Build and nourish a network of In-home Care Companies
Successfully finding ways to generate leads from the burgeoning baby boomer retirement demographic can redefine your brand and create more sales for years to come. While developing knowledge about senior placement (see be a senior placement resource) and networking senior pros like Elena Merchand and Lorri Thanos, it also makes sense to develop a network of professionals that provide non-medical care directly to seniors.
You will run across client scenarios where in home care is clearly the need and senior placement services are not required. If you can refer a reputable in-home care company you will add value for your senior clients. Keep in mind that in-home care companies typically operate on a franchise basis. There is a high turnover rate of these companies so you want to vet the ones you refer to clients. How long in business?, how many staff members?, how many clients they serve, what's their office look like and the background of ownership are good questions to ask to determine those companies your recommend.
Relationships with your in-home care companies are reciprocal. You are a source of business when you solve your seniors' problems by referring your network partners, and they can be a source of leads for you. Many in-home care situations convert to assisted care facility decisions due to deteriorating health, family lifestyle stress and depletion of funds. Every assisted care facility decision is a potential real estate transaction as the equity in the home is often the source of funds to cover facility costs. In home care companies know when assisted care decisions are made since their services are about to be no longer needed. Caregivers create a bond with their clients so they know these situations first hand.
If you provide leads to these companies they can give you a heads up or refer clients to you so you get the listing and the sale before your competition knows the deal went down. If possible, you want to secure the listing as a lead from the in-home care company before a senior placement company gets involved and perhaps refers the client to one of your competitors. A way to prevent this from happening is for you to provide an assisted living referral as shown at build a network of assisted living communities.to the referred senior or family referred to you by the in-home care partner.
Start building your in-home care network now and you will earn more sales for years to come!
