Insights: My rep hasn’t brought in any referrals for two months. What should I do?

Click play to begin the video:    Video Transcript: You know I love getting this question because a lot of times this is when we really have to analyze what's happening with our sales reps. And I want to share with you,…

6 Questions Referral Sources Ask Themselves When Making a Decision on Who to Refer to Next

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…

What can we learn from a hot beach in Mexico?

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…

Insights: We don’t take all the insurances. How can we compete?

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…

How much risk are you willing to take with your money?

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…

Home Health and Hospice Intake: What You Need to Know

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…