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 to their “why” and their personal income goals.
As an agency, of course, you have a budget to hit. Often this gets “pushed” down on the rep in the form of a quota. “You MUST hit x hrs” or “Your quota is 20 admissions”. Is that enough for your rep to run with it and overachieve their quotas to bonus highly? Maybe.
I like to do an exercise with the reps I manage.
Step 1: What is your number this year?
How much money do you want to make? 70 – 80- 100k?
Step 2: How many admissions, hours or revenue will that take to make that number?
We call this working backward. Meaning you take the number you want annually, and you break it down into monthly goals – how many hours will it take monthly to get your annual goal? How many new admissions will it take monthly to hit your yearly income goal?
Step 3: how many per week or day?
Often when we break it down to the admissions per day or the revenue per week – the goal becomes more manageable.
Let’s take an example:
You need 240 admissions to make your annual income goal.
That’s 20 a month – basically, that is 1 admission a weekday.
One of the reps I work with – that is her number – and she has it on her car dash – “I just need one” on a post-it. She says this helps her focus on “just one” and not get overwhelmed.
What is your number as a home care marketer?
Do you know your daily home health admission number you need per day to make your income goal?
…Or your increase in hours per week as a home care salesperson?
…Or your hospice admission goal this week to increase your average daily census?
As a Home Health, In-home Care, or Hospice Marketer/ Sales representative, YOU have control over your income.
That is the BEST part about being a Home Care Sales Representative! EVERYDAY you get to wake up and say to yourself, “Who has my patient?”
My business mentor says it like this:
“Mel, you have the best job in the ENTIRE world. You are IMPACTING LIVES AND INCREASING YOUR INCOME at the SAME TIME!”
You are not selling “widgets.” You are helping some of the most venerable people in the country. Without in-home care, home health, and hospice, many people would suffer needlessly.
Your mission, when you choose to accept it, is to be UNSTOPPABLE with your home care sales, home health marketing, and hospice education. YOU get the people who deserve care – the OPPORTUNITY to get care.
You get to do well – while you are doing good!
This is your year – 2020 will be the best year when you break down your goals into bite-size pieces – you can accomplish anything you put your mind to!
Time for a Mind Shift acceleration! Your mission is BIGGER than their “NO.”
Now, it’s time to GO do your numbers for 2020!
Keep serving Seniors!
Together We Grow!
Melanie
PS: If you are looking for a group of REALLY SMART owners and executives – like yourself to share ideas and gain insights and tactics that are working today – you will want to be a part of the Home Care Sales Mastermind!
Click here for the application.
This is your chance to be with owners who are “you next year” and help other owners with your experience!
Join today – there is no other place you would rather be then with smart, successful agency owners who are not in your competitive market and willing to share what works for them!
