Sales & Marketing Playbook
Matt Paxton's Top 15 Contacts
Looking for new or additional referral sources in the older adult market? Check out Matt Paxton’s Top 15 Contacts list that was presented at the 2023 Wheaton | Bekins Van Line Summit & Awards Gala.
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They do all the work you don’t want to do
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Pick 1 and do well, then go to a second after you are doing well with the first
Senior Living Communities
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Assisted Living, Memory Care, CCRC’s
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Drive down the street and open your eyes
Senior Solutions & Placement Companies
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A Place for Mom & Care Patrol
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These groups help families find a place to move the aging family member
(paid for by the community) -
They all have local agents &/or franchise owners
Professional Organizers
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Professional organizers tend to have 20-50 customers a year & are 1 to 2 people businesses
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They have active monthly meetings (~20-100 professional organizers attend)
Realtors
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Senior Real Estate Agents (SRES)
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They have to empty the houses (I tend to let NASMM folks lead this relationship, but support both)
Local Auctioneers
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Their customers are selling LOTS of stuff & they have a LONG closing cycle
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Focus on auctioneers that have online & in-person sales
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Their biggest cost is labor to move the items
National Auctioneers
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Many, many others (check your local)
Funeral Home Directors
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3rd generation, etc.
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They do know when people are moving (expiring)
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They need your referrals
Church Groups
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*If you are already involved
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Training groups at big churches
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They are DIY anyway
Storage Companies
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Leave something at the front desk for consumers to take
with your # on it (not just website)
Life Care Managers
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Aging Lifecare Professionals that manage medical &
non-medical needs for aging family members to age well -
Often out of town clients
NARFE (National Active Retired Federal Employees)
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Focus on the LOCAL offices (go to the meetings)
BNI & Rotary
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Services organizations
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Pros & cons of each
Financial
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Trust, Estate & Will planning – www.aateela.org
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Financial partners
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Legal guardians – www.guardianship.org
Other (strange)
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Weird services companies that have people sitting multiple times a week, speaking with their client (health focused)
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Chiropractors & haircut folks