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🧑‍🤝‍🧑 Referral Source Engagement [In-Person; Deeper Connections]

In-person outreach includes tours, presentations, and drop-in activities between Operators/staff and referral sources.

  

⚠️ Materials for In-Person Outreach

Make sure you are prepared before any in-person outreach events! We recommend bringing all of the following items, as available.

  1. Home Flyers. Make sure you have plenty of home flyers about the home! This is the most important item to bring along with you to post around the home.

  2. Tri-fold brochures. If you find a place to leave brochures (in a brochure rack), it is helpful to bring these around as well. Keep in mind these are more themed around VSL, rather than your home but still can be very useful to give out.

  3. Business cards. Either your business cards or the business cards of your Intake Coordinator. If someone shows interest, make sure they can find us!

Learn more: 📰 Print Media

How do we structure the article where it is clear that contract operators are provided with marketing materials by us, but chartered operators have to buy it themselves? Do we have both contexts in the same article?

 

 

 💜 Support their Goals

Go to their events, refer to them, share their information with others in the community

  • For each referral source, spend some time and figure out what their goals are.

Supporting the goals of your referral sources involves understanding their objectives and finding ways to help them achieve their aims. This builds strong, reciprocal relationships and encourages continued collaboration.

  • Understand Objectives: Spend time learning about the referral source’s goals.
  • Offer Assistance: Identify ways to support their initiatives and provide resources.
  • Regular Check-ins: Maintain ongoing communication to stay aligned with their needs.

Strategies for Support: Implement effective methods to assist referral sources in reaching their goals.

  • Active Listening: Pay attention to their needs during conversations.
  • Resource Sharing: Provide relevant information and materials.
  • Problem Solving: Offer solutions and support for challenges they face.

Building Relationships: Foster strong connections with referral sources through genuine support.

  • Personalized Engagement: Tailor your interactions to their specific goals.
  • Consistent Follow-up: Regularly check in to show continued interest and support.
  • Collaborative Efforts: Work together on projects and initiatives.

 

 

👨‍🏫 Make Presentations

Presentations are engagements between an Operator or Staff, and a referral Company conducted in person at the Company's location. Presentations could be formal or informal. In-person engagements at a home are considered Tours and are discussed below.

Preparation for a Presentation

  1. Ensure you are dressed and groomed appropriately

  2. Make sure you have prepared for the meeting, are aware of the details and individual or group with whom you are meeting, and what to expect

  3. Bring any additional banners and signs, as appropriate, if you are setting up a table

Presentation Procedure

When making an in-person presentation, there is a lot to cover. Keeping it organized is important in order to properly communicate the right information to the audience. Tailor your presentation to fit the setting.

  1. Introduce yourself and your position as an independent operator of a Vanderburgh House

  2. How long have you operated a Vanderburgh House?

  3. What did you do before?

  4. What is Vanderburgh House?

    1. A structured sober home community

    2. Homes available in ______

    3. Homes for men and women (as appropriate);

  5. What are our homes like?

    1. Structured, with curfew and random screens

    2. Allowing for independence to pursue work, academics, programs, etc.

    3. Guests are required to

      1. Maintain sobriety

      2. Follow House Rules

      3. Get a sponsor and attend meetings

      4. Participate in their own recovery, the way they see fit

  1. Rents are paid weekly or monthly, private pay, with rates starting at $xxx

    1. Rent covers all utilities, but food and laundry are separate expenses

  2. Homes have many amenities, including

    1. Free internet

    2. Expanded cable TV

    3. Fully furnished, including a computer

    4. Most have off-street parking, and the ones that do not have street parking

  1. Applicants must be sober for 14 days and must be 18 years old

    1. Following an application, we conduct a phone screen

    2. Move-in can be scheduled as quickly as the same day

  2. It costs the first week plus a deposit to move in

    1. Rent is pro-rated if someone moves in on a day other than Friday

  3. Most Vanderburgh Sober Living homes follow NARR-affiliate standards

  1. Do you have any questions for me?

  2. May I leave with you with marketing materials?

Presentation Tips:

  • Be prepared to answer questions that may come up
  • Focus on our key features
    • Recovery-focused
    • Quick application processing
    • Quality House Mentors
    • Etc.

 

📍 Conduct Tours

Tours are engagements between an Operator or staff, and a referral Company conducted in-person at a home. Tours should always be scheduled in advance, and should generally follow some guidelines we have outlined below.

You should make tours available at all your houses upon appointment. Allow potential guests and referral sources to come and view our homes to show them what the house offers, the size of the bedrooms, and the other amenities that are on site. In preparation for this, the guests of the particular house should be notified so that their daily schedules are not interrupted. If certain guests would like to keep their residency confidential, you should also make accommodations for this ahead of time.

We also appreciate when a potential resident comes to tour our houses, this gives us and the guests an opportunity to meet the individual and for the potential resident to meet the current guests and the Operator.

 

📬 Send Postal Mail

Postal mail can be a traditional but effective way to reach out to referral sources. Sending well-prepared materials through the mail can help to reinforce relationships and provide valuable information.

  • Materials: Ensure you have high-quality flyers, brochures, and business cards.
  • Personal Touch: Handwrite notes or personalize the mail to make it more impactful.
  • Follow-Up: Plan follow-up calls or emails after sending postal mail.

Preparation: Get ready to send postal mail by gathering all necessary materials.

  • Create Content: Design and print flyers and brochures.
  • Personalize Messages: Add handwritten notes to make the mail more personal.
  • Compile Addresses: Ensure you have up-to-date contact information.

Sending Mail: Execute your postal mail outreach effectively.

  • Organize Materials: Prepare and organize the mailings.
  • Schedule Send-Out: Plan a regular schedule for sending out postal mail.
  • Track Responses: Monitor any feedback or responses received.

Follow-Up: Maintain the connection after sending postal mail.

  • Follow-Up Calls: Reach out to confirm receipt and discuss the materials.
  • Record Interaction: Log the outreach in your CRM system.
  • Plan Next Steps: Determine any further actions based on the response.