I am going to start talking about forms...I know that most people might like to use the computer exclusively but what happens when or if your network is down? Your computer has crashed? You just want to talk on the phone in the other room and not have to read off your lap top screen? This is where the Intake Sheet can come in handy. It's the first bit of information gathered from an Intended Parents or potential Surrogate when they call you directly. Have several copies on hand, one sheet for IP's and one for GC's. These sheets should be only one page long and it should help you determine eligibility for your program and later as a reference page. This is also a great tool to use so that you don't miss any important initial questions.
Both IP and SM sheets should have this general contact information:
Name
Address
Telephone numbers
E-mail address
IP's looking for a surrogate:
Age(s)
Health Reason (because it has to be a medical/physical reason by law)
Using a Clinic? RE? Name and location of each
Already have children? How many?
Single or married/partners
Using Egg Donor?
Using Frozen Embryos
Want Surrogate to travel?
Gestational or Traditional
Location of surrogate
First timer or experienced
Race/religion/marital preference
Financial Expectations
Leave some room at the bottom of your form for additional Information: And there will be if you talk to your Prospective IP's and find out all that they have experienced.
Surrogate looking for IP's:
Age
BMI
Children
Pregnancy or birth complications
Taking medications?
Other health issues?
Married or single
Insurance?
Race/religion
Selective Reduction ok or not
Traditional or Gestational
First timer or experienced
If experienced, details
Base Fee expectations if any
Willing to work with the following:
Gay/single/married with children/partners/only women/only men/International/
Additional Details
You can add on other questions if you like. After your conversation if either the IP's or the Gestational Carrier (GC) seems to fit into your program or what you are looking for THEN have them fill out a complete packet and have them include photos if possible. This packet of information can be compiled and then mailed via US postal service or you can have online forms. Whatever you choose to do just make sure that you have enough information to assist you in making a good match.
Thursday, May 19, 2016
Thursday, May 12, 2016
Psychological Triggers That Win Sales and Influence Customers/Clients for Your Surrogacy or Egg Donation Business: Trigger 6 Scarcity
Scarcity the least favorite tactic in our field of egg donors
and surrogacy. We are already struggling with "Scarcity" of qualified surrogates
and although there are more women willing to be donors, Indian, Jewish,
Asian and Red headed-blue eyed girls may be few and far
between! Because the field is already flooded with Intended Parents
waiting for that perfect egg donor or surrogate, there is no need to start a
panic. Most of our clients are well aware how hard it is to find someone that they
really feel a connection with to carry their baby or find that donor who has the genetics they long to have
within their own child's DNA. Having said that, "specials" still can bring more
clients to your door. "Free" psychological evaluations for a limited time,
Lowering agency fees for National Infertility Awareness Month, Exhibit Booth
specials if IPs sign up during a conference. All of these have expiration dates
that compel people to make a decision and hop on board.
On the donor or surrogacy side of things, offering referral
specials and certain times of the year that may be higher then the norm
sometimes attract more attention. (Extra money for the holidays, education or a special family vacation anyone?) The point here is not to use smoke and mirrors
or tricks but to genuinely show how far your business is willing to go...for a
limited time.
The flip side of this "tactic" is if you have to many clients
waiting for surrogates or donors, you will need to slow things down. Removing
all offers or specials from your website, post the waiting period time frame to
the public and then just work with the clients you do have and make them as
happy as possible. When you are back to full speed, you will
receive testimonials from delighted clients and a stronger reputation to
share. Being as upfront as possible will keep your integrity in place and a smile on your client's face.
Be sure to check out Triggers 1: Reciprocity, Trigger 2: Commitment and Consistency, Trigger 3: Liking, Trigger 4: Authority, Trigger 5: Social Proof!
Tuesday, May 3, 2016
Psychological Triggers That Win Sales and Influence Customers/Clients for Your Surrogacy or Egg Donation Business: Trigger 5 Social Proof
Social Proof really does come with years of experience. This is
what helps clients/customers feel that you are honest, trustworthy and reliable.
Testimony on your website can assist with this. Reviews about your published
works or your involvement in speaking engagements, webinars, and other industry
related work will highlight the best of you and your services. When you are
considered "trusted" you and your business can go a long
way.
How do you start getting this "Social Proof"? If you are
changing careers you can have past employers or your employees write a few kind
words about you for your testimonial page. This is similar to asking for a
reference. The next step is to build a great reputation through your good works
with your clients and business associates. When you feel you have made a
positive impact then ask for a review or a testimonial. Once people see that you
have positive responses to your business acumen they will be more likely to want
to work with you or hire you to assist them.
Don't forget that volunteering on a board or joining a society
like the American Society for Reproductive Medicine and attending meetings will
also bring exposure to you and your business. Networking is a must as well.
Remember, you will always need positive"Social Proof" and having a great
reputation is 100% part of that!
Be sure to check out Triggers 1, Reciprocity, Trigger 2, Commitment and Consistency, Trigger 3, Liking and Trigger 4 Authority!
Thursday, April 28, 2016
Psychological Triggers That Win Sales and Influence Customers/Clients for Your Surrogacy or Egg Donation Business: Trigger 4 Authority
What is the definition of Authority? "The power to influence
others, especially because if one's commanding manner or one's recognized
knowledge about something" is the best definition to fit a business like
a surrogacy or egg donation agency. But who runs that business? You
do.
Surrounding yourself with professionals in the third party
reproductive field is a must in any case. We need to work with Reproductive
Attorneys, Reproductive Endocrinologists and clinical staff, Mental
Health Professionals, Escrow Agents, Hospital Staff, Insurance Companies and
sometimes even the Pharma companies. Their expertise and positions of
Authority speak well of our own businesses and reputations.
Your personal position of Authority comes from your experiences
in your chosen field. You may be an Intended Parent and had a successful yet
stressful surrogacy experience and now you want to not only share your knowledge
but help other's through the surrogacy journey. Maybe you are a past egg donor
(six times!) and feel that you know enough about the process to start your own
agency. I know of quite a few Gestational Carriers, who feel that starting their
own company and tweaking a few of the services to better appeal to others like
themselves, are certain that it will lead them to a lifetime of fulfillment now that they no
longer are carrying children for others.
All of these scenarios are about people with real life
experiences. If they continue to learn and grow and watch other's in their
chosen area, they could be considered an Authority or Expert in their field.
Be sure to check out Triggers 1, Reciprocity, Trigger 2, Commitment and Consistency and Trigger 3, Liking!
Wednesday, April 20, 2016
Psychological Triggers That Win Sales and Influence Customers/Clients for Your Surrogacy or Egg Donation Business: Trigger 3 "Liking"
We all want to be LIKED, don't we? Which is why we put so much
time and effort into our website and blogs. Needless to say these tools are
sometimes the first impression our would-be clients encounter. We want the
design to be comforting and supportive, we need the wording to say that they are
welcomed and wanted. We want the photos to pluck a heart string or two. We want
the overall design to say "we won't take advantage of you, we want to help you,
we are experienced in this kind of thing"!
Blogging is another way to "talk" to potential clients. Sharing
the hopes and dreams of other clients, listing services that you provide,
telling people why you are better than all the rest, highlighting staff
accomplishments and posting pictures of newborn babies with happy parents. The
design of the blog itself needs to have that same sort of feeling...like coming
home: comfortable and safe, where questions can be answered and comments can be
posted freely, and your words hopefully shared on social media and
"liked"!
Be sure to check out Triggers 1, Reciprocity, and Trigger 2, Commitment and Consistency!
Thursday, April 14, 2016
Psychological Triggers That Win Sales and Influence Customers/Clients for Your Surrogacy or Egg Donation Business: Trigger 2 Commitment and Consistency
As we all know in the surrogacy and egg donation field, Intended Parents may be one time clients. However, egg donors and
gestational carriers are the kind hearted women that most likely will come back and help
another couple if they had a good experience the first time around.
Commitment and Consistency is all about making surrogates
and donors feel committed to the agency and its"brand". For example, after the
donation or birth journey is complete, these past surrogates and donors should
continue to receive newsletters, birthday and anniversary cards, and personal
messages from their agency. This helps them still feel like part of the process
and feel important to your company (agency) even though they may not be matched at the
time.
Word of mouth is a great marketing tool and even if the past
donor or surrogate decides that she is done, she could still send your business
a friend, family member, or co-worker who is interested in helping a couple complete a family by having YOUR BUSINESS represent them.
Remember that these tips go hand in hand with the daily running
of your business and you must keep involved from start to finish in order to
leave a great impression.
Be sure to check out Trigger 1, Reciprocity!
Be sure to check out Trigger 1, Reciprocity!
Wednesday, April 6, 2016
Psychological Triggers That Win Sales and Influence Customers/Clients for Your Surrogacy or Egg Donation Business: Trigger 1 Reciprocity
There are six essential influencers and I am going to
take on one per post. Some of these will inspire you to make changes and others
you maybe already incorporating within your marketing
strategy.
Today I am going to talk about Reciprocity.
Reciprocity is when someone feels compelled to give something back. For
example, if you are handed a free sample at Costco or Sams Club you may feel you
must buy the product if you like it. The same goes for free gifts with purchase or when you apply because a human connection is felt and the company is going above and beyond to
please their customer i.e. you.
In
the realm of the services of say an egg donation or surrogacy agency this would
work with the attraction and retention of donors and gestational carriers. If
within the first week of contact, while the paper work is still being filled
out, a book was sent, a gift card to Starbucks with $10.00 on it or a heartfelt
card saying how excited you are to welcome them into your company, then these
women have the immediate feel of being wanted and supported in their decision to
sign on with your agency.
We
all know that people skills are important and having your potential clients know
that by giving a little something up front maybe the very thing you have over
your competition.
Wednesday, March 30, 2016
Your Online Reputation: Your Surrogacy Agency's Calling Card
Read on and tell me what you think!
Sharon
http://lamotheservices.com/
Your Online Reputation
Does integrity really matter in online business? The owners of PCS Productions in Texas would likely say, "Yes!"
This company began in 1995 and has worked to develop quality audio and video productions. Their services extend to web design and hosting, audio streaming and print media projects.
This company has worked diligently to establish integrity in each form of media they present. Many of those media specialties interact with other forms of media so they must make sure they can transfer branding ideas from one concept to another.
I think what may be most impressive about this company is they have an extraordinary track record. Client testimonials are glowing and well respected.
If you are known by the company that you keep then this company visibly has a sense of integrity. Their staff has been sent on assignment to virtually every continent in the world and their work is called upon repeatedly by existing clients while others also seek them out for their skills.
So is this a puff piece about PCS Productions? No. In fact I don't know anyone who works there, nor have I visited with anyone. So, I guess you could say I am not promoting a service, but pointing to some interesting parallels I often find in the best businesses.
This company has a good reputation and that's the point of this article.
As an online business you need to work to establish a reputation that is used as a calling card for potential customers.
The web already has enough scam artists and fly-by-night operations so when I find a point of positivity I cling to it and then point it out to others.
The establishment of a strong work ethic combined with consistently providing the best possible service can do wonders for your business in the long term.
Someone once told me, "You really should take the high road. There's a lot less traffic." At first I smiled, but it's true. We all know someone who is adept at cutting corners. Perhaps we have encountered a business that left us high and dry after they got our money. We like those 'high road' companies.
What we want as business owners are those glowing testimonials that profess the depth of our commitment to excellence. These are words that may well encourage others to buy our product or use our service. Those precious words will not come if the customer is just another dollar figure.
As a business owner you place your name and reputation on every order you ship out (or every service you provide). You stake the trust others would like to place in you on the way you handle issues that come up.
It's a whole lot easier to lose a reputation than it is to gain it back. Reputation is an investment in your future. It's an investment that can go away if you don't protect it wisely. What that means for a business owner is you have to put your customers first. Their concerns need to be a concern for you. Their issues require you be a problem solver. Deliver more than you have to and show absolute respect to your customers. After all, they are the ones you serve.
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About the Author: Scott Lindsay - Make A Website or Make Your Own Website Fast at HighPowerSites.com. Start a Home Business and Sell Ebooks at BooksWealth.com.
Wednesday, March 9, 2016
Running Your Surrogacy/Egg Donation Agency: Your Phone System
So you have your intake forms ready for people who find your number on your web site....and they call you....on what phone? Your home phone? Your cell phone with that catchy little hip hop beat? or are you installing a separate line or using an answering service? Let me start out by stating you had better NOT be using your home phone number! NO NO NO! Hard to get any more unprofessional then having your 5 year old run to the phone when it rings and yell MOOOOOOMMMMM all through the house to get your attention. Ahhh NO!
The cell? I personally like the business cell phone method. You can carry your 'office' phone in your pocket and won't have to miss a call. You may start to refer to it as your ball and chain but that is how things are when you start up your own company anyway! You are always tied to it! Back to the phone. IF you are going to use the cell....or a second line for that matter, I assume you will have voice mail. Do not have anything on that voice mail recording but YOUR pleasant and professional voice giving out directions on how to leave you a message so you can get back to them ASAP! Voice Mail is the perfect place to make a short and sweet plug for your business as well: "Thank you for calling ABC Surrogacy Services, A full service matching and relationship management company! We are sorry that we can't take your call right now but if you will please leave your name, message, number and a good time to return your call, we WILL get back with you as soon as possible." (here you can leave a notice if you have one) "Please note that we are closed this Monday for Memorial Day." (or whatever) Simple and effective. With unlimited plans out there, this is a very cost effective way to work.
Why not try a professional answering service. This service would be real people picking up your calls and then forwarding them onto you...they act like they work in your office for you and gives that big business feel. I am not sure that I would recommend the expense for a start up but if you have no partner this might be helpful.
Any of these ideas are a home office/Tax write off...which is something you need to take into consideration when you are setting up your business.
The cell? I personally like the business cell phone method. You can carry your 'office' phone in your pocket and won't have to miss a call. You may start to refer to it as your ball and chain but that is how things are when you start up your own company anyway! You are always tied to it! Back to the phone. IF you are going to use the cell....or a second line for that matter, I assume you will have voice mail. Do not have anything on that voice mail recording but YOUR pleasant and professional voice giving out directions on how to leave you a message so you can get back to them ASAP! Voice Mail is the perfect place to make a short and sweet plug for your business as well: "Thank you for calling ABC Surrogacy Services, A full service matching and relationship management company! We are sorry that we can't take your call right now but if you will please leave your name, message, number and a good time to return your call, we WILL get back with you as soon as possible." (here you can leave a notice if you have one) "Please note that we are closed this Monday for Memorial Day." (or whatever) Simple and effective. With unlimited plans out there, this is a very cost effective way to work.
Why not try a professional answering service. This service would be real people picking up your calls and then forwarding them onto you...they act like they work in your office for you and gives that big business feel. I am not sure that I would recommend the expense for a start up but if you have no partner this might be helpful.
Any of these ideas are a home office/Tax write off...which is something you need to take into consideration when you are setting up your business.
Thursday, March 3, 2016
ETHICS in Owning an Agency by Guest Blogger Brooke Kimbrough of 4 Sisters Surrogacy Agency
This
past weekend I spent two days in sunny southern California with 150 of some of
the most educated, respected and experienced professionals in the world of
surrogacy. The conference was put on by S.E.E.D.S (Society of Ethics for Egg
Donation and Surrogacy) and covered topics from legal practices to medical risks
and everything in between. Throughout the two day conference, a consistent
theme was the ethics involved in surrogacy and egg donation and the
responsibility of all players to uphold these ethics.
With the media focused on the failures within our profession, often times these anomalies within the community overshadow the enormous amount of reputable agencies, attorneys, medical doctors and metal health professionals in the field. With over 200 agencies within the U.S. alone, how would one not well versed within the community be able to determine the agency's ability to provide quality services? How would an intended mother be able to insist on using an ART(assisted reproductive technology) mental health professional when she was unsure that such a thing existed? The answer came to me as I sat listening to a review of a sensationalized case currently prevalent in the media regarding a non-compliant surrogate and a now father of triplets.
Ethics or moral philosophy is the branch of philosophy that involves systematizing, defending, and recommending concepts of right and wrong conduct. (wikipedia.com). Within the surrogacy community, the idea of "right" and "wrong" often fall within a gray area open to interpretation and personal moral beliefs. So how, as an agency owner for example, do I best practice ethics and serve my community in the most professional and morally positive way? What are the moral guidelines I should follow when I enter into a gray area? How do I lead by example for fellow agencies to follow with ethical decency? The answer lies within the name itself; E.T.H.I.C.S.
"E" is for Excellence. ASRM guidelines exist as a baseline for the practices of surrogacy. These are the bare minimum of standards that should exist within your agency. These guidelines, while they hold no legal standing, are certainly an excellent jumping off point for standards that should upheld within your agency. However, do you want your agency to do the bare minimum? The answer is "no". Your clients and colleagues expect that you are serving your community with excellence. So, when there is a question of whether a surrogate is qualified or if an intended parent's criminal record should preclude them from using your agency, refer back to "excellence" as your standard practice. Live above the basic guidelines of ASRM and serve your clients and community with excellence.
"T" is for Transparency. As an agency, transparency is key to providing excellent service to your clients. Did your surrogate fail a MMPI test several years ago but has since made some life changes and passed her most current screening? Do your intended parents have multiple surrogates? You need to be transparent about all information so that both your surrogates, as well as your intended parents can make informed decisions. Being transparent allows for each party to be able to clearly see their path and to feel informed and supported throughout the process.
"H" is for honesty. As a new agency owner, honesty is an essential part of my profession. Be upfront and honest when you interview IPs and Surrogates. Be clear about your surrogate availability, provide accurate timelines and be clear about fees and potential additional costs. By leading by example, you can in return expect honesty from your clients as well. Let your clients know that dishonesty in any aspect of the process will be grounds for breech of contract and elimination from the agency. Being honest as an agency owner makes for journeys that have clear and appropriate expectations and end with satisfied clients.
"I" is for Instinct: Instinct is a feeling that is often disregarded because it can lack physical evidence. However, instinct is at the core of our ethical and moral compass and should not be overwritten. If you have a "bad feeling" about a particular set of intended parents, there is no harm in explaining that the agency is unable to handle their case. You can feel free to refer them to another agency who may be better equipped to handle their particular circumstance or personality. In the end, this is a service based industry with long term clients. You have to spend a lot of time and emotional energy on each case and it is completely acceptable to not utilize that energy on a case you do not feel 100% committed to.
"C" is for Connectivity: Being a small canoe in a very large ocean can be lonely, overwhelming and frustrating. Connecting to your clients and their needs is the first step in providing quality service. However, it does not stop there. Connecting to peers and professionals within your community helps protect you as well as your clients. Understanding that while you may have vetted your surrogate, the mental health professionals that you work with are another qualified set of eyes who may be able to spot potential issues. Your attorneys are there to provide quality contracts and to follow through with legal deadlines and requirements. Connecting yourself with qualified colleagues can help your agency stay on course through the uncertain seas of surrogacy.
"S" is for Stewardship: Stewardship is the careful and responsible management of something entrusted to one's care (Merriam-Websters). Just as your surrogates are to act as stewards for their IPs unborn child, you as an agency owner, are equally responsible for carefully and ethically managing the complete surrogacy journey. Set up systems that keep detailed calendars and records. Be organized and proactive in managing and overseeing the process and journey. It is your job as an agency owner to keep everyone involved walking in the same direction, down the same path, towards a happy, healthy baby.
In trying to manage an agency that is above board and morally sound, E.T.H.I.C.S is a sure fire way to make sure you are always on the "right" side of any gray area. By being ethical and moral leaders within our profession, we can be sure that our clients are receiving the best possible care. Additionally, we can ensure that our growing fellowship is being led by a group of honest and trustworthy professionals who can guarantee a more positive and ethical representation of our amazing community.
Brooke
Kimbrough is the owner of 4 Sisters Surrogacy Agency in Roseville, CA. They
work with exclusively with California surrogates and domestic intended parents
in personalized surrogacy journeys. She can be reached at brooke@4sisterssurrogacy.com or
on their website www.4sisterssurrogacy.com.
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