This is a “Drink With The Hurricane. The talk show discussing all things, growing your home care business.
Shadow your power partners. Always have marketing collateral on hand. ’cause you never know who you’re gonna meet. You never know when you’re going to have to show something to somebody to be the person to answer their prayers because they’re desperate, because someone’s going home that needs care and they don’t know who to refer to. And you’re in the right place at the right time. Go there twice a week. This is what’s called book ending. Alright, so you booked it, show up on Monday, come back on Thursday following week, show up on Tuesday. Come back on Friday, come on Wednesday. Repeat it. Stagger the days. Sometimes come in on a weekend. There’s different people there on a weekend. And I’ll tell you, it’s a lot easier to get into the hospital on a weekend than it is on a weekday. So stagger, don’t be afraid to do it. Own business owners. Give your business development person a day off the next week. If they work on a Saturday, okay, it’s worth it. Drop in, obviously go there. Every opportunity you get, visit clients.
Let me ask you, do you ever have a patient go to the hospital? Yes or yes? Yeah, of course you do. Right? So because that, make sure you bring the HIPAA form and go visit your patients, talk to their case managers, talk to their social workers. When you do that, those social workers, those case manager are like, you do this for all of your patients. Yes we do. Can you, I got somebody else here. Do you have time? Can you go see them? Yeah, of course I can. That’s what I want. That’s what we want to do. That’s how you do it. Sponsor their events. Already talked about that. Visit your friends and family at the hospital. Obviously we all know somebody in the hospital. Make sure we take advantage of it. Use the hospital yourself. True story. See my wrist here. There’s a nice scar on my wrist.
This goes way back to 2010. I was trying to get in the Central State Medical Center, which is a big hospital around the corner of my office. Don’t tell you I went snowboarding, I didn’t slip my wrist. I went snowboarding and I thought that I was Sean White ’cause it was like the Olympics and stuff. I’m like, yeah. And I went down this half pipe on the mountain and I fell and I broke my wrist, right? And I had a stick shift. BMWM three. That M three I showed you, it was stick shift. And every time I put the car in second, fourth or sixth gear it hurt. So it was like, ah, ah, ah, right. I didn’t realize it was broken ’cause it didn’t like come through the skin or anything, but I I, it was, it hurt. Week goes by, see one of my nurse liaisons, she’s like, that is definitely broken. Go to the hospital right away or go to an orthopedic call an orthopedic whatever. Come in, see the orthopedic. I’m sitting down on the table, orthopedic comes in, he looks at the x-ray. He goes, yeah, your wrist is broken. We got two options. We can set it and put it in a cast. It’ll take about five, six weeks to heal. Or we can get you in surgery and we can put plates and screws in and you’ll be able to use your hand in five days. And I’m like, Okie dokie. And they’re like, so we’re gonna do the, we’re gonna do the surgery tomorrow. And I said, well, well, yeah. Hold on a second though. I’ve been trying to work with you for a long time and, and and, and if you wanna cut me open and and do surgery on me, then I would like to know that if you’re gonna get paid from my insurance provider, I’d like to have a lunch and learn to meet with your staff and, and work with you and get referrals long term. And the doctor goes, excuse me. And I said, you heard me? I’d like to get a lunch and learn on the books before we schedule this surgery so that I could come in and talk about my company care choice. He goes, hold on one second. And he leaves, he comes back out, he grabs his partner, he comes in and he goes, tell him what you just told me. And I explained the whole situation again. And the guy, they, they were laughing so hard. They were like, I’ve been a physician for 25 years, blah, blah, blah. We, we have never had anybody who has the balls that you have sitting there with a broken wrist saying, give me a lunch and learn. They were like, yes, yes. Go down the hallway, schedule the lunch, learn and then we’ll do the surgery for tomorrow. And I was great. Did a lunch learn end up getting, yeah, you can’t make this up. It is so true. But it happens.
One of my clients, many, many years ago, Anna, same thing. Her husband needed a procedure and she leveraged her husband’s procedure to get in and meet the director of case management and everything else. I know this sounds crazy, but crazy is what works sometimes, right? What, what is actually, what’s the definition of insanity? It’s doing the same thing over and over again expecting a different result, right? This is different things that we’re not doing that actually gets us the results that we’re after. Alright, ask and you shall receive. Always, always, always ask for the business. And so once you do that and you attack and you get and you do all of these things and this is consistent and remember the key six months to a year, I do not want to sugarcoat that it is six months to a year. Yes, I developed my hospitals faster, but I also ran now developed a company that has helped people grow their businesses by a billion dollars. Alright? That’s not normal. Normal is all of this consistently for six months to a year. More seasoned people will do it in six months. More inexperienced folks a year. Give yourself plenty of time. ’cause when you do this and you start getting it, then you just stand victorious. And it’s beautiful when you do this because this is when you get to a point where every week you’re literally getting four, five, sometimes seven, 10. Some of your hospitals in the New York City area, Lennox Hill, Presbyterian, Sinai, all of those hospitals, you, you, you’ll get 12, 15 referrals a week from each one of those. Or greater. I know we were talking about growing and scaling your business. It is you, you get into those hospitals, forget about it, that there’s your $10 million revenue jump just from getting into those hospitals. It’s gonna take time. It’s gonna take effort. They are like fortresses. But I’ve seen, I’ve helped people do it. So I know what the potential is and I’ve seen the revenue jump up with it. You, it’s gonna take you and some effort and you’re gonna have success. This is hospital marketing. Thank you.