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Marketing To Nursing Homes: Talking Price

by with No Comment Legal MarketingSystems & Processes

If you've been following our series about marketing to nursing homes, then we're glad to see you back for the third post in the series. If you missed the first two parts you can find Part 1 here, and Part 2 here. 

In this post we'll tackle the question of talking price. If you get your foot in the door with the administrator, is that the time to share your fee schedule, or do you risk your contact making a hasty value judgment on the costs?

Bigstock-Blue-Door--Very-High-Definiti-1429912Bottom line, you have to prove the value of what you're offering first.  Then when they ask – and they WILL – let them know your fee.  The cost is one month of nursing home care to protect the house. Again, let them know the value first.  They aren't just looking out for themselves, they're protecting their residents.

It's a good idea not to undercut. Just tell them, “This is what it is,” because the business office manager knows how much work is involved in dealing with Medicaid, putting the application together or running it through the system. (The administrator, on the other hand, might not be quite as aware of what is involved, so tailor your message to the audience.)

So, a lot of times, the business office will be your biggest ally when it comes to cost.  You let them know your fee, and the business office is probably thinking, “Yes, I do this myself and it’s worth it to have you do it.” So be straightforward about it, because they’re going to ask you.  If you’re not willing to share that info or you kind of beat around the bush, you won't gain their trust and they might not be comfortable sending clients to you.

Tell the business office that it’s usually one to two months of nursing home costs, according to how complicated the process is. When you put it in those terms, the business manager relates the numbers to their fee, as well.  You might not nail down exact figures, but it helps if you ballpark it to what their dollar figure is, what they’re charging their clients. Check back here soon for more on nursing home marketing.

Roslyn Drotar – Coaching, Consulting & Implementation, Lawyers With Purpose

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Congratulations To Michael Cohen, LWP Member Of The Month

by with No Comment Legal MarketingSystems & ProcessesTeam Building

What is the greatest success you’ve had since joining LWP? 

I have been able shift my practice from being primarily “crisis” planning to planning that is more encompassing with more options than I what I previously was aware. We now tell potential clients that we are “Baskin-Robbins” – you just tell us what flavor you like, and we will design your plan to meet your flavor.  I also see LWP as a way to approach the practice more like a business (i.e. with focusers, steadier cash flow, etc.).

Mike Cohen-PictureWhat is your favorite LWP tool?

Although I mentioned the focusers in my answer above, my favorite tool (if you can call it a” tool” ) is having monthly workshops.  As LWP members know, the  “stories” in the workshop simplify the complex area of planning and allow us to help so many more people (and I can leverage my time even if an attendee doesn’t become a client) in addition to an increase in bottom line. In addition, the workshop design allows us to have fun (with my personal stamp or story) with prospective clients while showing them our knowledge and their need to take care of the ones they love.

How has being part of LWP impacted your team and your practice? 

First, LWP has increased communications in our office. Second, although we are small, our “team” has grown as a result of LWP. Third, the focus of our practice has changed as indicated in my answer to no. 1 above. Fourth, I have expanded my horizon in legal-technical knowledge. Finally, I see a roadmap for a journey that  (although I am not sure where it will end or what weather lies before me) I expect to have a rainbow at the end.  A special thanks to Molly for keeping us on the right path.

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Becoming 360 With Christine Kane of UpLevel You

by with No Comment Coaching & ImplementationLegal MarketingSystems & ProcessesTeam Building

We've had some phenominal ~ and passionate ~ conversations about the content we want to bring to the members at the retreat.  Meet Christine Kane of UpLevel You who will be sharing her "Becoming 360" on Day 3 of the members only Tri-Annual Retreat in Chicago – June 11-13th, just two weeks from now! What is "Becoming 360" you ask??? 

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 and a more compassionate (and passionate!) perspective on you, your life, your future, and how you want to design your success.

In Becoming 360.  You’ll dive deeper into your goals, your purpose and your WHY. 

You’ll understand and celebrate the real reason we set goals at all.

HINT:  It’s NOT about the achievement.  It’s about WHO WE BECOME as we get there.

The day will be devoted to that process of setting the goal, and then examining – through conversation, clarity work and training – the 10 areas of your life that drive (or drain) your energy, and who you must BECOME in order to reach and manifest the goals you set.

This is the path of the leader and the entrepreneur.  And it gives greater meaning and clarity to our work, our surroundings, our desires, and our relationships.

The LWP team can’t wait to do this work with you!  Safe travels and we'll be seeing you all in the Windy City! There are still just a few seats left so if you're interested in attending the Tri-Annual Retreat, pick up the phone and reach out to Angela (acrowther@lawywerswithpurpose.com) TODAY don't wait!

Roslyn Drotar, Coaching, Consulting & Implementation, Lawyers With Purpose