Who Should I See Who Should I See Today?Today?

How to Increase Your BusinessHow to Increase Your Business

bybyNancy A. Dykeman, CLTC, CSANancy A. Dykeman, CLTC, CSA

for Corporation for Long-term Care for Corporation for Long-term Care CertificationCertification

Our Goal TodayOur Goal Today

Open up your mind to Open up your mind to possibilitiespossibilities

Talk through the opportunitiesTalk through the opportunities First StepsFirst Steps Coffee or Lunch?Coffee or Lunch? Middle StepsMiddle Steps Introduce Me to ThemIntroduce Me to Them Final StepsFinal Steps It’s All About SharingIt’s All About Sharing

re·fer ralre·fer ral n. n.

referralreferral - a recommendation to - a recommendation to consult the professional person consult the professional person or group to whom one has been or group to whom one has been referred referred

Source: www.thefreedirectory.comSource: www.thefreedirectory.com

First StepsFirst Steps

Identify who to contact.Identify who to contact.

Where to spend most of your Where to spend most of your time.time.

Your expectations for your Your expectations for your effort.effort.

The Target EffectThe Target EffectWho is in the Bulls eye?

Who is in the Circle of Influence?

Who to Call Today?

Take Action, Don’t Just Sit There!Take Action, Don’t Just Sit There!

Waiting for leads you pay for Waiting for leads you pay for VS VS

Hearing your phone ringHearing your phone ring

You decide…You decide…

Look at it this way:Look at it this way: Leads are pre-qualified by using a Leads are pre-qualified by using a

formula to determine eligibility and formula to determine eligibility and interest based on demographics – interest based on demographics – you don’t know them and they don’t you don’t know them and they don’t know you.know you.

Referrals are recommendations Referrals are recommendations made by trusted advisors to made by trusted advisors to existing customers who have need existing customers who have need and interest – target these! and interest – target these!

Your Your Choice…Choice…

The Inner CircleThe Inner Circle

Who is in the Bulls Eye?

Your Inner CircleYour Inner Circle

5 to 8 solid sources (or resources) 5 to 8 solid sources (or resources) who who call youcall you at least 1 or 2 times at least 1 or 2 times a month with names of valued a month with names of valued customers who need to meet with customers who need to meet with you about their lack ofyou about their lack of

“ “A plan for long-term care.”A plan for long-term care.”

These solid sources were once in These solid sources were once in the middle circle of the Target.the middle circle of the Target.

6 Touches6 Touches

Keep in contact with these Keep in contact with these professionals through a touch-professionals through a touch-system of calls and letters, system of calls and letters, articles and added online articles and added online resources to give them the ‘latest resources to give them the ‘latest and greatest’ in our industry.and greatest’ in our industry.

They know you are always there They know you are always there but they need to know you care.but they need to know you care.

Coffee or Lunch?Coffee or Lunch?

OK, we’re all drinking to much coffee OK, we’re all drinking to much coffee and eating too much lunch, agree?and eating too much lunch, agree?

Meet me in the ParkMeet me in the Park A round of golfA round of golf Tour an Independent Living Tour an Independent Living

Community with Assisted Living Community with Assisted Living Your office or mine?Your office or mine? A board room where you serve as a A board room where you serve as a

volunteer membervolunteer member Where next….Where next….

Also in the Inner CircleAlso in the Inner Circle

Keep in touch with your own Keep in touch with your own customers.customers.

Unassigned clients from carriersUnassigned clients from carriers

Close neighbors and your own Close neighbors and your own family.family.

Your Family MembersYour Family Members

Spouse/PartnerSpouse/PartnerParentsParentsSiblingsSiblingsIn-LawsIn-LawsAunts and UnclesAunts and UnclesCousinsCousinsNieces and NephewsNieces and NephewsGrandparentsGrandparents

The Middle CircleThe Middle Circle

Who is in my Circle of Influence?

Bulls Eye

Community InvolvementCommunity Involvement

Boards of Directors you serve onBoards of Directors you serve on

Committees you serve onCommittees you serve on

Country Club membersCountry Club members

Movers and Shakers you knowMovers and Shakers you know

Middle CircleMiddle Circle

Executive Directors of healthcare and seniors Executive Directors of healthcare and seniors agenciesagencies

Chamber of Commerce ExecutiveChamber of Commerce Executive

Pastor, Priest, RabbiPastor, Priest, Rabbi

Tax Planners and AccountantsTax Planners and Accountants

Your Favorite BankerYour Favorite Banker

Singles and Partners GroupsSingles and Partners Groups

Property and Casualty Agents Property and Casualty Agents without a LTCi product of their without a LTCi product of their own.own.

Benefits Solutions Agents who Benefits Solutions Agents who need to add value to their need to add value to their benefits packages.benefits packages.

Financial Planners and Bankers Financial Planners and Bankers who don’t focus on the full who don’t focus on the full picture.picture.

About Sharing: About Sharing: it’s a 2-way street!it’s a 2-way street!

1.1. You build the relationship with a You build the relationship with a professionalprofessional

2.2. He made the recommendation He made the recommendation (referral) to his customer(referral) to his customer

3.3. He introduced you personallyHe introduced you personally

4.4. You returned his customer who You returned his customer who is satisfied and pleased with the is satisfied and pleased with the new plan for long-term care.new plan for long-term care.

5.5. Now that professional moved Now that professional moved into your inner circle.into your inner circle.

Outer CircleOuter Circle

Who to call today?

Middle Circle

Bulls Eye

Dorrie says…Dorrie says…

“Just keep swimming, “Just keep swimming, keep swimming…”keep swimming…”

Source: Finding NemoSource: Finding Nemo

Ring-Ring-RingRing-Ring-Ring “ “ Who’s there?”Who’s there?”

SSpeaking Opportunitiespeaking OpportunitiesLocal Church contacts, clubs, groupsLocal Church contacts, clubs, groups

Hospice DirectorsHospice Directors Business entitiesBusiness entities

Homecare Agency OwnersHomecare Agency OwnersNew Agents in the AreaNew Agents in the AreaFinancial PlannersFinancial Planners

Group Health and Life AgentsGroup Health and Life AgentsSenior’s Resources SpecialistsSenior’s Resources SpecialistsEveryone who gave you their business cardEveryone who gave you their business card

bulls eye bulls eye n.n.

definition:definition:

““The precise accomplishment of a The precise accomplishment of a goal or purpose.”goal or purpose.”

I know…I know…You’ve heard this before, “it’s up to You’ve heard this before, “it’s up to

you.”you.”

How about repeating this after How about repeating this after me…me…

““It’s up to ME to make a difference It’s up to ME to make a difference in people’s lives and to make a in people’s lives and to make a difference in my own business. difference in my own business. Let’s get going!”Let’s get going!”

HIT THE BULL’S EYE!HIT THE BULL’S EYE!

Thank you and my best to you.Thank you and my best to you.

Questions?Questions?