5 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

6. Tour
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.
© 2014 6 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

7. Following Up
Step #6:
Follow up - send a thank you note
Step #7:
Call to set up a time to meet with Nursing Home
Team
© 2014 7 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

8. The Synergy meeting
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.
© 2014 8 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

9. Reporting and continue your follow
up!
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.
© 2014 9 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

10. Lunch & learn
Step #12:
Schedule a Lunch & Learn
Step #13:
30 day check ins. Do your tracking and reporting.
Add to My Key & My Ten
© 2014 10 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

11. Tracking & reporting
RMS NH TEN FOCUSER™
© 2014 11 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC
©2014 LWP, LLC
#
Last
Meeting
Date
Name
Company
Next
Meeting
Date
Topic/Goal Next Action
By
Whom
By When
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

12. Control your growth!
• 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!
© 2014 12 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

13. Your homework
• Do something each week to implement
• Make it your own to make it a success
• Controlled growth
• Doing your follow up w/tracking & reporting
© 2014 13 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC

14. Thank you!
Please contact Roslyn Drotar at
rdrotar@lawyerswithpurpose.com
If you have any questions…
© 2014 14 How to Generate Facility Revenue: Getting and Staying in the Door Lawyers with Purpose, LLC