I am sure many of us would like to know what our referral sources are thinking sometimes. I certainly would! Unlocking their thoughts and reasoning would surely lead to more referrals.

Even without being a mind-reader, we can make some important observations if we ask the right questions.

I don’t just mean the Identify/Qualify step of our High Performance Sales Academy. I am talking about long-term relationship building.

If you want more referrals, then you must be willing to convert referring physicians and facilities away from the agencies they are working with. While there are definitely great reasons to use your agency, we (as humans) rarely change established patterns without a good reason.

You have to make sure that you are answering these 6 questions in a way that not only inspires confidence, but that leads them to feel good about their decision to refer to you.

As you prepare for your sales calls, (and during your prospecting weekly visits) try to find a way to answer as many of these 6 often unasked questions for your referral sources. Help lead them to the confidence they need to become a loyal referral source for your agency.

1. Does the salesperson have my best interest in mind?

Consider how they feel about your relationship. Is it one-sided? Do you come in asking for referrals and not bringing anything relevant info, education, or (at the very least) fun, educational giveaways? Would YOU refer to yourself if the roles were reversed?

2. What will this service mean to me?

The only way a referral source will gain an understanding of the powerful benefits of your services is if you educate them. Much like the previous question, people are looking for a reason to provide you with referrals. If they don’t feel that you offer many benefits, they will not be as inclined to refer.

3. Is it worth switching providers? Or What will I have to give up or what will I be gaining by switching providers?

For many referral sources, all of your competitors look the same as you. They bring in goodies, hang out (sometimes too long) and occasionally take care of patients. The old saying “Devil you Know” comes to mind, as the consistency of a previous provider may keep them from referring to you. How will it be different if they refer to you instead?

4. What will other people think or say about me switching to this company? What reason will I tell them that is the reason for making the switch?

Like the above question, this really is about having a good reason to change providers. Many referral sources get in a groove with an agency even if they don’t like them. They know what to expect. How are you making them know that the grass IS ACTUALLY greener?

5. Should I really switch to this company now? Timing?

Timing (as the old adage says) is everything. When you want them to start using your company, why should they switch today? I mean they could switch companies a thousand times and try out everyone. You need a tiny spark to set off a chain reaction of referrals. One of the biggest mistakes referral sources make is that they have no spark to light any fire. 12 Weeks later and you are still not receiving referrals.

6. How am I going to tell the other rep about the switch?

When a relationship is good or long-standing, you get to rely on a person. Your referral sources and the companies they work with are the same way. If they start referring to you, then they will have to stop referring to someone else or at least refer less. They will be asking themselves if it’s worth it.


Winning referrals sooner depends on answering all 6 of these questions! If your sales representatives are not bringing in referrals or you currently don’t have a sales representative because you feel like you can’t manage or train them appropriately, don’t worry – We can help!

We can:

Breaking patterns isn’t just for referral sources. If you or your team seem to be in a pattern of losing census, revenue, or referral sources, there is a good chance we can help.

Email Mike today to set up a quick call or jump on his online calendar to set a zoom appointment.

Set an appointment with Mike: https://calendly.com/mike-home-care-sales


Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

This summer, we had our family vacation in Cabo San Lucas. The boys LOVED it!

Of course, what is there not to love about a family vacation?

However, when I asked them what their favorite part they both replied the beach! My boys love the beach and swimming, so it was not surprising they said that but what followed?


“Mom, I love how we can be on the beach, and all the people come, and we can buy stuff.”


The boys love to buy “things” on the beach from the vendors, henna tattoos, wooden carvings of turtles, sunglasses, t-shirts lots of wares for sale. And A LOT of the same thing. Which got me thinking about differentiation.


How the beach vendors differentiated themselves fell into three categories:

    • By Price
    • By “customer service.”
    • By relationship and humor


Price: The 1st one is obvious by price. We are all consumers, and we know how to ask for a price and compare and get the best price. On the surface, all the t-shirts look the same, so you may simply look for the best price.



Which happens a lot in private pay in-home care – potential clients “shop” on price because that is all they know how to do. As the in-home care provider, you must elevate the conversation and share with the caller the differences on “why you” (we have a great exercise on this in the High-Performance Sales Academy). Even t-shirts can be different. We have all purchased a $5 t-shirt from the beach, and one wash later, it fits a barbie doll.


Was it even worth $5? – most likely not! A higher quality t-shirt might have cost more, but we could use it more. Similarly to in-home care – not all home cares are created equal.

DON’T let it be just about price!


Customer Service: While the product was the “same,” the customer service was different per salesperson on the beach.


Example: A child’s toy – a top – it was wooden and simple, but the guy we ultimately bought the top from offered to “customize” it by writing the boy’s names with a wood burner and the date, so we will never forget where we got them from.



This was a great example of taking something that is a commodity and “upgrading” it with customer service!


Many referral sources see Home Health, Hospice, and In-Home Care as a “commodity” all the “same,” but often, you can upgrade your position by “out customer servicing” the competition.

We see this at the intake position, making it “easy” for the referral source to refer. Or at the rep position speaking with the family, welcoming them onto service, and sharing “what to expect” as they transition home. The rep can make the whole process smoother and a better experience for the referral source and the patient.


Relationship and humor: By the 5th day on the beach, we had pretty much seen all the wares, and the salespeople had come to recognize the boys. One of the funniest lines of the week was a salesman walking by with a case of bracelets who said to us, “Hi Ladies, you haven’t bought any of my stuff you don’t need yet. Almost free for you today!”


It made us laugh, and my friend Melissa called him back. He was different, used humor to make a connection, and it worked! She bought a bracelet!

This is also why we say in the RoadMap to Referrals program to incorporate some fun! Yes, you are a professional, and this is serious business. But we could all use a little fun, and it deepens your relationships with your referral sources!

There are always “lessons” around us every day!


Be a student! Home Care Sales and Marketing can be challenging! But it doesn’t have to be. We are here for you! We got your back!

If you are interested in discovering how to leave the overwhelm and uncertainty behind, email Mike@homecaresales.com and he can tour you around the programs that can help you grow!

Together we GROW!

Click here to book a free discovery call with Mike! 

Keep serving Seniors

Together We Grow!

Click play to begin the video:


Video Transcript:

This week on coaching calls for office hours and their sales management program a rep asked me “what am I supposed to do, because my agency doesn’t take all the insurances that the referral source would like?”


Well, I would wish that the agencies that we work with all of them take all the insurances in the entire world.

Many of you can’t get on formulary many of you can’t get on panels.

We appreciate some panels are shut down, so there’s going to be areas where you just can’t get on that insurance.

Now I’m sure your leadership is trying their hardest to get on those panels and continue to try.

Here’s what a mentor told me once and I told this particular rep just this week.

You’ve got to sell what’s in the bag What did he mean by that, he said to me Mel you got to sell what’s in the bag, yes, you wish that you had X Y & Z you wish that you had this feature or this level of customer service or this insurance.

But you don’t.

You have this series of products and services.

And while you can bring it up to leadership and say I wish we had Humana I wish we had Blue Cross Blue Shield.

You can’t dwell on it, because it’s only going to bring you down and you gotta sell what you have. You’re going to position what you’re able to take.

I appreciate it might be a little bit harder. that’s where dogged and persistence pays off.

You know what we find in our sales management program and the high performance sales academy is that most referrals, if referral source is going to refer to you with our system they tend to refer to you in that

five to eight visit range, meaning you’ve seen that referral source five to eight times face to face in person, and this rep has not achieved that yet, and she was really down on herself.

And I said to her listen you haven’t even been there, four times in person face to face.

So while you’re saying you wish, you took all these insurances that may be part of the challenge I appreciate that.

You also haven’t put in the work yet, not fully, she’s showing up every day and she’s doing what we asked her to do in the system.

But at four times you know, yes, maybe once in a while you’ll get a referral early in the process, they don’t even know if you’re going to stick around yet they’ve had so many reps come and go, and come and go.

Stick in there.

Be doggedly persistent.

It may be about the insurances and your leadership’s working on it.

But it may just be about you, showing up and sharing the message that you have what you’ve got in your bag, to sell in order to care for more seniors.

So hang in there, tell your team persistence wins. It’s the key to the success. You got this and we can help.

If you’re looking for a system where you get referrals and that five to eight visit range, please jump on a call with Mike.

He does discovery calls with you, and you can make an appointment email him Mike@homecaresales.com and get on his calendar, see what we’ve got maybe we can help you too, I hope you have a great day, keep serving seniors and I’ll see you on the next series.


We have had several agencies joining the Sales Coaching & Management in the last month and we are loving seeing reps evolving into superstars. If you are ready to have us take over your sales management, simply reach out to Mike via email, or with the link below you can set up a meeting.




Thank you for all that you do to serve seniors!

Home Care Sales

Recently an owner was considering us to onboard, coach, and manage his rep.

He told us:

“I am terrible at hiring and managing my marketer. I have had 3 and 1 turned out to be not making a sales call, just sitting home and collecting a check.

The other was double dipping, working with another agency, and getting two paychecks.

The last one drove his car to the hospital and then walked to the gym, where he worked out for 2 hrs every day. I learned about it because one of my nurses worked out at the same gym and asked why he got to work out on company time.

I am OVER marketers. I am done with them, but I know I need them to increase my census, so I am calling you! You do it! I am not willing to risk my money ANYMORE!”


↑ How we feel when someone asks if we want to coach and manage their reps. ↑


We will gladly help you orient and onboard your marketers.

In addition, we will coach and train them weekly and hold them accountable.
We will become part of your leadership team!

We hear this story over and over from owners. Their marketers have failed them. But it’s not their fault they need a framework to orient and onboard a marketer.

Most owners were not taught sales management in school or in their professional careers. Our sales coaching program’s structure sets expectations, so everyone is on the same page, compresses time, and gets the rep to production quicker.

Managing marketers is a little like herding cats. And we LOVE herding cats!

Marketers must be independent and a self starter but often lack structure, planning, and time management skills, so they focus on “activity,” not “productivity.”

The HCS coaching and management program gives them the framework to have confidence in the planning to infuse their personality into the relationship development process.

Our framework consists of:


  • Orientation to Home Health, Hospice, or In-home care
    • Payment systems
    • Target Accounts
    • Eligibility criteria


  • Onboarding – the first 90 days to launch a rep to success
    • Weekly training and knowledge activities
    • Top 10 reasons to choose you
    • CRM included – documentation of best practices – how to set it and automate your sales success
    • How to answer “What do you do?” in a way everyone can understand and know when to reach out to you with a referral


  • Training and coaching – weekly checkpoints for training and coaching help the rep break through barriers and keep on target.
    • 52 wks of sales messages that get you high-value referrals RoadMap to Referrals in cluded
    • Live one on one coaching with a veteran marketer and manager
    • Small groups of peer coaching and community – other marketers in different states sharing “what’s working now.”

How does your framework compare to ours?



If you are frustrated with managing your marketer – we are here for you.

We LOVE herding cats!

We speak cat because we are cats!

Click here to book a free discovery call with Mike! 

Keep serving Seniors

Together We Grow!

A client, patient, or referral source’s first interaction with your employees is critical to the reputation of your company. This is especially true for home health, private duty, and hospice agencies.

Our intake staff play a vital role in providing a positive experience for our referral sources and our patients and their families.

We are committed to providing excellent customer service and making sure everyone who contacts us feels welcome and valued. We take pride in our reputation and work hard to ensure that we exceed our client’s expectations.

When hiring for an intake position, think of them as your inside sales position. They should be able to build great relationships with potential new patients and guide them through the process of becoming a patient. It is important that they are friendly and welcoming and ready to serve.

The intake position is an important role in any practice, so make sure you take the time to find the right person for the job.

The success of your new intake person depends on how well you can set them up for success. One way to do that is by creating an intake checklist. This should include all the necessary information to get your new person started off on the right foot. Demographics are key, as well as insurance and emergency contact information.

Be sure to include the facility referring information, as well as the order for services. And don’t forget to list the patient’s PCP and face-to-face encounter information for home health and hospice referrals.

In addition, always ask for the most recent history and physical and any labs, or test results that provide diagnosis supporting evidence. Having this information in one handy document will help your new intake person hit the ground running!

Referrals are the perfect opportunity to improve your account relationships with the patient’s physicians. If the patient’s referral did not come from their PCP, you should contact their PCP to let them know you will be providing care. This is important because the PCP can bill for Transitional Care Management (TCM), which is a service that helps ensure that patients smoothly transition from one level of care to another.

You can fax or email the referral to the patient’s PCP with a letter introducing your agency. This is also a great time to introduce your company and make sure they are the PCP.

If you ever have a hard time locating a patient’s PCP you can always check a pill bottle for the last ordered medication. That will at least provide you with who ordered the most recent medications. It will also identify the pharmacy that the patient got meds from and they might be able to help you identify the physicians involved with the patient’s care.

When a patient is referred to your facility, it is best practice for your intake staff to call and confirm demographics with the patient or the patient’s family. This way, you can be sure that the primary care physician (PCP) has the correct information and that follow-up appointments are scheduled correctly. By taking this extra step, you can avoid any confusion or delays in care.

It is also critical to work with your sales representatives. Intake is part of the inside sales team.

Follow these three tips:

  1. When referrals are received, it is critical to communicate with the Sales Representatives. This allows reps to follow up with the referral, update the status, and provide any additional information that may be needed.
  2. By keeping the lines of communication open, both parties can ensure that referrals are dealt with in a timely and efficient manner.
  3. Referrals are an important part of the sales process, and by working together, representatives and management can ensure that they are properly handled.

Remember, every referral is a chance for a sales rep to go out and qualify a new account. (This is taught in the High-Performance Sales Academy).

In conclusion, it is important that your intake staff be eager and ready to serve in order to make a great first impression.

Furthermore, communication lines must be open in order to ensure that potential referral sources are identified and given to the sales reps. By following these simple steps, you can increase your chances of making a producing account.

As mentioned above, the methodology of qualifying accounts is covered in depth in our High Performance Sales Academy. If you’d like to gain immediate access for yourself or a team member, you can sign up here: http://homecaresales.com/high-performance-sales-academy

It’s also easy to find out more with a free consultation with Mike by going here and choosing a time that works: https://calendly.com/mike-home-care-sales


Have an amazing day!

Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

Click play to begin the video:


Video Transcript:

You know man sometimes you’re just going to have one of those days, where our nurse and a physician or one of our caregivers and one of our referral sources

They have a disagreement or an argument.

I will share with you…

An example I had one where a podiatrist called and said that the nurse called his office and told him he ordered the wrong wound care.

And it wasn’t that she called and said “hey this wound care should not be done this way”

It was that she just left that as the message: “you ordered the wrong wound care and we need to change the orders call me back.”

He was so mad that she did that!

I will also tell you that this nurse has a remarkable reputation for healing wounds, so she truly does know wound care.

She does have, above and beyond, several different certifications that she received for wound care treatments.

and she really does know what she’s doing, but she doesn’t know how to approach somebody

when she’s talking to them about them maybe ordering a wound care in an improper order or an improper way.

So when this happens, it’s really important that you step in and you offer, first of all an apology.

Explain why the situation happened.

Apologize sincerely that it happened, and say that you were shocked that it happened.

And then you need to share with them, what are you going to do next, to make sure it doesn’t happen again.

Even if you do that, and you apologize at the end and you say you know “what can I do?

Can I make sure that…

How can I meet any expectations, so that you will continue to refer to me?

The Doc may turn around say I’m never going to refer to you again, as long as you have Marina the nurse taking care of my patient.

If that happens, you have to then figure out, am I willing to say that I’ll have somebody else be the provider when he makes a referral.

If you’re not willing to do that, then you may need to say well I’m really sorry to hear that and move on to another physician.

And then you need to counsel your nurse and explain to her how you could have lost a potentially great referral source.

Sometimes you can get the physician to change his mindset like I will share with you another one where

My intake department told the doctor that we needed the doctor to document homebound status on the referral form.

And the physician came back and he said I’m not doing that this patient side homebound.

And then I looked at the referral and in a heartbeat I could see that the patient was hometown.

So I picked up the phone I called the Dock, and I said hey i’d love to pick your brain about a couple things with home health and I wonder if you would do dinner with me.

And me and actually the sales REP that were responsible for that neighborhood went to dinner with the Doc and at dinner I turned around and I said to him hey…

You know I understand you had a little bit of an altercation with intake about Mr. Jones and he didn’t want to document why he was homebound.

And he said to me, yeah, she was asking me to – you know – commit fraud and write that he was homebound and he is not.

And I said – you know – tell me Dr S, what does homebound mean?

and he said homebound means that they’re confined to the bed or that they’re in a wheelchair, and this patient is not homebound.

and very quickly, I was able to discover that his idea of what homebound was was not what homebound is.

So right away, we were able to go back to intake and say hey whenever you need somebody to do something for homebound instead we’re going to email them, this is a little paper that describes what the regulation says.

This is the evidence that they should be given so that they can understand how to document homebound and what homebound is because a lot of docs, they hear the word homebound and they perceive it as something else.

So every single time that you’ve got a problem with an account you’ve got to do an investigation.

You got to find out what was the problem and see if there’s anything that you can fix.

And know when you’ve got to walk away.

know when you’ve got to cut your losses so that you don’t waste time and money and effort and get everybody upset every single time that you’re saying I wish I would have bought another referral from that person.

because sometimes you can’t win them all.


There is nothing worse than a bad interaction with your referral source and your staff. However, it doesn’t have to be the end. Managing those relationships takes work. If you are looking for a way to build stronger relationships that can endure a few bad interactions, check out the High Performance Sales Academy! You can learn how to perfect the art of building bulletproof referral-producing relationships.

Thank you for all that you do to serve seniors!

Home Care Sales

When starting a new job in sales, it is important to build a list of accounts as soon as possible. This will help to increase your chances of success and make your job easier.

There are several ways to do this.


One way is to ask your colleagues for their contacts. Find out who knows the area physicians, discharge planners, or social workers at any skilled nursing rehab centers.

Another way is to use LinkedIn or other social media platforms to find potential leads. You can also use search engines to find potential customers.

Finally, you can use industry databases to find potential clients. We are partnered with Trella data, and we recommend their data analytics to all of our clients. Fishermen use devices to find fish, we can use data to find out who is referring right now!

Find your best customers:

Segment your data and analyze it to find your most valuable customers. Identify what you do best at your organization and build on selling that service. Know what patients are most profitable and what patients you want to avoid.

Identify your sources of referrals:

Once you know who your best customers are, you need to find out where they are coming from. Go through your referral logs and investigate what person or contact made the referral to your agency.

Create targeted campaigns:

Use the information you have gathered to create targeted marketing campaigns specifically for your best customers. Targeting contacts that are already at accounts that know who you are because they used your services in the past. Make sure you look at every doctor that cares for your patients. You can then use that patient’s name as a way to ask for more patients that look just like the one you have already served.

Analyze and adjust:

Keep track of how your campaigns are performing and make necessary adjustments. Sales representatives are the lifeblood of any business. Keeping track of how they are performing and making necessary adjustments is critical to success. One way to do this is to analyze your best customers and referral sources.


Your best customers are those who buy the most product or services from you.


You should identify their common characteristics so you can target more customers like them. Also, find out what persuaded them to buy from you. Was it a personal referral from a friend or family member? Or was it an advertisement they saw online or in print?

Once you know what attracts your best customers, you can work on getting more people to see your ads, or better yet, get them referred by someone they know and trust. Having a strong base of loyal customers will help your business grow and thrive.

In conclusion, building a targeted account list is an important part of any successful marketing campaign.


By taking the time to carefully target your audience, you can ensure that your message is reaching the right people. There are a number of ways to build a targeted account list, and each one has its own benefits. However, the most important thing is to be sure that your list is accurate and up-to-date.


Now, having a list is key and something that we cover in even more depth in our High Performance Sales Academy. If you’d like to gain immediate access for yourself or a team member, you can sign up here: http://homecaresales.com/high-performance-sales-academy

It’s also easy to find out more with a free consultation with Mike by going here and choosing a time that works: https://calendly.com/mike-home-care-sales


Have an amazing day!

Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

Click play to begin the video:


Video Transcript:

The question we get asked probably most often is how do you develop an incentive plan or bonus plan or compensation plan that motivates this staff member the sales REP or marketer.

But also is thoughtful of the Agency and your budget your revenue and your profit.

Well, we have something that we like to call the-cost-justify-the-COMP plan, and what that fancy word means is that you have to take into consideration what your revenue looks like.

What your direct costs indirect costs look like and you’re a real profit.

So that’s why, when people ask me this on forum, or if I’m at a conference speaking on stage will say talk to me about a COMP plan how much or how many patients should my market or deliver to me how much revenue should my marketer bring to the table for our in-home care.

And what I share with them is it depends, and you know I know that’s a crappy answer from the stage you don’t want to hear that or even hear you don’t want to hear that what you want us number… and what I can tell you is it’s a formula.

You got to take into consideration what is your cost per admission per patient or client, you have to take into consideration what the base COMP is for the marketer.

And then, what is your profit per patient or per client and how much of that are you willing to share with them.

That is the formula that you need to look at and once we do that because everyone’s direct expenses are different for someone like me who lives in Fairhope Alabama.

My office space maybe less than someone who lives in La Jolla California. So my cost per admission or per client started care it’s going to be less than someone in La Jolla.

In fact, my base camp for my REP is going to be less here than it is in La Jolla.

So, consequently, you have to look at the formula in order to best identify how many patients you need how many clients, you need, for example…

And that can be expressed in revenue, it could be expressed in ours for our in-home care friends and it’s often expressed in admissions or start of cares.

So Consequently, I would ask you to take a look at that.

Most REPS think in terms of admissions or clients who start care.

That’s where their brain goes. So if you have a number which you ultimately will you’ll have a number that you are willing to give your reward your marketer per patient.

And that is what I’d recommend because they think in terms of per patient, not revenue growth.

You will, as a business owner or as a manager or leader, but the REP themselves (will not).

So turn those numbers turn those revenue numbers into actual patient admissions or client admissions and then just every 90 days do a check.

Make sure that your average patient profit continues to be the same as what it was 90 days ago, because we know all clients or patients are not created equal revenue-wise.

Just do your checks, so that you can make sure that your COMP plan is in alignment.

We do this every day with our sales management folks.

Every quarter we sit down and do a quarterly game plan that’s also when we look at revenue and make sure that our COMP plan is in alignment with our board goals or ownership goals, so that the Agency can then achieve its goals.

So I hope that helps when you think about COMP plans, just think about the formula.

The formula is going to be different, the formula is going to be the same, but the numbers are going to be different for each agency.

So take your revenue, think about profit per patient and put that into a calculation for a base salary usually about 60% is base salary and 40% is that variable COMP that is rewarded based on growth, for example in your agency.

So we look forward to helping you. If you want more information about our sales management program we help sales.

REPS every day achieve and overachieve their budgets just go ahead and email mike@homecaresale.com and he’ll set you up for a discovery call where you can learn more about how we help agencies, just like yours manage their sales REPS and grow their business.

Thanks for joining me today I can’t wait to see you on the next question!


Having a solid comp plan for your marketers will ensure that you are getting the results you are looking for out of your team. If you want to stay competitive, a great plan is key to your success.

We just recently covered designing comp plans for marketers in our Inner Circle Mastermind. If you are a home health agency owner who is looking for a major level-up for your agency (and life) you should apply here: homecaresales.com/innercircle

Thank you for all that you do to serve seniors!

Home Care Sales

  • Game Developer: GamesSafu
  • Release Date: February 08, 2023
  • File Size : 517.2 MB
  • Game Engine: Unity
  • Current Game Version: Demo (Ongoing)

You may visit the website for more addictive adult games: lewdzone

Game Informations

Take revenge on the neighbor sisters with the Hypnotic Pistol

You can enjoy playing harem with two sisters.

You can use the hypnotic gun at any time and make a difference.

You can make a difference.

The girls are fully voiced, so you can enjoy a realistic game experience.​

Game Images

How to install?

  • Extract and run.

System Requirements:

  • Dual Core Pentium or equivalent Processor.
  • Intel HD 2000 or equivalent Graphics.
  • 517.2 MB of free disk space (Recommended to have twice as much free disk space than this).
Link: Hypnotizing Beautiful Sisters Who Piss Me Off [Ongoing] – Version: Demo

Have you ever heard of Compound Interest? Many of our more sophisticated readers may be familiar with the term. Compound interest (or compounding interest) is interest calculated on the initial principal, which also includes all of the accumulated interest of previous periods of a deposit or loan. [www.investopedia.com]

Clear as mud, right? Well, I’m going to explain it in a different way and I am hopeful you will apply this simple lesson to your life.

Just to be clear, I was taught this lesson years ago and it changed my life forever. What I am about to write could change your life as well. Could you use a positive life change? We are going to talk about Compound Success.

In the same way that money collects interest, so does knowledge, wisdom, experience, and effort. When you put a little bit in at a time, it will eventually become a lot. If you read 5 pages of a book each day, then at the end of the week, you will have read 35 pages. That means in 8 weeks (2 months), you will have read 280 pages.

Let’s just consider that for a minute:

How to Win Friends and Influence People by Dale Carnegie – 291 Pages
Maximum Confidence by Jack Canifield – 277 Pages
The 7 Habits of Highly Effective People by Stephen R. Covey – 381 Pages
The Oz Principle by R. Connors, T. Smith, and C. Hickman – 232 Pages
Who Moved My Cheese by Dr. Spencer Johnson – 32 Pages
Start with Why by Simon Sinek – 256 Pages
The Holy Bible – Around 1200 Pages

The average reading time for non-technical material is roughly 2 minutes per page. So this should take exactly 10 minutes out of your 1440 minutes you have each day. Not much, but consider the compound interest of knowledge.

Have you ever made it through a book that changed your life or outlook? I have. It stayed with me forever. It informs my decisions even today. So what if you could finish a book every 2 months with almost no real investment?

Consider positivity in your workplace. What if you wrote one employee or co-worker a positive note or email each day? Just one. That shouldn’t take more than 5 minutes. You can buy a stack of Thank You cards and thank them for being part of the team. Would that change your workplace? Can you think of a moment when a simple and kind word or compliment completely turned your day around? You could be creating that kind of environment at your office.

How about in your sales? If you made 40 sales calls every week and got 4 referrals, what difference would it make if you made just one more call a day? The numbers say you would get an extra referral every other week. Instead of having 16 referrals, you would have 18. Would that help your situation?

The trick is to follow Melanie’s favorite saying:

“With Structure comes Freedom!”

Don’t just try to read five pages today. That would be great of course. The better way, however, would be to set time aside every single day for reading and card writing. As for adding one more visit, the trick is to make the visit count. Everyone has an account they should give more attention to. If not, who is not referring that should be? Who had referred in the past that isn’t?

Plan an extra around the same time each day if possible. If you are using our 5-Step Selling Process from our High Performance Sales Academy (as all the cool, brilliant, and highly-effective salespeople are likely to do), then your survey visit should be perfect for this. You can qualify accounts and prospects to unlock new avenues of referral growth.

Ultimately, making a daily effort over a few months can change the trajectory of your life and create Compound Success. Making that same effort over a couple of years will literally change your life forever.

Have a great week!

– Jason

About the Author:

Jason Lewallen is Vice President of Marketing

for Home Care Sales

He can be reached at:

Email: jason@homecaresales.com


PS: Might want to consider…

If you are a home health, hospice, or private duty agency who struggles with:

  • educating your referral sources
  • not having professional handouts with the correct clinical/treatment info
  • not knowing what to say to drive referrals
  • not having time to train your sales team about diagnosis-specific info

…then the Roadmap to Referrals program is the answer you have been looking for. Agencies are using this methodology to gain more referrals and position their entire sales team as experts.

Want to see how it works? Set up a demo here: https://calendly.com/mike-home-care-sales