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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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What’s The Difference Between Coaching, Consulting & Implementation

by with No Comment Coaching & Implementation

In a nutshell, Coaching, Consulting & Implementation (CC&I) is the coach drawing information “out” while the consultant puts information “in” and the implementation unites everything into a systemized, bite-sized, one small step-at-a-time achievable path and plan.

  • Bigstock-Lane-in-meadow-and-deep-blue-s-38652739Coaching – Coaching is all about unlocking our members’ potential to maximize their own performance.  It is about guiding members to a place of self-directed learning rather than teaching. Power in Partnership™ is collaboration between the coach and an individual and/or team that support the achievement of extra-ordinary results. Coaching is about guiding members to set realistic, reachable and quantifiable goals that help a team move forward into action.  As coaches, we are companions who walk alongside our members through their explorative journey.
  • Consulting – Consultants analyze data and advise members of best practices to help them make the best possible choices. Consulting is about teaching and evaluating strategic plans to help members meet their “Money Plan” goals.  As consultants, we provide information-based expertise while showing you the “what,” “where,” “when,” “how” and “why” supported by tracking and measurement.
  • Implementation – Implementation focuses specifically on supporting members through teaching and the implementation of LWP Systems and Processes into their practices.  Implementation always anchors back to the LWP tools and demonstrates how the processes intertwine and support each other.   

Every journey begins with a destination in mind.  Whether your goal is to create an efficient and profitable practice, a purpose-driven practice that has a lasting impact on your community, or a saleable practice that leaves a legacy for your family, CC & I provides controlled growth, increases revenue and creates practice efficiency that helps reduce costs, improve operating margins and creates consistent cash flow.

Regardless of your destination, the CC & I program within Lawyers with Purpose provides members with a guide and a compass to assist with the journey.  Allowing lawyers to make a difference with a comprehensive approach of:

Be (Coaching) + Do (Consulting) + Have (Implementation) = A practice with purpose…a Lawyer with Purpose.

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

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Elder Justice Act – Federal Initiatives

by with No Comment Legal Technical

On March 23, 2010, the Elder Justice Act (“EJA”) was signed into law by President Obama as part of the Affordable Care Act (a/k/a “Obamacare”).  See Patient Protection and Affordable Care Act, Pub. L. 111-148 (2010), as amended by the Health Care and Education Reconciliation Act, Pub. L. 111-152 (2010), collectively referred to as the Affordable Care Act.  The EJA creates a new Subtitle H to Title XX of the Social Security Act, largely codified at 42 U.S.C. § 1397j to § 1397m.  The EJA is the first comprehensive national legislation directed at elder abuse. 

The EJA is a four-pronged initiative intended to accomplish the following.

a.             Enhance national coordination of elder justice activities and research.

b.             Establish forensic centers to develop expertise and jurisprudence in elder                 abuse, neglect, and exploitation.

c.             Strengthen adult protective services.

d.             Enhance the capacity of long-term care settings to prevent and respond to elder                 abuse, neglect, and exploitation.  See Brian W. Lindberg, Charles P. Sabatino,                 Esq. and Robert B. Blancato, Bringing National Action to a National Disgrace:                 The History of the Elder Justice Act, NAELA Journal, Vol. VII, No. 1, Spring 2011, 105, at 115.

Bigstock-Old-Hand-Care-Elderly-7749577Elder Justice Coordinating Council

In recognition of the importance of coordinating the many federal, state, and local agencies and entities with jurisdiction over myriad aspects of elder abuse, neglect, and exploitation, Section 2021 of the EJA establishes the Elder Justice Coordinating Council (“EJCC”).  See Sections 2021 to 2024 of the EJA, 42 U.S.C. § 1397k.  The EJCC is required to make recommendations to the Secretary of the Department of Health and Human Services every two years to report on the coordination of elder justice activities by relevant federal agencies, and to report to Congress on accomplishments, challenges and recommendations for legislative action.  Current members of the EJCC include the following.

a.              Secretary, U.S. Department of Health and Human Services.

b.              Attorney General, U.S. Department of Justice.

c.              Director, Consumer Financial Protection Bureau.

d.              CEO, Corporation for National & Community Service.

e.              Secretary, Department of Housing and Urban Development.

f.               Secretary, Department of Labor.

g.              Secretary, Department of the Treasury.

h.             Secretary, Department of Veterans Affairs.

i.               Office of the Chairman, Federal Trade Commission.

j.               Chief Postal Inspector, Postal Inspection Service.

k.              Commissioner, Social Security Administration.

The EJCC held its inaugural meeting in October 2012, followed by two sessions in May and September of 2013.  For further information regarding the current EJCC initiatives, proposals and numerous “white papers” on the issues, click here. 

On my next blog post, I'll address the use of a multi-disciplinary team of allied professionals to help combat Elder Financial Abuse.

Kristen M. Lewis, Esq., Member of the Special Needs Alliance and Fellow of the American College of Trust and Estate Counsel.

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Lessons from LA Part 2 – Be Prepared, Persistent & Flexible

by with One Comment Legal MarketingSystems & ProcessesVA

A few weeks ago, I discussed my trip to Los Angeles to interview a big name – Betty White – for my TV show, Senior Salute.  The topic of choice was how pets enhance the quality of seniors as they age.  Betty White is a huge animal advocate.  A date was set, then reset, then canceled.

LosangelesWas I frustrated, upset and discouraged?  YES!  But, I decided to take the valuable lessons I learned and celebrate the courage it took to put myself out there and be vulnerable.  How many times a day do you or your employees put yourselves out there?  Each time you meet with a prospective client, meet with a new referral source, learn and implement a new practice area, like Veterans Benefits, have a difficult discussion about office policies with team members, and the list goes on. The fact of the matter is that we do it all day after day. But, we don’t recognize it or celebrate it. Often we only feel the pain of it.

Oh, I felt pain. I spent about $2,000 to fly to LA and stay in a hotel three time zones away.  Leaving my children and out of the office not working for three days.  Waiting for the call and the opportunity. Planning in advance, I purchased tickets to attend the live audience taping of Hot in Cleveland, the award winning show that Betty White stars in weekly. I didn’t want the entire week to be a loss. Because entrance is on a first come first seat basis, I wanted to ensure I got a seat so I showed up to the studio 3 hours early (in full stage make up, still with hopes of interviewing Betty).  I was third in line, certain to get a seat. I was told to speak with the floor manager about getting VIP status so I could do a “meet and greet” with the cast after the filming. She turned me down, twice. Yes, twice. I was persistent. But, I was also polite. After all, I had a gift to give to Betty that I had carefully selected and purchased in Atlanta.

Once I realized I was not getting access, I felt sorry for myself for a moment and let the hurt and embarrassment set in. Then, I looked around and thought, “I can and will have a great night and enjoy the good of it all.”

What I learned, that we can all practice in our offices, is that:

1. When you want something, go for it. Make all preparations to succeed. 

2.  Put yourself out there and be persistent but polite. Know when to sit down and enjoy the show.

3.  Be ready for anything, but also be ready to accept nothing in exchange of your efforts except the gratification that you took action. Not every at-bat is a home run. Sitting on the sidelines (once in a while) is enjoyable too.

4.  Congratulate yourself for the courage it takes to make the decisions you make and take the actions you take.  Many people only dream of things they want, but never take the first step toward achieving them.

5.  Recognize that failure is sometimes the thrust you need to move forward. John C. Maxwell wrote the book, Failing Forward: Turning Mistakes Into Stepping Stones, that is worth a read.

If your marketing efforts or the implementation of Veterans Benefits into your estate planning or elder care law firm are not going as you expected, stop and praise yourself for the efforts you have made so far. Then, review and make some changes toward the result you want.

Victoria L. Collier is a Veteran and Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder of Lawyers With Purpose LLC, and author of “47 Secret Veterans’ Benefits for Seniors—Benefits You Have Earned … but Don’t Know About.”

P.S.  I plan to write Betty White a personal letter, sending her the gift I got for her, and asking for an interview directly.  Let’s see what happens!

If you want to come see what Lawyers With Purpose has to offer your estate and elder law practice, please join us in June for 2.5 days full of training on Asset Protection, Medicaid & VA Practice With Purpose program.