Volume 64
June 16, 2021
Snapshots, For the Better
  • Real Ear Analogy
  • Proximity
  • Established Relationships
  • Access
  • Kindred Spirits
  • Online Searches and Revealing Targets
Clinically, we know real ear measurements are a best practices method to verify optimal prescriptions. By analogy, with Senior Living Community (SLC) growth initiatives, our PEAK Performance targeting construct facilitates achievement of best outcomes.

As introduced last week, the essential evaluative factors are:
  • Proximity
  • Established Relationships
  • Access
  • Kindred Spirits
This Art of SLC targeting strategically defines quantitative and qualitative measures. Proximity and Established Relationships are more quantitative, an ideal starting point. In fact, the mileage from your clinic to various SLCs is easily determined. Realizing convenience matters, whether care is provided at patients’ residential community or your location, generally speaking, closer Proximity is better.

In terms of Established Relationships, with determined efforts, you can identify which patients reside in various SLCs. We previously discussed that when nurturing Physician Referrals, analyzing data trends is useful. Perhaps one primary care provider has referred 5 patients and another 15, while a newcomer just reached out. These noteworthy cues and tendencies merit well-planned reactions. Similarly, 5 of your patients live in one SLC, 15 in another and several “just moved in” to a new community nearby. When recognized and bolstered, trends will be friends.

Regarding qualitatively nuanced measures, Access is first and foremost. We realize there are many SLC decision makers to potentially partner with. In some communities, executive directors are decisive, whereas in others, resident care, wellness or activity directors may be. Contact information is typically on their website, for example:
Just as your website bios display professional training and clinical interests, SLC staff bios feature meaningful insights. By investing necessary time to research this information, pivotal discoveries are readily available. From shared professional networks to medical credentials or patient-centered care philosophies, networking triggers are evident.

In addition, ask those in your care if they know SLC decision makers personally. By engaging in fruitful conversations, patients appreciate you seeking their knowledgeable perspective. Especially with frequent turnover in SLC support staff positions and hierarchy dynamics, inside views and advocacy are pragmatic catalysts.

Lastly in our evaluative quartet is the aspiration to find and bond with SLC based Kindred Spirits. As Whole Person Care requires interdisciplinary team efforts among healthcare providers, opportunities to consistently deliver expert hearing care to residents needs the ongoing support of those in charge.
“If you want to achieve your goals,
help others achieve their goals.”
— Zig Ziglar
This elegantly simple quote truly aligns with Better Hearing, Better Living goals. Altogether, we concentrate on empowering residents to:
  • Improve their medical well-being and quality of life
  • Enjoy social interactions, including dining, bingo or field trips
  • Hear and understand TV or movies to their optimal ability
  • Communicate best with family on the phone or Facetime
  • Encourage residential friends to similarly benefit
In addition, SLC team members who bring these personal goals to life will be professionally fulfilled, consistent with their training and mission. With joys of hearing prevalent, we encourage enthused advocacy from residents and their families. While a fancy lobby looks good, optimally happier residents who Live Better are motivated to share influential stories.

To identify opportune SLCs, beyond your patients’ residential profiles and market knowledge, online searches of independent senior living or upscale senior living reveal potential targets. Pay close attention to those with multiple locations, whether locally or regionally, as each success story can lead to others. While national chains like Sunrise or Brookdale are common, those based in your locale are often easier to develop collaborative plans with.

Having detailed the essential evaluative factors of our PEAK Performance targeting construct, here is a preview of how it appears:
In next week’s issue, we will take a closer look and share contrasting 1-10 examples we all can learn from.

As always, genuine thanks for your loyal readership and application of Practice Growth Insights. It is you, your talented team and like-minded colleagues that lead the way in Elevating the Profession.
Bruce Essman
CEO
High Definition Impressions (HDI)



314.276.7392
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