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What Sally the hurricane taught us about setting expectations in sales and marketing

We live on the gulf coast.

It’s a beautiful place, quiet; I have written about the 200+-year-old live oak tree in the past.

We have lived in south FL too – Fort Lauderdale and Miami. We are no strangers to hurricanes.

But Sally was my boy’s 1st hurricane. I have twin boys who are 7, and while we just had Marco and Laura in the gulf, they didn’t bring us hurricane wind.

Don is particularly concerned with “natural disasters.” He doesn’t like the drills at school, and he says it “freaks me out Mama. I just think about hurricanes for days after the drill”.

Sally was coming in at a category 1 – my husband Chris and I have a pact to not stay for another 4 again, so at a category 1, we were sheltering in place.

We talked to the boys about “being ready.”

We set out

  • Flashlights & Lanterns
  • Generator
  • Gas
  • Non-perishable food
  • Water in the bathtubs to flush the toilets

All the furniture outside was put in the garage or tied down.

We had everything in place to ride out the storm.

We set the expectation with the boys that we were going to lose power. The first 72 hrs are on “us,” and then the line workers and everyone else will come to help.

Don and Dylan were ready.

The rain came first – a lot of rain. Water was being pushed in from the ocean and from the sky. The live oaks root system is pretty shallow, making them vulnerable to being toppled over when the ground is soaked and loose.

The wind started to howl.

Don said it sounded like people screaming on a rollercoaster. It did.

The windows rattled. He was scared but not “too scared, Mama. You told me this would happen”.

The electric went out next – we turned on the flashlights and started up the generator. We don’t have a big generator but enough to plug in the frig, so we don’t lose the meat in the freezer, plug in our phones and, of course, the most important – MAKE COFFEE!

We watched the storm blow our trees, move the furniture that was “tied down,” create new leaks in our roof, but the boys handled it all with calmness. They got buckets and pails to catch the dripping water; Dylan was on “mop duty” to wipe up the water we missed.

Everyone had a job, and we all got through it together!

Once the storm passed, we ventured out into the yard. LOTS of trees down. 100ft pine trees snapped in half, tons of live oaks toppled over. Dylan said, “I have always wondered what the tree’s bottom side looks like now, I know!”

Trees were blocking the ability to leave our neighborhood.

We live in an older community where about 50% of our neighbors are over 65. I got out my phone and started calling our older neighbors to make sure they were ok.

Chris grabbed his chainsaw and started cutting through trees that were blocking our neighborhood roads.

The boys got their toy John Deere tractor with the wagon, and we went behind Chris to help move limbs.

All the neighbors came out to help cut up and move trees off the road in case of an emergency that someone needed to leave, or the first responders had a way into the neighborhood.

We spent the day cutting, carrying, and piling branches and limbs. We stopped when it was starting to get dark. On the walk back to the house, Don said. “Mama hurricanes are bad, but the good part is everyone comes out and helps each other, so that is the good part of a hurricane. But I still don’t like Sally! She is terrible!”

Very astute, my little 7-year-old. Yes – everyone does help each other.

Lessons learned from Sally:

  • Set expectations – if your agency needs time to evaluate COVID patients – tell your referral sources why and how long.
  • Be Prepared – If you lack staffing in a specific area, make sure you know and be prepared with your communication message.
  • Help each other – Sales and Marketing is a “team sport” you and your ops team together are stronger and can move “trees off the road together!”

We are all Stronger Together!

Make it a great week!

Melanie

PS. If you want to “be together with us,” The RoadMap to Referrals is a great way to be “Stronger Together” Click here to jump on Mikes’s calendar to see a demo of how we help each other!

 

*Image from NBC News. All Rights Reserved.

3 mistakes that Home Care, Home Health, and Hospice Executives make that impact performance

Many owners like me work so hard to open, grow, and succeed in their organizations. The problem with most of the owners is not really a problem but just a small commonality that many of us have. We care so much about the service, that we forget to care about where the next referral is coming from.

Believe me when I say that I too started this way in 1995.

The first mistake that I see over and over again today (in 2020) is THIS SAME BELIEF.

#1 Customer Service will grow your agency.

Yes, I too believed that if my patients received great customer service that I would be able to grow my agency. I believed that word of mouth would be all that I needed. And folks…word of mouth referrals will grow your agency. But it is not enough you need to do more.

You may have a patient that loves you end up in the hospital, where a competitor of yours has a relationship with that discharge planner. The discharge planner then tells the patient “you need to use our agency because we can communicate with them and make sure you are doing everything correctly.”

Next thing you know…you know you lost the referral.

#2 Not Setting or Tracking Goals

Once you begin setting weekly and monthly goals you will soon realize it is not an easy thing to keep track of every week and every month. The tracking that is required is fraught with obstacles and distractions.

Laziness, ego, weakness, and immediate gratification will all try to pull you away from tracking your accomplishments every day. You MUST fight them! You will even have to fight people who do not want you to track goals. But you can fight and you can win. Set goals and share them with everyone at your organization and do not stop!

#3 Daily Discipline to Stay at Peak Performance

As Owners, we probably worked 50 and 60-hour work weeks the first several years in our businesses to make it successful.  Failure wasn’t an option. (and of course, it still isn’t) Eventually, we get to a place where we must fight to keep up that level of passion. Eventually, that will lead us to start to tell ourselves: I deserve a break. I want to take a long trip (pre-COVID) or I just want to not work for the next month. We may decide we deserve a break from working out, or we earned that extra hour of sleep or one more glass of wine.

The problem with this self-sabotage is that it throws us off our path of peak performance. We must nurture our bodies in order to nurture our minds. Since our physical bodies are the support mechanism for our brains, physical fitness and health are critical in our daily success.

Right now, you have the opportunity to make a change in your daily life and lead your organizations by setting an example.

Keep yourself at peak performance! If you are already doing the right things for yourself like meditation, learning new things, and daily exercise: KEEP IT UP! You are on the path to continued peak performance. You are seeing the results of your hard work and your efforts are paying off. Now go lead others and help them along the way. I am taking this advice right now!  I am going back to my peak performance state!

Remember to thank those that help you achieve peak performance. For me, I want to thank my sister Denise for pushing me.  Owners if you need support, and you want to connect with other wonderful owners who help you become the best version of yourself I would highly recommend that you check out our mastermind group!  www.homecaresales.com/mastermind.

May you continue to advance and reach your peak performance,

– Cheryl

 

Friends, 2021 is less than 4 months away.  You have a chance now to increase your revenue to offset 2021 revenue reductions.  Go check out how www.homecaresales.com can help you!

Want to make it quick and easy to learn more? Reach out to Mike at Mike@homecaresales.com to set up a demo (or go here: https://calendly.com/mike-home-care-sales and secure a time to talk to him)

Sharing my nearly thirty-thousand-dollar lesson, so you don’t have to learn the hard way too

I am a student at heart.

My Mom was an elementary school teacher for 32 years with two master’s degrees. I am sure this is why I value education. I, too, have two masters degrees and continue to try and expand my knowledge.

Every year I engage in training, coaching, and masterminds all to upgrade my skills. My husband pokes fun and says I should be “improved” by now! My goal in each of these programs is to find the “one” tactic, tool, or a person who will help me move the needle in my business and support my clients better to give them an advantage in their agency.

Cheryl and I have been completing market research to prepare for our fall offerings to craft a program that is “just the right fit,  right now.” We have been interviewing owners of agencies, and it has been so fun to connect and, of course, enlightening (more on that another day).

One of the discussion questions was how they evaluate if a “program” was for them or their team. Because at one point or another, we have all taken programs that disappointed us.

I want to share with you a $28,500 program that disappointed me and how I make decisions on which programs to take after that experience.

In 2017, I wanted to create an online program that would serve Home Care Sales, Home Health Marketera, and Hospice Liaisons. I wanted to create this fantastic experience for the sales reps, which would make them thrilled to complete the next section. This would become the industry standard for new hires and experienced representatives to needed a refresher or teams who wanted to be on the same page.

I was introduced to an online course developer who had a course that was very successful. She promised a lot, but her program was rigid. She didn’t have any flexibility in her program or consulting. She was not personable, and she didn’t relate well to me or my business. She was great on video, where she could script everything but not in person. She was not able to generalize her business and make it applicable to my business.

At the time, I was SUPER frustrated.

Maybe you have been in this position – your expectations were one thing, but the outcome was another. I spent 12 mos in her program. It was rough. So rough and so many people did not get the result they wanted, she offered another 12 months for free! I know she tried. It just didn’t work.

At the time, I was mad and sad that I spent all that time AND money AND precious hrs away from my family.

But I can say now I am grateful for that experience. It made me appreciate our clients more – the trust they put in us when they allow us to “be on their team” through training and consulting.

When we develop our programs, we are very cognizant of the expectation and the tremendous drive to deliver value.

From the experience with her, we have created a framework for working with clients that I would like to share with you so that you can use it to evaluate your next training program.

S E O (not the web stuff, but that is how you can remember it!)

Success:  How will you know if this program is successful?

Experience:  Are the instructors actively engaged in your business line (working “inside” a HH, Hospice, or In-Home Care)

One:  What is the one thing you want to “learn”?

I bet you want to know about the online program that we created. It’s a High-Performance Sales Academy. In 2017, we offered it as the first industry-specific online sales process program.

It gives you the exact steps to take to move an account through the sales process to deliver you the 1st referral and support your referral sources throughout your relationship with them.

Giving you a repeatable process, so you NEVER miss a referral opportunity again!  We continue to evolve the program to reflect the current landscape.

We have upgraded the High-Performance Sales Academy experience and all our programs on our learning system HomeCareSalesPro™ to drive performance and course completion!

Want to discover how you can win Achievement Badges and Ranks?

Click here to jump on Mike’s calendar for a demo on how your sales reps will want to learn more – perform more!   

Impact more lives!

Do well while doing good!

Go, do great things!

Melanie

What to do in a short week

Happy Labor Day Weekend!

Welcome to a short week!

It is often we find ourselves in this position. We have a four day work week coming up, and we have to prioritize our marketing efforts.

I have felt the “crunch” of a short week. You have too much to do and not enough time. Perhaps you have had that feeling also where there is just so much to check off your to-do list that you feel overwhelmed.

The answer to overwhelm is prioritization.

In setting up our teams for success, we follow this simple cadence that has delivered results.

It will work for you too.

  1. Monday: Prewritten “open for the Holiday Blasts” emailed out for the holiday. (make sure you have staff and are “open” for referrals)
  2. Tuesday: Follow up on the Focus 50 accounts from your Inside Sales Remote Marketing Program. Topic: Current availability of care.
  3. Wednesday: Step 3 of the High-Performance Sales Process – “WIN” The referral generator – follow up and report out on any referral from Friday- Tuesday. Make sure to use this as a patient vignette in your follow up “Ask”.
  4. Thursday: Sales Message of the week to generate conversations for high-value patients or clients.
    *52 Week RoadMap of Referrals members September 7th week on your calendar: Home Health and In-Home Care – use your Monthly Health Observances as handouts or digital assets. Hospice – use your “Did you know cards” on your marketing calls.
  5. Friday: Clean up anything outstanding. Follow up on any referrals from the week. Finish your week strong! Make one extra call today!

A short week is your opportunity to compress time and maximize your productivity in 4 days!~

Happy Labor Day! Celebrating You and the contributions workers have made to our country’s strength, prosperity, and well-being!

Take Action! And Serve More Seniors!

Melanie

Why PDGM Didn’t Impact Most Home Health Agencies

Like many agency owners I was not looking forward to learning a new payment system. When CMS finalized a new case-mix classification model, the Patient-Driven Groupings Model (PDGM), effective beginning January 1, 2020, I was less than enthusiastic.

The PDGM relies more heavily on clinical characteristics and other patient information to place home health periods of care into meaningful payment categories. One case-mix variable is the assignment of the principal diagnosis to one of 12 clinical groups to explain the primary reason for home health services.

In addition, we had the stress of learning what would be a LUPA and how do we keep good outcome scores. Little did we know that 2020 would be a year unlike any other faced by the home health, home care, and hospice industries.

Many have been writing that PDGM has not taken the toll that many expected. I decided to go right to an expert that works with agencies around the country. I interviewed Jim Plonsey, of Medicare Training and Consulting, https://medicareconsulting.net/.

Jim Plonsey

Medicare Training & Consulting, Inc., located just outside Chicago, Illinois, has been providing health care consulting for nearly 30 years. Founded by James Plonsey, MTC provides individual as well as group training to home health agencies, hospices, federally qualified health clinics, and hospitals.

 

Jim is the owner and a dear friend of mine.

I asked Jim,

“Why do You think PDGM hasn’t impacted the home health industry as anticipated?”

Jim responded, “The main reason Home Health Agencies have not felt a great financial impact as anticipated falls into the following 4 categories.”

1.   PPP Loans – The Paycheck Protection Program is a loan designed to provide a direct incentive for small businesses to keep their workers on the payroll. SBA will forgive loans if all employee retention criteria are met, and the funds are used for eligible expenses.

2.   EIDL Loans – In response to the Coronavirus (COVID-19) pandemic, small business owners and non-profit organizations in all U.S. states, Washington D.C., and territories can apply for an Economic Injury Disaster Loan (EIDL). EIDL is designed to provide economic relief to businesses that are currently experiencing a temporary loss of revenue. EIDL proceeds can be used to cover a wide array of working capital and normal operating expenses, such as continuation to health care benefits, rent, utilities, and fixed debt payments.

3.   CARES Act Stimulus Funds – HHS is distributing $50 billion to providers who bill Medicare fee-for-service in order to provide financial relief during the coronavirus (COVID-19) pandemic. These funds are allocated proportional to providers’ share of 2018 patient revenue. On April 10, 2020, HHS immediately distributed $30 billion to eligible providers throughout the American healthcare system.

4.   Accelerated Payments – The Accelerated and Advance Payment (AAP) Programs are typically used to give providers emergency funding and address cash flow issues for providers and suppliers when there is disruption in claims submission or claims processing, including during a public health emergency or Presidentially-declared disaster.

Since expanding the AAP programs on March 28, 2020, CMS approved over 21,000 applications totaling $59.6 billion in payments to Part A providers, which includes hospitals.

For Part B suppliers, including doctors, non-physician practitioners, and durable medical equipment suppliers, CMS approved almost 24,000 applications advancing $40.4 billion in payments.

The AAP programs are not a grant, and providers and suppliers are typically required to pay back the funding within one year, or less, depending on provider or supplier type.

Jim also shared with me that he felt that many HHAs were suffering a severe cash crunch in March 2020 when the payment started coming in under the new PDGM payment system. The CARES Act funds were issued in April 2020 which provided a lifeline to keep agencies in business. In the same month, HHA obtained accelerated payments from Medicare equal to 3 months of payments.

Jim further comments that he feels that many have delayed the pain.

“Most HHA just delayed the pain until January 2021, when the RAP payments will be reduced from 20% to 0%.  Agencies will have to come up with an additional 30 days of cash and potentially pay back any unused CARES ACT funds.”

 

Friends, 2021 is less than 4 months away.  You have a chance now to increase your revenue to offset 2021 revenue reductions.  Go check out how www.homecaresales.com can help you!

Want to make it quick and easy to learn more? Reach out to Mike at Mike@homecaresales.com to set up a demo (or go here: https://calendly.com/mike-home-care-sales and secure a time to talk to him)

Want to see numbers of another agency remote marketing for 2020?

Recently I was on a panel of experts and asked the question.

“Does Remote Marketing Work?”

Which is interesting because I was asked the same question over the past 2 weeks by a Home Health and Hospice Owner and a National Sales Director for In-Home Care

Clearly, there is some uncertainty around “Can a marketer “work from home” and get results?”

The answer is a RESOUNDING YES!

 

Of COURSE, you get more “feedback” in person. And as SOON as we can get into accounts, the teams absolutely will!

I want to share with you results from offices that will make you say, “YES! REMOTE MARKETING WORKS!”

Here is a Case Study from an agency using a few Home Care Sales Programs:

Agency Details:

Admission Results 2020:

Office 1 – Urban

LIMITED access – 90% remote


Office 2 – Rural

LIMITED access. Parking Lot Meetings started 2 wks ago. 80% Remote

Office 3: Small city covering rural counties too.

LIMITED ACCESS – 90% Remote

Office 4 – Urban

NO in-person Access. 100% Remote until last week started “Parking Lot” meetings

 

You can see in all the offices; April took a hit. But not for long. I am incredibly proud of this team! Here is what they did to minimize the risk for this owner and how they came back STRONG!

GOT REAL – REAL FAST.

Yes, there was “shock,” but they took the directive to set up their office and get back to work! Just because the marketers were home – didn’t mean they “stopped” marketing, they had to do more connections, more education, and more relationship building.

*My personal Belief is our message is diluted by 50% when we are not personally in front of our target referral source.
 
All the Mastermind Members get access to all our training for their staff. This agency implemented High Performance Inside Sales Process, AND the Patient Call Me program at the same time.

NEVER TAKE YOUR FOOT OFF THE GAS! There was a question in the beginning – Should we stop marketing? NEVER stop marketing. Relationship building is the key to success! Connect to the HUMAN first, then the AGENCY!

If you are not seeing ABOVE PRE COVID-ADMISSIONS AND HOURS, it is time for you to ACCELERATE OUT OF THE TURN!

You, too, can have the numbers of your dreams! You DESERVE to have the AGENCY you want!

We can build it together!

Interested in discovering how?

Email Mike@HomeCareSales.com for a tour of the industry’s most extensive library of training and tools for marketing and growing your agency – Home Care Sales Pro™

Want it ALL? See if the HCS Mastermind is a good fit – Click here.

What to do when your staffing availability changes EVERYDAY

We have several clients (pretty much everyone at this point) who don’t know day-to-day what their care availability looks like due to COVID policies.

A team member wakes up and has any signs or symptoms of COVID – fever, cough, etc. They are “on the bench,” leaving the schedulers to scramble to find care coverage.

This is a nightmare for our ops teams.

This is a CRAZY zone for our marketers.

Each day they wake up, and they have pray they have availability to market.

Yesterday we had this discussion on our Monthly Mastermind call.

And the discussion was fascinating – from some members who reported “we have an influx of applicants” to “we are struggling to find caregivers because we are growing so fast!”

Each member had a turn to share their experiences, and as always, the community was so supportive and shared really great ideas with each other. Cheryl and I were SUPER impressed with their creativity and out of the box, thinking that was delivering results!

(Want to be part of the Mastermind Insiders Advantage – click here)

We have an acronym:

ABC

Always Be reCruiting

One of our Mastermind members Austin reports he tells all of his leadership team – Always Be Recruiting and Hiring and then make it “Sales” problem!

He means – get to a point where they have so much staff they “don’t have enough to do” and then its “sales” problem to go get more business!  LOVE that Austin!

We have heard staffing challenges from other agencies outside the Mastermind.  Maybe you are experiencing it too.

In one of the agencies, the owner shared they had to turn down 26 referrals last month – it makes me want to cry.

It made the owner of that agency actually cry.

All the time and effort you put into marketing and staffing is an issue.

Staffing has always been an issue. Most of the time, once you get the marketing plan dialed in – and marketers following the High-Performance Sales Process, you will have this problem.

You will NOT HAVE ENOUGH STAFF. So in someway you were meant for this time. We have been here before. But before we could go into the community and recruit staff.

Today not so much.

Most of your Marketers are behind desks, so what do they do, and how can they help?

  1. Mention you have openings when you are doing your Remote marketing weekly sales message – in case anyone knows of someone who would like extra hours or visits
  2. Hold a virtual job fair
  3. Use their social media reach to share the message of recruiting

While you are recruiting, here is how we tell our teams to manage the gap.

  1. Every morning call the office to understand availability and openings for home assessments or SOC.
  2. Market to those areas in which have availability
  3. Your top referral sources – give them a heads up if availability is low in their area. (Several agencies we work with update daily to Care Access or Care Navigation at the hospital on the number of opens they have for the week to be a good partner saving the Case Managers time)

 

This is a VERY dynamic time in the world of HC, HH, and Hospice.

You are UNSTOPPABLE!

Use these tactics in your agency to Bridge the Gap and Serve More Seniors!

Melanie

PS – We just did a webinar today with MyCNAJobs.com and they have great staffing resources – go check them out – www.MyCNAJobs.com

Does remote marketing work for a “new rep” or a “new territory”?

This week I fielded 2 calls.

  • From a HH and Hospice owner who said – “I need to hire for an open territory, but I am not going to do it because I can’t see how they would open up a new account in this environment, so I am going to wait.”
  • In-Home Care agency owner who wanted to expand his territory and add a 2nd office but said, “I guess I am just going to have to wait until this virus is over and then my marketer can go up there and start marketing to accounts.”

Here is what I said to them:

DO NOT WAIT! NOW IS THE TIME!

You have a small window of opportunity where there is not a ton of “marketing noise,” You can OPEN a new Territory, and you can HIRE a new Marketer.

I DID BOTH AT THE SAME TIME!
AND SHE IS KILLING IT!

Want to know the story?

In January, one of our favorite clients and a Mastermind member wanted to expand their territory north in one of their branches.

They put out an ad, interviewed candidates, and hired a rep.

Being a mastermind member, they get access to all our training.

She was an EXCELLENT student! She completed Fast track, High-Performance Sales Academy, her company is on the Roadmap of Referrals program, and she was flying through the Home Care Sales Pro ™ learning system.

Her first month of bonus eligibility was March.

She was setting up her accounts. Performing the qualifying visits. Asking the 6 questions. Ranking the accounts. Documenting in her CRM. TEXTBOOK student!

Then BAM – COVID LOCKDOWN

She didn’t even get to nail down her top 30 accounts, and she was sent home to a “remote market.”

That same time as you know,
Cheryl and I kicked it into high gear.
We had to pivot the High-Performance Sales Process to the Inside Sales Process.

We wrote the formula the marketers would follow for the next 5 mos.

  • Scripts
  • Templates
  • Emails
  • Voicemails

All following the same proven Diagnosis Based Selling ™, we use in-person now remotely.

We are 6 months later, did it work?

I will let the graph speak for itself:

 

“Nothing has meaning until I give it meaning” – Jim Fortin.

What is your story?

Success in Sales – more than any other profession is reliant on our thoughts – which result in action – or inaction.

There is uncertainty right now

You can choose to participate in it or not – easier said than done

Some people are saying – “referral sources are panicking and don’t want to speak with us.”

Others are saying – Today is the best time to reach out to referral sources – reconnect- reassure and ask how they can help – and share ideas of how others are coping.”

What are you saying?

DO NOT LET THIS TIME “SLIP” BY YOU!

Follow the plan.

The plan – the structure is where you find steadiness. Knowing that it has worked for others. And it will work for you too.

So go ahead – Hire that new marketer, open that office, but have a plan, a proven structure to grow.

If you want more structure – reach out to Mike@homecaresales.com for a demo of some of our excellent programs.

If you WANT EVERYTHING, we have to offer – go fill out an application for our Mastermind, and let’s jump on a call to see if it’s the right fit for you!

Melanie

My Home Care Rates are some of the highest in my territory – How do I sell against lower-cost competitors?

This week during coaching, one of our members posed this question. It’s a question we often get in-home care marketing.

“How do you “compete” when your rates are higher than other Home Care Agencies?”

The Answer:

You don’t have a pricing problem.

You have a positioning problem.

My example to reps when they say “Oh I lost that case because we were uncut in our price” is

Tiffany’s sells a paperclip for $165. $45 more if you would like to add your initials.

For $210, you could have 1 paperclip.

Why would someone buy that?
Because Tiffany’s positions themselves well. They are a luxury brand.

Does a Tiffany’s paperclip “do” its job better than a “Staples” paperclip?

The Staples paperclip costs $.0179 per paperclip.

Would you pay $209.98 more for a Tiffany’s paperclip?

People do.

Tiffany’s has created brand value in such a way some customers are willing to pay a premium to obtain that value in a product that “does exactly the same thing” for $209.98 less.

The paperclips: They do the same thing. Hold paper.

Home Care agencies. Referral sources and potential clients see us as “all the same,” but we are not!

Your job as a marketer is to POSITION your agency with great value so that you do not have to compete on “price.”

When you lose a case on “price,” you have failed at creating value in your prospect or referral sources mind?

Here is the good news!

This is entirely within your control!

When you learn these 3 keys, the sky is the limit for you!

How to position yourself so you do not have to “compete on price.”

1. Differentiate – What makes you different? This usually falls into 3 buckets.

    • The leadership / Owner
    • The Agency
    • The Rep/ Team

On the surface this is not easy – we have several formulas inside the lessons on differentiating in our High-Performance Sales Academy, and our Achieve training programs to make it EASY for you to craft.  The key is to start thinking, ‘Why would someone choose us over another agency?” That will get you on the right track!

2. Clarity – Can you articulate what makes you different in 1 or 2 sentences – Nail it!

3. Credibility – How do you show you are credible?

    • Best of Home Care Award from Home Care Pulse
    • Nurse owned (Nursing continues to be one of the most trusted profession)
    • Years of service and experience

Use these 3 keys to position you and your agency as the Agency of Choice!

One that is HIGH VALUE!

We know you are WORTH IT!

Melanie

The Question from an owner: “I need to select a consultant to help me grow my business. What should I look for when selecting who can help us grow?”

The Question from an owner: 

“I need to select a consultant to help me grow my business. What should I look for when selecting who can help us grow?” 

Answer:

You need someone who is at the helm of driving business right now through the COVID pandemic, someone who has a proven track record of over 25 years of experience, with results to back it.

You cannot afford to hire the wrong person. There are so many consultants out there that ask for your trust, and they share with you, their success story. Something like: “I opened up my private duty agency and grew it to a million dollars when I sold it,” or “I worked as a salesperson and I was so good they gave me shares in the business.”  So NOQ they owned the company.

Years ago, I used consultants just like that. I found that they had old, recycled tactics that did not work in my market. Both consultants that I worked with were one-hit wonders. When they owned their own agency, they landed one good account that grew their revenue and moved on.  That is great for them, but if the one account type that they know how to get referrals from is not gonna work for my organization, then I just threw away my money.

You need to ask the consultant you are thinking about hiring to tell you what are the top account types that you should go after.  Ask them to share with you a strategy for getting referrals from hospitals, SNF/rehabs, and how to break into physician offices and ALF facilities.  Partnering with other companies’ sales representatives will not work in this COVID period.  You need someone who has created multiple strategies in just the last 6 months and knows how to navigate your administration through such challenging times.  You need to look no further than HOMECARESALES.COM.

WHY:

You get 2 experts that know the 5 Pillars of Success to grow any post-acute care facility.

5 PIllars: 

One:  Business Development

Two:  Leadership

Three:  Recruiting and Retention

Four:  Finances

Five:  Operations/Clinical

First, let us look at Melanie Stover.

She is one smart lady with 2 Master’s Degree’s to prove it! Melanie started in home health as an occupational therapist and she has over 25 years of experience growing private duty, home health, and hospice organizations.

In just the last 6 months, Melanie co-created new programs to continue to support organizations through the coronavirus pandemic that allowed our clients to continue to hit monthly revenue goals. Melanie continues to manage sales teams throughout the US, so she knows what is working right now.

She has trained and hired thousands of successful high performing sales associates. She has written several best sellers and has spoken on most stages around the country teaching successful sales tactics.

 

Next, Let me introduce myself: Cheryl Peltekis, RN, also known as “The Solutionist”

I own and operate a home health, private duty, and hospice organization.  My first company opened in 1995. I have been responsible for all 5 Pillars of Success for all service lines in an extremely competitive market. We are JACHO Accredited since 1996 and 5-Star rated. An expert at Post-Acute Care collaboratives and working closely with hospital systems.  I also understand contracting and operational success working with Managed Care and Medicaid, and Medicare Advantage plans (plus ACOs).  I’m a 2-time international best-selling author and international speaker. Even now, I still do sales calls and manage sales teams throughout the country.

Back to the “Consulting” question:

I told the owner of the agency (who was asking me why they should trust Home Care Sales) the non-sugar-coated truth. No one in the industry today has the depth of Home Care Sales.

We are the real deal. We are committed to continually supporting organizations and our commitment comes from sheer joy in getting people the care they deserve and so desperately need.

We are committed to creating programs that bring lonely seniors a better quality of life. We use our programs with the teams that we manage every day. We give our programs an immediate facelift as laws change or access to accounts change as evidenced by how quickly we pivoted to our inside sales process due to lack of access to our accounts because of the Corona Virus. We are not the one account hit wonder. We are the navigators to work with ALL ACCOUNT TYPES.  You bring us your problem, and we will deliver a solution.

The good news is, the client went with us. They joined our Mastermind group at a monthly rate that was less then what they were paying someone else for just sales sheets and some cheesy sales tactics.

The client has been with us for her second year in our mastermind group. She has since opened another business line, broken into hospital systems, learned how to become an organization that is performing at a 5-star level, and is now participating in a post-acute care collaborative. She has a sales team of successful liaisons who have removed the risk of losing that one account that gives them all the business and are now experiencing a flow of referrals from various account types.

You too could be part of our Mastermind group! Go to https://homecaresalesmastermind.com/ to learn more about this amazing opportunity for the right business owner.  Our admittance to the mastermind group isn’t based on your company’s revenue, but on your ability as an owner to succeed and contribute to the group. We want you to help other mastermind members also achieve great success as they help you navigate to your success as well. We would love to have you meet with us to see if you’re a good fit.

Cheryl