Luke Fannon is founder and CEO of Premier Coaching & Training, Unionville, Pa., which provides sales training, marketing team coaching and strategic consulting services to providers in the long-term care industry. For more information, visit www.pctmarketing.com.
Luke Fannon |
October 6, 2017
Senior living marketing expert Luke Fannon discusses five steps to using care quality to earn customer satisfaction and loyalty.
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Luke Fannon |
July 18, 2017
Hospitals don’t always make it easy for post-acute care providers to talk with their case managers. Creative marketing techniques can open the doors.
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Luke Fannon |
May 12, 2017
Secret shoppers? Tours? Using multiple strategies to gather intel on your competitors can improve your sales and marketing strategies.
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Luke Fannon |
April 13, 2017
A well-conceived approach to supporting charities (local or national) can have a positive impact on your community and your census.
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Luke Fannon |
March 3, 2017
Marketing senior living services on a national scale is tricky. Here are some tips on keeping your national voice locally relevant.
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Luke Fannon |
February 2, 2017
A varied and robust strategic marketing plan can help you tell your brand's story, engage consumers, educate clients and stay one step ahead of your competition.
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Luke Fannon |
January 14, 2017
Marketing consultant Luke Fannon explains why administrator engagement can make all the difference in increasing census and fostering a more productive sales and marketing team.
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Luke Fannon |
January 9, 2015
Should prices be posted on senior living pamphlets and websites? As tempting as it can be, senior marketing expert Luke Fannon says it isn't a smart strategy.
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Luke Fannon |
November 24, 2014
As more communities feel the economic pressure to sell units and maintain census, the focus increasingly is on sales and marketing teams.
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Luke Fannon |
July 24, 2014
You can learn a lot from those who love you, those who like you and those who hate you. Put that knowledge to work to improve your financial well-being.
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Luke Fannon |
July 15, 2013
Luke Fannon explains strategic marketing plans and overall marketing improvement plans in this fourth and final installment to the DIY Marketing series.
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Luke Fannon |
July 8, 2013
In the third installment of his "DIY Marketing" blog series, Luke Fannon explains how to use objectives, strategies and tactics to reach better business goals.
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Luke Fannon |
June 11, 2013
In the second installment of Do-It Yourself marketing, Luke Fannon discusses how a Marketing Improvement Plan plays a crucial role in your organization's marketing makeover.
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Luke Fannon |
May 29, 2013
Blogger Luke Fannon provides six simple steps to assess your facility and its services (and your competition's) in his new series on DIY marketing for long-term and post-acute care organizations.
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Luke Fannon |
March 13, 2013
No one can control the weather, but we can control the risks that older people and their caregivers face when the snow piles up. Contributor Luke Fannon explains how the right strategy can turn the perfect storm into a powerful marketing opportunity.
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Luke Fannon |
February 12, 2013
With the Centers for Medicare and Medicaid Services' mandated penalties at issue, hospitals and long-term care organizations are strategizing ways to reduce readmissions. Local communication and partnerships can go a long way in cutting down on traffic through the emergency room's "revolving door."
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Luke Fannon |
January 11, 2013
Which marketing tactics are working best for your facility? Direct referrals aren't the only way to measure the worth of your marketing strategies.
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Luke Fannon |
November 27, 2012
President Barack Obama’s reelection ensured that the Affordable Care Act (ACA) will be fully implemented and your organization needs to be prepared for its potential impact on your facility or service. Here are some important aspects of the law you must consider when making strategic and tactical decisions that will impact the marketing of your services.
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Luke Fannon |
October 16, 2012
One of the challenges that we face in sales and marketing is making that initial contact with a prospective referral source that we have never met before. Cold calling, whether conducted over the phone or in-person is nerve racking and rarely successful--unless you have a plan!
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Luke Fannon |
August 7, 2012
Having conducted and participated in hundreds of facility tours during my career, I have been able to distill the tour process into its most important stages. These stages comprise the welcome, discovery, tour, presenting financials/commitment and exit.
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Luke Fannon |
June 20, 2012
A basic strategy you should use to grow qualified referrals is targeting physicians for referral development. Consider these recent successes by clients employing this strategy.
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Luke Fannon |
May 1, 2012
An ever changing marketplace requires us to respond with new strategies and tactics to meet the needs of our residents and referral sources. Here are some of the most successful.
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Luke Fannon |
February 23, 2012
Other CEOs and leaders are motivated to meet with you. They need a relationship with you as much as you need a relationship with them. Here are some tactics I have executed that realize this concept.
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Luke Fannon |
February 15, 2012
Converting referrals into admissions is a complex process in which a team’s objective is to motivate a prospect and their family to choose a facility or service to meet their needs. Check out these strategies to maximize census.
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Luke Fannon |
January 25, 2012
The simple truth is that successful sales and marketing professionals are made, not born. Here are the five areas of skill and knowledge your team members must have to be successful in healthcare sales and marketing.
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Luke Fannon |
December 14, 2011
First, you must understand the nature of reputations and how they develop. Negative reputations can happen catastrophically or gradually over an extended period of time.
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Luke Fannon |
November 10, 2011
You might appreciate an update on a new strategy that I’ve implemented with clients in response to Medicare cuts—and the response from referral
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Luke Fannon |
November 8, 2011
Luke Fannon Relationships with hospitals, physicians and other healthcare referral sources are critical to an LTC provider's ability to maintain
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Luke Fannon |
October 12, 2011
There are a few trends right now threatening both facilities’ skilled and overall census. One of the most significant trends: With increasing
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Luke Fannon |
September 21, 2011
October 1st is looming. That dreaded date, what with its Medicare cuts, is causing facilities to scramble and evaluate budget savings and other
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