Seniorenbetreuung skalieren trotz unlauterer Konkurrenz

0:00I run a center for seniors and the disabled. It's a day program. >> Okay. >> And um most of our members um are basically insurance based. Yep. >> So >> you pick them up, you daycare them for the day, you drop them off and you you get day rates, right? >> Correct. Correct. >> Yep. >> Give them a meal. And the biggest issue that you have is that sometimes people don't want to uh come with you.

0:26>> Is that the problem? basically biggest issue is is growth. Um and in our area we have a lot of kind of bad actors who are offering kickbacks and payments. >> Yeah. >> Um to join the service even though it's completely illegal because we are a federally funded program. >> Yeah. >> Yeah. >> Super familiar. >> So you're struggling with growth because you have illegal actors.

0:54That's not the that's just an easy excuse to to say, you know. Um, but >> kind of the the difficulty is focusing on we kind of have three primary people to sell to. It's the actual person that'll join the program. >> Y >> uh a caregiver, either a mom, a kid who >> family needs this. >> Yeah. >> Or referral sources like doctors, social workers. So, it's basically these three archetypes of people that that we need to sell to. Um,

1:25>> which one do you uh succeed the most with? >> It's a good question. Um, the referral sources always seem seem great because they have access to a ton of people. >> Um, I do in-person lunches with them and do the whole song and dance, but >> to get a referral, it's very difficult. Uh because once again people are also paying for referrals. So

1:51>> but that's an excuse which we said earlier, right? >> Correct. >> Okay. So let's just let's just cast it out of your vocabulary for now. You're going to not do illegal things, right? >> No, absolutely not. We've been in business for 20 years, so we're not playing. >> We do have competitors that do illegal things. So >> So like it's like it's a it's a it's like it's just something that's taking up room in your mind because you brought it up twice already.

2:17Absolutely. >> Right. Okay. So, you're saying that you have these song and dance conversations and you're saying it's hard for you to convert from them saying, "Yes, you can come to our facility with a bus and pick up people and knock on doors." >> Um, I'm sorry, I didn't hear that part. What did you say? >> So, when you're doing the pickups, I'm guessing you have a bus and you grab people, >> right? The pickups are from their house. That's when they've already become a member. Are you doing are you doing multif family though?

2:48>> Uh no. Usually each location is is a particular person. >> It's not like uh >> we're not picking up from like one place like >> hundreds of people. It's just each each stop is one person. >> Yeah. >> And you've owned the business for 20 years. >> Yeah. Well, I joined about eight years ago as a partner. >> Okay.

3:13So, can you take more customers than you currently have? >> Absolutely. We're We could take about >> double if not triple. >> Okay. So, you're demand you're demand constrained right now? >> Yes. >> Yeah. >> Okay. Demand constraint right now. So, people don't know you exist. So, we have to do more advertising in some way. So, you say you have these three avatars. Do you know what one of these avatars is worth compared to the others?

3:43>> Uh, in a number sense, no. But let's say if you advertise to one caregiver, that's one member and potentially a doctor's office is like 200 potential members. >> That sounds like pretty simple math to me. So, what stops you from going to the the physicians? >> Nothing. I I go to them, but to get consistent referrals is surprisingly we get referrals from people that I've never spoken to. Like we're in the local community, we're very well known.

4:12>> Yeah. >> But like they know us. They know our name. Yeah. >> But in terms of actually getting getting a signature and getting a person to join, >> it's very >> So >> I don't have uh confidence in that. >> You're good. In the lead's book, which hopefully you've read, right? The chapter that I want you to learn like the back of your hand is the affiliates chapter because that's exactly what this is. So these physicians are your affiliates and you're going to need like them just saying yeah sure we'll refer people to you is not going to do anything right which you've already experienced.

4:46>> Yeah. >> So I prefer a launch then integrate strategy which is great. Why don't we send an email to all those people or if you want I can hang out at your office and after you meet with a a patient I'll meet with them after you >> that's interesting

5:12>> great call fam >> yeah so you want to launch which is like if you can get them to one to many uh tell their audience you know about you and I the audience it is obviously their patient base but like that would be thing one that's the easy thing uh integration is what you want to have uh with an affiliate which is how can you work in their existing flow so they have minimal change in business but it ends up promoting you >> so that's what let me send somebody to your office so that they can take this for you right you could also say like you're worried about kickbacks you can rent space if you wanted to and say hey uh I'll pay you $1,000 a month to put up a little a little kiosk here and that would be different than a kickback cuz it's not based on performance.

5:57>> Interesting. Interesting. I love it. >> Wonderful. >> You should uh you should go into business coaching. >> I wonder if you could do this professionally. Um dude, appreciate you, man. Does that help? >> Yeah, absolutely, man. Thank you guys so much. Congrats on the the new release, by the way. >> Thank you, man. I appreciate it.