Home Care Marketing: Dealing with Rejection in Home Care Marketing and Sales

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What if you could transform your home care marketing strategies and build stronger relationships with referral sources all at once? This episode features home care industry veterans Dawn Fiala, Lisa Marsolais, Annette Ziegler, and Valerie VanBooven, who bring decades of expertise to the table. Listen as they share practical tips on everything from muting lines during meetings for better engagement to leveraging CRM tools for deeper connections with referral sources. Discover how Valerie’s insights into online marketing and the Kollab app can elevate your efforts in reaching both clients and partners.

Imagine overcoming client resistance with ease, especially when elderly patients are hesitant about home care services. Our hosts delve into empathetic strategies that acknowledge client feelings and suggest trial periods to ease their apprehension. Through heartfelt anecdotes, they illustrate the importance of empathy, patience, and clear communication in ensuring client satisfaction and cultivating lasting professional relationships. You’ll also learn creative, cost-effective marketing strategies tailored for special occasions like Physical Therapy Month and National Apple Day, featuring memorable leave-behinds that make your services stand out.

Finally, get inspired by our discussions on educating care facilities and building relationships with skilled nursing facilities. From hosting lunch and learns to introducing the "Leave Behind Legends" program, we cover innovative strategies to foster engagement and maintain visibility. Hear about successful outreach initiatives for Fall Prevention Month and National Assisted Living Week, and take away actionable tips to connect with healthcare professionals and caregivers. With stories of strong caregiver-client bonds and the transformative power of effective caregiving, this episode is a must-listen for anyone dedicated to making a positive impact in the home care industry.

Visit our website at https://asnhomecaremarketing.com
Get Your 11 Free Home Care Marketing Guides: https://bit.ly/homecarerev

Episode Transcript

Speaker 1 (00:08):
welcome to friday, okay, uh.
Well, we ask that you mute yourline, uh, so that we don't hear
your mcdonald's drive-thruorder.
Share your stories, experiencesand tips.
We want you to share.
We want you to ask questions.
We want you to be a part ofthis group and make

(00:32):
recommendations.
What is it that you want us totalk about?
Tell us what you want to know.
Is there something we haven'tcovered?
If you go back and look at allthe replays, I'm sure you will
find that we've covered a lot.
But if there's something youwant us to cover, that's great.

Speaker 3 (00:51):
Who wants to introduce?
I guess I'll start.
I'm Dawn Fiella.
I have been in home care forclose to 20 years.
I've been in sales marketingoperations manager.
I love home care.
I'm very passionate about it,about keeping people at home,
letting them age in place.
I love what all of you aredoing all day and that I get to
still be a part of it.
I probably my favorite part ofhome care was growing private

(01:15):
pay side of the business Justfun and challenging for me.
So we're using a lot of thosetips in our sales training
classes and here in MasteryCircle as well.
So welcome.
We're really, really happyyou're here today.

Speaker 2 (01:28):
Yes, hi, I'm Lisa Marcele.
I too come from home care andI've wore all of the hats known
to home care, because you cannever stay in your own lane, and
I just love the fact that I'mhere with you guys and I get to
be kind of like Dawn said, Ijust get to be a part of your
journey and give you some of myexperiences and all of that jazz
.
So thanks for letting me be apart of your world and I will

(01:52):
hand it over to you, ok.

Speaker 4 (01:54):
Hi everybody.
I'm Annette Sidler and I'vebeen in the home care business
over 20 years, aging myself here.
I worked for a CCRC for over 13years and for almost eight
years at a companion agency as acommunity liaison.
So you know I really enjoythose of you that are in our

(02:16):
training classes, that you knowwe teach you all our tips and
tricks and really happy you'rehere.
We have a.
We have a great program today,so welcome.

Speaker 1 (02:25):
Really happy you're here.
We have a great program today,so welcome.
Okay, I'm Valerie Van Boeven.
I'm the old goat and I've beenaround the Proof Senior Network
as the co-owner since 2008.
So 16, almost 17 years, ormaybe, I don't know wherever we
are, my kids 17, so that wouldbe 16.
Um, and I am all about theonline marketing and that's my

(02:49):
forte.
But these ladies are all aboutthe in-person sales and they are
the experts here.
So when we talk about onlinemarketing, I'm all yours, but
these ladies know everythingthere is to know about sales.
So that's it, okay, all right.
Oh, how to watch the meetingsyou missed?

(03:12):
Keep going, okay.
So from your desktop, you can goto homecaresalesforumcom.
It's very active.
I've been putting lots ofvideos in there lately short
videos about how to use videosin your home care marketing.
It's like a little series we'vedone.

(03:35):
But go to homecaresalesformcom,enter your email address and
whatever was sent to you as apassword or use the forgot your
password feature.
That's from the desktop.
You also have the Colab app.
I'm not sure if that part's inhere, but once you get to the
desktop version of this, youwant to go to learning and if
you're on your phone, thelearning tab that you're seeing
my arrow pointing at is at thebottom of your screen.

(03:55):
So click on learning and thenyou'll see 2024 asn continued
Mastery Circle, and click onthat and you get to see all the
videos since January.
And if you scroll down whichyou can't hear because it's a
screenshot, but you'll seeeverything up to our August 9th

(04:17):
and then, soon after this onethat goes, it gets edited we'll
have the August 23rd in there.
You can rewatch any of thosevideos.

Speaker 3 (04:28):
So that's that, and I do want to say something about
the forum.
If you guys are not in theforum yet or you don't go in and
check it out through the callon app, you're really, really
missing out.
Valerie has put eight videos, Ithink, now, talking about
different topics, as if you'rethe home care owner and you're

(04:48):
talking to your clients, and itdoesn't have to be fabulous and
beautiful and perfect.
And I love that she says that,because for me, if I were a
business owner, I'd be likehoney, I'm not gonna do a video,
are you crazy?
But she makes it's just so easyand she's giving you the words.
You just watch her quick video.
It's very quick and very fast,but they're in the collab app in

(05:10):
the forum.
So if you guys aren't in theforum, you're missing out on a
lot of great stuff.
There's advice in there, thereare people's leave behinds that
they've done.
There's people saying I didthis and it worked and I tweaked
it a little bit maybe, so yougot to get in there and check it
out.
Really.
And, valerie, do you haveanything to say about the videos
?
I just think they're fabulous.

Speaker 1 (05:29):
Yeah, well, I would like to say the Colab app that
we keep talking about.
That probably some of you, ifyou weren't here last time, you
have no idea what we're talkingabout.
It's spelled with a K, so it'sK-O-L-L-A-B.
Now, last week or last, notlast week.
Last time, on August 9th, wewent over what the CoLab app is
and, ladies, I would recommendtaking those slides and put them
in here so that you can justshow people what that looks like

(05:50):
.
You don't have to do all theslides, but at least where
they're located and maybe thelinks that I put in that last
presentation, so that whenpeople watch this as a replay or
download these slides, they cango to that CoLab app,
k-o-l-l-a-b.
Colab by Lead Connector, andit's the same login information
as you would use to go to thehome care sales form on your

(06:11):
desktop, so you can get to it onyour phone or your desktop.
But, yeah, so the videos.
Actually, I have one more I'mgoing to post today, maybe two,
but I did it on my couch.
Yesterday I was waiting to gosomewhere and I was sitting
there waiting for someone elseto get ready, and so I just did
it sitting on my couch.
So I tried to do.
You know different things.

(06:31):
Like some of them are scriptedwith um, I'm watching, uh, the
the words on my screen and I'mlooking at the screen.
I show you how to do that.
And then some of them are justkind of off the cuff so they may
not be exactly what you wouldsay, but I'm trying to show you
that if you give it a littlethought, you can make these
pretty easy.
So that's that.

Speaker 2 (06:50):
All those are in the support form.
Very cool.
You've got some fans in thechat too, loving the videos.

Speaker 4 (06:56):
Yeah, she's a natural Okay, everybody.
So our agenda is fear ofrejection when marketing.
We just felt this was animportant topic because we all
face this what to do when ithappens.
We have some scenarios withdifferent referral types that
we're going to review how totake care of your mind, body and

(07:19):
spirit.
We'll have an open floor forquestions and we're going to go
over September and Octoberleave-behinds Okay.
So rejection is a common part ofsales and marketing.
We know it.
You know we walk in places.
We get rejected.
Nobody wants to talk to us.
We say this all the time.

(07:39):
Do not take it personally.
You know rejection is it's notpersonal, so try not to let it
negatively affect you.
You know it's not you.
You need to build trust withthe people you're connecting
with.
They don't know what they don'tknow.
You're going to need to createrelationships, consistency,
educate the referrals you knowthe referral source on ways you

(07:59):
can help them.
You know it's important toacknowledge and expect the
rejection.
Acknowledging and expecting therejection, you know that's a
powerful tool for overcomingyour fear.
It's important, it's animportant part to recognize and
accept that it's part of theprocess.
You know even the bestsalespeople, they don't close
every deal they don't you know.

(08:20):
So it's important to expectthat you're not going to get.
Not every referral is going tocome into a sale, so it's
important just to make sure it'snot personal.
Don't get upset, you just moveon.
Move on to the next one.

Speaker 3 (08:35):
I think, annette, I think the acknowledging and
expecting it to happen, that wasreally hard for me.
If I could sit here and betotally honest and I got to a
place where it was like, oh, Ididn't get rejected, they
listened to me, they wanted tohear more, they want me to come
back.
Oh my gosh, you know, so I itis going to be, it's going to
happen.
Like it's just, if you expectit and then it doesn't happen,

(08:59):
it's just easier, right?
Not taking it Right.
I do think it's human nature totake it personally.
Oh man, I sounded like an idiot.
No wonder she didn't want totalk to me.
You know, I don't ever want toshow my face in there again.
I can't believe.
I said that.
Whatever it is, you know, whenyou get that rejection, you go
in your car and you're just whatdid I do?

(09:20):
What did I say?
How did I say it?
What?
Oh my gosh, I'm never goingback in there again and, of
course, that's not an option.
So I think these are great.
Annette did this whole thing.
But I think, like not taking itpersonally and just expecting
that it's going to happen is soimportant, annette, I'm so glad
you brought that up.

Speaker 2 (09:38):
Definitely.

Speaker 4 (09:39):
Yes, because I mean, it's really something that you
have to really get used to as asalesperson.
You know, if you're new at it,you just really can't let it
bother you, and I think the moreand more you're out there you
realize it's not you.

Speaker 3 (09:51):
It's okay, don't get discouraged, you're going to get
the next sale, and peoplearen't usually mean in this
industry either.
It's not, they're not going toget out of my office, it's not
like that.
Get out of my office, it's notlike that.
So that's.
That helps too.
The people that you are outmarketing to tend to be hard
people you know and, and so ifyou meet them there, that that
also helps.

Speaker 4 (10:11):
Sorry for interrupting, I just wanted to
say no no, dawn and Lisa aregoing to be chiming in, because
we all experience these thingsso great.
You know, improve your mindset.
Consider what your thoughts arewhen you're experiencing
rejection.
You know, try to afford feelinglike you're a failure.
You're defeated because you'renot.
You know, just stay positive.

(10:31):
You know, practice empathy.
Empathies could help youunderstand.
You know your client'sperspectives.
You know which can help youstay motivated and build
stronger relationships.
You know, don't, like I said,don't let one rejection stop you
from pursuing your sales goals.
You know, don't, like I said,don't let one rejection stop you
from pursuing your sales goals.
You know you could.
You can move on to seeking newprospects.
Don't stop.
Lisa has always said this and Ibelieve it.

(10:53):
If you are feeling beat up, oneday go to a place where someone
loves you.
They'll show you some love,refill your soul with happiness
and then get out and hustleagain.
Go to that referral source thatyou know they're going to talk
to you.
You know they're going to giveyou some referrals, right, lisa?

Speaker 3 (11:11):
Yes, yes, that's so funny that you said that too,
lisa, because my marketingpeople, when I would be training
them, they'd be like oh, did Iget beat up?
It was bad, dawn.
I don't know if you're going tohave to come with me next time
Like it was bad, and I'll say goto senior center, you know, go
somewhere where they're doing abunch of activities.
Go, go, fill up your cup.
Like go somewhere else andleave the projection behind you.

(11:34):
You do have to like literallywipe it off.
Like you literally like causethey can see it the next place
you go it's so strange I wouldwalk into the next place.
I'm like are you okay?
You seem a little off today andthey could see it, they could
feel it.
So you literally have to wipeit off.
You've got to change your wholemindset, like this says improve
your mind, and if it means youneed to go see one of your

(11:54):
besties, one of the bestiesliving or senior center to fill
up that cup.
Do it because you have to beconfident they are going to feel
it when you walk into the nextplace.
Unfortunately, it's just theway it works.
So true, yep, very true, lisa.
Where did you used to go tofill your cup?

Speaker 2 (12:13):
you know what a couple different places.
But I actually had a kind oflike a ccrc that I would just
kind of butterfly all over theplace and I really loved, loved
that place.
It was actually in a sun cityand it was the greatest place I
got.

Speaker 3 (12:30):
Huh, which one was it Grand view?
Okay, yeah.
Yeah, I had a greatrelationship with the people
there too.

Speaker 2 (12:38):
Oh man, they were just great.
They would take me up on thefloor and just I just had such a
great time and, and no matterwhere I was you know any parts
where, whether I was in theindependent side or any anywhere
the memory I always have funand they always made me feel
good, they always gave me goodreferrals and yeah, they were,
and also it's really hardsometimes to like get your

(12:59):
mindset.

Speaker 3 (13:00):
I got to go out there and hit the ground.
You know it's Monday.
I'm not feeling it today, likeI am just not feeling it.
I don't want to be acheerleader today, I don't want
to smile.
So sometimes it's good to startat a place like that for the
week, because it gets you inyour right mindset too, cause
you know they're going to behappy and positive and thrilled
to see you, rather than startingthe week with a hard place.

(13:21):
That's also a good, maybe agood tip too the week with a
hard place.

Speaker 4 (13:25):
That's also a good, maybe a good tip too.
Yeah, so I worked, as I said,for 13 years at a senior CCRC.
That was the place that I wentto because I knew everybody,
they knew me, they would referto me, and it's just.
Every time I went there I feltgood, I had a lot of clients, so
you all have to have a placelike that.

Speaker 3 (13:41):
And sometimes I would go visit one of our clients,
yeah 24, that I signed up, thatI had a great relationship with.
Sometimes you need to putyourself back in the why am I?
doing this again.
What is the whole point of this?
Again, what, what you know.
You got to reconnect, which iswhy I've always had my marketers
sign clients, because I wantthem to always remember this is

(14:03):
what you're doing.
You may be out all day gettingreferrals and all of that, but
this is why you got to keep yourheart connected to those
clients.
So, a bad day, too, I'd go sitwith one of my 24s for bring her
, bring her some flowers orbring her something and just
have some time with her, so Icould reconnect with the whole
purpose of why I'm doing any ofthis.
That also helps too.

(14:23):
I don't know if you guys usedto do that, but that always
helps me also Because it makesus realize go ahead, Lisa.

Speaker 2 (14:31):
I'll just say client care was actually my probably my
favorite by the time that Ileft home care.
Just I loved being with theclients and, you know, taking
out, even taking them outsometimes, and I really, I
really loved that piece of it,yeah.

Speaker 3 (14:44):
We had somebody that we would rotate driving through
McDonald's to get an ice creamcone.
It was her thing, like sheliked to go every three or four
days and sometimes I'd be I'lltake her, like I would love to
take her, just enjoy that time,so that's that's sweet, and
that's what it's all about,right there.

Speaker 4 (15:01):
Yep, it helps you remember.
You know this is what you'redoing.
You're you're helping thesepeople age in place at home, so
that makes you feel so good.
So you know, don't be afraid toask questions.
You know, maybe you can.
You know why are you beingrejected, why don't they need
your services.
You know whether it's it can becircumstances beyond your
control or something maybe thatyou could have improved.

(15:22):
You know these are lessons youcan learn to apply for the
future.
Be persistent.
Just because somebody you knowwouldn't talk to you, or you
know you couldn't get throughthe gatekeeper, or you know, go
back, don't give up.
Give yourself a couple moretries to connect with the person
.
Just don't give up.

Speaker 2 (15:38):
I like to also add to that.
A lot of the times those peopleswitch, there's somebody else.

Speaker 3 (15:45):
The best thing in the world, world if you don't have
the connection.
If you have a connection, itstinks, but if you don't, it's
like thank god, she's gone, Igot a shot right.
That does.
That does definitely help.
And I would say I don't know,annette and Lisa, if we had to
give these guys a clue, how manytimes would you go back before
you would get past that gate?

(16:06):
I'm going to say five.
I would go five, five, sixtimes, five, six, seven, yeah,
so don't give up, and that'sright, pleasantly persistent,
pleasantly persistent, I have totell you.

Speaker 4 (16:19):
You know, some of my really good referral partners
that I had in my back pocket.
I might have taken me aboutfour or five months to really
get in there and really getconnected.
Oh, to really like take.

Speaker 3 (16:28):
I'm just saying get past the gatekeeper not the
right person, but to startgetting referrals could take a
while, absolutely.

Speaker 4 (16:35):
So very normal.
You know, like you know,evaluate your context for
rejection.
You're not being rejected.
The idea of having anotherthing to think about, a new
thing to learn, you're adding.
You know, add something totheir plate.
You know, maybe you can ask youknow who's a good person to
speak with.
You know why is this personrefusing to speak to you?
You know why do they not needyour services?

(16:57):
And the biggest thing iseducating.
They don't know what they don'tknow.
So many places you go in theydon't know we don't need you.
Oh, yes, you do.
So you have to educate them onyour services and how you can be
helpful to them.
It's a very important thing.

Speaker 3 (17:11):
Annette.
One thing I wanted to add toois I've had a couple of people
ask me recently, you know, am Isoliciting Because the building
they'll have like a sign, nosolicitor, am I soliciting Like
I don't want to get in trouble?

(17:31):
You are not soliciting, you'reproviding a service that the
people in that building need.
A solicitor is someone whowants to sell you a copy or
machine or ink or something,like you have a service that the
seniors need and so it is notsoliciting.
And if they say, I have allthese home care companies I'm
already using, I don't need totalk to another one, that means
you need to differentiateyourself.
Why?
Why do they need to talk to you?
Because you're different.
Why are you different?
You need to figure that out.
That's how you get past thegate.
It's a piece of it.
How do you get past thatgatekeeper?

(17:52):
Is you have to be differentthan the other 10, 15 home care
agencies they're speaking with,but you are not?
So I just wanted to put thatbecause people keep asking that
question.

Speaker 2 (18:02):
Right, thanks, dawn.
Valerie said you're you're aneducator, which basically,
that's what exactly.

Speaker 4 (18:10):
So you know one thing , like we've said from the
beginning, and this is you knowwe teach this in our sales
training you know you reallyneed to connect with your
referral sources.
Um, so important to you.
Know, take notes, enter all theinformation in your CRM.
You know you need to start offwhere you left off last time.
You know maybe last time youwere talking about a mutual

(18:31):
client or your son's baseballgame or some networking event
that you were together.
They're going to.
You know that's going to makethem think, wow, she remembered
me, she remembered we weretalking about that.
I actually had a social workertell me that she really enjoyed
that.
Every time I came back to herthat we left off where we
started.

(18:54):
It's nice to make a connectionand let them know that you're
listening to them.
They do like to hear abouttheir clients that you've taken
on.
You're establishing therelationship.
It's going to help themremember you, help them to trust
you.
It's going to show that youcare enough to remember you know
what was going on the last timeyou spoke.
So the more you can, you know,establish a relationship with

(19:17):
these referral sources, the lessyou're going to get rejected
and like Dawn said, it couldtake five times.

Speaker 3 (19:23):
And at the other side of that is when they tell you
about the softball game, likeAnnette said, you're
establishing trust and you'rereconnecting, every time in the
same place.
But when you come in and say,hey, how did that game go?
They think I told her about thesoftball game.
We must be besties.
If I shared that with her,we're past the point of my

(19:44):
relationship with other people.
So that's why the notes areimportant too.
It's not just let's leave offwhere we were, start up where we
were.
I think that's really good, butit's also if I told her about
that softball game.
This is a friend like this issomebody I shared my personal
something with, so I think itgets it to another level too.

Speaker 4 (20:03):
So those notes are going to be super important,
yeah, and it's not like you'retrying to gain lots of friends,
but I have to say, in the when Iwas for eight years, I actually
made some good friends thatwere my referral sources and
social workers that I still talkto today.
That was the, you know, thatwas the relationship we ended up
making together and I justthink it's so important because

(20:25):
they you know, they learn, youknow that they can trust you and
you know what kind of personyou are.
So, absolutely so.
We're going to talk about somescenarios.
You know, when you're rejectedin home care marketing, lisa and
Don are going to chime in too.
We all talked about thesetogether.
So this is a really this is abig one.
You know you're you're going toan assessment and I'm sure this

(20:50):
has happened to all of you andthe patient is no way.
They might not let you in thedoor.
Their kids are their kids, wantto sign them up, they need the
help.
But I'm not taking yourservices, absolutely not.
I mean, this happens.
You could be, you could besitting there for an hour and
just you haven't gotten anywhere.
So you know it's important toacknowledge their feelings about

(21:10):
having somebody in the home,reassure them that many people
feel the same way at first butappreciate the help after
they're trying.
Let them know that youunderstand how they're feeling.
Of course you've never had astranger in your home, but
you've just.
You know you just came backfrom rehab or the hospital.
It's going to help you.

(21:30):
This worked for me.
Often.
I would compromise with themand I would say you know, I know
your family wants you to havesomebody in here, for however
long.
Why don't we just I know you'renot happy about this, but why
don't you try this out for aweek or two weeks or how many
days?
Let's just try this out.
I have a perfect caregiver foryou and then we'll reevaluate.

(21:54):
I'll talk to you next week andwe'll see how it goes and maybe
you know, then we can see if youwant to continue.
That worked for me.
Sometimes I don't know, dawn orLisa, if that worked for you.
And then once they saw and metthe caregiver and everything
went well, it was okay.
And of course sometimes itdidn't work out.
There is a time where they'rejust still refusing it, but

(22:15):
that's a way of kind of justkeeping it a little more
open-ended.
Little more open-ended becauseI think they feel like they're.
They can't live independentlyanymore.
They have to have somebody comeand help at home.
You know they don't want that.
They want to go back to their,to their baseline Did you have
the same experience, dawn?

Speaker 3 (22:33):
I did so.
Acknowledging their feelingsand letting them know like
they're not the only one thathas ever felt this way is a huge
I mean that that reallyeveryone just kind of goes when
you're sitting in the room.
It's like this happens all thetime.
Most people don't want somebodyin their home.
The other thing I mean is, youknow, maybe asking a few
questions why don't you want todo this?

(22:53):
What you know, and I've hadseniors say to me I know this is
just the next step they'regoing to make me move.
This is, this is like thein-between.
They're going to let you knowI'm going to let a caregiver in
here before I know I'm going tobe moved into assisted living
and then that's a great like.
Absolutely that's not.
This is going to keep you frommoving to assisted living.
If you can make this work, ifwe can make this work, you get

(23:16):
to stay home.
You don't have to move.
So you're actually.
It's actually the exactopposite of what you're saying,
and it's actually the exactopposite of what you're saying.
And then the adult childrenwill jump.
That's right, mom, that's right.
We don't want you to move.
That's why we got to give thisa shot so you don't have to move
.
And so then it becomes the homecare is actually saving them.
That's kind of how I've.
That's how it's worked for me.

Speaker 2 (23:37):
Lisa, yeah, definitely, I think it is about
you know they don't know whatthey don't know, and so when
you're in that assessment andyou do get to meet with them and
talk with them, you're tellingthem, you're letting them know
that you know what is that fearand you don't need to worry
about that, because that's notthe goal here.
The goal is to keep you home,independent, safe, doing all the
stuff that you are, just withsome someone here by your side,

(23:59):
and I think that's a huge thing.
And sometimes I've even had topretend not pretend, I wouldn't
say pretend, but pretend I waslike the daughter's friend and
I'm just here to you know, chit,chat and make sure that you're
good and maybe get you a littleextra something to you know,
help you, help you with yourdays.
I, I know a lady, you know whatI mean.
So it just depends and I thinkthat's part of the conversation

(24:20):
beforehand too with the, withthe family, the family.
But yeah, we've done it all.

Speaker 3 (24:25):
I'm sure I want to write a book, I think, finding
out as much as you can aboutthat senior.
You should always do thatanyway.
But in these situationsespecially like what, what did
they do?
Were they a school teacher?
Were they a pilot?
Right?
Absolutely, you know, and and,try, and maybe the caregiver
doesn't have the exact samebackground obviously probably
not but make sure the caregiverhas some talking points so that

(24:46):
when they do come in there, youknow there's some kind of
chemistry going on, because thecaregiver is prepared.
Ask him about his family.
He, you know, he flew in theWorld War II, like whatever it
is.
Like I met the person whostarted commercial airlines.
Like I met him.
Like these seniors have so muchto offer.
They're fascinating,fascinating people.

(25:06):
So, um, you know, find outsomething so that the caregiver
has some talking points, becausethat is going to help it be
successful too.

Speaker 2 (25:13):
Yeah, I actually met a person that has a glacier
named after them oh my god, verycool.

Speaker 4 (25:19):
I know, yeah, that is the coolest thing ever um, I
was going to say when Lisa saidI, I was pretending I was
daughter.
We used to call that atherapeutic lie.
And you know, when somebody hasdementia or Alzheimer's, just
we would say you're not reallylying.
I'm your.
You know, sometimes you wouldhave to pretend I'm good friends
with your daughter or your son,or that was a way to get in.

(25:39):
So it was just trying, you know, just make it a little easier
on them accepting that.
Yeah.
So, independent livingscenarios Lisa created this one
because she had dealt with this.
We were.
You know you stop in.
You talk to the marketer, wedon't need your services.
We have a home care agency herewe use.

(25:59):
You know we don't need you.
You ask questions about the homecare agency they use.
I mean, you know, oftentimesthey may have a home care agency
right on their campus or theyjust have a preferred home care
company.
That they're using it doesn'tmean, you know, maybe they do
just refer to them, but itdoesn't mean that you can't
break in.
You know, ask questions, askquestions about the home care

(26:23):
agency, connect with the homecare agency.
You know, let them know youcould be a backup if they don't
have enough staff.
Or you know things are tightwith coverage for them.
You know, let them know thatyou can supplement for 24-hour
on-call emergency coverage.
You know, keep this in mind ifyou can't fill a shift, you know

(26:44):
, let that campus know that youknow you're available if this
ABC Home Care Company, if youcall them and they say I can't
start for a week or two and thathappens often in home care I
know here it happened a lotwhere these agencies didn't have
enough staff that they can'tjust rely on one home care
agency.
Okay, and then next is assistedliving.

(27:07):
Did you want to say something?
Lisa, go ahead.
And then next is assistedliving.
Did you want to say something?
Lisa, go ahead.
No, I'm good.
Okay, so assisted living, youget this a lot.
You go in.
You know we don't need extraservices.
We have staff 24-7.
We have aides, we have nurses,they get meals, everything's
done for them.
Well, yes, they do, you know.

(27:31):
So that's right then.
And there you have to educatethem on your services.
There are times where they doneed home care to come in and
assist.
You know they might have adifficult resident that needs a
one-on-one, somebody that'shaving behaviors, somebody
that's maybe wandering outside,maybe a resident that is coming
home from a rehab or a hospitaland they're a fall risk.
I would get calls often forthis that somebody just came
home, they're very hospital andthey're a fall risk.

(27:51):
I would get calls often forthis, that somebody just came
home.
They're very weak and they needa one-on-one to make sure.
You know overnights with themto help them get to the bathroom
.
You know wanderers that aremaybe going into causing you
know ruckus, going into otherresidents' rooms.
So there's you have to educatethem on how you can help them.

(28:11):
You're in, you're in otherassisted livings providing
service.
It's a temporary.
It could just be temporaryuntil you know your, your
resident, is feeling better oryou know the issue is fixed and
or sometimes these temporaryones turned into long-term.

Speaker 3 (28:29):
I find too, it's great to like tell them the
situational.
You know we can help withservice, we can help with people
who are sick or discharged.
I also will share a story,because stories tend to stick
better, you know, um, they tendto stick better with you know,
oh, oh, cause then when thathappens, you know we were in an

(28:49):
assisted living building helpingsomeone who started blood
pressure medication.
They couldn't get them right.
If it was too high or too low,she was fainting, she'd stand up
and she would just faint.
And if it was too high, youknow.
So whatever the case was, wewere with her, because assisted
living can't be expected to bein the room with her the whole
time.
She's on these new meds, and sowe were with her.
And so then after that, anyonewho's starting new meds or

(29:11):
having problems, they rememberedme because of the story.
So stories really help people,you know.
Examples really help people toremember too.

Speaker 4 (29:21):
And also to letting them know that you're in, like
you know, if I went into anassisted living that I had
didn't have any, you knowclients, but I was in the one
down the street, I would letthem know we're helping them all
the time and they're like oh,because we keep saying they
don't know what they don't knowand you have to educate them.
Some of the staff does notunderstand how much you can help

(29:43):
them and especially helpkeeping the residents there
longer.
Memory care same type of thingwith memory care.
We don't need you, we're fine,we have 24-7.
Educate them again and, likeDawn said, give them stories,
especially in memory care.

(30:04):
Sometimes a resident just needsthat one-on-one attention and
they're fine.
It's kind of like a kid goingto kindergarten, I feel like.
When they go to memory care,they're fine.
You know, it's kind of like akid going to kindergarten, I
feel like.
When they go to memory care,you know they're confused,
they're not home, everything's,they're just.
They miss their family, theirhusband, their wife.
Sometimes you just need somebodyone-on-one to be with them.
It may just be we can just helpyou for a couple weeks when

(30:27):
your resident, you know, ismoving in, and help them
acclimate, help with sundowners.
Many times in memory carepeople are changing medications,
they're having agitation andsometimes it takes a couple, two
or three weeks for thesemedications to work.
So we could be there one-on-one.

(30:48):
We could be here 24-7, whateveryou need until this resident
adjusts, somebody that recentlycomes home from the hospital or
an illness, let them know.
It could be temporary until theresident's back on their feet,
but this way they can keep theresident there.
You're providing one-on-one.
After a few weeks they're doinggreat.

(31:08):
They didn't have to have to ask.

Speaker 2 (31:09):
You know, ask this resident to leave, um, so
sometimes they have a list too,um, when they don't have space.
I I had a couple of my favoritememory cares that I would go
into to get love as well.
Um, just kind of hang out there, uh, you know, and they they
would, um, send me people thatweren't quite ready to come to

(31:32):
the memory care but, you know,needed someone in place.
So that's always a great placeto.
And then for the AL also,socialization is a huge thing.
Or even coming down to dinneror to the dining area, that's a.
That's a great way to get in aswell, because the family loves
to hear that they don't wantthem isolated in their room.
The family loves to hear thatthey don't want them isolated in
their room, and so knowing thatthere's someone one-on-one who

(31:54):
can bring them down, sit withthem, hang out with them and
their friends and then bringthem back up when they're ready,
is another great, great way toget in.

Speaker 4 (32:00):
And also, too, you know there's residents that
won't go out to activities.
You know they're afraid to goout.
Sometimes they need somebody, alittle push to bring them out
to the activities until they getused to going out on their own.
We see that a lot too.
You know where they're, justyou know they don't want to go
out of their room and they'rejust.
They need a one-on-one somebodyto take them out.

(32:22):
Okay so, skilled nursingfacilities Our patients can't
afford your services For somereason.
They always say that, but weknow it's expensive to live in a
skilled nursing facility.
So you hear that sometimes.
You know we have 24-hour staffIn the long-term side
bed-sitting for patients thatneed extra support.

(32:44):
One-on-ones you know somebodythat's changing a new medication
, their fall risk, they'repulling out tubes.
There's definitely anopportunity for you.
Know somebody that's changing anew medication, their fall
risks, they're pulling out tubes.
There's definitely anopportunity for you.
Know you to educate them andlet them know.
You know, if you have aresident that is experiencing
this or needs one-on-one, thisis a great opportunity for you
in the SNF and long-term care.

(33:05):
And you know, in the short term, you know you offer a discharge
package.
You know, educate them on yourexperiences, tell them a story
about you know when theirpatients return home.
You know how you can help.
You know you work with homehealth when they get home.
They don't always know whatit's like when their patient
goes home.
You know you can help with.

(33:28):
You know taking them toappointments, picking up their
prescriptions, taking thegarbage to the curb.
You know sometimes thesepatients that go home they left
the house the way they left it.
You know when they went to thehospital you can walk in and
there could be blood on thefloor.
The food has been in therefrigerator for two months.

(33:49):
So sometimes they don't thinkabout that, they're just
discharging them.
But you have to let them knowthat you know you could work
well with home health.
You can be there the day thatthey're discharged.
So it's just educating them.
You can work within theirbudget.
You know they say they can'tafford it.
But you know sometimes it couldjust be short term.
They don't always know what thefinances are of the patients

(34:10):
but for some reason a lot oftimes the social workers will
say they don't have the finances.
Sometimes an adult child willhelp pay for the services.
Hospitals have been a littletough, I think we you know we,
since COVID hospitals.
You know, prior to COVID, Iwould roam the halls, you know,

(34:31):
go talk to the social workers.
I think we you know we, sinceCOVID hospitals, you know, prior
to COVID I would roam the halls, you know, go talk to the
social workers.
I knew every floor.
I went to the.
I would spend a day in eachhospital.
It was so different and thenCOVID hit, it was over and I
really think it hasn't changed.
It really hasn't changed thatmuch.
It's still tough to get intothe hospitals and speak to the
social workers.
It's tough to get in services,um, but one thing that we teach

(34:53):
in in our sales training and itworks is to co-market with home
health.
Um, home health have betterrelations um getting in the
hospitals because these socialworkers are releasing their
patients with home health, otpt,speech therapy when they go
home.
Um, so you can co-market withthem.
They can maybe introduce you tosome of their referral sources

(35:17):
and then maybe you can referthem to some of your referral
sources that they can't get into.
One thing that I used to dooften I would always make sure I
knew everybody, all of myclients that were in the
hospital.
I would go stop by.
I had a little pretty plantthat I would bring them purple,
it was the color of our agencyWith a little note.

(35:38):
You know we are thinking of youand then I would.
That was my opportunity to,after I met with them, to go see
the social worker.
Let the social worker know youknow Mrs Jones down the hall.
You know we help her at home,so they know that you're.
You know Mrs Jones down thehall.
You know we help her at home,so they know that you're.
You know you're you're helpingthem with their services.
Let me give you some of mybrochures.
You know, if you have otherpatients that that we can help,

(36:00):
so it's a good opportunity foryou to get in.
And you know, talk to thesocial workers and the case
managers, try to set up lunchand learns in services.
Do you have anything to add?
Dawn, I know you were used togoing to hospitals a lot too,
and I feel the same.

Speaker 3 (36:16):
It's tough now.
They're tough.
They're tough to get into.
I think, starting probably inthe social worker's office with
the social worker secretarythere's usually a secretary when
they start to shut down,started to shut down, I would
continue to bring as manyleave-behinds as I always did
and the social worker secretarywould put it in their boxes and
that helped.

(36:36):
And then setting up anin-service or lunch and learn.
Sometimes they're willing to dothat, but you have to be
educating them.
It's not that you're going to goin there and tell them all
about your company.
They want to learn about homecare and we have two wonderful
lunch and learns that we teachour people in the home care
sales training class thateducate the case managers and
social workers about home careand so they're more apt to let

(36:59):
you do an in-service lunch andlearn if you're educating their
team and not just going in thereand try to sell yourself.
So yeah, they can be tough, butco-marketing with home health
really, really is helpful.
But but know that they're goingto expect you to get them in
somewhere too right, so they'regoing to want you to get them
into an assisted living buildingor into a SNAP or somewhere

(37:21):
where you have a greatconnection, so it goes both ways
.
So they get you in the hospitaland also make sure that you are
piggybacking with someone who'svery respected out in the field
.
You don't want to tie yourselfto someone in home health that
isn't serious about their joband who's going to quit in a
couple of months and who doesn'tfollow through.
You also want to look theircompany up on the Medicare

(37:43):
website and make sure they'vegot good stars, because when
they see when your person whenyou're now bringing them into
your SNF and introducing them toone of your top referral
sources and this referral sourceis going to start using them
already knows they have a badreputation and it goes south.
That's going to reflect on you.
So just make sure you know whoyou're partnering with as well.

Speaker 4 (38:04):
Absolutely Okay.
Thanks, dawn.
Home health and hospice youknow they already so many
patients when they're releasedhome they're getting home health
or hospice.
You know they're already in thehome.
We always say make these folksyour best friends.
You're not competitors with homehealth and hospice.

(38:25):
You know they have tounderstand that you have
non-medical duties and theycomplement their services.
It's really educating them,especially, like I say it again,
with somebody being releasedfrom a hospital or a rehab.
They get home health.
Many times somebody might notstop by their house for three or

(38:45):
four days so this person's allalone.
You could work really well withthe home health.
You're there the day thatthey're discharged.
You're making sure they'regetting their meals,
transportation, you knowcleaning, standby assist and
then the home health comes in acouple times a week doing their
PT or OT.
I think a lot of people whenthey are released from the

(39:07):
hospital or rehab, they don'tunderstand.
They think they're getting homehealth and they think they have
somebody coming every singleday doing all their daily duties
.
So educating them that you canhelp them.
And there were many home healthand hospices that we used to
partner with when I worked inhome care and they really

(39:28):
appreciated it because they wereshort-staffed and they would
only get to be able to go tothat client's house a day or two
a week.
Lisa and I we just set examplesby state because every state is
different.
And I'm in New York and thingsare so strict we can't do
anything.
You know we can't wash hair.
We could touch people.
There's just so many things youcan't do.
I know Arizona, california andother states are different, but

(39:50):
you know, kind of letting themknow, whatever state you are in,
you know what your non-medicalduties are and what you can do
you don't want to overstep withwhat their duties are and
letting them know that you'rejust in there for the
non-medical duties.
Do you have something to add,dawn?

Speaker 3 (40:06):
In Arizona.
We can also do turning in Hoyer.
Yes, not New York.
Yeah, it's pretty open here.
We don't have a regulatoryagency monitoring non-medical
home care in Arizona, so it'spretty open.
We can't do meds and stuff, butit's pretty open.
It looks like we have a comment, though.
Finally got through to one ofmy hospitals last week where I

(40:28):
couldn't get past the front deskin months.
The front desk just said youwant to go up?
I said absolutely, tell mewhere to go.
This is Kimberly Good for you.
Now I'm able to go bypass andjust tell them I'm going to see
the case managers and they wavedme on in.
That's awesome, kimberly, wayto go, pleasant.

Speaker 2 (40:45):
Good job, that is awesome, and you were in when
she was in one of our salesclasses, right?

Speaker 4 (40:52):
So she was training and I bet she brought one of
those fun leave behinds becauseshe's been out there.

Speaker 2 (41:00):
Yeah, she's been killing it.

Speaker 3 (41:03):
Good job, she said I sure did.
That's great, kimberly, I'mglad like that being persistent.
And you know, I do think thatthe home care sales training we
give you lots of great things.
But it also builds yourconfidence a little bit and
gives you that it's normal.
It's going to take a while.
You know it's okay to keepgoing back.
I'm going to be different thanthe other home care agencies.

(41:24):
You just feel more confidentand better about what you're
doing too.

Speaker 4 (41:27):
I think it helps with that also Absolutely better
about what you're doing too.
I think it helps with that also, absolutely Okay.
So this is like our last thingwe're saying you know, take care
of your mind, body and spirit.
You know a holistic approach tohome care sales.
You know you can feel burnt,you can be beat up, you're busy,

(41:48):
you're running all over.
We've all lived this.
You know your, your client'sneeds will be important.
Your client's needs will alwaysbe important.
You know.
You know you're.
You know pick a time each daywhere you can.
You know maybe early in the day, or, you know, late in the day.
You know, do what makes youhappy.
Make sure that.
You know you take care ofyourself.
You know you can't be working24 hours a day.

(42:09):
You're going to get burnout,you know, and just remind
yourself every day how importantit is what you do.
You're helping people age inplace at home.
I have to say that was the most, and you know, like Dawn said,
she met so many amazing people.
I met amazing people too, andjust to see that they're so
happy you're in their home,they're showing you their
pictures and their treasures andwe're able to help them stay

(42:33):
home.
That's an important thing.
So just remember what you'redoing is so good you know.

Speaker 3 (42:38):
But just also, we're also giving them some purpose.
You know if it's done well andthe caregiver knows about them
and includes them in some of thethings that they're doing.
Maybe they grocery shoptogether, they fold laundry
together or they cook together.
It's giving that senior purposeand they feel important again,
because it's hard as you age andyou're kind of isolated, you

(43:01):
don't feel maybe that you matteras much and you don't have all
the people coming and going andtalking to you and that value.
And so not only are they agingin place, they have somebody
that's listening to them, andmaybe they're hearing the same
thing 50 times, I don't know,but they're listening to them
and they feel more important andlike they have a purpose again.
Yeah, definitely.

Speaker 2 (43:22):
You know, I had a caregiver and a client back back
in the day when live-ins werelike very popular way back in
the day but they used to painttheir nails the same, wear the
same lipstick and wear the samecolors and go out.
And she would come and shewould bring, let's just say, mrs
Johnson, bring Mrs Johnson withher to pick up her paycheck on

(43:45):
the Fridays I don't remember ifit was every week or biweekly at
that time but and then theywould go out and the caregiver
would treat her to lunch andthen they would.
You know, they just had themost fabulous time and it was
the cutest thing ever I loved.

Speaker 3 (43:56):
I looked forward to seeing them.
Many of our clients could notwait for the caregiver to come.

Speaker 1 (44:00):
She's not here yet.

Speaker 3 (44:01):
They weren't complaining.
They were like where's my, mybestie?
She's late.
Like where is she coming today?
She's still coming, right.
So you know, they go from beingI don't want a stranger in my
house to absolutely loving theirtime with the caregiver.
That's.
That's when it goes really,really well and that always
happens.

Speaker 4 (44:21):
I mean sometimes that my most difficult person turns
out to be my was my poster childof a client that I'm shocked
you know, but it happens.
So, yeah, definitely All right.
So any, does anybody have anyquestions?
Anything else, we can help youwith that.
You've been, you know, rejectedand you want our advice.
Let us know.

Speaker 3 (44:43):
And it happens to everyone.
So don't be shy.
You're not going to tell usanything that hasn't happened to
one of us.

Speaker 4 (44:48):
Right, all right.
So Valerie is going to takeover now.
Go ahead, lisa.
I'm sorry, lisa, you can, I'msorry.

Speaker 2 (45:01):
Going back to building relationships, what if
you have a great relationshipwith the case managers but
you're still not gettingconsistent or any referrals at
all?
I've asked and they say censusis low, but I go every week,
leave notes if I miss them, taketreats, talk to them.
Any thoughts on what could begoing on?

Speaker 3 (45:19):
hmm, is this a sniff?
Yeah, where's it?
Case managers?

Speaker 2 (45:24):
I'm thinking maybe a hospital snip yeah, uh, three,
uh, wait, three sniffs.
What's the?
Have you done a lunch and learn?

Speaker 3 (45:35):
do a lunch and learn.
Get in.
And valerie just said the samething.
Yeah, get a lunch and learn.
Set up where you're educatingthem.
You're not in.
My company's this and mycompany's that and we're this.
Yes, we're preferred providerfor one of them.

Speaker 2 (45:48):
One of the social workers, one of the SNFs there's
three SNFs, or one of the SNFs?
Okay.

Speaker 3 (45:53):
So find out how many people discharge each week.
Just start asking morequestions.
They said census is low and itcertainly could be.
I don't know how long you'vebeen going.
My gauge is always the parkinglot.
Parking lot's full, parkinglot's empty Maybe not so much,
so parking lot's a good gauge.
How many are they dischargingeach week?
Are any of them appropriate forhome care?

(46:15):
When you do a lunch and learn,when you talk to them, paint the
picture of what the house islike when you get there.
They don't know what that lookslike, and you know we go
through all of that in our salestraining.
There's lots of detail aboutthat and how you can get them to
understand they may not besending people home with home
care as many as they should be.
That could be part of theproblem too, and it could just

(46:36):
be that their census is low.
It happens sometimes, but Iwould start asking how many
discharges do you have everyweek?
Is there anybody that's leavingthis week that might need my
services?
So I would probably start there.

Speaker 4 (46:50):
And I do think the lunch and learns are good too,
because what I noticed in SNFstoo, I mean you could go back in
two months and there's all newsocial workers.
There's already so many newstaff and you just have to
constantly be re-educating themBecause a lot of times these new
social workers they didn't evenknow that we existed.
You know, we were in businessfor 16 years, so I felt like you

(47:12):
really Lunch and Learn is goodbecause you're getting a group
of people together, that's youknow that are all discharging.

Speaker 3 (47:18):
So okay, All right go ahead, Phil.

Speaker 1 (47:23):
All right here, I am All all right.
Let's talk about this leavebehind legends program that we.
We put this together becausepeople always ask they ask all
the time or they wish, they havea wish list.
I wish you guys would just sendme all this stuff so I didn't
have to do it.
Okay, we'll send it to you.

(47:45):
So keep going to the next slide.
So we put together a leavebehind program so we can just
brand it for you, make itbeautiful and send it out to you
, and every month you receivefour branded leave behinds, so
you always have a reason to goback.
Every single week you have areason to go back.
25 hard copy units of each aremailed directly to you.

(48:08):
You are the client in this case, and this is a monthly service.
Territories are unique, so thatmeans that if we have somebody
in West Winnemucca, nevada andsomebody else in West Winnemucca
, nevada wants to use thisprogram, the two of them are not
going to get the sameleave-behinds for that month.

(48:30):
So for October we're doing theHalloween Pumpkin Decorating
Contest or you can turn thatinto an activity.
October is Physical TherapyMonth, october is National
Breast Cancer Awareness Monthand October 21st is National
Apple Day.
There are tons of cute ideasfor this, so let's go to the
next slide.
Here's what it looks like, justto give you an example.

(48:51):
The pumpkin decorating contestis a full page flyer and we can
talk more about how that worksand what to do.
It's a very popular, I guess,activity or contest.
It really gets your referralsources involved and they don't
have to go to great lengths liketo carve up a pumpkin.
You can kind of see some of theexamples at the bottom there

(49:14):
and I know when we get a littlebit further along in September,
dawn Fiala can talk about herexperience, because this is kind
of like where we got.
This was her idea and she didit every year and it was a
really good way to connect andstay connected with referral
sources and they will beg youevery year, Like right now.

Speaker 3 (49:32):
they would probably start saying to me we want to be
involved in pumpkin decorating.
Don't forget us, please don'tforget us.
So it's important, it's areally really good one.
So, and it's hardly, it's not alot of work for you, not a lot
of work for them, and you'regoing to get their cell phone
number which is bomb.

Speaker 1 (49:50):
That's the best thing , right?
And we put on here on the onthis flyer it says text PIX2333,
you know.
So you want them to text youtheir pictures of their
decorated pumpkin.
And guess what that means?
That means you have their cellphone number, yeah, or they can
email you the pictures.
But either way, you're gettingyou know, you're contacting them
, you're following up with them,you're seeing them.

(50:11):
I'll show you more about thisin a second.
So those are 25 pages of those.
So if you have 25 differentreferral sources you could get
involved.
Oh my gosh, that would beamazing.
I referral sources you couldget involved.
Oh my gosh, that would beamazing.
I doubt all of them will, buteven if you had five that ended
up doing it, that would be agreat amount of pictures we had
50.

Speaker 3 (50:28):
We were up to 50, valerie, so it can be big.

Speaker 1 (50:31):
Yeah, it was wonderful, so that's awesome.
And then these others are morelike squares, these other four,
and so they come four to a page.
So when we make them for youand create them, you can just,
you know, trim them, cut themfour to a page and use them and
I'm going to show you how to usethem just a second here.
And so you actually get ahundred of each of these.

(50:54):
There's, you know, 25 pages.
So there's a hundred of each ofthe Apple things, a hundred
physical therapy month and ahundred breast cancer awareness
month.
All right, so let's go to thenext.
So that's what we chose forOctober.
Let's go to the next thing.
So what happens is we send youthe leave behinds branded for
you, and then you can goanywhere you want.

(51:14):
You do not have to use ourstore, but we did put a store on
our website so that you don'thave to guess at where to go.
You do not have to use ourstore, but this is all Amazon
stuff.
So all you have to do is go toasnhomecaremarketingcom forward
slash store and you'll see allthe October suggestions there.
And these are things you have toorder yourself.

(51:34):
We're not going to order themfor you, but you order them in
September and give them a coupleof weeks to arrive, and a lot
of these things already come inkits in September and give them
a couple of weeks to arrive, anda lot of these things already
come in kits.
So you really don't have to buyall this separately.
They kind of already know thatthat people want kits, so they
put them all together andthey're not expensive.
This is some cheap stuff butit's cute.

(51:54):
So you order that stuff andthen when you're, you know the
stuff we mail you comes in themail.
Then all you have to do is putit together, put it in your
trunk and go.
So let's go to the next one.
So we have breast cancerawareness month.
Here's the pumpkin decoratingcontest or activities.
So you may have for the contestportion of it you want.

(52:14):
You know they just need onepumpkin, one or two little
pumpkins, and I suggest in Dawnsuggests you just buy them at
the local farmer's market orgrocery store.

Speaker 3 (52:23):
The six-inch version, not the teeny they're like four
to six inches.

Speaker 1 (52:28):
Yeah, you want to kind of a medium, little small,
but not the teeny, tiny miniones.
You want the small six-inchones.
I did put on here where you canorder them through Amazon if
you want, in their styrofoam.
But I don't really think youneed to do that.
I think you can just go to afarmer's market and buy them and

(52:49):
put them in the trunk of yourcar.
If it's still hot where you are, you probably don't want to
leave them in the trunk of yourcar.
But if you wanted to do thestyrofoam ones, by all means you
can do that.
They do have those available.
They ship four at a per time.
I don't know, it seems a littleexpensive to me.
And then the other option onthis is if you really wanted to
do an activity, you know you gotwith the activities director
and you wanted to let a bunch ofpeople decorate some pumpkins.

(53:12):
You can provide the pumpkinsand provide all the stickers and
all the all the stuff, and it'sreally cheap to buy all this.
It's really what they buy forkids to decorate pumpkins, right
, they come in these kits ofstickers and whatever.
You can buy it and then you canset it up with the activities
director to do a project with abunch of seniors at their

(53:33):
skilled nursing facility orwherever you're going, so you
can do this either way, but Ithink the decorating contest is
really a great way to get yoursocial workers and everybody
involved.

Speaker 3 (53:44):
So we kind of did both.
I won't take a lot of time, butwe kind of did both.
We had some people thatdecorated and then we might do
an activity with others and wewould play scary music and sit
with the seniors and theassisted living and help them
decorate.
So you could do both.

Speaker 1 (53:59):
Yeah, no, yeah, you could.
You could have tons of fun ifyou have some really key folks
that you like to hang out withespecially, All right.
So physical therapy monththat's kind of a hard one to
find cheap leave behinds for um,cause everything seems
expensive.
So we found these bone pens.
They're funny and cute.
And then, yeah, yeah, you haveum.

(54:22):
If you have younger people inyour life, or teenagers, you
know that they love to putstickers on their water bottles
or whatever, I don't know.
But they have all thesephysical therapy stickers.
Like you can buy a kit.
And then I put these littlebags there.
And you know what?
I am not this brilliant mind.
Lisa Marcelle is the one thatcomes up with this stuff.
I just copied off of her andfound these little things you

(54:51):
can buy and bam, you've got yourphysical therapy month and this
one I, I've been schooled.
Just let me just tell you, donbiala said then you have to have
a reason to come out of theiroffice to talk to you.
It says on this flyer did youknow our caregivers can assist
clients with their pt movementsat home?
That's all right.
So you want to talk to themabout that?

(55:11):
See here, oh, yes, so, uh, yeah, that's your physical therapy
month and you can find physicaltherapists in a physical therapy
building.

Speaker 3 (55:22):
They work in SNFs, all two.
So there's PT buildings,outpatient, and then there are
also physical therapists in SNFs, and then there's also physical
therapists that are runningaround out in home health.
So they're all over the place.

Speaker 1 (55:37):
Yes, all kinds of different roles, all right.
October 21 is National AppleDay.
Now, one of the other things Ithink is important about leave
behinds is that you do somethingdifferent from everybody else.
Of course, everybody's going to, you know, do some of these
other things maybe, but you wantto do something cute and fun
and different that noteverybody's going to do.
October is, you know, kind of aapple orchard kind of a month,

(55:59):
so we send you happy Apple Dayand there's all kinds of I mean
there's all kinds of happy AppleDay ideas.
It's just something different.
You stand out, you're memorable, it's cheap Excuse me, you're
not spending a bunch of money,but it's cute, it's fun.
So I put a bunch of differentthings on here.
And then some candy you canorder in bulk to fill these

(56:22):
little apples on the left-handside.
You can just fill them with afew pieces of candy, stick them
in there, or you could just dolittle key chains.
It's a 36-pack for like $12.99.
I mean, you know, nobody wantsyou to spend a gazillion dollars
on this stuff.
It's important you can leave iton their desk or meet with them,
but leave it on their desk andjust you know, something fun and

(56:43):
cute for everybody and easy totote around in the back of your
car.
So that's and you can do awhole bag of apples if you want.
You don't have to do what I.
I just try to pick things thataren't gonna like rot or melt or
candy apple or yeah, if youwant to go there, you can do
candy apples with the little tag.
You do not have to use oursuggestions.
So, but we did put these on thestore for you because people

(57:07):
also ask hey, how do I?
You know, I wish I just hadlinks to all this stuff.
And we do provide those.
But this just makes it easy.
It's all in one place.
Go to the store, you can buywhatever you want.
Again, we don't care if you useour store.
This is not how we make money.
This is just an organized wayfor you to find all the things
that are recommended for thatmonth.
So that's our store.

(57:28):
I think that's it.

Speaker 4 (57:30):
Oh, we're sharing.
She's on Kim, who was in oursales training.
We thought it was important toshare.
You know, we we do these funleave behinds um that we give
them, you know, ideas to get outthere and bring to your, you
know your referrals.
And Kim um did some snappydischarge drop-offs and coffee

(57:53):
time on me, um, so we justwanted to share.
She had great, great weekmarketing um dropping off.
She said there was.
You know, she had a lot of funand everybody received them.
Well, and Lisa's going toactually go over.
Lisa does, as Valerie said,lisa's are creative.
She creates these leave-behinds.
I mean, the things she thinksof are so good.

(58:16):
And you know one thing I always, whenever I did a fun
leave-behind when I was outmarketing, I wanted to do
something different.
I just didn't want to bringthat bag of candy.
You want to have somethingthat's like wow, that's really
cute.
Snappy discharges or coffeetime on me.
Text me what kind of coffee youwant.
Wow, that's different andcatches their attention.
So thanks, kim.

(58:36):
We just wanted to put you onthe spotlight today.

Speaker 3 (58:40):
Did she also, Kim, did you put the muffin inside
this coffee cup so she's notbringing them coffee?
This is telling them that ifthey text her, she will bring
them coffee.
But I think right, Do you putthem inside the coffee cups?
I thought that was so cute.

Speaker 4 (58:54):
I think she put a muffin, muffin in, yeah.

Speaker 3 (58:57):
Yes, a little coffee, perfect, so cute.
Yeah, that's a great idea, loveit.

Speaker 1 (59:02):
I love to see how we get.

Speaker 2 (59:04):
We did have one from Lorraine really quickly.
Just a suggestion for next weekIf we could discuss in depth
how to qualify each referralsource questions to ask people
to talk to.
You know what to say.
So just wanted to acknowledgethat we saw that line.
Okay, perfect, good suggestion.
Okay, real fast.

(59:24):
I guess I'll jump through this.
September leave behinds,september's fall prevention
month.
Just like these socks, ourservices can help to prevent
falls.
So you get it fall but alsofalls.
Yeah, so you can get thesesocks, so you can get your logos
, I guess, embroidered on here.
You buy a bunch of books, sendthem off to get your logos and

(59:46):
you can take these out toeveryone that you talk to.
And I'll just go really fast.
All the everything's down below.
Yeah, rehab week September 16thto 22nd.
Maybe take these out to acouple of your social workers
and this is a great way to getthem to come out and talk to you
.
Because you have to plan this.

(01:00:06):
You can't just come in withsome ice cream and let it melt
up everywhere.
So you got to make sure thatthey're cool with it and that
you can set up a time and nextslide.

Speaker 4 (01:00:15):
Now's a perfect time to schedule these too, because
you're at the end of August.
So I would contact your SNFsand say, hey, let's get on the
calendar, it's just a few weeksaway Exactly.

Speaker 2 (01:00:24):
And here's some stuff to make it really cute.
You can do.
You know, just a colorful oryou know monotone colors here
and just really cute, okay.
Next Cause, I know we'rerunning over and I have a
meeting inspiring generation.
So national assisted living weekis September 8th to the 14th
and this year I just stole kindof their theme, um, and their

(01:00:48):
little logo, but celebrate theindividuals who live and work in
assisted living.
So this would be a great way tojust go in and give your thanks
and, and you know, partner withthem.
Um, these pins are on theirwebsite so I'm they probably
would really appreciate that, um, because does come from the
what is it N-A-L-W.
National Assisted Living Weekwebsite.

(01:01:08):
And then the little drawstringsthere October National Case
Management Week October 13th to19th.
This year's theme is Poweringthe Future of Healthcare, but
their theme is always casemanagers rock.
So I just thought case managersare rock stars and then we just
tell them that you know we can,we can help with all their home

(01:01:28):
care needs and bring them arock star and get them all amped
up on on life there.

Speaker 3 (01:01:33):
And Lisa and Annette, would you agree?
Most case managers are in thehospital.
Yeah, yes, so this might be afun thing to bring if you do a
lunch and learn for them.
Yeah.

Speaker 2 (01:01:45):
Okay, go ahead, I just want the whole pack
actually.

Speaker 3 (01:01:48):
Yeah, you can bring the whole pack with the thing,
and yeah.

Speaker 4 (01:01:52):
I love the energy crystals.

Speaker 3 (01:01:54):
I love it too.

Speaker 2 (01:01:57):
Yeah, we did heart ones last year, cause I think it
was a different theme, but thisone, stars, was perfect.
So, yeah, great Bone and jointhealth national action week last
year, because I think it was adifferent theme, but this one,
stars was perfect.
So, yeah, great, uh, bone andjoint health national action
week.
So this is all aboutpreventative, just keeping your
bones healthy.
So take care of your bones.
I figured it's really close toHalloween too, so kind of you
know, there's some bone themesin here, but, um, yeah, it's

(01:02:19):
like our caregivers can help you, you know, with exercise,
getting sunshine, your, yourdiet, so I put that down there,
kind of, so that they know youknow your diet and exercise plan
is something that caregiverscan help you with.
So, yeah, and then I repurposethe bone pens because I love
them so much.
Bone pens there's bone hairclips, there's little mini

(01:02:41):
skeletons.
I mean they can pose these andyou can put this in a little
baggie and I just think it'd bereally cute with the leave
behind some candy.
There's a ton of stuff.
You could put the bone clips onthe outside of a bag and you
know, have sure yes, another one.
We're always waiting to give youa hand.
Get it, but uh, call or textvalerie when you need a hand in

(01:03:02):
home care and then check out theleave behind here.
Next you get the gloves.
You fill them up with some cutelittle candies and little, I
don't know, some eyeballs there,some fingers, maybe you fill up
the fingers with the longerfingers and then throw some
candy in there, uh, tie it upwith a cute little ribbon.
There's a couple differentthings you can look at here for
this, but I just thought thiswould be really cute.

Speaker 4 (01:03:26):
And the rings on the finger I love.

Speaker 2 (01:03:27):
The little plastic rings Definitely.
And then, of course, by populardemand, we're bringing them
back, never going anywhere.
Snappy discharges, just lettingpeople know that we can get
their patients home in a snap.
Just give us a call, pair thoseup with, you know, the snap
Cheez-Its, or even the healthierversion, the harvest snap chips

(01:03:48):
or anything you like.
And then again, you know,coffee talk, coffee time on me,
and I put this little note inhere October 1st is
international coffee day, sothat might be nice to bring this
out, maybe September, evenOctober, to remind people that
they need to text you to gettheir coffee date on Great.

Speaker 4 (01:04:11):
Love all of this Great.

Speaker 2 (01:04:15):
Great job, Lisa.
Yeah, I love doing them.
It's so fun.
I stress out a little bit on it, but I want it to be perfect.

Speaker 4 (01:04:24):
They come out perfect , All right.
Well, thank you everybody.
Happy Friday.
We hope you have a greatweekend.

Speaker 3 (01:04:32):
Thanks everyone, Great to see you.
See you next time.

Speaker 4 (01:04:36):
Bye, bye-bye.