Ultimate Growth Finally Achieved by Owners of Home Health, Hospice, and Private Duty Companies

How many of you would love to grow by 90%? Sounds great right? How many of you are willing to work 90% harder to make it happen? Now I bet that yes has quickly been replaced with a resounding NO! Why? Well maybe first off, you are already giving 110% of yourself at work.

I know how much work it takes to run a private duty company. I know the amount of tasks that need to be completed at a home health agency. Hospice organizations are always dealing with life and death situations. I get it! In fact, I own all 3 of these business’s myself. You can’t find a second to work on growth tactics and strategies. Now, what if I told you to hire a salesperson to work on growing your company?

These are the typical responses that I hear:

  • I tried that and it didn’t work, my private duty company didn’t grow.
  • I can’t afford to hire a sales representative; I can barely pay my bills.
  • They won’t be successful in this market, we have too many home health agencies here!
  • I don’t trust them. All hospice reps do is go out and have fun with their accounts.
  • I can’t stand managing salespeople, it’s like trying to catch a rooster!
  • I don’t have the time to hire, train, and manage sales representatives.

Let’s review these. First…

“I tried that, and it didn’t work”

Man, that has to really suck. You just spent all that time interviewing, and hiring them, and then you got them business cards, and made up some flyers, and that cost time and money, and then they didn’t bring in business. This is the worst thing that can happen to an owner of a home care, home health, or hospice organization. It makes me so mad when this happens!

But, now let’s look at why this occurred. Did you hire a sales representative that had a previous track record of sales performance? Did your organization have a structured proven sales process to follow? Did you provide an amazing orientation that the sales representative was able to develop an emotional connection to your services (hospice, home care, or home health), that they could transcend that emotion into their sales calls? Did you have clearly documented expectations of daily, weekly, and monthly sales calls? How many hours each week did you tell them to spend on just seeking out new business? How many hours each week did you ask them to spend providing customer service and follow up with accounts that already refer to your organization? Do you know why it didn’t work? Bad hire? Not a salesperson? Lazy? No accountability?

So what if it worked?

Imagine in the first month they got 3 new accounts that all referred one ideal patient and each patient brought in $3000. What if next month, they got 3 more new accounts, and the accounts that referred last month referred again? And what if that keep happening again for the next 4 months? Let’s look at 6 months of receiving referrals.

  • One month = $9000
  • Second month = $18,000
  • 3rd = $27,000
  • 4th = 36,000
  • 5th = $45,000
  • 6th = $54,000

Total Revenue bought in = $189,000 in 6 months

Even if the sales representative took a full 6 months to get going, you would still have covered the sales reps cost while putting some money in your pocket! Now next year, that would double. You would have $400,000 dollars in revenue from this sales representative, and I will share with you that this extremely achievable for most sales representatives. Is it worth it? What if you didn’t have to worry about orientation? What if you had all the tools given to you that you need to manage a sales representative in less than 2 hours a month of your time? What if your sales representative that you hired, had a clearly defined expectations document, an incredible orientation, an excellent sales process that works in todays market, and that sales representative had access to the industries leading sales experts to get any challenges they face answered?

Let’s move on to this one…

“I can’t afford to hire a sales representative; I can barely pay my bills”

Sounds like you are under capitalized in your business. You won’t be able to be successful without growing your revenue. You might have to be tasked with selling yourself. Now, don’t take this the wrong way, but not all of us where meant to be salespeople. Not all of us have an MBA or have had formalized sales training. Don’t worry I will share with you how to get what you need to grow your revenue. Hold on, it is coming soon.

Let’s move on to…

“They won’t be successful in this market”

OMG! If I had a dollar for every time that I heard that I would be a billionaire! We have worked in almost every state in the country and I will share with you, 88% of the agencies that we have worked with have been able to grow. Yes, 12% didn’t. That means for 100 organizations around the country that have tried and used our products, that 88 of those organizations grew. The average growth rate is 34%. Ask us if we have had a client that we have worked with in your market, we can surly give you a reference in your state!

Next…

“I don’t trust them”

The good news is, you don’t have too. If you have clear expectations on total sales calls, and the type of sales calls, and a means for them to report weekly activity with sales calls, then you don’t have to trust them. All you have to do is measure key performance indicators. Data doesn’t lie. Data is just pure facts. If you get more referrals and/or more phone inquires then they must be out their doing something. We can provide you with a key metrics document to help. Sharing this document with a salesperson and the intake staff will have everyone working of growth, and the results are shown to them each week. It’s easy and what you measure, matters!

Now, the last 2 objections to having a sales representative can be grouped together…

“I can’t stand managing salespeople, it’s like trying to catch a rooster”

– and –

“I don’t have the time to hire, train, and manage sales representatives”

Let me ask you this question… Do you think that the CEO at your competition has more hours in a day to work on their business? Does their workday have more than 24 hours? No! What then is the cause of the top 5 agencies in town that aren’t owned by the hospital? How did they get to be on top in your market? Did you look to see if they all have something in common? I guarantee you that they most likely have a sales representative, if not a full team of sales representatives. Not one of those companies has more hours in their day or has the time or energy to have management constantly chasing referrals and neither do you! That is why I want to share the solutions with you today.

You see, Home Care Sales is on a mission. We want every person who needs help at home to be identified from their physician or other senior advocate to get the services they want and need! You can and will be able to overcome every objection that I mentioned in this article by just reaching out to us, or by going to our website at www.homecaresales.com. We have everything you will ever need to hire, train, manage, and document key performance measures as well as on going coaching and support! We even have done a 52-week sales plan, so your sales representative becomes the industry expert that you long for!

Whether you’re a private duty, home health or hospice we have created a 52 week sales plan for each business line. Stop stalling and start doing! To set up a private one on one consultation just email Jason@homecaresales.com or email general questions to success@homecaresales.com.

You might even want to come and meet some of our successful owners who will be at our Growth Summit in September in Las Vegas. You can learn more by clicking here: Growth Summit This is an event for owners and executives. It is not meant for sales representatives. This event is where you can build a network of other owners who must deal with the same trials and tribulations of running a private duty, home health or hospice organization. Here is where you can get your next million-dollar idea!

Have an amazing day!

Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

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