Author Archive for: melanie@homecaresales.com
Entries by Melanie Stover
What can you learn from a 250-year-old tree in Alabama about home care sales and home health marketing
As we come to the 3rd week of working with teams across the country during the pandemic this morning, I reflected on the emotional journey I have witnessed with the agencies we work within our consulting business as I sit under this magnificent 250-year-old live oak tree. First, there was denial – I heard reps […]
“I finally am coming out of the overwhelm and getting referrals again.”
“I finally am coming out of the overwhelm and getting referrals again.” One of our private mentoring clients recently shared with me. Over the past two weeks, we have been working at neck break speed to arm our reps with the tools and messaging to get to their referral sources and keep the flow of […]
What do you do when you cannot grow because you don’t have enough caregivers?
Recently I was asked by an owner I was consulting for – Why couldn’t he grow “faster” and what was impeding his growth? He has a solid team of home care marketers. They use our High-Performance Sales Process. He has experienced double-digit growth since engaging in our training, but he wants more growth and he […]
How to overcome “My patients can’t afford Home Care”
…MONEY It has always been at the top of the list for objections in Home Care. If you haven’t heard it yet. You haven’t been out in the field long enough. EVERY Home Care Marketer, Owner, and Home Assessment team member has heard this cry. Is it TRUE? Maybe. Let me share the story of […]
How to put 1st things 1st
My twin boys are in the 1st grade and at their elementary school, this is one of their success habits. When they come home from school, they will say to me, “Mom, we have to put 1st things 1st and do our homework before we go out and play.” This is a great success habit, […]
Selling Home Care in -15 degree weather (Ridiculous Pictures inside)
This week I had the opportunity to launch a new Home Care representative. Here’s the good part – they are AMAZING! Here’s the bad part. It was -15 degrees when we were making Home Care sales calls. And I look like the stay puff marshmallow man with a fur hood (see pic) Most of you […]
Jedi strategy for overcoming FEAR!
How do you feel when you go to market to a “new” referral source? Or call on a Hospital? Does your heart race? Do you think of all the “bad” things that can happen? Most trainers and managers will say – get rid of your fear, dampen it down, manage it. I will tell you […]
Home Care Marketers = Pests? What an Orkin bug zapper says about Marketers at a Hospital Case Management Office
Recently one of our Client’s Home Health Marketers had a territory revision. We streamlined the home health marketing lines, and she was assigned a “new” hospital. (the hospital had been around forever, but she had not called on it before) This is a big hospital in a large metropolitan area. Home Care Marketing is fierce! […]
New Year – New You! How to achieve your income goals
Last week we discussed GOALs and how to make them SMART (Specific, Measurable, Attainable, Relevant, and Time-bound). This week we were together with our AWESOME Home Care Sales Mastermind Group in Miami at the Fountainbleu, and one of the reoccurring themes for their Home Care Sales teams was to make sure they are deeply connected […]
