Fishing for ResultsFishing for Results

How to Sustain Occupancy How to Sustain Occupancy with Professional Referralswith Professional Referrals

The Science SaysThe Science Says

““Systematic activity performed Systematic activity performed routinely creates predictable routinely creates predictable results regardless of effort or results regardless of effort or

experience”experience”

Tera L. Gordon 2005Tera L. Gordon 2005

The Science of Fishing for The Science of Fishing for ResultsResults

70 Unit Assisted Living 70 Unit Assisted Living Needing 6 Move-ins in 30 daysNeeding 6 Move-ins in 30 days

Lead TypeLead Type # of Leads # of Leads NeededNeeded

Professional Professional ReferralsReferrals

1212

Advertising Advertising ReferralsReferrals

6464

Other Other ReferralsReferrals

192192

Cold leadsCold leads 300300

Supply & FrequencySupply & Frequency

SupplSupplyy

Referral Referral FrequencFrequenc

yy

Sales Call Sales Call FrequencyFrequency

A=12A=12 1-90 Days1-90 Days Every 15 Every 15 daysdays

B=24B=24 90-120 90-120 DaysDays

Every 60 Every 60 daysdays

C=36C=36 6 6 months-1 months-1

yearyear

Every 90 Every 90 daysdays

The Best Ponds to Fish InThe Best Ponds to Fish In

ل Resident, Family, and Resident, Family, and Professional Zip Code Professional Zip Code Analysis.Analysis.

ل Resident, Family and Resident, Family and Associate Professional Associate Professional Referrals.Referrals.

ل Professional Referral History Professional Referral History Reports.Reports.

ل Demographic AnalysisDemographic Analysis

The Art Does…The Art Does…

““Crafted activities performed with Crafted activities performed with experience and combined with experience and combined with creativity & imagination deliver creativity & imagination deliver

valued encounters and far superior valued encounters and far superior results”results”

Tera L Gordon 2005Tera L Gordon 2005

The Art of Fishing for ReferralsThe Art of Fishing for Referrals

Less ExpensiveLess Expensiveل

More Qualified LeadsMore Qualified Leadsل

Built on TrustBuilt on Trustل

Higher Move-in ConversionHigher Move-in Conversionل

People InvestmentPeople Investmentل

!Reaches the Target!Reaches the Targetل

The Art of FishingThe Art of Fishing

Cold CallingCold CallingDropping a lineDropping a line

New Account New AccountلDevelopmentDevelopment

Well Established Well EstablishedلAccountsAccounts

of all Sales ½ of all Sales ½لCalls each WeekCalls each Week

RiskyRiskyل

AppointmentsAppointmentsCasting a lineCasting a line

New Account New AccountلDevelopmentDevelopment

-Specific Accounts-Specific AccountsلHealthcareHealthcare

of all Sales Calls ½ of all Sales Calls ½لeach Weekeach Week

CourteousCourteousل

The Tackle BoxThe Tackle Box

Power BreakfastsPower Breakfastsل

Networking DinnersNetworking Dinnersل

Co-Selling with Another ProfessionalCo-Selling with Another Professionalل

Co-Selling with Your TeamCo-Selling with Your Teamل

Tri-Selling TechniqueTri-Selling Techniqueل

The Sales BlitzThe Sales Blitzل

Any ExcuseAny Excuseل

Professional EventsProfessional Eventsل

The Art of the Sales CallThe Art of the Sales Call

Use a Pre-Call Planning Use a Pre-Call PlanningلToolToolل PurposePurposeل Goal/ObjectiveGoal/Objectiveل Know the HistoryKnow the Historyل Have Questions PreparedHave Questions Prepared

Call AheadCall AheadلBuild Trust-Be a FriendBuild Trust-Be a FriendلPresent LastPresent LastلLeave with a Next StepLeave with a Next Stepل

Creatively Sustaining ReferralsCreatively Sustaining ReferralsCreative Follow UpCreative Follow Up

Personal Thank YouPersonal Thank Youل

Feedback on ProcessFeedback on Processل

Follow Up on the ReferralFollow Up on the Referralل

Find Reciprocal BusinessFind Reciprocal Businessل

Creative ContactsCreative Contactsل

Creative Follow Up IdeasCreative Follow Up Ideas

What Have You Tried?What Have You Tried?

The Science & Art Deliver!The Science & Art Deliver!

Creativity and imagination Creativity and imagination combined with precision and combined with precision and

routine deliver a world of routine deliver a world of opportunity and far superior opportunity and far superior

sales results.sales results.

Mary Dewling 2005Mary Dewling 2005