ASN's Home Care Marketing End-of-Year Webinar Replay!

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:19):
we're zooming.
Yay, all right.
Thanks everybody for joining us.
We have lots and lots of folkson here.
Everybody's muted and we can'tsee you, but we hope you're
listening and we hope you'rewatching.
We will open up the platformfor questions.
There is a q, a section which,when I have this full screen, I

(00:41):
can't see it, so maybe.

Speaker 2 (00:45):
Lisa, can you see it?
I can see the Q&A and I can seethe chat.
Well, we won't be using thechat, right?

Speaker 1 (00:52):
no that, for whatever reason, chat doesn't like me.

Speaker 3 (00:58):
I think that was working this time.
Last time it didn't, but itseems to be working now.
I don't see Q&A on this one, sosomething's different.
I have both, okay.
Okay, so type your questions inQ&A or chat either one oh yeah,
now I see it um.

Speaker 1 (01:13):
Michelle said 75 in Fort Myers we're so lucky
Michelle.
I'm not taking those hurricanes, I can't do that.
But but I love Fort Myers,florida, love it.
It's beautiful there.

Speaker 3 (01:26):
I agree, one of my favorite places.

Speaker 1 (01:29):
All right, let me go back to slideshow, all right.
So thanks everybody, and let'sget started here with our agenda
.
So we're going to have a littleintroduction of us, in case you
haven't met us or don't knowwho we are, can't even imagine
that I'm just kidding, or don'tknow who we are, can't even
imagine that I'm just kidding.
I'm going to go first withwebsite requirements to rank
well with Google showing up inAI search and why it matters

(01:52):
this is going to be a new topicfor you all what's new in SEO
and then Dawn's going to takeover best practices for training
your community liaison, yoursalesperson, and then sales
monthly marketing plan and keyelements of an effective
caregiver ad.
So this is our end of year 2024into 2025.
What do you need to do to besuccessful?
And I have a few comments I'llreserve to the end that we've

(02:16):
heard lately from clients that Ijust want to anonymously share
with you so that you have someidea of why all this works so
well together.
Okay, I'm Valerie Van Boeven.
I'm the founder and co-owner ofApprove Senior Network.
We started in 2008 as LTCExpert Publications, if any of
you have been.

(02:36):
We do have clients who've beenwith us that long, believe it or
not, which is lovely, and we'veseen a lot of people retire and
sell their businesses.
So I feel like I'm old, but westarted out as LTC and now we're
ASN.
We rebranded a few years agoand I'm registered nurse by

(02:57):
trade and played many roles inthat profession, and today we
have a lovely team of folks allacross the United States.
We are 100% virtual, but we'reall US based and it's just been
an amazing journey.
So that's me.
Who's next?
I'll go.

Speaker 3 (03:17):
I'm Dawn Fiella.
I have been here at ApprovedSenior Network for close to
three years now.
I can't believe it's coming upon three.
I can't believe you just saidthat.
Senior Network for close tothree years now.
I can't believe it's coming upon three years.
No, I can't believe you justsaid that it's a wonderful place
to work.
I started at Home Instead SeniorCare almost God, I don't even
want to say a long time ago.
I don't want to age myself.
I was there for about 10 years.
I started in the communityliaison.

(03:38):
I was a community liaison forabout six, seven years and then
the operations manager.
We were the number one companythroughout the entire United
States and other countries theentire time I was there.
More recently, I was in anindependent home care agency.
I'm in Arizona.
It's a very competitive markethere and I helped to grow that
company's private pay to $3.5million in under four years.

(04:01):
I've worn many hats in homecare, as many of you probably do
as well.
It's just the way that it works, that everything is so
interweaved that you know it'slike oh, I want to sign a new
job but we don't have caregivers, okay, so now I'm going to go
help over here in recruitingbecause I've got a sales
background right.
But it's helped me tounderstand how it all works

(04:22):
together.
I think my favorite part of homecare is growing the company.
I love it, and Annette is nothere with us.
She is in our sales trainingprogram right now, but she's
been with us close to a yearValerie, I think it's pretty
close to a year now.
She is running our 12-week liveZoom training.
We have several people who havebeen through it.

(04:42):
They're doing really, reallywell.
So if she were here, she wouldlove to be here, but she's she's
busy training right now.
So we're going to we're goingto let her do that, and she has
a very big background in homecare as well.
She started, or her last was,at Touching Hearts.
So, anyway, that's, that'sAnnette, and so, lisa, I'll
leave you to it.

Speaker 2 (05:01):
Yeah, and she's in New York.
My name is Lisa Marcella, and Isee lots and lots of names here
.
Love seeing that you all arehere.
I've been with ASN for almosttwo years, right, gosh, and you
know I have worked in home care,worn all the hats you can
imagine, because you just can'tstay in your own lane in home
care.
I mean, it's just that uniqueto where you just have to touch

(05:23):
everything.
And before that I was in, youknow, newspaper and internet
marketing.
So before you know, back whenthe newspaper was cool, before
the internet killed it, and thenI learned lots of cool stuff
online as well.
So I always thought this wasjust the perfect fit for me.
I am your client happinessperson, so I love chatting with

(05:44):
you and talking with you aboutall your programs and making
sure that you're, you know,participating and that we're
doing all the things.
So, yeah, I'm just happy to behere and a part of your journey.
Call me, ask me anything.
Oh my gosh.

Speaker 1 (05:56):
If it weren't for Lisa and Don, I mean I would be.
I'd jump off a bridge some days.
They're so good at what they do.
I would just want to be.
I have to stay in my lane andjust do the internet stuff.
They're so good at what they do.

Speaker 3 (06:13):
Oh, I love it.
I think it's home care thatprepped us, though, because I
know when I started, then Lisastarted, then Annette started,
george, who's co-owner, said youknow, there's something about
you home care gals, it's true.
It just you just wear, soyou're just used to juggling and
handling and and keeping peoplehappy.
So I think that it prepped usfor for this for sure.

Speaker 1 (06:35):
Well.
I can honestly say that ourcustomer service is like not 10
out of 10.
It's like 45 out of 10 becauseof these ladies For me?
I don't know.

Speaker 3 (06:45):
Anyway, all right.

Speaker 1 (06:47):
So I'll keep going here.
We'll keep going and sharing,okay, so also, there is a Q&A
section, and Lisa's gonna watchthat for me because I can't see
it.
But if you have a question aswe go, please just go ahead and
put it in the Q&A thing on yourlittle dashboard that you have,
and we'll just go through andanswer in the order received.
We'll take a little break oncein a while throughout the slides

(07:10):
, so don't hesitate to justthrow it in there, because if we
need to rewind on a topic, wecertainly will.
All right.
So everybody wants to know.
Most people want to know how doyou make my website rank well
in a Google search?
I'm located in Fairfax,virginia, and it's a very
competitive market.

(07:31):
Or I'm in Miami, florida, orI'm in Manhattan, new York, or
I'm in Phoenix, arizona.
How do you get my website toshow up when somebody types in
keyword phrases that I want themto type in?
And so that's what I'm going totalk about.
This is so.
What I want you to do is takeout your phone, take a

(07:53):
screenshot, or, if you're on acomputer, take out, if you can
screenshot this, because I justput it instead of having 15
slides about this.
I put it all in one slidebecause I'm not going to go deep
on any single one of these, butI want you to see how hard it
is to make your website rank onpage one, especially if you're

(08:14):
in a really competitive market.
And I always give this analogyIf you are located in West
Winnemucca, nevada, I can rankyour website today, but if you,
there's nothing there, right.
But if you're in Las Vegas,nevada, it's going to take a
long time because you have, youknow and by long time, what do I

(08:36):
mean?
It depends.
It could be three months, itcould be six months.
There's all kinds of variablesthat go into that.
So the first thing we all needto remember is that conducting
keyword research is reallyimportant, but the reason you
want to use an organization todo this for you that has a
background in home care is forthis reason.

(08:58):
Over the years, we have hadlots of people come to us and
say rescue me.
I have signed up with somegoofball place and they are
doing nothing.
I don't rank for any of thereal keyword phrases.
And so we will do a littleinvestigation and look at the
website and see what keywordphrases their search engine

(09:21):
optimized for, and we realizedthat they're completely wrong.
And it's because whoever did itis not someone who ever worked
in home care and they just don'tunderstand the industry.
So, in other words, if you, youknow, if you were to look at
keyword research, you would seethat the word home care jobs or
home care careers is one of thenumber one searched keyword

(09:43):
phrases in the United States.
That's because of thecaregivers, right?
You don't want to rank yourwebsite for that.
Maybe you do for your.
You know one page of yourwebsite, your careers page, but
not your whole website, andwe've seen goofy things like
that.
So please understand thatconducting keyword research is
really important and we do itall the time.
It's not a one and done.

(10:04):
We kind of know, because we'vedone this for so long, what
keywords work, but sure yourpages say who you are, where

(10:27):
you're located and what you do.
Who you are where you'relocated and what you do.
If your website pages don't saythose kinds of things, then you
will never be found.
Create high-quality content.
The content on your websiteused to be well.
It still is today that I see alot of websites that just have a
bulleted list of services andthat's it.

(10:48):
And if you're going to competeagainst Home Instead huge, huge
website.
I don't know if you know this,but if you have a Home Instead
in your area and you go to theirwebsite, their local page or
their local set of pages thatthey have for their website,
it's connected to every otherHome Instead across the country.

(11:11):
So that website is actually notjust the five or six pages of
the people that are local to you, it's hundreds of thousands of
pages.
That website is enormous.
Not only that, they have agreat brand and they've done a
great job of branding themselves.
Home Instead.
That keyword phrase used to beone of the number one search

(11:32):
keyword phrases in the UnitedStates because they have branded
so well, which I'm going tocome back to pretty soon.
So you want to make sure thatyour website has a lot of good
quality content on it, not justa bulleted list of services.
I could rattle that off in mysleep.
I know what your services are,but for SEO purposes, that needs

(11:53):
to be long form content.
Ensure mobile friendliness.
Always look at your website ona mobile device and see what it
looks like and ask a friend saywhat do you think of this?
And ask them to look at it.
Do you know how to contact me?
If you were on your phone andlooking for home care services
and you clicked on my website,does my phone number show up

(12:15):
there and is it clickable or aform?
Is it?
There's a button that sayscontact us?
Can you tell how you'resupposed to get ahold of me?
By looking at this phone?
Make sure you know because, astime goes on, most of the
searches greater than 50% aredone from mobile devices.
Improve your site speed.
You want to have an A rating inspeed.

(12:38):
We do speed tests all the time,not only on our own websites,
but on other people's websites.
Speed tests all the time, notonly on our own websites, but on
other people's websites.
And if you're slow loading onmobile specifically, google is
going to say you know what?
No, because they want Google,wants their, the people that are
using them as a search engineto have a good experience.
So if it takes, you know, evenfive seconds for your website to

(13:01):
fully load, google's not goingto put you on the first page of
Google.
You have to have a speedy,well-polished website on mobile.
Quality backlinks you need tohave those.
That means other websites thatare not purchased.
Don't go buy backlinks fromsomebody on Fiverr, because they

(13:22):
will have a million spammybacklinks headed to your website
.
Don't do that.
These are quality backlinks youneed from reputable sources.
Enhanced user experience itjust needs to be visually
appealing, easy to navigate.
Think about the fact that a lotof moving parts on your website
aren't necessary.
Not only does that slow yourwebsite down, but it also is

(13:44):
confusing to people, especiallyif they're not web savvy Seniors
in particular.
They don't need a lot of.
Don't make your website loud.
Make it simple, clean and easyto navigate.
Leverage local SEO We'll talkabout that.
Monitor and optimize usinganalytics.
Of course, everybody needs tohave Google Analytics.

(14:06):
You should know how many peopleare coming to your website and
stay updated with SEO trends.
Now, because you're home careagency owners, I don't expect
that you're going to stay upwith SEO trends, but I can tell
you from doing this for so longthat it changes every year,
every six months.
We're doing something different, we're doing something new.
We're making sure as technologyadvances and you're going to

(14:29):
see this in the next slide sodoes SEO.
So if you have any questionsabout SEO or your website, go
ahead and put them in the Q&A.
Anything I need to address yet.

Speaker 2 (14:40):
Yes.
So I do have a question aboutkeyword phrases.
You know what makes the biggestimpact.
Is it pay-per-click?
Does increasing yourpay-per-click make the biggest
difference in competitivemarkets?
And then a follow-up to thatquestion is what are the top
three things that if you were topick three in this diagram,
what would the top three be?

Speaker 1 (15:01):
Ooh, on-page SEO.
Okay, I'll do my top threefirst.
That's pretty easy Site speed,on-page SEO and leveraging local
SEO.
Those three would be my top,but those also kind of include
the high quality content, sothat would be my top three.
Now, what was the first part ofit?
Keywords.

Speaker 2 (15:21):
First part was what makes the biggest impact.
And then the question is doespay-per-click you know,
increasing your budget andpay-per-click does that make a
big difference in a competitivemarket?

Speaker 1 (15:32):
Okay.
So pay-per-click is a wholeanimal in and of itself.
That is very expensive moreexpensive than you think and
more expensive than you can evenimagine and to make it work and
also having paid traffic toyour website, it might help a

(15:54):
little bit.
But paid traffic, generallyspeaking, is not an indicator of
, is not helpful in the SEOworld, in the organic world,
because Google knows you're justsending paid traffic to your
website.
It's not going to give you anykudos for that.
It can't.
That would be against FTCguidelines, against advertising

(16:16):
guidelines.
So in other words, google can'tfavor you because you're using
pay-per-click.
But if you're asking me, doesincreasing your budget on
pay-per-click help?
It depends on who else is doingpay-per-click.
But if you're asking me, doesincreasing your budget on
pay-per-click help?
It depends on who else is doingpay-per-click.
If you have somebody who'sbetter at pay-per-click than you
in your local area then or hasmore money to spend, it doesn't

(16:36):
matter how much you increaseyour budget If you're not doing
it right.
Pay-per-click is complicatedanymore and it can definitely
backfire and you can get a wholelot of nothing.
So that's a whole conversationin and of itself.

Speaker 2 (16:53):
Okay, I hope I answered that in some way.
All right, let's keep going.
Sorry, and there was one morequestion that just came in about
site speed.
Just if you could, I guess,when you chose your top three, a
little bit more about site,site speed would be helpful, and
maybe you're getting to thatSure.

Speaker 1 (17:08):
Site speed is how long it takes your website to
load on a desktop and how longit takes your website to load on
a mobile device like a phone.
So back in 2018, google saidall we really care about is the
mobile experience now.
So desktop is fine.
Yeah, yeah, yeah, really careabout is the mobile experience

(17:28):
now.
So desktop is fine, yeah, yeah,yeah, but mobile is where it's
at, so your website needs toload super fast on a phone or an
iPad or whatever.
So desktop is always important,but mobile speed is what makes
a difference.
So if your website takes areally long time to load, people
aren't going to wait around.
They want it like this, youknow.

(17:50):
And so if it takes five secondsand I'm 1, 1,000, 2, 1,000, 3,
1,000, and I'm still waiting,I'm moving on because your
website's broken, even if it'snot.
So that's what I mean bywebsite speed.
It needs one second.
It should be one to two seconds.
It should be fully loaded andeasy to use.

Speaker 2 (18:10):
Okay, and I don't know if you want one more
question on that, but follow upto that is how do you increase
that site speed?

Speaker 1 (18:20):
You can have a website built by us.
No well, there's lots of waysto increase website speed.
First of all, your webdeveloper should know how to do
that.
So you need to go to your webdeveloper and say, hey, I think
this is loading slow.
Can we fix it?
There's all kinds of codebehind the scenes.
If you have lots of movingparts, like numbers that are

(18:41):
flashing by, we've taken care of200 clients and 50 of them are
happy and blah or whatever, youknow how people have like, or if
things are going like this,when it loads or whatever, a
video that plays, please don'tautomatically play a video.
But if you have a video thatneeds to load, all of that is a
big no and and there's waysaround that, but there are it

(19:07):
just slows your website down.
So the stuff that looks prettyto you maybe a lot of fun and it
looks amazing when it loads,but that doesn't mean it's a
good experience for everybodyand it doesn't mean that it's
gonna load fast.
So talk to your web developerabout that.
Okay, showing up in an AI searchand why it matters.
A-e-o.
This is new.

(19:28):
I bet you haven't heard aboutthis, so we're going to just
kind of keep it simple.
Some people love AI and somepeople do not love AI, and I
totally get it, but I'm going totell you that it's not going to
go away, no matter how much youlove it or hate it.
Ai is going to drive a lot ofthings.

(19:49):
It's going to drive content.
It's going to drive how we dostuff.
It's going to have impacts allover the place.
One of the ways it's going tohave an impact on business
owners like you is that peopleare going to start using AI as a
search tool as opposed to justa Google search, and I'll show
you some examples of that injust a minute.

(20:10):
It's here to stay.
So, while you don't have to bean expert in AI, you need to
understand that it is going tobe important to your business,
if it isn't already, and it canlevel the playing field in a few
ways.
You know, automating some ofthe things that you don't want
to do every day and some thingsthat you do.
All softwares that you use arealready kind of an AI setup, so

(20:32):
you're using it probably in someform in your business already.
It frees up your time, so itcan help you if you use email
marketing.
I mean all of our clients,whether they know it or not,
have some form of automation,and the systems that we use know
only to send this email tothese people who are tagged with

(20:53):
this tag, or only to send toreferral sources, or only to
send this email to consumers.
So you're kind of already usingAI anyway and it will be
effective in helping you withdata.
So lots of data and policyregulations will be out there,
but you can make sure that yourdata that you have, whether it's

(21:16):
customer data or it's just yournumbers all of that stuff can
be generated with AI.
If AI understands your business, your documentation, the things
you know, the frequently askedquestions about ABC home care
and all of the data that goesinto it, you can definitely use
AI to help you understand whatmoves you should make next.

(21:38):
So that's more of the financialworld of AI, but it doesn't
replace human creativity.
So I will say that we haveexperimented with AI in many,
many ways and it does notreplace the personal touch for
our business or for yourbusiness.

(21:59):
That is not what it's designedto do.
That is not what we want it todo.
It can enhance the experienceof the person who comes to your
website or the client who needssupport, but it's never going to
replace you.
So we recognize that and weknow that in the home care
business, which is a verytouchy-feely business, that you

(22:19):
guys understand that as well.
It's great to experiment withdifferent AI tools and learn
what you can use and what youreally don't need for your
business, but it will changeover time.
Stay updated on trends andeducate yourself and your team.
Now, I know you guys are notgoing to probably spend a whole
lot of time staying updated ontrends of SEO or AEO, which I'm

(22:40):
going to show you here in asecond.
That's our job, right?
So that's why we're headed thisdirection.
We're going to take a littlebit of AI in 2025 and help our
clients, but again, weunderstand that human touch is
way more important than havingsomebody answer questions.
That is not a real human.

(23:00):
We get that.
So let's just talk about whatwe're doing right now and what
we're seeing out there.
So we're going to talk aboutanswer engine optimization.
So what I did was I took the bigAI platforms Google, gemini,
chatgpt, which you've probablyheard of, and there's a few
others you're going to see onthese screens and I asked it a

(23:21):
question and I want to show youthe answer.
So you're going to see somecomparisons here and I'll give
you my opinion on what's goingon.
So what I did was I asked allof them kind of the same
question.
So for Google Gemini I askedgive me a list of the top 20
home care agencies in Fairfax,virginia?

(23:41):
I don't know why I always useFairfax Virginia as an example,
but I do.
And it did, and it gave me.
Google Gemini gave me the list,and at the very bottom of the
screen, right above ourcopyright thing, it says Google
top 20 home care agencies inFairfax and then you can click
on view sources.
And the sources that Google drewthat answer from were a

(24:05):
combination of their own searchresults and things like carecom,
caringcom.
You know the aggregators ofdata.
So I would suggest that, ifyou're not already on carecom or
caringcom, if you can get afree listing or something
minimal there, if it has to bepaid for I'm out of the loop on
what that is you don't have tobuy leads, but you need to have

(24:26):
a very up-to-date listing onthose platforms.
I would highly recommend that.
So that's the first thing Ilearned.
Next door to that, we see thechat GPT results for the exact
same question and underneatheach response you can see where
it got that information.
And one of the websites that itkept referencing here is

(24:50):
Assisted Living Support, whichis probably a lead generation
website.
I didn't go there.
It's probably owned by A Placefor Mom and it just happened to
be one of the top websites thatwere in that that it picked up
on.
Now you can also see if you godown a little bit.
It picked up on Comfort Keepersand a couple of other things,

(25:12):
but for the most part it's gotall of these results from
assisted living support, whichdidn't really make me too happy,
but I learned quite a bit aboutthis.
So where Google and ChatGPT aregetting their information are
two very different places.
So I asked ChatGPT Chat do yoursearch results come from Bing

(25:32):
or Google?
And Chat said to me my searchresults are sourced from Bing.
Let me know if you need furtherclarification.
So, as people start using thesesearch engines, well, the AI
engines, these AI engines justknow that Bing is important to
you.
Bing is important to youwhether you use it or not.

(25:54):
Bing and Microsoft areimportant.
So we have largely ignored Bingfor a very long time because
nobody uses it.
But guess what?
They made a very cool chat.
Gbt didn't want to get in, youknow, didn't want to use Google

(26:16):
Gemini.
So here we are.
So I'm going to talk to you alittle bit more about this as we
go.
So I also asked Claude AIanother one Best Home Care
Agency in Fairfax, virginia andit didn't tell me any answers,
because Claude does not go tothe internet to find answers.
It only has what it's learnedup till, maybe a year ago or

(26:39):
maybe six months ago.
It's getting faster and faster.
Claude will not go online andfind answers for you.
It'll give you somerecommendations, but it won't
tell you any names.
So out.
Claude, however, I will tellyou, is very good at writing
content.
So, while it might not be goodfor a search, it's great for

(26:59):
writing content.
Perplexity is another one, andso I did ask perplexity do you
primarily source Google'sdatabase or Bing?
And it said sources.
It gave me Bing.
Bing versus Google.
It gave me predominantly Googleis what it uses.
So perplexity is going to beusing Google.

(27:22):
People are going to be usingthese.
I know this might sound like aforeign language at this point,
but people use these, and thenwe have our friends at Meta,
facebook, instagram, nextdoorall owned by Meta, and I'm sure
there are more Meta.
When looking for answers, do youprimarily search Google or Bing

(27:42):
?
I don't search Google or Bing.
Looking for answers, do youprimarily search Google or Bing?
I don't search Google or Bing.
Instead, I was trained onmassive corpus of text data, on
a massive corpus of text datawhich allows me to generate
human-like responses.
My training data is sourcedfrom web pages, books, articles,
research papers anduser-generated content.
So, and then I asked it to giveme top 20 home care agencies in

(28:07):
fairfax, virginia, and it gaveme the source, which was from
google, and the answer came outof carepathwayscom.
So if you're not listed oncarepathwayscom, you will need
to get listed on carepathwayscom.
So meta it's probably using avariety of things, but it
certainly said it didn't.

(28:29):
And then it went to Google andfound the answer and gave it to
me Microsoft, copilot, anotherone using Bing and this is the
answer it gave me.
And here are some of the rootsources that it used Caringcom
and careyayaorg.
Do you use Bing or Google?

(28:49):
I use Bing.
Of course, microsoft is BingAll right, so check your
business listing on Bing.
You probably have spent a lot oftime I know we do for our
clients making sure that yourbusiness listing is very good on
Google my Business or GoogleBusiness Listing.
It's good and it should be, andyou should spend a lot of time

(29:11):
on that.
However, if you haven't takenan adventure over to Bing and
looked at your own listing, youshould do that Now.
We went through, I went throughand made sure that all of our
clients that use our servicesare updated on Bing and I hooked

(29:32):
up their Bing to their Googlemy Business so that if Google my
Business gets a little changeor a post, it goes over to Bing
and also posts it there Magicalover to Bing and also post it
there Magical.
So if you're not updated onBing, please go take a look and
make sure you have a listing andsee what it says about you.

(29:53):
It's going to be very important.
Does anybody have any questionsabout where the answers are
coming from?
On AI, it's Google and Bing.
On AI, it's Google and Bing,all right.
So the next thing you want todo on any of these, just like
people have told us for years,go do a Google search on your

(30:15):
own name or your own companyname and see what comes up.
You should do that, but youshould also know what comes up
when somebody puts in aninformation request about your
home care agency.
So I put in tell me about incredit care home care.
And it gave me a lovelyresponse.
And the reason it gave me alovely response is because we

(30:37):
made sure that when we wrote thecontent for this website, we
not only coded it the right way,we wrote it nicely, but we
coded it on the back end withschema.
We made sure that anyone,anything, any person who came
there, would get a nice AIdescription of everything that

(31:01):
they do and all the places thatthey serve.
This is a beautiful example ofwhat you should find when you
put in your own business name.
If you're not finding somethinglike this, then let's work on
it.
You should have a very nicesummary of your business on here
.
And then I asked for Plexity thesame thing and it gave me a

(31:24):
little bit of a different answer, but it gave me all the sources
that it used and it gave me allthe information I needed.
So it was a little bitdifferent, but you know pretty
much the same stuff it was.
I was happy with it.
And then I asked meta.
The same thing, nice, except atthe bottom it said to learn

(31:47):
more about.
It was as if it was writing anarticle to learn more about in
credit care.
Visit their website, which Idon't know why it thought it
wanted me to, wanted to write anarticle.
But anyway, there's Meta, aiand then Claude.
Claude doesn't go to theinternet.
It didn't know anything.
They knew it was located inWoodbridge, virginia, but that

(32:08):
was it, and that's going to beyour response from Claude most
of the time.
It's not a good search engine.
Gemini Google, it gave me avery nice listing and it also
gave me a bunch of places wherewe could find more information
about it.
So that was great.
And then Bing Copilot gave me agreat answer.

(32:29):
We know that this website isdone well, it's search engine
optimized well and it's writtenso that AI understands it.
You have to make sure that allthose parts and pieces are in
place for you to show up and forpeople to be able to get
information about you.
All right, let's talk aboutwhat's new in home care SEO.

(32:50):
Do I have any questions aboutartificial intelligence?

Speaker 2 (32:54):
No, everybody's like no, there was a question, one
question that said what areGoogle search results based on?
You know, history, your searchhistory, geographic location,
other factors, and then how doyou account for that one, seeing

(33:15):
how your business ranks?

Speaker 1 (33:17):
Okay.
So if you're looking, if youare logged into Google into your
own account and you do lots ofsearches all the time for stuff
and you've been like looking tosee if your business shows up,
google is going to show you whatit thinks you want to see.
So it's going to give you somekind of false results.
It's not bad results, it's justit thinks you want to see your
website in the number one spot.

(33:38):
So it's going to show you thatbecause it thinks that's what
you want.
You want to see your website.
So you need to log out ofGoogle, you need to open an
incognito window, you need to doit from a different browser or
whatever, and not be logged intoGoogle and do your search.
You'll get a better picture ofwhat other people in your local
area are seeing.
However, we use third-partyservices that tell us exactly

(34:02):
how you rank and we send thatreport out monthly, so you don't
have to do all that crazy stuff.
We do it for you.
We use a third-party serviceand we say so in Fairfax,
virginia, with these keywordphrases how do I rank?
And our clients know thatthey're number one, number two,
number three, number four.
They know where they rank onthe page.

(34:23):
They know if they've increasedover the last month or if
they've gone down in rank.
They know all the things.
So having a third-partysoftware generate that for you
is really the best way, andhaving reporting come to you
monthly to show you your rankingon your main keyword phrases is
mandatory.
If your SEO person's not doingthat, then they're not helping

(34:46):
you.
You need to know what your SEOperson is doing for you every
month.
All right, so let's talk aboutSEO.
What's new?
So AI powered content creation?
Yes, people are using AI togenerate content.
And here is the rub.
It's okay to use AI generatedcontent as long as it is a piece

(35:08):
of content that is helpful forother people.
If you're generating a ramblingpiece of doo-doo, then it's not
going to rank, it's not goingto help your website, it's not
going to do anything for you.
But if I generate an AI pieceof content that gives you the
answers you want it may comewith quotes and pictures and

(35:32):
illustrations that show you howthings work then absolutely that
is great content and Google'sgoing to be very happy with that
.
And so are AI engines that areused to search.
If you just you know, don't youjust put in some gobbledygook
that has a bunch of keywordphrases stuffed into it and it

(35:52):
doesn't make any sense.
Nobody, no search engine, isgoing to care about that.
So you can create high qualitycontent.
You can incorporate videoimagery, all kinds of things to
make that content reallyvaluable to the people that are
on your website and to Google.
Enhanced user experiencesignals.

(36:14):
So Google is placing moreemphasis on core web vitals,
which means page load speed andvisual stability.
So again, we're coming back tospeed every single time Voice
search optimization.
So a lot of times what we dowhen we write content, we ask

(36:37):
Google or whatever search engineor whatever artificial
intelligence we're working with.
We're going to ask for sevenfrequently asked questions
written in an NLL naturallanguage.
We want seven frequently askedquestions that are written in

(36:58):
natural language.
Meaning I want frequently askedquestions that people also ask
and I'm going to show you thatin another slide and that's
really important to have on yourwebsite A great set of
frequently asked questions thatare written in natural language.
So if I were to say, alexa,tell me about the weather today,

(37:19):
if I say it too loud, she'sgoing to talk to me, alexa.
So what's the weather today?
23 degrees.
We've gone up a little, but ifyou ask Alexa a couple of other
questions, you're going to use anatural language and she's
going to understand.
That ends it EAT focus.

(37:50):
I know it's hard to know whatall these crazy things mean.
Google wants you to havecontent that demonstrates
expertise, authoritativeness andtrustworthiness.
So we ask you to make videos.
Our clients.
We ask them to make videos.
We ask them to make anauthority or a trust video.
And it's hard.
It's hard to look at yourselfon camera, but it makes a
difference.
So keep doing video.
We're going to hone in on video.
Maybe do some clinics withvideo and maybe get a few videos

(38:14):
done on either not on Zoom, buttogether in 2025.
In local SEO and hyperlocaltargeting, we want to make sure
that we are targeting everythinglocal to you and make sure that
all of the things that we talkabout on your website are very
local to your office location.

(38:34):
Okay, brand is king Brand,brand, brand.
So here's the thing I get a lotfrom our clients and I want you
to understand how important itis.
The name of your company isyour brand and it's super
important.
So I will hear.
I don't care if I rank numberone for ABC Home Care, insert
your company name.

(38:55):
I want to rank number one forHome Care.
I totally get that.
You do, I know.
I know you do, and we want youto rank number one for Home Care
too.
However, don't discount thename of your company.
Home Instead for a long timegot 30,000 searches a month on

(39:17):
Google and they were one of thenumber one searched home care
queries in the United States foryears because of brand.
Now you don't have to be thatbig, the United States for years
because of brand.
Now you don't have to be thatbig, but local to you.
When your sales rep is out there, your name is in people's heads
.
They know you provide home care, but they're going to put in I

(39:38):
use in credit care as an examplebut in credit care they're
going to put that in there in asearch and come up with some
information about you.
Your brand should be associatedwith every keyword that matters
to you.
So keywords that matter to youshould be ABC Home Care, Home
Care, home Care in St Louis.
Abc Home Care in St Louis.
So not just the word home careby itself, but you have to

(40:00):
associate home care with thelocation you provided in and
home care with your name, andespecially if your name does not
include the words home care,your name, and especially if
your name does not include thewords home care, then you want
to make sure that you'reincorporating the word home care
into a lot of things out thereon the internet that are exactly
related to your business.

(40:21):
So your brand name needs to bepart of your SEO.
Hope that makes sense, and Iuse St Louis and ABC Home Care
as examples.
They don't neither.
That doesn't exist here.
Okay, long tail keywords pushall the keywords in the right
direction.
So here's another thing I see alot.
I don't care if I rank numberone for in-home elderly care in

(40:43):
St Louis.
Nobody's gonna type that in.
I wanna rank number one forhome care, and we want you to
rank number one for home caretoo.
But long tail.
Long tail means long phrasespush the more desirable keywords
to the top.
So the words that matter to youin this case should be ABC home
care provides elderly in homecare.

(41:04):
Elderly in home care in StLouis.
Elderly in home care.
Eventually, as you use thoselong-tail keyword phrases in
some of your articles and someof your SEO, in-home care and
home care are both going tostart being pushed to the top.
So you want to use long-tailkeyword phrases a lot in your
content because you know ifyou've ever looked at what

(41:26):
people actually type in whenthey're looking for home care,
they type in some weird stuffbecause they just don't know
what to type in.
So long tail keywords are yourfriends and they will push
everything else up to the top.
I guess I probably could havedone this.
I'm not taking up the wholehour Like no, say no.
Oh, yes, I am Okay.

(41:48):
So this is the last thing Iwant to talk about.
People also ask.
So if you want to know why longtail matters, why these long
keyword phrases matter, if yougo to Google and you type in
home care in St Louis or I needhome care in St Louis, you're
going to see this little sectionthat says people also ask, and

(42:09):
if you scroll down further,you're going to see people also
search for this is your key.
This is what people aresearching for who qualifies for
home health care services inMissouri?
How to care for immobileelderly.
This is stuff that people aretyping in all the time.
So you want to make sure youhave articles about these things
and these.
If you have articles thatanswer these questions, then

(42:30):
Google is going to refer youmore often for other things.
So all of this matters andthese are all long tail keyword
phrases.
So that's what we're headingtoward in 2025 and what we've
been doing for a while.
I hope that helps with all ofyour SEO and website needs and,
of course, please hit us up formore information and we can help

(42:53):
your website.
So I'm going to turn it over toDawn now.
This is probably the best partof this whole webinar, so you
can turn your attention to Dawn,because she knows what she's
talking about here.

Speaker 3 (43:06):
All right.
So we've talked all about theonline stuff.
It's important and the mostimportant thing is to marry your
online to what you're doing outin the field.
We're preaching that all of thetime, so we talked online.
Now we're going to talk aboutsome of the other things.
So best practices for training,your community liaison, so your
community liaison.
We're going to cover these fivethings industry knowledge,

(43:28):
terminology.
We're going to talk about anelevator speech, referral types
and how to break in Communityliaison goals and asking for the
business booking and signingclients.
So, oops, I don't.
Oh, there we go.
I didn't have control there fora second.
All right, industry knowledgeit's going to be really
important, before your marketerhits the field is there that
they have some industryknowledge and understand the

(43:50):
language and terminology outthere.
Part of getting referrals isbeing trustworthy and part of
them trusting you is that theyknow you get it, you're in the
industry, you understand whatthey're doing, you understand
the terminology in the language.
So having some backgroundinformation in just industry
knowledge and abbreviations thatare used, like D-O-N, p-t-o-t.

(44:13):
When a social worker is talkingto your marketer and says he's
going to need P-T-O-T and yourmarketer is just you know what
is?
I don't know what that is.
They lose credibility when thathappens.
So it's going to be reallyimportant that you go through
the industry.
Where is home care's place inthe industry?
When does somebody decide touse home care instead of
placement?
Why are they using home careand not assisted living?

(44:35):
They need to understand theplace that home care has in this
industry.
They need to know all theabbreviations that could be out
there and terminology also.
Terminology also.
They need to understand whatADLs are.
They need to understand whatMedicaid is, what Medicare is.
They don't need to be expertsin it, but they need to
understand what those things areand how they relate to home

(44:57):
care and how they relate toseniors that are discharging or
seniors who live in assistedliving.
And the terminology changesbased on your audience.
I learned this long time agothat there are really good
relationships with those socialworkers so much though that they
educated me.
I would be in there and I'm like, oh yes, that person that
discharged, he's our client now.

(45:18):
And they don't like the wordclient.
And they told me that thatsounds businessy, that sounds
like you're in it for the money.
You know they don't want me touse the word client.
So when you're in with any ofyour referral sources skilled
nursing facility, their patients, even the people that you have
that you're caring for in theirhome you're talking to a social
worker.
Call them a patient, becausethat is what sinks in.

(45:41):
That is the language that theyuse day in and day out and they
see you as one of the same.
When you're talking about apeople in assisted living,
they're residents.
So the language and terminologyis going to change based on who
you're talking with as well.
They need to know what long-termcare is.
I had a social worker one timesaid that you guys take LTC
right.
I had no idea what she wastalking about.
That's not good.

(46:02):
It's not good.
In our sales training we teachall of this and a lot of it's
just like what I did wrong,right.
The things that I have learned,painstakingly learned that
we're teaching so that theydon't have to go through that
LTC long-term care insurance.
They're great clients to have,so they need to know that.
They need to know that privatepay, private duty and custodial
care those are all the samething.

(46:23):
They mean the same thinggenerally In the same thing.
Generally, in general terms,they mean the same thing.
Va is veterans.
Make sure that you have giventhem this information before
they go out and they startmeeting with referral sources.
Oh, I've lost slide control.
It's very strange.
It's very jumpy.

Speaker 1 (46:42):
Okay.

Speaker 3 (46:43):
We're going to talk about the elevator speech next.
Most salespeople in generalhave an elevator speech.
You should be able to roll itoff your tongue in 30 seconds
and we're going to talk aboutthe key parts to the elevator
speech.
The most important part of yourelevator speech is going to be
your differentiator.
That is what makes youdifferent.
This can be the reason you getin in the first place.

(47:04):
People, social workers, peoplein assisted living, independent
living they have home careagencies coming in all day long.
They're inundated with homecare agencies.
When they know you're in homecare agency I have 10 I'm
working with I don't need totalk to you and they don't
unless you're different.
So you have to have a reason.
You have to have somethingthat's different.
So the key elements are anintroduction.

(47:25):
The introduction should includeyour name, company, what you do
, where you do it, and be sureto include a solution we help
seniors with in yourintroduction.
Differentiator must set youragency apart from other
companies.
A unique service offering couldbe a differentiator.
Specialized care expertisecould be a differentiator.
Exceptional caregiver trainingstrategy could be a

(47:47):
differentiator.
What I can tell you it can't beis oh, our people really care,
our carers really care.
Our scheduling team reallycares.
They all say that Everybodycares.
That's not going to be enough.
It needs to be something meaty,something big, something
different.
The next thing is a reassurancestatement, because as they're
listening to you, they're payingattention to the introduction.

(48:08):
If your differentiator reallystands out, they're still paying
attention.
This is where you tend to losethem.
You have to have.
They think, oh, all of thatsounds good, but then there's
the but.
So you have to give them areassurance statement of some
kind.
If I'm in assisted living orI'm in, all of the referral
sources are worried aboutseniors being taken advantage of
, so caregivers are very wellscreened.

(48:33):
Or we drug test them or theirCPR for something that's going
to reassure them that this is asafe company and we've done what
we need to do to make sure thatyour patients, your residents,
are going to be safe.
And then there's a call toaction.
Be careful with this.
Most elevator speeches are donewhen you first meeting somebody
, right?
So you don't want to be toopushy.

(48:54):
It's your first meeting, sojust something like feel free to
call me if you ever have apatient or a resident needing
that is discharging or aresident that's needing a little
additional help.
So be very like, not pushy withthat call to action during the
elevator speech.
The asking for the businesswill come later on.

Speaker 1 (49:12):
Okay, it's me, it's me, I'm the reason you can't
change.

Speaker 3 (49:16):
Okay, yeah, I'm not able to change, but also.

Speaker 1 (49:19):
but also, don't worry about going over an hour,
because it's good, it's all sogood.
Just don't't rush, don't.
You're totally cool, okay, allright, sorry types.

Speaker 3 (49:32):
There's lots and lots of referral types.
All of this in our salestraining class but this is going
to be a brief overview.
It'll still help you, though.
All of this is going to helpyou.
So I've found through the years, the main referral types that
that have been good for me.
Skilled nursing facilities,hands down, have been the best

(49:52):
the way that it worked years ago, back when I was at home.
Instead I would go into thehospitals, we were free to just
walk the hospitals, talk to allthe case managers.
I learned that case managerscase manage a certain type of
disease or a certain type oforthopedics, orthopedics, or
they're doing heart disease.
They had their own specialtythat they were working in in the

(50:14):
hospital.
Okay, and so that was very coolbecause I would bring heart
articles to the heart ones and Iwould bring bone articles to
the ortho, like I was very intune to what they were doing.
Then, boom, it stopped.
Why did it stop?
Hospitals or insurance maybehas decided it's too expensive
to stay in a hospital for a longtime, so we're going to
discharge to skilled nursingfacility.
So then all of my referralsources, the hospital started

(50:37):
saying you know what?
We're not sending them homeanymore, they're not going home
anymore, they're now going toskilled nursing facilities.
If I were you, I would startmarketing there as well, so I
did that.
Then the hospitals you knowthey still have people going
straight home, right, but butnot the way that they used to.
Plus, they're very difficult towalk the halls and get in.
Skilled nursing facilities iswhere they go before they go

(50:57):
home.
You have everybody there, isdischarging right and if in the
short term side, so that's avery good one.
What's happening now, though,that I've noticed?
I think the hospitals aremissing out on some money
because they don't own skillednursing buildings.
So now they are opening rehabhospitals here in Arizona.
This isn't happening where youare.
It could be, and you just don'tknow.

(51:18):
Start looking for some rehabhospitals.
This is a hospital that's inthe same parking lot or very
close to the hospital that'sowned by the hospital, and they
get discharged now, not to asniff to the rehab hospital.
The rehab hospitals have beenvery open, very friendly,
allowing us to come in and dolunch and learns, very open to

(51:40):
the home care arena, very open.
So that's a place that youshould be going.
If you're not, if you haverehab hospitals we have about.
There's been about three orfour that have opened in the
last three years here and I'm inArizona, so maybe I don't know
if it's gonna happen here firstand then spread or what.
But look for the rehabhospitals.
Hands down SNF's rehab hospitals, best referral sources.
Independent living buildingsare good.

(52:02):
Independent senior livingcommunities.
This is where you have maybesix square feet, six square
miles, of independent seniorsliving in their own homes.
Within that six square milesthere are doctor's offices,
renal care, there's all kinds ofdifferent buildings and places
where the churches are goingMarketing to those is a very

(52:25):
good idea.
Assisted living buildings,memory care, home health and
hospice.
So those are all the bestreferral types that I've worked
with.
That's not to say there aren'tothers, but I would say the
better jobs, the most steadyjobs.
I was able to buildrelationships and get consistent
referrals out of them.
So how do you break in?
How do you get in there?
Well, I'm going to give yousome tips.
Speak their language Again, ifyou're in a SNF, talk to talk

(52:49):
about people as patients, theirpatients, not clients.
Also, what are they doing inskilled nursing facility?
Understand what this referralsources day to day is like.
What does that look like?
Skilled nursing facilities aredischarging all day.
Have a discharge package right,assisted living.
Maybe they've got a wait listand they can't move these people

(53:11):
in because of this wait list.
Right, maybe you can offer totake care of them at home until
that wait list, until their turncomes up, and you're going to
talk about how wonderful theirassisted living building is
while you're caring for thisperson, until there's a spot for
them that opens up on the waitlist.
There's always an angle.
There's always a way to workwith every different type of
referral source.
Go often, go every eight to 10days.

(53:34):
I know this sounds like a lot.
I know that even the referralsource will say oh, you don't
need to come by every week.
I love you, I'll always referto you.
They don't even know that youneed to come more often than
that.
I can tell you I had referralsources in my back pocket.
They love me, they sent meeverything.
I would go on vacation for aweek.
I would come back the next weekand it would be crickets, quiet

(53:58):
, not a referral in sight.
They need you to come by.
They don't know it, but theyneed you to come by every eight
to 10 days.
They're just off and running tothe next home care agency that
came in while you were onvacation or while you didn't
make it that week.
So go every eight to 10 days.
You should see every referralsource once a month,
face-to-face.
You shouldn't expect more thanthat.

(54:18):
One face-to-face a month is allyou should expect.
If they're calling you in moreoften, that's great, that's fine
.
But if you're initiating andyou're wanting and expecting to
see their face more than once amonth, they're not going to
refer to you.
They don't have time to do that.
So every eight to 10 daysyou're going by and once a month
you're seeing their face.
What are you doing the othertimes?
You're leaving things behindand we're going to.

(54:40):
I'll show you some of thosehere in a minute.
So the leave behind when youleave something behind, always
call, text, call or text oremail and let them know I just
left you something.
I always do this while I'mstill in the parking lot,
because in home care you're justrunning all day long and once
you leave that parking lot, yourchance to do that is gone.
That's how I've trained mymarketers.

(55:01):
So before you leave the parkinglot, you've texted, emailed or
called them, left them avoicemail letting them know what
you left and a quick one-lineras to why it matters and what's
important about it.
Offerings and programs thatsupport them to make their job
easier.
Discharge package, skillednursing facility I can't stress
enough how well this works.
Communicate we have interviewedsocial workers across the

(55:23):
country.
Their biggest problem with us,with home care agencies, is we
don't communicate, which I wasshocked to hear.
And it's not just communicatingin general.
This is I gave them a referral,I sent it via text and I never
heard back.
I cannot imagine a home careagency doing that, but it was
the common theme amongst all thesocial workers we've

(55:43):
interviewed.
I send a text, I tell them Ihave a referral for them and I
give them the about the referraland I never hear back.
So then I don't know.
Are they working on it?
Did they ever get it?
Do I need to send it tosomebody else?
Because I don't know if they'reworking on it and this person's
discharging it really stressesthem out.
So, even if you're busy, aquick text got it.
I'm in a meeting or I'm doingthis right now.

(56:05):
I'll call you.
Let them be responsive too.
Responsive and communicate thosewere the two biggest complaints
they had about home careagencies.
Offer to help, even when it'sdifficult I've had, you know,
I've had them say you're goingto hate me for this referral.
You're just, you're just goingto hate me.
This person screams she's notnice, she, you know, she's just

(56:25):
awful.
But I trust you to handle itbecause you're just so good.
So offer to help, even whenit's difficult.
It doesn't mean you want to doall the difficult ones.
I've been that person too.

Speaker 2 (56:34):
You don't want to be the person who takes only
difficult clients, but offer tohelp even when it's difficult.

Speaker 3 (56:39):
That's when they know that your heart is involved in
this and it's not just aboutmoney for you, because you're
willing to take on somethingthat's a little more difficult.
Build a solid relationship anddon't focus on the referrals.
I can't stress this enough.
You should have the kind ofrelationship with these people
that, if something went south,they are comfortable enough with

(57:01):
you to call you in their officeand say look, your caregiver
fell asleep last night on thewake shift and I just wanted you
to know, and that you canbounce back from that.
That's the kind of relationshipyou're looking for, and we
teach you how to do all that inour sales training.
But that's the kind ofrelationship you need to have to
have ongoing referrals.
If a referral source has everjust stopped talking to you,
just completely disappeared,doesn't return your calls.

(57:22):
It could be that somethinghappened or they heard something
about you or about your companyand they just decided they're
not using you anymore.
If you don't have a goodrelationship with them, you're
not going to be able to havethat conversation and turn it
around.
Okay, Are you doing slides now,Valerie?
Then yes.

Speaker 1 (57:40):
Okay, I think I always was Okay.

Speaker 3 (57:45):
It worked once.
I'm not going to stay here atthe same time.
It's magic, all right.
Community liaison goals theseare weekly goals and I I just
had somebody that I met with acouple days she goes who can do
that?
That's so much, and it's goingto depend on your geography.
Like you probably can't do thisin New York City, right,
because it's so, you know, howare you getting to?
40 to 50 stops a week.

(58:06):
It's eight to 10 daily.
It's definitely doable in mostplaces, most parts of the
country.
Most people that see this arelike yeah, yeah, I can do that.
Out of those, eight to 10 stopsa day or a week, 40 to 50 stops
a week, 15 to 20 of them need tobe face-to-face stops.
Again, those face-to-face stopsare important, so you've got to

(58:27):
keep track because everyone'sgetting one a month.
So about 15 to 20 each weekshould be face-to-face stops,
and there's lots of ways to do aface-to-face.
So with us in Mastery Circle,we meet every other Friday and
we have a meeting much like this.
We do a lot of training andthose kinds of things too.

(58:49):
We are creating Lisa is creatingshe's wonderful at it four
leave-behinds for you everysingle month.
One of the leave-behinds isguaranteed to get them to come
out and talk to you, and sowe're already doing that and
we're going to get intoleave-behinds here in just a
minute.
So that is how you're going toget that face-to-face once a
month.
You could do it with theleave-behinds Out of that.
If you're doing your 40 to 50stops a week and you're doing 15
to 20 face-to-face, you shouldbe getting five to seven

(59:10):
referrals from your referralsources every single week.
This should happen.
It's not going to happentomorrow.
These are solid relationships,right?
You don't want a one-in-one.
Okay, she referred once, shetried me once, and now she's off
to ABC Home Care.
That's not what you want.
You're building a solidrelationship.
We have five impressions youhave to go through to build
these solid relationships.

(59:30):
When that starts to happen, youwill be getting five to seven
referrals from your referral.
So it doesn't mean they're allgoing to turn into jobs, but
they're not.
All of them are great.
There's going to be.
They can't afford it.
There's going to be littlethings here and there.
Some of that's about educatingyour referral sources too.
Now, when a referral or serviceinquiry comes in, you should be

(59:50):
booking 70% of those.
So if you take 10 serviceinquiries these are people
calling in about services 70% ofthose, seven of them should be
booked and turned intoappointments.
You should have a 90% signingratio.
So if you go out to sign 10clients, nine of them should
sign.
When all of this is said anddone and you're doing all of
this right you should have threeto four signed jobs a week from
your referral sources.

(01:00:11):
You should have one to twosigned jobs from, maybe, google
Ads, from Website Leads, fromAgentCarecom, from whatever
other things that you're doing.
You'll also have some signedjobs there.
Do we have any questions?

Speaker 1 (01:00:25):
I haven't even.
Yes.
Yes, we have a couple ofquestions.
Okay, let's see.
Is it legal to leave thingslike small snacks for marketing?

Speaker 3 (01:00:35):
Yes, so, it's legal, yes, it goes.
It kind of goes back and forth.
The people who don't do theright thing ruin it for
everybody for a while.
It's a temporary ruin.
From what I've seen the yearsand years I've been doing this,
I've always left little things.
We can't buy people purses andwe can't buy people facials and

(01:00:55):
massages and take them out toget their nails done.
That cannot be something thatwe're doing.
It has to be little.
When you say little snack, thatis fine.
There's nothing wrong withleaving a little snack.
Just be careful.
Social workers take like a codeof ethics kind of thing when
they take their job and part ofit is, you know, not to be like.
I'm only going to refer to thiscompany because they give me

(01:01:16):
things like they will not do.
That it's dirty, it's ugly.
If you're offering to do thosethings, a good social worker is
going to you know, and even ifthe social worker is taking
these things, eventually theirboss is going to get wind of it.
And that's when it ruins it foreverybody.
For a while, like, I've hadthem say we can't even take
post-its, we can't even takepens, I mean, they're just

(01:01:36):
devastated about it.
But eventually it breaks backopen and everything's fine.
So, yes, a little snack is fine.

Speaker 1 (01:01:43):
Yes, and I just keep it under $5 or under, you know,
like small, small, I mean.
Anything that we recommendliterally you can buy it at the
dollar store is not somethingyou're spending 25 bucks on per
referral source.
No way, all right.
Oh, the other question is mosthome health agencies and hospice

(01:02:06):
agencies.
Their patients are Medicare,not private pay question mark,
question mark but they alwaysneed private pay help.
I mean, I'm what I'm answering,what's the question?
The question is most homehealth agencies and hospice
agencies I think you're talkingabout.

Speaker 3 (01:02:22):
You were talking about partnering up with, oh,
yes, yes, okay, medicare, whatso if they're on Medicare
typically not always, buttypically people on Medicare
will have some money to pay forhome care.
People on Medicaid usuallydon't, and so for Medicare they
usually do.
Hospice and home health alonetypically isn't enough to keep

(01:02:44):
somebody at home.
They need additional support.
They need additional help.
If family's not there, they'regoing to need home care.
I've worked side by side withseveral home health and hospice
agencies through the years andthey refer and we refer back and
forth.
So, okay, hope that answersthat All right.
Next slide Asking for thereferral.
So I mentioned there's fiveimpressions.
We're not gonna go through allof those today.

(01:03:05):
The fifth impression so theyare trust, confidence,
camaraderie, prove reliability.
Those are the four otherimpressions.
We're not going to deep dive.
This is the terrifying one.
This is the one, and I've beenin sales my whole life.
That's the scary, oh my gosh.
Now I have to ask Am I scared toask?
This is terrifying.
It's scary because there's notalways a need.

(01:03:30):
There's not always a need.
Let's say we're selling cars.
I need to buy.
I don't need a car, I love mycar, my car is great.
But I have a salesperson whowants to sell me a new car.
Not only do they have toconvince me I need a new car,
they have to also convince methat I want their car.
So that's a very differentthing here.
That's not what's happening.
These seniors because you'regoing to referral sources who

(01:03:52):
are with seniors all day long.
They already need care, they'realready going to get home care,
they're already going to bereferred to home care.
All you're doing is directingthe referral.
There's nothing to be afraidabout here, because the need is
already there.
You are just taking the referraland saying I'm the better
company, so the differentiatorcan do that, you proving that

(01:04:14):
you're reliable and trustworthyand all the things.
So there's no.
Of course it's still going tofeel scary at first, but really
this takes the fear out of itBecause you're not convincing
them that they need home care.
You're just taking a referralthey were already going to give
and asking them to send it toyou, so convincing them that
they need home care.
You're just taking a referralthey were already going to give
and asking them to send it toyou.
So it takes that away.
The fear is gone.
Next, yeah, asking for thebusiness booking assessments.

(01:04:39):
So I like I call this the 10second connect.
That doesn't mean you're goingto rush through the phone call
and you're not going to givethem your full, undivided
attention.
The biggest problem salespeoplehave when they take a service
inquiry is they're trying tosell the company, they're trying
to sell the services.
They want to sign the client.
That's not the point.

Speaker 1 (01:04:59):
Whoops, it's me Sorry .
I'm trying to find thequestions, that's not the point
of this phone call?

Speaker 3 (01:05:06):
The point of this phone call is to book the
assessment.
That's it.
Don't worry about am I going tosign this job.
This job's going to be hard.
Oh, they want Saturdays,whatever.
Don't get into any of that.
The only goal of this phonecall is to book this appointment
.
And I call it a 10 secondconnect.
Two things have to happen whenyou're on the phone with them.
One is you need to connectemotionally with the heart.

(01:05:27):
Two, you need to establishyou're an expert, and this can
be done very easily.
Most adult children, when theycall you and I'm sure many of
you have taken lots of thesecalls they are in crisis, right,
they're in crisis mode.
Mom and dad have been in chargeand now I'm in charge and I
have to decide what I'm going todo.
I have no idea what to do.
So they call.
Usually they're going to tellyou the whole story, right.

(01:05:47):
But if they don't, a simplething you can say is what
prompted your call to me today?
And then they're going to tellyou, as they start to tell you,
something has happened,something for them to call you,
something in their mind sort oftragic has happened and they
don't know what to do.
A lot of this is an example.
My mom fell and broke her hiptwo weeks ago.
It is okay in that moment tojump in and say I'm so sorry to

(01:06:10):
hear that that can be sodifficult for everyone involved.
You've done two things justthen.
One you connected emotionally.
I'm so sorry to hear this.
That can be so difficult.
Two, so difficult for everyoneinvolved.
This sounds like you've beenthrough this before.

Speaker 2 (01:06:26):
This adult child hasn't.

Speaker 3 (01:06:28):
They are so excited to hear that you've been through
this before this adult child,hasn't?
They are so excited to hearthat you've been through this
before.
You can use words liketypically in this situation, or,
I find, when this happens, oh,she's in skilled nursing.
Typically, they stay there forabout two weeks.
We have plenty of time for meto come in and talk to her.
When you can establish that youcare, you connect with them
emotionally and that you're anexpert in this, you can hear the

(01:06:51):
relief in their voice.
They want to take this situationand hand it to somebody else to
solve because they have no ideawhat to do.
So then book the appointment asfor today, if you can.
I happen to be in your areatoday, or I have a rep in your
area today.
Does three o'clock work for you?
Because they've got websitespulled up?
They have a list in your areatoday.
Does three o'clock work for you?
Because they've got websitespulled up?

(01:07:11):
They have a list from a socialworker.
How do they get your phonenumber?
They're going to call othercompanies, but if you can book
an appointment, they're done.
They're not going to callanybody else.
They have an appointment withyou today.
There's no point in callinganybody else.
And you know what you're doingand you care, and so why would
they call somebody else?
So just have the mindset ofI've got to get this booked for
today.
That's it, don't worry about therest of it.
Okay, next one, asking for thebusiness when signing clients.

(01:07:36):
I've given you some tips aboutsigning clients.
Just in general, never park infront of their home or in their
driveway.
They're going to come out.
They're going to come outeither before the assessment or
they're going to come out afterthe assessment.
Your car is not usually in asituation in which I always
would think, oh, I'm just goingto park, I've got calls to make.
I'm just going to park righthere and make my calls.
They will come out to see you.
So don't do that.
I always told my caregivers notto park in the driveway either.

(01:07:58):
If you drip oil in the driveway, they just never let it go.
So don't park in the driveway.
Be prepared, read your notesahead of time.
You should know who's there.
You should have mom and dad'sname, brother, sister, whoever's
there, you should have theirnames from the service inquiry.
You should be getting thosefacts before you go in.
It's nice to book for the sameday because I still remember I

(01:08:20):
just talked to her this morning.
I don't have to read all of mynotes.
That's also helpful for you.
Don't come too early.
Absolutely never be late, butalso Don't come too early.
Absolutely never be late, butdon't also don't come too early.
I have come too early andthey're arguing about me and
about home care and why am Icoming?
And I don't want to talk to herand I've heard them.
I'm outside the door and I hearthem like having a having it out

(01:08:40):
and I have to walk into all ofthis.
So don't come too early,they're not always ready for you
.
I would say five minutes isokay and definitely don't be
late.
I had a rep that was late allthe time and the senior would
call me and say what do theythink?
Because I'm old, I don't haveanything better to do but sit
here and wait for her.
I have a life too.
I mean, they don't like it, sodon't be late, and they're a
different generation also.
They did their time, they were.

(01:09:03):
They don't like it.
If you're late, greet everyonewhen you walk in, even if the
client seems incoherent or hasdementia, as long as they're not
sleeping, greet them and theadult child will probably oh,
she can't hear you, she doesn'tknow what you're saying, it
doesn't matter, it'sdisrespectful.
And most adult children willsee it as disrespectful if you
just walk right past mom andignore her, like unless she's

(01:09:24):
asleep, and I would even say, oh, I see she's sleeping.
Others I would say hi, becausethat's why you're there.
That's the person.
So don't leave them out.
Ask for permission to sit downin where they would like to have
the assessment done.
Always bring a clipboard.
Tell them I have a clipboard,we can sit anywhere.
Where would you like to sit,because you're going to need to

(01:09:44):
sit down.
But you shouldn't come in andlike take charge.
Remember there are probablypeople in the room that aren't
so sure they want to do this tobegin with.
So you really got to.
You know, be very respectful.
You should be able to tell whenyou walk in who wants the
service and who doesn't.
I've had adult children.
You could.
They even sit on differentsides of the room.
This group wants us and thisgroup doesn't.
Don't shy away from the onesthat don't Try to figure out

(01:10:08):
what it is that they'reuncomfortable with what you know
they're sitting like this.
Try to figure that out andaddress those concerns for them.
You need to show the need andhow your services are the
solution.
A lot of times you're calledout there because there was a
fall or because they're noteating well or they're diabetic
and they've been eating thewrong foods.
Address that.
Why have you been called out?

(01:10:29):
We don't want that to happenagain.
So how can you put the servicesin here as a solution to keep
that from happening again?
As an expert, they're going toexpect for you to probably tell
them what kind of hours we'relooking at here, because you're
the expert they're waiting foryou to say she needs three days
a week she needs.

(01:10:50):
This is what I would in thissituation.
This is what I would suggest.
So be ready to do that.
You should have some sense ofwhat's going on from the service
inquiry, reconnect with theperson on the phone when you get
there and suggest what youthink.
If they need bathing,automatically, that's three days
a week.
Right now, that's three days aweek and build the service from
there.
They're not going to want thecaregiver sitting around.

(01:11:10):
So what are other things thatthey could?
You know?
Does the trash can need to bewheeled back and forth?
Does it need to be done?
Are we using a walker anddealing with laundry in the
laundry basket?
Like, think you have to putyourself in that client's head
and their life and what doestheir day-to-day look like and
how are you gonna solve theseproblems?
And to get it signed, this hasalways been very difficult for

(01:11:31):
people.
For me it's always just been.
The next steps are give themthis and once the agreement is
signed, we'll start looking foryour caregiver.
So a lot of times they'll belike oh, we'd like to start on
Friday, maybe it's Tuesday.
Okay, well, we need to get theagreement signed and once that's
signed we can start looking forthe appropriate caregiver.
So they know you're not goingto look at the caregiver to the

(01:11:51):
agreement.
So it's a very easy transitionfrom there.
Any questions, valerie?
Oh, you're muted.

Speaker 1 (01:12:02):
Sorry.
Do you normally assign yourliaison to do assessments and
sign prospect, or should therebe a separate person to do
intake for new clients?

Speaker 3 (01:12:11):
So it depends on who where the referral came from.
So if it came from a referralsource, they're going to want
you to be that person.
In most cases, they trust you,they like you.
They're going to want you to bethe one to spend the time with
the family.
If it's a website lead or itdidn't come from a referral
source directly or someone thatyou know will be fine with it,

(01:12:31):
then yeah, somebody else couldgo and sign it.
But usually your communityliaison, your marketer, is the
best salesperson in the companytypically.
I mean that's why you hiredthem.
They're probably better skilledat this anyway, but definitely
a referral source is going toexpect that the marketer is
going to sit down with thatfamily.

Speaker 1 (01:12:51):
Yep, okay, and so most discharge patients from
rehab have home healthcare meetthem at the home.
How do I get the patient tounderstand that home healthcare
will discontinue visits?

Speaker 3 (01:13:05):
So well, we'll back up a little bit.
If I have somebody who'sdischarging from skilled nursing
, I'm going to sign them up inthe SNF.
I'm not going to wait for themto get home and maybe you're not
anyway but I'm going to offerand this is going to make the
social worker's job easier.
It also makes my job easier I'mgoing to sign them up in the
SNF before they discharge, sohome care is set in place before

(01:13:27):
they discharge.
Before I go into that room, I'mgoing to ask the social worker
are they going to have homehealth?
And if she says yes, I'm goingto set the stage for that before
they ever leave the SNF and I'mgoing to tell them I see that
you have home health coming in.
Understand that this isshort-lived, it's not going to
be a long time, and they justcome for an hour or so a couple

(01:13:47):
of times a week and it's onlyuntil they see the needs not
there anymore.
So it's not gonna be long-term.
You still are going to need thecaregiver.
So that's how I handle that.
I always wanna know who else isgonna be in the home.
Else is going to be in the home.
I can't tell you, and I learnedthis from from not doing it
that way.

Speaker 2 (01:14:04):
Oh, home health and hospice, or hospice is coming, I
don't need you guys anymore.

Speaker 3 (01:14:06):
Or home health is coming, I don't need you anymore
.
It's, they don't.
One does not replace the other.
They compliment each other.
So sign them up in this sniff.
It gives you more time to findthe caregiver too, and talk,
have that conversation with thembefore they discharge.
So there's no surprises.
All right, sales monthlymarketing plan.
We talked a little bit aboutthis.

(01:14:27):
The leave-behinds so they'regetting three to four
leave-behinds a month.
Out of the leave-behinds, twocan be themed leave-behinds.
Two to three.
They're the fun ones.
They're the July 4th, they'rethe heart month, they're the
Valentine's Day, and you leave alittle trinket that's like
worth less than a dollar with it.
Right, that's that one.
The other leave behinds thatyou're going to do is going to

(01:14:49):
be like a company kind of leavebehind, something that my
company, something unique to mycompany, a discharge package, a
flyer that talks about how ourcaregivers are safe, facility
specific work, maybe one that is, for this is how we work with
assisted living, this is how wework with memory care, this is
how we work with home health.
A work within the budget.

(01:15:10):
We work within seniors budget.
These are going to be companyspecific type leave behinds, and
if you have a new referralsource coming in, you're going
to get them added to this.
Usually with a new referralsource, I'm going to hit them
with the one that makes the mostsense.
The first lead behind someone inassisted living is going to get
is how my company works withassisted living.

(01:15:30):
If they're in memory care, samething.
That's going to be the firstone they get, and then I'm going
to start my themed ones andthen I'll get them into my
rotation.
Everybody should be seen atleast once a month, and so you
need one lead behind that'sgoing to get them to come out of
their office and talk to youand lunch and learns you should
have at least two lunch andlearns a year with skilled
nursing facilities.
And the next slide kind of givesyou a little more detail.

(01:15:52):
So up on the left, you're goingto do one company service
specific per month.
That's like your dischargepackage, something like that.
You're going to do two seasonalones a month and then one
face-to-face a month, and wehave some of our really cute
ones Lisa created down here onthe bottom as examples and the
next slide really breaks it down.

(01:16:13):
So company service specificdischarge package boom, that's
what that could look like.
You can attach something tothat a little.
You know a little.
You can tie it to a bag andhave like a little goodie inside
.
Seasonal, themed.
Let us help bring in the newyear with less readmissions.
Have a sparkling 2025.
We are attaching this to littlesmall bottles of sparkling
cider and then a face-to-facecome one, come all.

(01:16:37):
Abc Home Care.
We're crafting cookies.
I'm going to go sit down inassisted living and help
decorate cookies.
So this would be.
This is what a month could looklike, just to kind of give you,
we've got December and Januarymixed up here, but either way,
it just gives you an idea ofwhat a month of handouts should
look like, and you should beplanned three months in advance.
You should know what you'redoing three months in advance

(01:16:59):
and get all the things andsupplies you need for them.

Speaker 1 (01:17:06):
And I want to tell you, if you guys come to
Continuum Sales Mastery, whichis every other Friday, we give
you everything for three monthsout, so you don't have to guess
at it.
You know what to order, whereto go to order it and what
little things you need to makeor customize, and these ladies
give you everything.
All you have to do is take ourlogo off and put yours on, take
my name off and put yours on, soyou don't have to struggle with

(01:17:29):
any of it.

Speaker 3 (01:17:33):
We even give you the link to Amazon for the cider or
whatever that goes with it.

Speaker 1 (01:17:35):
We have a little link .

Speaker 3 (01:17:37):
I would have killed for this when I was out there.
I mean, I would have doneanything to get my hands on this
, because this is the hard part.
Running around is exhausting,and all of that for sure.
But being creative in additionto running around with your head
cut off all day is too much.
I couldn't be creative with allof that going on.
I would have done anything toget my hands on this when I was

(01:18:00):
out there.
That's why I'm providing it,because I know how important it
is.
Okay, next slide, all right,key elements.
This is the last section.
Guys, thank you for holding onwith us.
Key elements of an effectivecaregiver ad.
So there are four key elementsyour headline, your benefit
statement, call to action andmaking it easy.
In the headline you need to grabtheir attention, pull up their

(01:18:23):
heartstrings, and I always lista pay range in my headline as
well.
The headline should becaregiver, not with an S, just
caregiver space.
Dash.
You don't want the dashtouching the R, it's going to.
Things are alphabetized, youdon't.
You don't want anythingtouching the R in caregiver, so
caregiver space.
And then you can do a dash oryou can just start your headline

(01:18:44):
right there.
Pull at their heartstrings Asenior near you needs your help,
help a senior stay home.
If you want the good caregivers, the ones who really care, you
have to pull at theirheartstrings in those headlines
they're going to go.
Oh, a senior near me needs myhelp.
Or seniors want to stay home.
I want to help them stay home.

(01:19:08):
I can do that.
And then, after the headline,dash, pay range.
Maybe you're 16 to 20 an hour,do a range, don't do just one
rate, because your competitorsmight be a dollar more than you.
They might.
You know they might be payingjust a little bit, so do a range
.
That way, the caregiver alsohas to inquire well, what are
they going to get paid?
Right, that helps them to reachout to you.
So the headline's really,really important.

(01:19:28):
Also, you need to rotate yourads every week.
That's something else.
Benefits State your benefitearly on in the ad, before the
rules and regulations.
People love to say you musthave this, you must be this, you
must have this, you must, must,must, must.
Nobody wants to read all that.
You want them to work for you.
Put the benefit first.
What are you?
Everybody is with them.
What's in it for me?
What are you doing for yourcaregivers that will make them

(01:19:49):
want to work for you and stayworking for you?
List your benefit right afterthe headline.
Maybe you have caregiverparties, maybe you have a bonus,
whatever it is that you'redoing.
And again, you need todifferentiate yourself with your
caregivers too.
You have two markets.
You've got your clients andyou've got your caregivers.
You've got to satisfy both ofthem.
Call to action, call now.

(01:20:11):
Place your phone number fortexting.
Texting is a game changer.
Texting calling email address.
Put it in your ad.
I know that it won't be linkedand you know Indeed and all
those places don't like that.
They want them to go throughthe Indeed process and all the
things.
I've always put text now toschedule an interview in my ads

(01:20:31):
and I put the phone number andyou know what they're in text
and they do text and I get a lotdone that way very quickly.
Caregivers you got to get themin the moment.
They're very much like this iswhat I want to do right now.
They're very impulsive.
Lots of them are very impulsive.
I'm looking for work right now.
If they can text you right nowand get a response and get an
interview scheduled right now,you're going to have that.

(01:20:52):
You're going to be the one thatgets to hire them.
Make it easy for them.
Do not make them jump throughhoops to work for you.
I know that we need to vet them.
I know that all of that isreally important.
There is a time for that.
I always did a phone interviewfirst and I didn't make them
fill out an application first.
I know that sounds crazy.
I know it sounds crazy.
An application is daunting andcheck your Indeed ads.

(01:21:15):
Indeed has a system where theyhave to fill out an application.
If they then have to come toyour office and fill out another
one, they're not going to do it.
They're not going to do it.
It's too much, it's overkill.
Don't make them fill out anIndeed application.
I never made them fill out anapplication.
They fill out a short form.
We have it in our caregiverrecruiting program a very short
form giving you the informationyou must know right now when

(01:21:38):
you're interviewing them.
If there's other things youneed to know that would be on
the application, ask them duringthe interview and then when
they come in for training,orientation, whatever you call
it, that's when they fill outthe application.
They're there.
They're there with you for theday, for two hours, whatever it
is.
That's when you can have themfill out the application.
Make it so easy for them.

(01:21:58):
They don't have to jump throughhoops because they just won't
do it.

Speaker 1 (01:22:11):
They just want to get hired.
Whoever makes it the easiest isgoing to be the one that they
work for.
All right, any questions?
Oh, you're muted, valerie.
I know I mute myself, just incase the dogs bark.
I know, I know I do the samething.
Okay, let's see.
Indeed has an internal featurethat filters headlines.
They have encouraged basicheadlines, nothing too fancy.
They will still post, but givepriority to those that are
simple.
What do you suggest for this?

(01:22:32):
So I had a whole thing withIndeed.

Speaker 3 (01:22:37):
I had an ad that I was running and I spoke to my
rep, just like you did, and hesaid your headlines are big and
long and involved Like theycan't be super long, right, I'm
talking like caregiver.
One little sentence and thenpay range.
And he said this is probablyhurting with our algorithm.
And I'm like but people, I'mgetting lots.

(01:22:58):
I mean I'm getting lots andlots of inquiries, lots of
people calling.
And so he said let's do this.
I will run you a free ad with aheadline I create without the
pay in the headline.
His thing was the pay in theheadline.
He didn't like that.
I will run one free in the samecity and the ad will be exactly
the same, except I'm he's goingto do his own headline and he's
not going to put pay in theheadline and I'm going to do my
headline with the pay.
And I had twice as manyapplicants as he did.

(01:23:20):
So you know this was.
This was a couple of years ago.
The algorithm could have changed.
Test it yourself and see whathappens.
I can tell you I get doublebecause of what I think is as a
caregiver.
I'm scrolling, I'm scrollingheadlines.
I don't want to click in on thead.
I want to scroll headlines andif the headline has grabbed my
attention, pulled up myheartstrings and I know the pay

(01:23:40):
range is within what I want tomake, that's the one I'm going
to click on.
So, justin, I still rememberhis name.
He was floored, he goes.
I got to go back to my team andtell them what happened.
So test it yourself, see whathappens.
I'm not saying you have to doit that way, but it's worked for
me for years and they said thesame thing to me.
So that's all I can do, andthey said the same thing to me,

(01:24:01):
so that's all I can do is sharemy experience.

Speaker 1 (01:24:07):
Any other questions?
Allie, how do I join?
Approved Senior NetworkMarketing.
Well, you can go to our websiteat asnhomecaremarketingcom.
However, I think you're goingto talk about something on the
next slide.

Speaker 3 (01:24:19):
Yes, so the next slide, we have a sale.
Our infield sales training is$200 off.
You have to just mention thiswebinar.
You probably have to sign up, Iguess, before the year is over.
Yeah, Valerie, before January1st.
We also have a sale on all ofour programs that you know.
The prices are all going to bechanging in January, so right

(01:24:42):
now you can call me if you want,314.
I'll give my number, 310-6008.
You can text call.
It's right here on the screen.
I can help you with the salestraining.
I can help you with websites,SEO, all the things we've talked
about today.
If you want a text call, eitherone works for me or you can

(01:25:03):
email us at support.
I'll get it there too.
We'd love to help you.
But, yeah, this is a reallygood time because everything is
on sale right now.
We don't do that, Valerie, Notnormally.

Speaker 2 (01:25:14):
Is George out here, have we told.

Speaker 3 (01:25:15):
George, we're doing this Because George doesn't do
this.

Speaker 1 (01:25:19):
George is listening.
We don't give discounts and wedon't put things on sale, so but
we know that you know peopleare making some tax decisions
too.
If you need to get, you know,spend a little money before the
end of the year or whatever youneed to do.
But there's a whole plethora ofprograms, whether it's online

(01:25:40):
marketing or in-person salestraining kind of marketing.
Either it's online marketing orin-person sales training kind
of marketing.
Either way we can help.
So you know, even down to ourmonthly two things, two times a
month, continuum mastery program, I mean there's all kinds of
stuff.
So talking to Dawn is reallyyour best bet, because she can
steer you to the right place soI can tell you.

Speaker 3 (01:26:02):
I ask all the time when I meet with people why are
you different?
How is your company different?
And I'm just going to tell you,we have three people on our
team that have been in yourshoes.
We've been in home care for areally long time and we are not
a vendor, we are a partner, andI can tell you that is the
biggest difference.
I get asked all three of us getasked so many.
You know, oh, I'm hiringcommunity liaison.

(01:26:22):
What should I pay them?
What should the commission looklike?
What happened?
You know, I'm only getting likereally like poor quality
caregivers.
I don't know what's going on.
Well, let's take a look at yourad.
Like we help with everything.
Like it's just the other peoplecompetitors, whatever you want
to call them out there justaren't doing that piece of it.
Want to call them out there,just aren't doing that piece of
it.
And we just know home care somuch, so well, all of it.

(01:26:44):
So, anyway, I just wanted torespond to that because I get
that all the time.

Speaker 1 (01:26:56):
So there you go, Absolutely.
And I was talking to a clientyesterday who told me that a
third of their revenue came fromonline marketing.
So I would suggest that if youhaven't experienced that, that
doesn't sound like somethingthat's even and this is not a
small company.
I mean they are a smallbusiness but they are in the 2
million range for annualbillings.

(01:27:17):
If you are in that position andyou're not sure how much the
website marketing or sales isbringing in, Dawn's a great
person to talk to to make sureyou know your numbers, your KPIs
.
She can kind of walk throughthat with you so that you do
really know your numbers well.
And I was happy to hear thatonline marketing was a third of

(01:27:41):
their revenue, because thatmakes my heart happy, because
only we're the only people theyuse.
So, anyway, that was just areally nice uh ending to my day
yesterday.
That's.
That's great yeah all right.
We have any other questions?
Yeah, um, can we have a digitalcopy of these slides?
What will happen is is we willpost a replay.

(01:28:03):
We don't give out our slides,but we will post a replay for
you and you can screenshotanything you want.
All right, okay, all right,thanks everybody.
Thanks for having us.
Great to see you all have agreat day.

Speaker 3 (01:28:17):
Bye-bye.

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