Az Blueprint Ngfs

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A-Z Follow-Up

Blueprint

For Senior Service Providers

By Valerie VanBooven RN BSN

Impact is not created by big budgets,

it is created by innovative marketing

approaches....

*Revised for NGFS Loan Consultants Advanced Marketing Program 12/08/2008



From Valerie VanBooven:

Hi and happy coming new year! 2009 will be spectacular for those who take the time to really

understand what’s required for attracting and maintaining new clients. It’s time to shift gears and

move into some new strategies that spice up your marketing plans without costing a bundle.

The next few pages will illustrate step by step the blueprint for responding to leads that come to

you via email, internet leads programs, your website, or any online method.

Getting leads to come to you via the internet is a completely different conversation than how you

RESPOND to leads that come your way.

The real reason you are here is because you want to know how to turn leads into clients.

If you are a senior service provider, this blueprint gives you the tools to implement in your own

business that will make a big difference in what happens to the people/caregivers/seniors who

inquire about your services.

For the purposes of simplicity, I am going to use ABC Reverse Mortgages as my example.

Please remember that if you are ABC Geriatric Care Management Services, or ABC Adult Day

Care, or ABC Financial Services, you too can use this blueprint.

You simply need to make a few obvious adjustments in the wording. It’s not rocket science, but

a simple follow-up plan that keeps YOU in front of your prospects and potential future clients for

several months.

Follow-up is our biggest downfall. Wouldn’t you agree? As business owners we all know that

there are those prospects who fall through the cracks, only to be contacted by our competition just at the right time, and suddenly out of reach for us.

It’s time to make that situation a thing of the past and follow-up with every single inquiry for as

long as it takes. How long is that? Until they ask to not be contacted. Simple. You follow-up in a

wonderfully positive and educational way until asked to stop verbally, by email, or letter etc.

Did you know that when a couple decides to “think” about selling or buying a new home, it often

takes them a full 6-8 months to REALLY make the final decision!?

In some cases your prospects need help RIGHT NOW, and other times, they are investigating

their options- and “getting ready” “just in case” an aging loved one might need help at some

point. (Translation: Their again loved one probably needed help 6 months ago, but 6 more

months will pass before there is an event that catapults the family into true crisis- and in need of

your, or your competitors services).



Do yourself a favor and from now on make sure that for all of those clients who are “just

looking”, “educating themselves about options” etc- YOU will be the agency, individual, or

company of choice when the time comes.

In other words, make sure that every family you touch knows that they would be absolutely

crazy to do business with anyone else but you!

I won’t go into an in-depth analysis of WHY you should use the items I recommend here, that’s

another discussion entirely.

However, each piece of the blueprint is recommended and designed to SET YOU APART from

the COMPETITION.

Warmest Regards,

Valerie



Internet Lead with Email Address,

Mailing Address, and Phone Number

Step 1: Call immediately as an introduction, answer questions, and confirm

contact information. EXHIBIT A: SCRIPT

Step 2: Email immediately after phone call- “THANK YOU” and attach a

“FREE REPORT” (notice I did not call it a brochure). Free report examples can be

found at www.NGFSAdvancedMarketing.com. Your username is your email

address and your password is typically “password” without the quotation marks.

Your FREE REPORT should complement the contents of your DVD or AUDIO

CD. EXHIBIT B: EMAIL

Step 3A: USPS Mail: Hand addressed envelope. Envelope should say: “The

Information You Requested is Enclosed” You can get a cheap rubber stamp, or

print 50 labels at a time and use them as needed for your envelope. Keep it simple.

Step 3B: Inside the envelope- thank you letter similar to the email you

originally sent, and the free report you originally emailed. Also, send a DVD or

AUDIO CD that summarizes your services in 8-10 minutes. EXHIBIT C: USMAIL LETTER

• If you don’t have a DVD or audio CD that you can hand out to

prospects and referral sources (or preferably both), you need to get one

made YESTERDAY. The DVD should have a compelling and gut

punching title that makes the “receiver” feel obligated to watch it.

• Step 4: Wait 4 days for mail to arrive.

Step 5: Follow up phone call. Did they receive the information you sent? Do

they have any questions? Did they watch your DVD or listen to your CD?

EXHIBIT D: SCRIPT 2



Step 6: Assuming they are not ready to start services at this point, they now go

on to the email and U.S. Mail follow-up plan. And this lasts forever.

Step 7: Enroll them for your monthly or bi-monthly email newsletter. Yes, you

need a simple email newsletter that is light, fun, and cool to read. (Not boring with

statistics about caregivers and monotony about Alzheimer’s research. A little is

OK, a lot is a recipe for file 13.) EXHIBIT E.

Step 8: Put them on your mailing list. You should be sending out various

items over the course of the year including:

• Monthly black and white simple newsletter (tri-fold) nothing fancy, nothing

expensive.• Birthday cards if you have birthdates. There are services that will do this for

you. We don’t provide this service.

• Invitations to local events, senior fairs, seminars, educational events, charity

events (ALZ Walks, MS Walks etc)- especially if you are a sponsor or have

a booth.

• Make sure when you send invitations to events that you are specific about

inviting them to YOUR BOOTH, and your FREE OFFER waiting for them

at YOUR BOOTH. Make sure they come by and introduce themselves. A

crowded booth is a happy booth.

• Once a year send out a FREE VIAL OF LIFE to the prospects on your list

during November “National Family Caregiver’s Month”. (Examples and

info at www.NGFSAdvancedMarketing.com)

• What else can you send out that:

o a-has meaning and impact,

o b-may be regional to you and your business,

o c- is cheap and easy to mail.

• Mail out invitations to your prospect list with “FLU FACTS” in October of

each year. Or, incorporate that into your email and US Mail Newsletters.

• What about something like the SilverCareRX FREE Prescription Drug

Discount Card? You can customize all of the generic documents we have to

meet your own needs. It would cost you ZERO dollars to offer this program



to every prospect and lead- and it doesn’t matter if they use it or not. It’s

just a nice way to say thank you for inquiring, thank you for stopping by our

booth, thank you for visiting our website. EASY AND FREEEEE!!!!

Summary:

If you ask the most successful small businesses in the nation how

they make money, find new clients, and stay better than “treading

water” in tough times, it all boils down to follow-up. Consistent,

persistent follow-up- with collateral materials that are easy,

educational, and fun.

Your TO DO LIST in 2009:

1. Create your own follow-up plan using this blueprint.

2. Have a DVD or Audio CD made that highlights your business.

We can help of course! Email us at [email protected]

3. Sign up for senior fairs and exhibiting opportunities in 2009

and start accumulating LEADS to put on your MAILING LIST.4. Make sure you have more than one irresistible FREE OFFER in

your bag of tricks. A DVD , an Audio CD, a Vial of Life, a

Free Prescription Drug Discount Card, and anything else that

makes sense.

5. Get an E-newsletter started for those who are internet savvy,

and ALSO a print newsletter for EVERYONE on your list.

6. Contact us for marketing assistance in 2009. We service mostof these options because our clients ask for it.



Exhibit A: Call #1 Script

Hi Mrs. Jones this is Valerie from NGFS Reverse Mortgages. We just received a note on

our computer system that you have some questions about reverse mortgages for your

father/mother.

What kind of questions can I answer for you right now? (umm I’m not sure…..)

We have a free DVD/ audio CD (or we noticed that you have requested our free

DVD/audio CD) called: Understanding Reverse Mortgages

Would it be alright if I mailed that out to you right now, along with our brochure?

(YES)

Gather mailing information if you don’t already have it.

Ok then, I will be calling you back in about 4 days to see if you have any questions after

viewing the DVD/ listening to the audio CD.

Are mornings or afternoons better for a phone call?

(mornings)

Ok Mrs. Jones, I’ll talk to you at the end of the week, and I’ll be sure to call in themorning.

If you have questions before that time, don’t hesitate to call me right away. If you have a

pen and paper I’ll give you my phone number. 888-888-8888.

Thanks Mrs. Jones, and I’ll talk to you soon.



Exhibit B: Email #1- Modify Depending on

your discussion on the phone.

Dear Mrs. Jones,

My name is Valerie VanBooven RN BSN, from NGFS Reverse Mortgages.

We just received a note on our computer system that you have some questions about a

reverse mortgage for your father/mother.

(Or- It was a pleasure speaking with you today regarding the care needs for your

mother/father)

We will be sending you our new DVD/Audio CD: Understanding Reverse Mortgages

We believe that the information contained in this DVD/ Audio CD will give you

information and tips on choosing a good lender, and will help you make informed

decisions moving forward.

I will call you to follow up in a few days and see if you have any questions. In the

meantime, look for your package in the mail from us.

If you would like to view/listen to the materials online right now, you can visitwww.ReverseMortgageNation.com/valerievanbooven

If you have questions before that time, don’t hesitate to call me right away.

888-888-8888

Warmest Regards,

Valerie VanBooven RN BSN

P.S. Attached is a REPORT that our clients have found extremely helpful in

understanding how obtain a reverse mortgage.



Exhibit C: US MAIL Letter 1- Modify

Depending on your discussion on the phone.

Dear Mrs. Jones,

My name is Valerie VanBooven RN BSN, from NGFS Reverse Mortgages.

Thank you for ordering your DVD/Audio CD: Understanding Reverse Mortgages.

(Or- It was a pleasure speaking with you today regarding the care needs for your

mother/father)

We believe that the information contained in this DVD/ Audio CD will give you

information and tips on choosing a good home care provider, and will help you make

informed decisions moving forward.

I will call you to follow up in a few days and see if you have any questions. In the

meantime, please be sure to view this DVD. (listen to this audio CD)

If you have questions, don’t hesitate to call me right away.

888-888-8888

Warmest Regards,

Valerie VanBooven RN BSN

P.S. Attached is a REPORT that our clients have found extremely helpful in

understanding how obtain a reverse mortgage.



Exhibit D: Script 2- Modify Depending on

your discussion on the phone and any other

communication.

Hi Mrs. Jones this is Valerie from NGFS. I’m following up on the DVD/Audio CD that

we mailed to you this week. Have you had a chance to review the information?

What kind of questions can I answer for you right now? (umm I’m not sure…..)

Would you like to set up an appointment to meet with me and discuss your current

situation (regarding your father)- the reason I ask is because even if our services aren’t

exactly what you are looking for right now, we may be able to point you in the right direction for other services in our area. There is no charge for the appointment.

(YES)

Are mornings or afternoons better for you? Would you prefer Tuesday or Thursday?

Ok, I will see you on Thursday at 10am at your home.

If you have questions before that time, don’t hesitate to call me right away. If you have a

pen and paper I’ll give you my phone number. 888-888-8888.

Thanks Mrs. Jones, and I’ll see you soon.

EXHIBIT E: SAMPLE

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