Unlock the secrets of growing your private pay home care business with insights from industry experts Dawn Fiala, Annette Ziegler, and Lisa Marsolais of the Approved Senior Network's Mastery Circle. We dive into actionable strategies for building trust and fostering relationships with referral sources, emphasizing the importance of understanding the offerings of potential partners and mastering industry knowledge. Discover how effective communication and consistent outreach can transform your home care marketing efforts and propel your business forward.
Our conversation explores creative ways to stand out in a competitive field, particularly during the winter season and holidays. From structured support to reduce hospital readmissions to inventive holiday marketing, find out how you can support caregivers and ensure wellness among seniors. Whether it's sparkling cider giveaways or themed Valentine's Day gifts, we share innovative ideas to engage healthcare partners and enhance your marketing strategies.
Celebrate the art of relationship-building as we discuss the value of educating patients and social workers, highlighting the complementary roles of home health and non-medical home care services. With special events like Lunch and Learns, and engaging marketing ideas for Social Worker Month, we provide you with the tools to maintain a competitive edge. Listen in for a delightful wrap-up with our March leave-behind giveaway winner announcement and learn how these strategies can redefine your approach to home care marketing.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:10):
Hi everyone, welcome.
If you're new, I'm seeing somefaces, new people that I've
talked to.
I'm super happy that you'rehere, glad that you were able to
make it.
We're hoping this first one isone of many good ones.
So I'm Dawn Fiella.
I've been with Approved SeniorNetwork close to three years now
.
I just can't even believe itwent by so it feels like I don't
(00:32):
know.
A week ago I started.
Time just flies by when you'rehaving fun.
So I was also in home care fora very long time.
I worked for franchise.
I've worked for an independenthome care agency.
My strength has always beengrowing the private pay side of
the business.
We got into the 3.5 millionrange within under four years in
(00:52):
private pay.
A lot of what we talk abouthere in Mastery Circle is some
of those things.
We have a training which I'lltalk to you about a little bit,
also teaching others how to dothose same things.
So I'll pass it over to AnnetteWelcome again everyone.
Speaker 2 (01:07):
Okay, hi everybody.
My name is Annette Ziegler andI will be with ASN for a year in
April.
It's going by the week and Ilove it.
I know I too have been in homecare for, you know, 20-plus
years.
I worked as a marketer for ahome care agency here in upstate
New York for about seven and ahalf years, helped them grow
from one million up to fourmillion.
(01:28):
What I do at ASN is I teach thesales training classes.
So I know some of you see a lotof my class members here.
I'm glad you're here.
So welcome everybody.
And we're glad you're here on aWednesday.
We're getting a good crowd.
Speaker 1 (01:43):
And so Valerie Van Boeven is co-owner and founder
of Approved Senior Network.
She is a registered nurse.
She does all of our contentstuff.
She's been doing this since2008.
She's a whiz.
Sometimes I wonder if she's AIand not a real person.
I met her in person now, so Iknow she exists, kind of like
Santa Claus.
She's just so brilliant and sogood at all of it.
(02:05):
Is she real?
Is she just an AI, somethingthat I'm so?
No, she's real.
She's amazing.
She does all of our onlinewebinar, like all of this stuff.
She's really, really talentedat that, and we do all the feet
on the ground stuff.
So again, welcome everybody.
Lisa is going to talk to youabout how to watch the meetings
that you missed.
Yep, yep.
Speaker 3 (02:24):
So go ahead, lisa.
All right, here we go.
So to log into the forum, youall should be able to do this
now, but homecaresalesforumcomis where you go.
Your username is going to beyour email address that you
signed up with and your passwordis whatever was emailed to you
at that same time.
If you forgot, it's okay, thereis a choice where you can hit
(02:50):
forgot your password, and thisis what it'll look like here on
the right Oops, that's okay,this is what it'll look like,
kind of, when you get in there.
But go ahead.
Next slide is totally fine,there we go.
So where that beautiful greenarrow is, it's actually should
be pointing more towards thelearning, I feel like.
But right, but you can also goto discussion and go to learning
.
You can see who's who also is amember.
But that's where you want to go.
I would click on that learningand then you get to next slide.
Boom, this is what it lookslike.
(03:10):
So you'll see these squareshere Twenty twenty four,
continuum, it'll actually betwenty twenty five after today.
We'll see the twenty twenty five.
You'll click on that and that'show you get into all of our
past classes.
There's links in here.
Everything you need is withinhere, like January 24, for
example.
You just click there and you'llsee all of those replays.
(03:31):
And then, up at the top January2025, you will see today's
recording links, all that jazzwithin there and the mobile
version.
So hopefully you guys are ableto get this mobile version going
.
It's the collab app with a K,how to use it and what it's for.
So it'll be everything we justsaw, except it'll be, you know,
mobile.
So if you have an iPhone, hereis your link there, and next
(03:56):
slide is your you know teamAndroid here, and then that's me
, and then here we go.
So where the arrow is here,this is what it'll look like
You'll just go to join group,see where that arrow is, join
group, and then, once you get in, you will be able to see.
If you look at the very bottom,here you see home discussion,
learning, all those differentpages.
(04:18):
So you'll be able to go to seeany of those other pages that
you want to navigate to and,boom, here's some cool stuff
that we pulled from thediscussions in the forum.
So you'll see, here you'll seelots of industry folks asking
questions, sharing their leavebehind ideas and other we even
share about our classes moreleave behinds.
(04:39):
We just want to hear from youguys here.
So if you have questions,comments, anything like that,
any you want to show people whatyou're doing, so they can do it
too Helping, helping everybodyalong, you can do that here, and
I already have something in thechat that says can you show the
app one more time?
So I, if, can you reverse likemaybe two slides.
Did you want to know?
There you go.
(05:00):
Collab app is here and here arethe links and they'll be in
today's replay.
You can see these links too,but here's if you're in iPhone
and next slide is if you'reAndroid.
I hope this helps you.
Speaker 1 (05:13):
And everybody here today will get a PDF of the
slide presentation and these arehyperlinked so you can go
straight from the slides thatyou receive to these.
Speaker 3 (05:24):
These here straight from the slides that you receive
to these, these here.
So that should.
That was helpful, so awesome,Glad to help.
Okay, so, and there's the homecare marketing.
What is it?
Home care marketing, newscomslash store.
So we thought it would be makeit a lot easier to give you like
a one-stop shop Did it, Causeit's a store, but one-stop shop
to be able to find all thelittle tchotchkes and the
(05:44):
giveaways that go with yourleave-behinds.
So you know, here's October,November, December, but right
now you're going to see January,February, March when you
actually log in.
This is just the old slidebecause it's January, we're
starting over.
So if you click on those,you'll be able to see what we
have put together for you to gowith those leave-behinds when
you go out and do your weeklymarketing.
Speaker 1 (06:08):
And if this isn't making sense for you yet,
because you're new, you're goingto understand this piece later
on.
That goes into leave-behinds.
Yeah, all right, thank you.
So before we get started, we dohave a giveaway.
So for all of you that are heretoday, you have to be here to
win.
One attendee is going toreceive a set of customized
March leave-behinds.
We're going to customize themfor you, so they're going to
(06:29):
have your logo, your colors,your contact information, you
have to be eligible to attend,or you have to attend to be
eligible, and the other thing isyou have to promise to take
pictures.
So whoever won January shouldbe out and about with the leave
behinds and taking lots ofpictures and sending them to us
so we can share them witheveryone.
So if you would like to be inthe drawing for the free
(06:50):
giveaway, do we want them tochat?
What do we want them to do?
Lisa, put it in the chat.
Just put the word yes, yep,agree to please take pictures
and send them to us.
So go ahead and do that and youcan continue to put yes
throughout the presentation.
Lisa, I don't know how she doesit.
Maybe she keeps track ofeverybody and she'll do the
(07:11):
drawing and you'll hear fairlysoon if you want or not.
And I think Michelle Vollmerwon February and so she got her
leave behinds and then shechanged out her logo a little
bit.
So I redid them with a new logo.
They're beautiful.
So hopefully she got her leavebehinds and then she changed out
her logo a little bit, so Iredid them with a new logo.
They're beautiful.
So hopefully she got that.
I don't know if she's heretoday, but I did send her an
email with all the new stuff.
(07:32):
Okay, so today we're going tocover this is our agenda.
This is a big one Overcomingcommon challenges with referral
sources.
If you're a marketer, if you'rean owner, if anyone who's out
there dealing with referralsources.
On the day to day there's somechallenges.
We're not going to sit here andpretend like it's all happy and
wonderful, because it's notalways happy and wonderful.
(07:53):
So we're going to talk aboutthe most common challenges and
what can be done to kind ofovercome those Building trust,
differentiating your agency,lack of follow through,
inconsistent outreach,misaligned expectations,
educational barriers, timeconstraints, competition and
lack of metrics and tracking.
So we're going to go in to eachone of these and talk about
(08:15):
each one of them in a little bit.
If you guys have any questionsat all, please put them in the
chat, and Lisa and Annette arekind of watching the chat so
that they can ask the questionslive.
If you have anything you wantto add to what I'm already
saying.
Sometimes people are like oh, Idid it that way, but then I did
this and it was even better, sothat we love your feedback and
(08:36):
your information.
All right, building trust.
So in our training class thatAnnette is teaching, we teach
you the five impressions to geta referral.
We I, lisa, annette and I areall from different parts of the
country.
I'm in Arizona, annette's inNew York and Lisa's in
California.
We've all been doing the exactsame thing in our different
(08:57):
parts of the country and we'veall been equally successful.
It works everywhere, and sothis training program that we
have is teaching you all of that, and so there are five
impressions to get that referral.
The first impression is buildingtrust, and so we're just going
to talk about that a little bittoday.
We go much more into it in ourtraining class, but building
trust is the first impression.
Why?
Because it's home care.
(09:18):
I mean, I don't know of anothermore trusting industry, like
the caregivers have to trust you, the clients have to trust you,
the referral sources have totrust you.
It's all about trust andbuilding relationships.
That's the foundation.
The first step is knowing yourindustry.
You really need they need tosee you as an expert in home
care.
That's part of the trust.
(09:39):
And if you don't know yourindustry and a lot of that can
be like just terms like respiteDo you know what what respite is
?
Do you know what it means is?
Is your marketer going to goout and someone's going to say
do you do respite care?
And they're going to.
You know, I don't know what thatis and and that could happen.
Or custodial care or privateduty they use a lot of words out
(09:59):
there.
That terminology is importantand that's part of knowing your
industry.
You should know what Medicaidis and what VA is versus veteran
and LTC is long-term care, likethere's just lots of acronyms
and different abbreviations andthings in this industry and
terminology that you need toknow if you're going to be out
there.
We, of course, teach all ofthis, but it's going to be
(10:19):
important if you are training amarketer and they're going out
that they know all of thesethings important if you are
training a marketer and they'regoing out that they know all of
these things, also know whatyou're offering.
So you're providing the homecare piece.
You need to understand how doesthat relate to everything else?
If somebody has home health, dothey still need home care?
Speaker 3 (10:34):
Yes.
Speaker 1 (10:35):
But if you're a marketer or you don't know that,
then when someone says, oh, Ialready referred home care, or
my mom already has home health,or I already referred home
health, home care, or my momalready has home health, or I
already preferred home health,you might not know.
You know that you could stillbe a part of the equation.
So again, that's some of theindustry stuff.
It's some of the what you'reoffering and how it benefits the
(10:56):
clients, how it benefits thesocial workers and how it can
add to home health, it can addto hospice.
You need to know where you fitin, also in the offerings that
are available to seniors.
Know what your company does andwhat your company doesn't do.
Of course you don't want tolead with well we don't do this,
we don't do that.
You don't want to start that way.
You can't sell, you're notgoing to get referrals if that's
(11:17):
what you're doing.
But you do need to know whatyou don't do and it would be
nice for you to know that on thespot.
Getting in front of a socialworker assisted living, anybody
at all can take a while becausethey're busy.
They're really really busy andso if they ask you a question
and you're not sure the answer,it's okay to say I don't know,
(11:38):
I'll get back to you and I'lllet you know.
But getting in front of themagain, it could be a month or
two.
So it's best to know what youdo and what you don't do.
I used to have social workerssay okay, I have somebody
discharging, I'd love to giveher to her, to you.
She is a cat and the caregiveris going to be responsible with
cat box.
Is that a problem?
Is it a problem?
For us it wasn't a problem,unless they were a Medicaid
client.
Medicaid would not allow.
(11:59):
Our caregivers did not.
It wasn't included in theservice.
Some of our private paycaregivers were happy to change
a cat box.
They were fine with it.
So it's those kinds of things.
Can you clip fingernails?
Can you use, can you shavesomebody?
This gentleman's going to needshaving.
We can do an electric shaver,we can't do a regular shaver.
So it's those kinds of things.
(12:19):
Knowing that, so that you'reable to answer those questions
on the spot, know who you'retalking to, what does their
company do, what is their roleand what do they do?
Who is their customer?
Are you dealing with the same?
I mean it can really help youto build a relationship, to kind
of talk about the adult childand how that works, because
(12:41):
you're both working with theadult child in many cases.
So, understanding what theircompany does are they assisted
living?
Are they skilled nursingfacilities?
Do they have a short term sideand a long term side, or are
they straight rehab?
The more you know about them,that's going to establish trust,
but it's also going to help youin getting referrals from them
as well.
Always ask questions.
(13:01):
I would always ask them.
So how many beds are in yourSNF?
120.
Oh, are they all insurance?
Are they Medicaid?
Get an idea, if they say I have120 beds and 100 of them are
Medicaid, you're probably notgoing to get many private pay
clients out of that SNF becauseit's almost all Medicaid, all
(13:26):
Medicaid.
So asking questions and reallylistening.
There are always clues in theiranswers, always.
If you just ask the questionand just sit back and listen to
their answers, it will help you.
Sometimes there's a pain pointfor them and that'll come out in
their answer and maybe it's apain point that you can help
them with.
So it's really good to reallypay close attention If you can
connect emotionally with some oftheir answers.
You know I had.
I would sometimes say do youever have a tough patient, like
(13:49):
a patient that's difficult towork on?
Of course they do, and they'lltell you about it.
I'll say you know, I've hadsome tough ones too, and some of
my toughest ones were myfavorite right and so that that
puts you on a different levelwith them.
So try to connect emotionallywith them if you can too.
And then, lisa, do you guyshave anything to add?
Jump in if you do.
Speaker 2 (14:06):
No, I just agree with everything you say.
I mean, you really have to kindof know what you're talking
about.
There's going to be times wheremaybe you don't have the answer
.
So you know, I know some of youmaybe aren't as experienced in
the field You're going to learna lot as you're out there but
you know, try and know as muchinformation about what your
agency does.
I worked for my agency, youknow, a while and there were
(14:27):
still sometimes I had to callour scheduler and say do we do
this?
Do you know?
And you know.
So just you know, knowing whatyou offer.
But definitely I agree witheverything you say, dawn.
Speaker 3 (14:39):
Yeah, definitely, and the difficult people always
ended up being my favorite aswell, mine too.
Speaker 1 (14:44):
What is wrong with us ?
Speaker 3 (14:46):
It's because we want to win them over.
Speaker 1 (14:47):
We want them to love us and trust us.
It's a challenge.
We like it.
Speaker 3 (14:52):
We need them to love us and trust us and also knowing
the industry.
I mean an example.
I was talking the other daybecause my mother just got out
of a sniff and I was sayingsniff and my kids kept laughing.
They thought I was.
They didn't know what I wastalking about.
Speaker 1 (15:04):
They thought I was joking.
So the terminology sniff isskilled nursing facility.
If you're not aware that onecalls it a sniff, yeah, the
first time I heard it.
Speaker 3 (15:16):
I you know you kind of go what are you talking about
Exactly, so that that all isvery important.
Speaker 1 (15:25):
Definitely, I agree.
I think the difficult ones.
I like them too because theyget in their own way and I feel
bad for them, Like if you wouldjust get out of your own way, we
could, we could do this Right.
So that's part of part of why Ilove them too.
Yeah.
Speaker 3 (15:38):
Great, we're going to move on to the next one Again,
if you guys.
Speaker 1 (15:40):
Have any questions at all?
I'll go ahead and throw it inthe chat.
Have any questions at all?
I'll go ahead and throw it inthe chat.
Differentiating your agency.
So I don't know how many of youhave gone out, I've gone out
and I've had them say to me I'mworking with 10 home care
agencies, I don't need another.
I don't need another one torefer to, I've got the top 10.
I've been working with them fora long time.
I'm done, I'm tapped out.
The only way you can overcomethat objection is to be
(16:02):
different.
You have to be different.
What is different?
Because in their mind, homecare agencies are all the same.
They're all the same.
You're providing the sameservice.
Everybody does personal care,everybody does respite,
everybody does all the things.
How are you different?
And it needs to be a differencethat's going to stand out.
It can't be well, my caregiversreally care, or my scheduling
(16:23):
team stays until eight o'clockat night if we're not staffed
through the next day.
They kind of all do that and so, and in the mind of the social
worker, that's not meaty enoughfor them to go.
Oh, wow, that's interesting.
So you have to have somethingthat's very different.
It could be an expertise.
Maybe you have a geriatric caremanager on your team.
Maybe you have a nurse on yourteam.
(16:44):
Maybe the kind of training.
Maybe you specialize inAlzheimer's.
Maybe you have quick caregivertraining guides.
That's what we teach as a greatdifferentiator in our sales
training class that's been agreat one.
To break through the gatekeeperand into the social worker's
office they love that one.
So you have to stand out, guys,if you want to get past that
gatekeeper.
(17:04):
You want to get a lunch andlearn scheduled.
You want to be able to talk tothe person that you need to talk
to and really get theirattention.
Because I've talked to peopleand they're kind of glossed over
.
I'll just stand here for fiveminutes while she talks so that
I'm not being rude.
You can tell that they're notconnecting.
There's got to be somethingdifferent, shocking, something
that they go.
Oh, I haven't heard that before.
(17:25):
It could be your backup plan incase a caregiver calls out.
Maybe you have lead caregiverson staff.
There's hundreds of ways todifferentiate your company and
if you haven't done that yet,figure it out and lead with that
.
Put it in your elevator speech,put it on your website.
It should be in your newsletter, social media, it should be
everywhere.
How are you different?
Because when they're on yourwebsite, they're also looking at
(17:48):
other websites.
Right, they did a Google search.
Hopefully you showed up one to10.
If you didn't call us, we willhelp you with that, but
hopefully you showed up one to10 in their search.
There's nine more companiesthey're looking at.
If you all look the same andyou don't have a benefit
statement up on your homepagethe very front there of how
you're different and how youstand out that could be a
(18:10):
problem.
Deliver exceptional service Now,of course, you want to do this
to the client and the adult,children and all of that, but
here I'm talking more aboutdelivering exceptional service
to your referral source.
Be there for them.
Help them make their jobseasier.
Do what you say you're going todo.
Do it when you say you're goingto do it.
Provide exceptional service tothem when they see that you're
(18:32):
doing that.
That translates into thecompany must be fantastic.
The services must be fantastic.
Provide tools and resources tomake their job easier.
We have lots of tools thequestions to ask a home care
agency before you hire them.
I have another tool that I'mgoing to share with you today.
We've got tools that you cangive to them that helps them
(18:54):
with their patients, helps themwith their residents and makes
their job a little bit easier.
So this is an important piece.
If you don't have this partfigured out, stop what you're
doing and figure it out becauseit's a really important piece.
So we have interviewed socialworkers across the country and
this shocked me.
I'm still.
I still can't feel like they'veall got to be wrong, but
(19:15):
they're not.
I know that they're not.
Their biggest complaint aboutworking with home care agencies
is that the sales rep, themarketer, community liaison
doesn't get back to them, and Ijust I can't imagine.
I was so on and just ready forthat referral.
I was just sitting therewaiting for it.
I couldn't believe that thiswas the case.
So it's going to be reallyimportant.
(19:35):
This, if you're, if you are thesocial worker and this is this
made me put myself in theirshoes.
I'm a social worker.
I have someone that justadmitted she's discharging in
two weeks.
I got to get that figured out.
So what do I do?
Do I call five home careagencies and whoever gets back
to me first gets it?
Or do I call the person that Iknow I can count on?
And if I do that and I leaveher a voicemail or a text about
(19:58):
it and she doesn't get back tome that day, do I start sending
it out to other people or do Iwait?
Do I wait?
And then now it's a week beforedischarge and I still don't
have anybody?
This is what they're dealingwith, and their complaint to us
was they would send it out andnot hear back from anybody, or
they would send it out to theirone true blue person and not
hear back and then not know whatto do.
(20:19):
Do I wait till she gets back tome?
Is she working on it?
And she just forgot to tell meit would just go ghost, it would
just be quiet.
So communicate constantly.
If they give you a referral, I'mon it, I can be there, I can
sign them up right there in theskilled nursing facility.
You know what's the?
(20:39):
You want me to come see youbefore.
You want me to come see youafter.
Set clear expectations on howthey are to give you a referral
in the first place and how youwould like, how they would
expect for you to respond tothat, what makes it easier for
them?
And always follow through.
Always do what you're going tosay when you say you're going to
do it.
And if you tell them you'regoing to get back to them by
(21:00):
three o'clock tomorrow and it is2.30 and you've not gotten back
to them and you still don'thave an answer, call them and
say guess what?
I don't have an answer but Iwill tomorrow or I'm working on
it.
Just don't ghost them.
They get ghosted constantly.
I've just I'm so surprised tohear this, lisa Annette,
anything to add?
Speaker 3 (21:17):
Cause they didn't send it to me.
No, I know that's right.
I would say just to add to thisjust make sure you're on a
texting basis, if you can get ontexting basis.
I mean, everybody has theirphone, everybody's looking at
their phone.
That's a surefire way thatthey're going to get to you and
you can get back to them almostinstantly.
I mean, if you're meeting withsomeone you know I don't like to
(21:39):
take attention away from whatI'm doing, but you're going to
get right back to them.
Get on that texting basisAgreed.
Speaker 2 (21:47):
I mean if, and if you can't answer them right away,
text them back.
I'll call you in an hour.
Let them know you're on it, youknow, when.
I and I know Lisa Dawn and allof us were like this, but I was
on it, I, I I knew that if Ididn't answer them or I didn't
follow through they were goingto call somebody else.
There was eight other agenciesthey could call but if you
(22:07):
follow through and respond.
Speaker 3 (22:12):
They're going to just keep calling you because, hey,
I'm going to call Lisa.
She always answers me Right,yeah, but yeah, and they need
home care, so you have to, likeyou said, be that different home
care for them, definitely.
Speaker 1 (22:20):
Yep, inconsistent outreach.
This is another thing thatpeople struggle with.
So if you're full time out inthe field marketing, the goal is
40 to 50 stops a week.
You're seeing everybody everyeight to 10 days and you're
doing one face to face a monthfor all your referral sources.
This doesn't you're going to.
You need at least one face toface.
(22:42):
You cannot expect that everytime you go every eight to 10
days, you're going to get aface-to-face.
If you expect to get one everyeight to 10 days, they will
never refer to you.
They don't, unless they'rereferring to you every eight to
10 days.
That would be fabulous.
And some maybe do, but oneface-to-face a month, see
everybody every eight to 10 daysand see 40 to 50 people a week.
Develop a schedule thatencompasses that.
(23:05):
I sorted my schedule by zipcode.
That worked for me, because ifI was over here in this part of
my territory and a social workersaid, hey, can you come talk to
this family and I and then theywere way over here I would go
way over here.
Of course.
Drop everything, go talk to thefamily.
And now I'm going to mark itover here I'm not going to go
all the way back unless it's onmy way home.
So sorting by zip code was very, very helpful for me.
(23:26):
If you don't have a CRM, get aCRM.
I can't express how helpfulthat is.
We have a wonderful CRM here atour company.
The CRM is going to help youwith everything.
You can enter all the notesabout this, the facility about
the person, the referral source.
You can enter a task so youdon't forget to go back next
(23:49):
time.
Right, I'm supposed to go backin eight to 10 days.
So this is how I train mymarketers.
Before you go into the building,read your notes from last time.
You're seeing 40 to 50 people aweek.
If you can remember what youdid with Mary from eight to 10
days ago, good luck.
I mean that.
Good for you.
I cannot.
If I'm seeing 40 to 50 stops aweek, there is no way I remember
(24:10):
what I did with Mary eight daysago.
It's just not going to happen.
And so I mean I have a themefor the week of what I'm doing
with everybody, but did I makeit to Mary last week?
I don't know, I don't remember.
Read your notes before you goin the building and then, before
you leave the building, createa note for what happened this
time and create a task for eightto 10 days from now, a task
(24:31):
that's going to send you areminder that you have a task
and then that becomes your routesheet.
A CRM can be a game changer, sodo that.
Make sure your CRM is mobile.
Who wants to go home afterworking all day long and then
have to enter everything in thesystem?
Right, we want you can do it onthe fly, so make sure it's
mobile.
Provide value in everyinteraction.
(24:53):
We are giving you guys leadbehinds.
Here in Mastery Circle.
We have some face-to-face kindof lead behinds.
We have regular lead behinds.
Hopefully you're schedulinglunch and learns what you're
dropping off should be of value.
Some of it is cutesy and funand is different and makes you
stand out, and you need some ofthat too.
But you also need some that arevalue.
(25:13):
A discharge package is value.
What happens after dischargethat's value.
Seniors and stroke that's value, things like that.
So make sure some of it isvalue.
Some can be fun and cutesy.
They look forward to that.
That changes their day.
It's a happy light and a verybusy and stressful day, so
that's important too.
It's a combination.
Diversify your outreach methodsso everybody has a different way
(25:38):
that they maybe want tocommunicate with you and it gets
old and stealth.
It's always the same way.
So do drop-offs, do email, dophone calls, do texting, you
know, mix it up.
Do some lunch and learns withthem.
Mix it up and have it be alittle bit different and then
you'll find maybe their bestmode of communicating.
I had one of them return anemail and said lucky, I saw this
(25:59):
, I never look at my email, Iwouldn't do that again.
I'm like, okay, I'll neveremail you again.
You got it, you just don't know.
And then some of them are ontheir email Like that is the
only way they communicate.
So if you don't diversify,you're not going to find that
out and then evaluate and adjustas you're going.
Again every eight to 10 daysthere is a theme of some kind
and that's our leave behinds.
(26:19):
Did it work?
I mean check in with yourselfnext week.
I went around all last week for10 days and handed out my 24
hour leave behind that Ispecialize.
Did I get anything out of it?
Did it work?
Was it helpful, like check inwith yourself and evaluate what
you're doing?
Or this last week I triedemailing everybody.
(26:41):
Did I get anything out of that?
Or I dropped off this, leavebehind.
Did they seem to like it?
So always evaluate and adjustwhat you're doing, misaligned
expectations.
So setting clear communicationfrom the start.
And again, this is about mode ofcommunication.
This is about expectations ofyour services, if you have I
can't stress this enough eitherthis came out a lot in our
(27:04):
interviews with social workersIf you have a limited, a minimum
number of hours that you have,they want to know that.
Right, annette?
We heard that over and overagain.
If you have a minimum, pleaselet them know, because it's
frustrating for them to send andthen they get on the phone.
They're like, oh well, theyhave a five hour minimum, they
couldn't take me, so they justwant to be educated.
It's not that they don't like afive hour minimum, they just
(27:26):
want to be educated.
They want to know about itahead of time so that they are
being a good resource to theirpatients.
And any updates that you haveto your services maybe you're
doing Alzheimer's training nowor you're doing something
different.
They love an update in yourservices, something that you're
doing that's new and different,that can get you a lunch and
learn, because they'll let youcome in and talk to them if
(27:46):
you're doing something differentthan you were doing three
months ago.
We have any questions, guys?
I don't see any.
Anyone who just may have comein recently.
We are doing a free leavebehind for the March.
We will customize all of theMarch leave behinds for you with
your name and contactinformation.
All you have to do is type yesin the chat.
(28:07):
If you want to be in thedrawing and you have to promise
to send us pictures, all right,I'm going to keep going.
You have to promise to send uspictures.
All right, I'm going to keepgoing.
Educational barriers.
So this is where I was talkingabout some of the tools that you
could have out there.
So most I think that mostreferral sources assisted living
, independent living, skillednursing facilities, hospitals
(28:29):
all of them I think theyunderstand the differences
between medical and non-medicalhome care.
But you know, who doesn'tunderstand is the patient.
Many of them think, well, Ihave home health, I don't need
you guys.
We all know that can be furtherfrom the truth.
Home health is, you know, acouple times a week, maybe an
hour and a half to two hours.
So this is a great piece thatexplains the differences between
(28:52):
non-medical and medical homecare services, when the services
are needed, how services start.
You can put your contactinformation down here on the
bottom so you'll have a link tothis.
This is a great.
This could be an educationalpiece.
You know, at a senior center,at assisted living, at a skilled
nursing facility, they alreadyknow this.
(29:13):
But what's great about this Ihave them they would do all the
time is they would give this totheir patients.
So the patient would understand, because this is what happens
for the social worker.
They go in and say I picked ahome health agency for you.
They're going to be coming in,they're going to be helping you
with X, y and Z.
I suggest you call the one ofthese three home care agencies
(29:33):
so they can help with XYZ andthey're like well, I have home
health, why would I neednon-medical?
I don't want the one I have topay for.
They don't want to pay for it.
Home health is free.
I'll just do that one.
They don't understand that onedoesn't like supersede the other
.
They work together.
So this is a great leap behindfor the SNFs to give to their
(29:54):
patients and you can put yourlogo and phone number and
information on here and they'llstart handing it out to their
patients to explain to them whatthe differences are, because
they don't really have.
I mean, they can explain it,but this really like explains
every piece of it, so this is agreat leap behind.
Oops, I did not mean to stopsharing.
Oh hit the wrong button, okay,all right.
(30:15):
So stop sharing.
Oh hit the wrong button, okay,all right.
So we're going to go back intothe slideshow.
No, oh boy, am I still sharing?
Speaker 2 (30:23):
Can you guys?
Speaker 3 (30:23):
still see my screen.
Yes, okay.
Speaker 1 (30:25):
Okay, it's changed a little bit because now we can
see the top, but that's okay,all right.
Limited knowledge of benefitsof home care.
Sometimes they don't understandthe benefits of what it is that
home care is providing.
They know the services.
Sometimes they don't understandthe benefits of what it is that
home care is providing.
They know the services, butthey don't know, they don't
transfer the benefit of whatthose services do for seniors
and families.
So we reduce hospitalreadmissions, we improve client
(30:47):
outcomes, we support familycaregivers.
So you know that could beanother barrier.
Another issue with referralsources they don't understand
these educational, theeducational pieces of it.
Annette and Lisa, do you guyshave anything to add?
I keep forgetting to ask.
Speaker 2 (31:01):
I would just add I mean it's you know people, when
they're in the hospital or rehab, being discharged, they hear
that they get home care but theydon't really realize a lot of
times it doesn't start for a fewdays, they only come a couple
of days a week.
You mean home health or homehealth?
Sorry, home health, yeah, theydon't come, they're only there a
couple of days a week.
So it's you definitely theyhave to be educated, the social
(31:22):
workers, knowing that you knowyou could be there the same day,
you can pick them up, you couldwork closely with with home
health and you know making surethat you know they're getting
their meals, their medicinereminders, getting their
prescriptions.
So I found that I have to usedto have to educate them often
because you know a lot of thepatients they don't.
They don't realize that they'renot getting as much help.
(31:43):
You know, even though it'scovered on their insurance.
Speaker 1 (31:46):
This person's just popping in, that's a really good
point that home health doesn'tstart right away like we do, and
I don't know that the socialworkers always know that, yeah,
that's a really good point.
And so this person's going homeand they're thinking, oh, home
health will be there.
Speaker 2 (32:01):
Well, maybe not, though Sometimes I think they
have 48 hours to open the caseonce a month, I mean, it just
depends, but it's not right awayand they could be home for a
few days and that's when theyend up falling and going.
Speaker 1 (32:11):
And that's when they need the most help is the first
few.
That's a really good point init.
Yeah, I agree with that.
Okay, time constraints theirtime is very limited.
We're really busy in home care,too.
They're also really really busy, so they have limited time for
meetings, limited time to seeyou.
That's why I say oneface-to-face a month, and
(32:32):
because of this, they sometimesmight make a rushed decision.
You know, I've always usedthese people.
They've always been good.
I don't want to learn aboutanybody else.
I'm just going to continue tosend to her because it works and
you know that's not good.
They're supposed to know all theresources available to seniors,
all the home care agencies, andso making sure that the time
(32:56):
you take from them is valuabletime, valuable to them, valuable
to their clients.
That's why that differentiatoris so important.
You're teaching them somethingthat you do that nobody else is
doing, and so that's a new,something that they didn't know
before.
That's going to benefit theirpatient.
So any time you're spendingwith them, it needs to be
valuable.
(33:16):
You need to be making their jobeasier.
You need to be making it beingmore of a resource and helping
them help their patients.
Lunch and learns are a greatway to do this, but you have to
be teaching them something, notjust about your company.
We have a great lunch and learnwhere you're teaching them
about home care, but also aboutyour company.
It's beautiful, you can do that, but they should be learning
(33:39):
something besides just aboutyour company.
At a Lunch and Learn, we haveanother one about what happens
after discharge, and we'reteaching them that Because, from
our perspective, it's waydifferent than what they know.
They don't go home with theseseniors.
We go home with them.
So if you're teaching themsomething, a lunch and learn can
be a great way.
Is it going to take some oftheir time?
Yep, but they're learningsomething in the process, so
(34:01):
it's worth it.
It makes it worth it to them.
Competition how do you keep from?
You know to stay there and nothave the competition kind of
take over?
You need to have a reallystrong relationship with a
really strong foundation.
That's why the five impressionsare so important.
It builds a strong foundationto your relationship.
(34:21):
Are you going to get a referral,a one and done?
Sure, that can happen all thetime.
You can go and see one.
They send you one, but are yougoing to get another one?
Maybe, maybe not.
If you have a strongrelationship, you will.
And when I say strongrelationship, what I mean is if
it's maybe it's a skillednursing facility and we're doing
overnight bedside sitting andyour social work, or your
caregiver fell asleep in themiddle of the overnight, awake,
(34:43):
and will the social worker cometell you about this?
Or is she just going to quitreferring and you have no idea
what happened?
A strong relationship.
They're going to pull you in.
They're going to call you, textyou something and say, hey,
your caregiver fell asleep lastnight.
I just thought you'd want toknow.
And you can bounce back fromthat.
And they're going to continueto refer and you're going to
make it better.
That's the kind of relationshipyou need to get ongoing
(35:05):
referrals, a one and done.
If you were a one and done and Itrusted you that overnight and
your caregiver fell asleep, I'mjust going to quit referring and
not talk about it, because I'mnot comfortable.
I don't have a goodrelationship with you.
Differentiating yourself isgoing to help make you stand out
from the competition.
Be reliable to them, be apartner to them.
They are the social workerexpert.
They are the assisted livingexpert, the director of nursing
(35:27):
expert.
You are the home care expert.
Be a partner.
We have this one senior and allthese branches are going to
take care of this person.
You're part of the branch, notjust the resource.
You're actually a partner andto be a partner, you've got a
really strong foundationalrelationship.
They can count on you.
You get back to them, they'reable to call you directly on
(35:48):
your cell phone or text you andalways be showcasing your
expertise.
Another thing that gets in theway with referral sources lack
of tracking and metrics on yourpart you can have missed
opportunities because you're nottracking, you're not keeping
you know.
am I seeing everybody every 40to 50 days?
Did I miss anybody?
Do I keep missing the sameperson over and over again and I
(36:10):
just keep forgettinginconsistent follow ups.
If you're not going regularlyto the same places, you know you
have to have that consistentfollow-up.
They need to see you and theymay say to you you know, you
don't need to come by so much.
I love you, you're the best.
You know all of those things.
They don't know that you needto come by often for them to
(36:30):
refer you.
They really don't know and youcan't explain that to them.
So try not to go the same day,same time every week to the same
place.
They will put that together.
Gee, she comes by every weekright after my meeting with
so-and-so.
Don't do that, because thenthey will start saying you don't
need to come so often.
You're going to have difficultymeasuring your return on
(36:51):
investment in all of yourefforts if you're not tracking
an inability to address the gapsin your visits and your stops.
You won't have data and youcould have lost your competitive
edge.
So tracking and metrics is areally big piece to this.
Lisa, you're up.
Does anybody have any questions?
Speaker 3 (37:08):
before we get into leave-behinds I don't have any
in the chat, but the floor isyours, folks.
Speaker 1 (37:14):
Yeah, yeah.
Does anyone have anything toshare?
Speaker 3 (37:17):
add ask wrap us a question okay all right, cool,
all right, here we go I can'tbelieve we're already here.
Speaker 1 (37:28):
here are the leave behind, and um lisa will share
where the marketing store is, sothat it makes sense for those
of you that are new.
Speaker 3 (37:37):
Yeah, so January, leave behind.
So I know that we are kind ofright.
What are we?
Front and center, january?
We're in the, we're in themidst, right, but we still, we
still have time to take some ofthese out.
I would use these.
You can't get to everybody eachday, totally get it, but it's
2025 and we want everyone toknow that.
You know, we understand, likethis says here, let us help
(37:59):
bring in the new year with lessreadmissions.
Have a sparkling 2025.
And there was even some statshere.
You know, studies show and I'mgoing to squint my eyes, sorry
Studies show that hospitalreadmissions can be reduced by
up to 25 to 50% when patientsreceive structured home care
support following discharge.
That is huge.
I think that's just a real goodtie-in to readmissions and just
(38:19):
not bringing these frequentflyers back into the SNF that
they came from, and this willreally help create a really good
partnership and a strongrelationship.
Like Dawn was talking aboutearlier, there are links.
So, for anyone who's new, thereare links at the bottom of each
of these slides, and one is toCanva and one is to a Google Doc
which has you can go in andchange out the logo and the
(38:42):
contact info there.
If you go into Canva, you canchange anything you want.
But if you go into Google, theGoogle Doc, you can just just
change.
So it's pretty, pretty quick,easy.
Change your logo and yourcontact information OK, and here
are some cool things that wecan add to this.
So it's pretty quick, easychange your logo and your
contact information okay, andhere are some cool things that
we can add to this.
So you're going out.
We got these cute littlesparkling ciders.
Throw a couple of ribbons onthere, or take a whole case out
(39:04):
to a lunch and learn.
For example, what we've done iswe kind of do the legwork for
you so that you know about whatyou're gonna be spending for
this.
And we have a store.
If you look to the little leftbottom corner here, if you
clicked on marketing store, itwill take you to our marketing
(39:24):
store, which is here, and justscroll down a little bit and
here you go.
So all of these things you, youand we haven't showed the
ladder on the bottom here, butyou click here and it'll take
you to where you can buy thesefor pretty inexpensive.
Did you guys know that you canbuy like bulk from Dollar Tree?
I did not know that.
I mean it comes right to yourdoor.
You don't have to go andshuffle through.
You know, not, not each eachDollar Tree is not equal.
(39:46):
So if you're getting this, youknow online it's really, really
helpful.
But we, we don't like.
Dollar Tree says it, it doesn't.
You don't have to buy it here.
Just wanted to give you like aeasy one stop shop, so to speak.
So, on each of the slides, alittle marketing store is there.
You can also save the URLPerfect.
So January again, we're allthinking about resolutions,
(40:07):
right?
So let's make this year thebest year yet and use this card
to get your 2025 goals set.
So just take this out, a littlereminder that you know
everyone's going to have goals,and take this out with what was
it again?
Next slide we want to helpreduce readmissions.
Again, people are thinkingabout that in January a lot
because there's new budgets andall that stuff.
(40:29):
But these little resolutioncards are super cute.
We used to actually do theseamong our caregivers or some of
our admin team and then look atthem mid-year to see what we've
actually accomplished.
That's not what you have to dohere, but just a really cute
idea to bring in the new yearand I found these little cute
heart paperclips.
I don't know, I just liked them, I thought they would look cute
(40:50):
, so maybe you can clip themtogether with that.
Yeah, but everything is hereand in the marketing store as
well.
All right, another January.
Leave behind for those of youthat are freezing cold in the
snow.
The weather outside isfrightful.
Partnering with us for care isso delightful.
You know, call or text, valerie, there's lots to snow about.
Delightful patient care team,our patient care team.
(41:12):
Get it Snow.
You can take these out with.
Next slide is some cool winterfeel, winter themed things.
Some really cute pens withsnowflakes and some snowflake
sticky notes and hand warmers,which I desperately need.
I don't I think Carla's stillon here Her and I were talking
about that.
My hands are always freezingand so I really need to order
(41:34):
some of these, but I think thisis just a great way to again go
in and speak with your socialworker that you get a chance to
talk to and you know you're.
You're lightening up the moodand brightening their day with
something cool that they can use.
Something useful.
January we're also alwaysthinking about.
You know meals and you knowhealthy eating, so eat well,
feel well and let that you'reletting them know a little piece
(41:56):
of what you do, because theyknow what home care is, but you
got to constantly be remindingof all the service lines that
you provide, right?
And so this one says ourcaregivers are trained in all
types of dietary needs,understanding the importance of
creating nutritious, healthymeal plans, and so that's
important.
Lots of times when I was out,you know, doing an assessment,
families would they were likewow, you guys can do a meal plan
(42:19):
, you can cook.
I'm so tired of my mom havingthese, you know, microwave meals
.
Yes, we can, and we can kind ofprep and make extra for maybe
day three and day four, and youknow we can do these things.
So they need to know that it'svery, it's an important part of
what we do, for sure.
Speaker 1 (42:38):
How about a can of soup and a half a sandwich?
That's like the standard.
Yeah, that is the standard.
My mom a half a can of soup anda half a sandwich every day.
Speaker 2 (42:49):
And that's all she eats all day.
Yeah, no, this is great.
Speaker 1 (42:53):
Advanced breakfast is the bomb for sure.
Speaker 3 (42:56):
Yep, and you know, just to tie into the healthy
theme, you know, here's thehoney sticks and cuties and you
can go to any store and grabthose, but we also do have a
couple of different things onthe marketing store as well and
just maybe tie a little.
You know, string around thesewith the leave behind.
And you know, just here's somehoney.
You know it's cute, it's cuteand people love that.
(43:18):
This is not a leave behindwhatsoever, it's a reminder for
you guys.
So mark your calendars.
National Think a Caregiver Dayis Friday, february 21st.
There's a couple of differentlittle cute ideas.
If you wanted to do like anopen office, have your
caregivers come in and get alittle treat, a bite to eat and
a couple of snacks to take withthem.
(43:38):
Or you know, a couple of littlegiveaways here to take with
them.
Make a day out of it.
I don't know, we used to dosomething like that have the
office open all day and thenfolks that were on calls or on
shift, we would just kind ofroute them.
You know, send a lead caregiver, go, take them their package
and, boom, they're good to go.
But just an idea for you guys.
Groundhog Day I just was havingfun here.
(43:59):
So for this on the left hand,don't let, don't let last minute
discharges cast a shadow onyour day.
Our caregivers are prepared toget your patients home safe and
grounded within just a few hours.
So hopefully they're textingyou and saying, hey, I need a
caregiver for this person.
They've got to get home.
And then I did another versionfor you on the right, just for
anyone else.
(44:19):
But don't let it fall Cast ashadow on your day.
Take these out.
Use the leave behinds to send amessage to your referral
partners that you will be therewith, just you know, snap.
And next, oh okay, february.
Another February healthy hearttips.
Our caregivers can help seniorsstay heart healthy at home by
helping too, and there's just somany different ways.
(44:41):
But care that we provide canhelp in all of these ways
Relieving stress by taking someoff of them, right Off of their
plate.
Prepping healthy meals, whichwe talked about already.
Getting regular physicalactivity, maintaining a healthy
weight.
Helping, you know, withchecking the BP and cholesterol
checks or taking them to or, atleast you know, marking that
stuff down.
(45:02):
So all of these things we canhelp with.
We want people to know that.
And another February.
So this one's kind of funny,but it's something that no one
would even think of.
Probably National Sauna Week isFebruary 20th to the 26th,
nobody cares, but it's cute andfunny, so you know, and it's
nice and bright, so feeling likelife just turned up the heat,
(45:24):
don't sweat it.
We've got trained caregiversstanding by to take the heat off
family and provide excellentcare at home for all situations.
I mean, that says a ton there.
So I really think that this isa great icebreaker.
Take this out and it reallyspeaks volumes about you're
prepared, you're ready to go,you are home care and then just
to go with all of those.
(45:44):
There's a couple of differentideas here.
This first one it's a chapstickholder, a puffy pom-pom ball, a
wristband key chain set.
I mean, there's a whole bunchof stuff here.
I love the chapstick holderbecause I had never heard of one
until I found it online.
I don't know if I've been undera rock or what, but I had no
idea.
And it's the coolest because Ican't go anywhere without
chapstick.
And then, of course, we haveour stress balls.
(46:06):
I think those are always afavorite and they just make all
the different kinds now.
So these are heart ones andthey're all different colors,
love those.
And then shower steamers Ithought that kind of goes with
the sauna theme, but these arealso quite relaxing.
They smell good and you cangive those with anything.
Just put them in a little bagwith your logo on it, tie a
ribbon around these things andyou're good to go.
And again all in the marketingstore.
(46:29):
Another February leave behindfor Valentine's Day.
This one is great because thisis going to get people to come
out.
This is going to get the socialworker to come out and talk to
you.
You're giving a and you'regiving a deadline.
So text me by February 10th.
Enter to win a Valentine's Dayself-care gift basket.
Take this to all of them andthen, really, you know, I don't
know how you guys want to winMaybe take some names and throw
(46:49):
them in a hat, but anyone whohas texted you, you're going to
pick their name and you're goingto take them.
You know a self-care basket.
It doesn't have to be expensive.
You know it could have.
You know lots of differentthings you can look at.
Those shower steamers, forexample, could be in the basket.
Maybe some Martinelli's I thinkyou could pick stuff from all
of the tchotchkes in the store.
(47:10):
I think you could find somegood ideas there.
Speaker 1 (47:13):
And now you're on a texting basis too.
We're trying to get the cellphone number guys.
Speaker 3 (47:18):
Great way to do that.
It's the best way, yeah.
And then for February, leavebehind.
You know you can have them.
You know, text you how manycandies are in this jar.
Super simple, because there'sonly like what 10 that could fit
in this little piece of paper.
It's just a little valentine,but you can fill it.
In the back there's like alittle baggie, and you can just
fill it and seal it.
(47:38):
And, you know, use your gloves,but you can fill it with
Skittles or whatever.
You know how many candies arein the jar and then text me that
That'd be a great way to tiesomething in too.
And then you leave this behind.
They'll remember you for sure.
All right, march Okay, we'realready in March, you guys, and
it's the month of all months,national Social Worker Month, a
(48:00):
big one, yes.
So prepare now because you'vegot to be out there and you've
got to try to get to everysingle social worker possible.
But their theme this year iscompassion plus action, and so
this is actually their themelogo for this year.
They change it every singleyear, so we just want to let
them know that we appreciate allthey do, and you can talk a
(48:21):
little bit more to them on whatyou do when you talk with them.
But I think having them this isa good excuse to get them to
come out and just say thank you,and you know, for trusting us
to get your patients home safely, but also for what they do.
And I found these Annetteactually found these stickers
and she's used these before andI absolutely love, love, love
(48:44):
them.
You can add these to like your.
What is it?
Your water bottle, just youryour phone case.
I mean love, love them.
You can add these to like your.
What is it?
Your water bottle?
Just your, your phone case.
I mean anything.
But I also found these.
Oh sorry, I also found theselittle mesh letter.
They're like a meshy plasticletter size zipper pouches and I
just I don't know what it wasabout them.
I just thought that socialworkers could really use these.
I could use them, so, and they,you can stick the stickers on
(49:09):
there or you can stick thelittle sticky notes on that, you
know whatever it is.
But I just thought these wouldbe really good ideas, something
a little different.
I feel like every year we dokey chains and I wanted to
change it up a little bit, so Ithought that this would be
really nice for to take out toour social workers.
Prices are there.
I mean you get a pretty goodamount for each.
Maybe buy it a couple times andyou're good to go.
Speaker 2 (49:29):
Annette, do you want to share your experience?
I just want to add, you know sowe we did elder fair or fairs
at the hospitals and rehabs.
You know we would.
I had a table with the socialwork stickers and everybody was
caught.
I was like the most popularperson.
They were like do you have thestickers?
And and then you know I'd have,you know, referral partners,
(49:49):
you know calling me.
Where'd you get those stickers?
They just love them.
They, like you know, they putthem on their, their Stanley cup
, their, their, you know, laptop, so they're.
They were really excited aboutthem.
So when I, you know, I told myson Don do these stickers.
people love them, so that's agreat, it's a great.
Speaker 1 (50:07):
I can see them really like putting it, putting them
all over the place, yeah.
Speaker 2 (50:12):
And they're cute little sayings, very cute
sayings.
Speaker 3 (50:15):
They are, and they're waterproof too, so they could
technically go like on a bumper.
Bumper, I feel like on the cartoo.
Speaker 1 (50:21):
Yeah, and for those of you that maybe are new to
home care, social workers workin skilled nursing facilities
typically, and they're in chargeof discharges, and so social
worker month is big.
It only happens once a year,and so it's March and you want
to be able to see every singleone of those social workers.
So so start gearing up andthinking about.
(50:45):
That's why we wanted to getMarch done now, so that you
could start thinking about thatDidn't mean to interrupt.
Speaker 3 (50:48):
Go ahead now so that you could start thinking about
that.
Didn't mean to interrupt, goahead.
No, yeah, you're totally good.
Also, march is craft month,national Craft Month, which I
didn't know, but I think thatit's just.
I was like wow, cool, because Ihad been hearing that a lot of
different, even even someindependents, but some assisted
livings were having troublegetting like art supplies and
stuff like that, and so I evensniffs, and so I thought that
(51:10):
it'd be a great way to maybeeven get into some of those and,
I don't know, do some coolcrafts with them, get in with
the activities director, butanyways, that's a little side
note but creating partnershipsthat work for your patients,
care plans designed with yourpatients' unique needs in mind.
So, with the little tchotchkewe're going to say here's a
little creativity, courtesy ofmaybe put your logo there and
(51:33):
then call our text.
I just thought these are sodarn cute.
I have a ginormous one thatI've done of Darth Vader, which
is awesome, but these are little, small, just kind of cool.
I just love these and you justput them in a little baggie and
take them out and it's just alittle bit of creativity from
you to them, and they can youknow, they can re-gift them or
they can use them, but it'ssomething totally different and
(51:55):
unique, and I don't think thatmost people are bringing them
anything like this or thinkingof craft month, really.
So I think it's a great, agreat way to to show them how
you're a little different andyou're thinking outside the box
a bit.
Speaker 1 (52:06):
Love that.
Speaker 3 (52:08):
And then another one here.
So, whether an early bird or anight owl, know who's got your
patients covered 24 hours a day.
We do that too.
And then you know, we want tolet them know because it is
international festival of owlsweek.
I want to say, yeah, I can'tread it, sorry.
Our caregivers are trained forall different situations, all
(52:29):
different times of day and allthrough the night to keep
patients safe at home.
It's who we are.
So I just again.
We want to reiterate that, yes,we're 24 seven.
We can have someone just go atnight, we can have someone just
in the day.
It doesn't have to be.
You know what they think homecare is, but we can really
tailor this to their needs.
So just another reminder forthem.
And then a couple of littlecuties here owl sticky notes,
(52:53):
owl bags, and these little guysglow in the dark.
They're super adorbs.
We can just throw maybe one ortwo in the bag even, but I just
thought they were really cute.
Speaker 1 (53:05):
Oh, 40 for $11.
That's pretty good.
Or 12 bucks, that's pretty good, good.
Speaker 3 (53:07):
Yeah, I thought so too.
Yeah, they're super adorableand I didn't know this.
But Annette collects owls ohshe does.
I didn't know that either.
When I started doing this, shewas like you know, I collect
owls right yeah, but yeah, soall of these is there.
I think that's there's one more.
I think this is a great one.
This went, this went overreally well last year.
Guys, I think that's it.
(53:27):
There's one more.
I think they're done.
How could I forget our pinchprotection?
Speaker 1 (53:29):
This is a great one.
This went over really well lastyear, guys.
Speaker 3 (53:33):
Yeah.
So I had to bring it on backbecause I just loved it and
everyone else seemed to too.
But pinch protection.
So it's St Patrick's Day and wejust want them to know hey, are
you in a pinch?
You're in luck, we can help youwith last minute discharges.
And then pinch protection.
You can actually wrap around alittle necklace, which you'll
see here.
Boom, and no one's gettingpinched that day if you have
(53:57):
this on.
There's a couple more thingstoo.
But you can get the beadednecklaces.
You can get some rainbow coinsor chocolate and you can add
them to these little cuteshamrock boxes.
They're so cute.
You can also get the littlelike.
I call them cauldrons.
I don't know what else to callthem.
I feel like cauldron is soHalloweeny.
But you can get those too.
They're really cute and justfill them with candies or
something.
(54:17):
But I really like the necklaces.
They're super inexpensive andyou know, you add that pinch
protection onto there.
You've got it made.
Speaker 1 (54:24):
And they will wear them.
They will wear them all daylong, for sure.
Where do you go to order theseagain?
So, vanessa, at the bottom ofeach one of these there's this
marketing store.
So you're going to get theslides, the slides will be
emailed to you and all of theselinks are hyperlinked.
So you're just going to clickon marketing store on the slide
(54:44):
and then, when you're in thestore this is for March you have
to click right on the actualpicture and it will take you to
where we found them.
Doesn't mean we don't getanything for this.
We're just trying to make lifeeasy.
We've had feedback through theyears.
It'd be nice if everything inone place.
So this will take you, thestore will take you, and then
(55:07):
you can save the URL for nexttime.
If you want to Any otherquestions, I think that's it,
guys.
That's the last one.
We're so happy you were able tojoin us.
Today.
We're going to be choosing thewinner Again.
If you want to win the Marchleave-behinds that are
customized for you and youpromise to take pictures of
yourself handing everything out,or at least a picture of what
you came up with to add to theleave behind type, yes, in the
(55:30):
chat we'll give you.
We've got some more peopleeither.
Let's see one more time, onemore time here, at least.
So we will be drawing a name.
We've got a couple more peopleentering.
Wonderful, all right.
Well, that's it for today, guys.
Uh, wednesday worked out prettywell, I think.
Super happy to see you here.
Um, happy new year and we'llsee you in a couple of weeks.
(55:51):
Okay, guys, bye.
Hi everyone, welcome.
If you're new, I'm seeing somefaces, new people that I've
talked to.
I'm super happy that you'rehere, glad that you were able to
make it.
We're hoping this first one isone of many good ones.
So I'm Dawn Fiella.
I've been with Approved SeniorNetwork close to three years now
.
I just can't even believe itwent by so it feels like I don't
(00:32):
know.
A week ago I started.
Time just flies by when you'rehaving fun.
So I was also in home care fora very long time.
I worked for franchise.
I've worked for an independenthome care agency.
My strength has always beengrowing the private pay side of
the business.
We got into the 3.5 millionrange within under four years in
(00:52):
private pay.
A lot of what we talk abouthere in Mastery Circle is some
of those things.
We have a training which I'lltalk to you about a little bit,
also teaching others how to dothose same things.
So I'll pass it over to AnnetteWelcome again everyone.
Speaker 2 (01:07):
Okay, hi everybody.
My name is Annette Ziegler andI will be with ASN for a year in
April.
It's going by the week and Ilove it.
I know I too have been in homecare for, you know, 20-plus
years.
I worked as a marketer for ahome care agency here in upstate
New York for about seven and ahalf years, helped them grow
from one million up to fourmillion.
(01:28):
What I do at ASN is I teach thesales training classes.
So I know some of you see a lotof my class members here.
I'm glad you're here.
So welcome everybody.
And we're glad you're here on aWednesday.
We're getting a good crowd.
Speaker 1 (01:43):
And so Valerie Van Boeven is co-owner and founder
of Approved Senior Network.
She is a registered nurse.
She does all of our contentstuff.
She's been doing this since2008.
She's a whiz.
Sometimes I wonder if she's AIand not a real person.
I met her in person now, so Iknow she exists, kind of like
Santa Claus.
She's just so brilliant and sogood at all of it.
(02:05):
Is she real?
Is she just an AI, somethingthat I'm so?
No, she's real.
She's amazing.
She does all of our onlinewebinar, like all of this stuff.
She's really, really talentedat that, and we do all the feet
on the ground stuff.
So again, welcome everybody.
Lisa is going to talk to youabout how to watch the meetings
that you missed.
Yep, yep.
Speaker 3 (02:24):
So go ahead, lisa.
All right, here we go.
So to log into the forum, youall should be able to do this
now, but homecaresalesforumcomis where you go.
Your username is going to beyour email address that you
signed up with and your passwordis whatever was emailed to you
at that same time.
If you forgot, it's okay, thereis a choice where you can hit
(02:50):
forgot your password, and thisis what it'll look like here on
the right Oops, that's okay,this is what it'll look like,
kind of, when you get in there.
But go ahead.
Next slide is totally fine,there we go.
So where that beautiful greenarrow is, it's actually should
be pointing more towards thelearning, I feel like.
But right, but you can also goto discussion and go to learning
.
You can see who's who also is amember.
But that's where you want to go.
I would click on that learningand then you get to next slide.
Boom, this is what it lookslike.
(03:10):
So you'll see these squareshere Twenty twenty four,
continuum, it'll actually betwenty twenty five after today.
We'll see the twenty twenty five.
You'll click on that and that'show you get into all of our
past classes.
There's links in here.
Everything you need is withinhere, like January 24, for
example.
You just click there and you'llsee all of those replays.
(03:31):
And then, up at the top January2025, you will see today's
recording links, all that jazzwithin there and the mobile
version.
So hopefully you guys are ableto get this mobile version going
.
It's the collab app with a K,how to use it and what it's for.
So it'll be everything we justsaw, except it'll be, you know,
mobile.
So if you have an iPhone, hereis your link there, and next
(03:56):
slide is your you know teamAndroid here, and then that's me
, and then here we go.
So where the arrow is here,this is what it'll look like
You'll just go to join group,see where that arrow is, join
group, and then, once you get in, you will be able to see.
If you look at the very bottom,here you see home discussion,
learning, all those differentpages.
(04:18):
So you'll be able to go to seeany of those other pages that
you want to navigate to and,boom, here's some cool stuff
that we pulled from thediscussions in the forum.
So you'll see, here you'll seelots of industry folks asking
questions, sharing their leavebehind ideas and other we even
share about our classes moreleave behinds.
(04:39):
We just want to hear from youguys here.
So if you have questions,comments, anything like that,
any you want to show people whatyou're doing, so they can do it
too Helping, helping everybodyalong, you can do that here, and
I already have something in thechat that says can you show the
app one more time?
So I, if, can you reverse likemaybe two slides.
Did you want to know?
There you go.
(05:00):
Collab app is here and here arethe links and they'll be in
today's replay.
You can see these links too,but here's if you're in iPhone
and next slide is if you'reAndroid.
I hope this helps you.
Speaker 1 (05:13):
And everybody here today will get a PDF of the
slide presentation and these arehyperlinked so you can go
straight from the slides thatyou receive to these.
Speaker 3 (05:24):
These here straight from the slides that you receive
to these, these here.
So that should.
That was helpful, so awesome,Glad to help.
Okay, so, and there's the homecare marketing.
What is it?
Home care marketing, newscomslash store.
So we thought it would be makeit a lot easier to give you like
a one-stop shop Did it, Causeit's a store, but one-stop shop
to be able to find all thelittle tchotchkes and the
(05:44):
giveaways that go with yourleave-behinds.
So you know, here's October,November, December, but right
now you're going to see January,February, March when you
actually log in.
This is just the old slidebecause it's January, we're
starting over.
So if you click on those,you'll be able to see what we
have put together for you to gowith those leave-behinds when
you go out and do your weeklymarketing.
Speaker 1 (06:08):
And if this isn't making sense for you yet,
because you're new, you're goingto understand this piece later
on.
That goes into leave-behinds.
Yeah, all right, thank you.
So before we get started, we dohave a giveaway.
So for all of you that are heretoday, you have to be here to
win.
One attendee is going toreceive a set of customized
March leave-behinds.
We're going to customize themfor you, so they're going to
(06:29):
have your logo, your colors,your contact information, you
have to be eligible to attend,or you have to attend to be
eligible, and the other thing isyou have to promise to take
pictures.
So whoever won January shouldbe out and about with the leave
behinds and taking lots ofpictures and sending them to us
so we can share them witheveryone.
So if you would like to be inthe drawing for the free
(06:50):
giveaway, do we want them tochat?
What do we want them to do?
Lisa, put it in the chat.
Just put the word yes, yep,agree to please take pictures
and send them to us.
So go ahead and do that and youcan continue to put yes
throughout the presentation.
Lisa, I don't know how she doesit.
Maybe she keeps track ofeverybody and she'll do the
(07:11):
drawing and you'll hear fairlysoon if you want or not.
And I think Michelle Vollmerwon February and so she got her
leave behinds and then shechanged out her logo a little
bit.
So I redid them with a new logo.
They're beautiful.
So hopefully she got her leavebehinds and then she changed out
her logo a little bit, so Iredid them with a new logo.
They're beautiful.
So hopefully she got that.
I don't know if she's heretoday, but I did send her an
email with all the new stuff.
(07:32):
Okay, so today we're going tocover this is our agenda.
This is a big one Overcomingcommon challenges with referral
sources.
If you're a marketer, if you'rean owner, if anyone who's out
there dealing with referralsources.
On the day to day there's somechallenges.
We're not going to sit here andpretend like it's all happy and
wonderful, because it's notalways happy and wonderful.
(07:53):
So we're going to talk aboutthe most common challenges and
what can be done to kind ofovercome those Building trust,
differentiating your agency,lack of follow through,
inconsistent outreach,misaligned expectations,
educational barriers, timeconstraints, competition and
lack of metrics and tracking.
So we're going to go in to eachone of these and talk about
(08:15):
each one of them in a little bit.
If you guys have any questionsat all, please put them in the
chat, and Lisa and Annette arekind of watching the chat so
that they can ask the questionslive.
If you have anything you wantto add to what I'm already
saying.
Sometimes people are like oh, Idid it that way, but then I did
this and it was even better, sothat we love your feedback and
(08:36):
your information.
All right, building trust.
So in our training class thatAnnette is teaching, we teach
you the five impressions to geta referral.
We I, lisa, annette and I areall from different parts of the
country.
I'm in Arizona, annette's inNew York and Lisa's in
California.
We've all been doing the exactsame thing in our different
(08:57):
parts of the country and we'veall been equally successful.
It works everywhere, and sothis training program that we
have is teaching you all of that, and so there are five
impressions to get that referral.
The first impression is buildingtrust, and so we're just going
to talk about that a little bittoday.
We go much more into it in ourtraining class, but building
trust is the first impression.
Why?
Because it's home care.
(09:18):
I mean, I don't know of anothermore trusting industry, like
the caregivers have to trust you, the clients have to trust you,
the referral sources have totrust you.
It's all about trust andbuilding relationships.
That's the foundation.
The first step is knowing yourindustry.
You really need they need tosee you as an expert in home
care.
That's part of the trust.
(09:39):
And if you don't know yourindustry and a lot of that can
be like just terms like respiteDo you know what what respite is
?
Do you know what it means is?
Is your marketer going to goout and someone's going to say
do you do respite care?
And they're going to.
You know, I don't know what thatis and and that could happen.
Or custodial care or privateduty they use a lot of words out
(09:59):
there.
That terminology is importantand that's part of knowing your
industry.
You should know what Medicaidis and what VA is versus veteran
and LTC is long-term care, likethere's just lots of acronyms
and different abbreviations andthings in this industry and
terminology that you need toknow if you're going to be out
there.
We, of course, teach all ofthis, but it's going to be
(10:19):
important if you are training amarketer and they're going out
that they know all of thesethings important if you are
training a marketer and they'regoing out that they know all of
these things, also know whatyou're offering.
So you're providing the homecare piece.
You need to understand how doesthat relate to everything else?
If somebody has home health, dothey still need home care?
Speaker 3 (10:34):
Yes.
Speaker 1 (10:35):
But if you're a marketer or you don't know that,
then when someone says, oh, Ialready referred home care, or
my mom already has home health,or I already referred home
health, home care, or my momalready has home health, or I
already preferred home health,you might not know.
You know that you could stillbe a part of the equation.
So again, that's some of theindustry stuff.
It's some of the what you'reoffering and how it benefits the
(10:56):
clients, how it benefits thesocial workers and how it can
add to home health, it can addto hospice.
You need to know where you fitin, also in the offerings that
are available to seniors.
Know what your company does andwhat your company doesn't do.
Of course you don't want tolead with well we don't do this,
we don't do that.
You don't want to start that way.
You can't sell, you're notgoing to get referrals if that's
(11:17):
what you're doing.
But you do need to know whatyou don't do and it would be
nice for you to know that on thespot.
Getting in front of a socialworker assisted living, anybody
at all can take a while becausethey're busy.
They're really really busy andso if they ask you a question
and you're not sure the answer,it's okay to say I don't know,
(11:38):
I'll get back to you and I'lllet you know.
But getting in front of themagain, it could be a month or
two.
So it's best to know what youdo and what you don't do.
I used to have social workerssay okay, I have somebody
discharging, I'd love to giveher to her, to you.
She is a cat and the caregiveris going to be responsible with
cat box.
Is that a problem?
Is it a problem?
For us it wasn't a problem,unless they were a Medicaid
client.
Medicaid would not allow.
(11:59):
Our caregivers did not.
It wasn't included in theservice.
Some of our private paycaregivers were happy to change
a cat box.
They were fine with it.
So it's those kinds of things.
Can you clip fingernails?
Can you use, can you shavesomebody?
This gentleman's going to needshaving.
We can do an electric shaver,we can't do a regular shaver.
So it's those kinds of things.
(12:19):
Knowing that, so that you'reable to answer those questions
on the spot, know who you'retalking to, what does their
company do, what is their roleand what do they do?
Who is their customer?
Are you dealing with the same?
I mean it can really help youto build a relationship, to kind
of talk about the adult childand how that works, because
(12:41):
you're both working with theadult child in many cases.
So, understanding what theircompany does are they assisted
living?
Are they skilled nursingfacilities?
Do they have a short term sideand a long term side, or are
they straight rehab?
The more you know about them,that's going to establish trust,
but it's also going to help youin getting referrals from them
as well.
Always ask questions.
(13:01):
I would always ask them.
So how many beds are in yourSNF?
120.
Oh, are they all insurance?
Are they Medicaid?
Get an idea, if they say I have120 beds and 100 of them are
Medicaid, you're probably notgoing to get many private pay
clients out of that SNF becauseit's almost all Medicaid, all
(13:26):
Medicaid.
So asking questions and reallylistening.
There are always clues in theiranswers, always.
If you just ask the questionand just sit back and listen to
their answers, it will help you.
Sometimes there's a pain pointfor them and that'll come out in
their answer and maybe it's apain point that you can help
them with.
So it's really good to reallypay close attention If you can
connect emotionally with some oftheir answers.
You know I had.
I would sometimes say do youever have a tough patient, like
(13:49):
a patient that's difficult towork on?
Of course they do, and they'lltell you about it.
I'll say you know, I've hadsome tough ones too, and some of
my toughest ones were myfavorite right and so that that
puts you on a different levelwith them.
So try to connect emotionallywith them if you can too.
And then, lisa, do you guyshave anything to add?
Jump in if you do.
Speaker 2 (14:06):
No, I just agree with everything you say.
I mean, you really have to kindof know what you're talking
about.
There's going to be times wheremaybe you don't have the answer
.
So you know, I know some of youmaybe aren't as experienced in
the field You're going to learna lot as you're out there but
you know, try and know as muchinformation about what your
agency does.
I worked for my agency, youknow, a while and there were
(14:27):
still sometimes I had to callour scheduler and say do we do
this?
Do you know?
And you know.
So just you know, knowing whatyou offer.
But definitely I agree witheverything you say, dawn.
Speaker 3 (14:39):
Yeah, definitely, and the difficult people always
ended up being my favorite aswell, mine too.
Speaker 1 (14:44):
What is wrong with us ?
Speaker 3 (14:46):
It's because we want to win them over.
Speaker 1 (14:47):
We want them to love us and trust us.
It's a challenge.
We like it.
Speaker 3 (14:52):
We need them to love us and trust us and also knowing
the industry.
I mean an example.
I was talking the other daybecause my mother just got out
of a sniff and I was sayingsniff and my kids kept laughing.
They thought I was.
They didn't know what I wastalking about.
Speaker 1 (15:04):
They thought I was joking.
So the terminology sniff isskilled nursing facility.
If you're not aware that onecalls it a sniff, yeah, the
first time I heard it.
Speaker 3 (15:16):
I you know you kind of go what are you talking about
Exactly, so that that all isvery important.
Speaker 1 (15:25):
Definitely, I agree.
I think the difficult ones.
I like them too because theyget in their own way and I feel
bad for them, Like if you wouldjust get out of your own way, we
could, we could do this Right.
So that's part of part of why Ilove them too.
Yeah.
Speaker 3 (15:38):
Great, we're going to move on to the next one Again,
if you guys.
Speaker 1 (15:40):
Have any questions at all?
I'll go ahead and throw it inthe chat.
Have any questions at all?
I'll go ahead and throw it inthe chat.
Differentiating your agency.
So I don't know how many of youhave gone out, I've gone out
and I've had them say to me I'mworking with 10 home care
agencies, I don't need another.
I don't need another one torefer to, I've got the top 10.
I've been working with them fora long time.
I'm done, I'm tapped out.
The only way you can overcomethat objection is to be
(16:02):
different.
You have to be different.
What is different?
Because in their mind, homecare agencies are all the same.
They're all the same.
You're providing the sameservice.
Everybody does personal care,everybody does respite,
everybody does all the things.
How are you different?
And it needs to be a differencethat's going to stand out.
It can't be well, my caregiversreally care, or my scheduling
(16:23):
team stays until eight o'clockat night if we're not staffed
through the next day.
They kind of all do that and so, and in the mind of the social
worker, that's not meaty enoughfor them to go.
Oh, wow, that's interesting.
So you have to have somethingthat's very different.
It could be an expertise.
Maybe you have a geriatric caremanager on your team.
Maybe you have a nurse on yourteam.
(16:44):
Maybe the kind of training.
Maybe you specialize inAlzheimer's.
Maybe you have quick caregivertraining guides.
That's what we teach as a greatdifferentiator in our sales
training class that's been agreat one.
To break through the gatekeeperand into the social worker's
office they love that one.
So you have to stand out, guys,if you want to get past that
gatekeeper.
(17:04):
You want to get a lunch andlearn scheduled.
You want to be able to talk tothe person that you need to talk
to and really get theirattention.
Because I've talked to peopleand they're kind of glossed over
.
I'll just stand here for fiveminutes while she talks so that
I'm not being rude.
You can tell that they're notconnecting.
There's got to be somethingdifferent, shocking, something
that they go.
Oh, I haven't heard that before.
(17:25):
It could be your backup plan incase a caregiver calls out.
Maybe you have lead caregiverson staff.
There's hundreds of ways todifferentiate your company and
if you haven't done that yet,figure it out and lead with that
.
Put it in your elevator speech,put it on your website.
It should be in your newsletter, social media, it should be
everywhere.
How are you different?
Because when they're on yourwebsite, they're also looking at
(17:48):
other websites.
Right, they did a Google search.
Hopefully you showed up one to10.
If you didn't call us, we willhelp you with that, but
hopefully you showed up one to10 in their search.
There's nine more companiesthey're looking at.
If you all look the same andyou don't have a benefit
statement up on your homepagethe very front there of how
you're different and how youstand out that could be a
(18:10):
problem.
Deliver exceptional service Now,of course, you want to do this
to the client and the adult,children and all of that, but
here I'm talking more aboutdelivering exceptional service
to your referral source.
Be there for them.
Help them make their jobseasier.
Do what you say you're going todo.
Do it when you say you're goingto do it.
Provide exceptional service tothem when they see that you're
(18:32):
doing that.
That translates into thecompany must be fantastic.
The services must be fantastic.
Provide tools and resources tomake their job easier.
We have lots of tools thequestions to ask a home care
agency before you hire them.
I have another tool that I'mgoing to share with you today.
We've got tools that you cangive to them that helps them
(18:54):
with their patients, helps themwith their residents and makes
their job a little bit easier.
So this is an important piece.
If you don't have this partfigured out, stop what you're
doing and figure it out becauseit's a really important piece.
So we have interviewed socialworkers across the country and
this shocked me.
I'm still.
I still can't feel like they'veall got to be wrong, but
(19:15):
they're not.
I know that they're not.
Their biggest complaint aboutworking with home care agencies
is that the sales rep, themarketer, community liaison
doesn't get back to them, and Ijust I can't imagine.
I was so on and just ready forthat referral.
I was just sitting therewaiting for it.
I couldn't believe that thiswas the case.
So it's going to be reallyimportant.
(19:35):
This, if you're, if you are thesocial worker and this is this
made me put myself in theirshoes.
I'm a social worker.
I have someone that justadmitted she's discharging in
two weeks.
I got to get that figured out.
So what do I do?
Do I call five home careagencies and whoever gets back
to me first gets it?
Or do I call the person that Iknow I can count on?
And if I do that and I leaveher a voicemail or a text about
(19:58):
it and she doesn't get back tome that day, do I start sending
it out to other people or do Iwait?
Do I wait?
And then now it's a week beforedischarge and I still don't
have anybody?
This is what they're dealingwith, and their complaint to us
was they would send it out andnot hear back from anybody, or
they would send it out to theirone true blue person and not
hear back and then not know whatto do.
(20:19):
Do I wait till she gets back tome?
Is she working on it?
And she just forgot to tell meit would just go ghost, it would
just be quiet.
So communicate constantly.
If they give you a referral, I'mon it, I can be there, I can
sign them up right there in theskilled nursing facility.
You know what's the?
(20:39):
You want me to come see youbefore.
You want me to come see youafter.
Set clear expectations on howthey are to give you a referral
in the first place and how youwould like, how they would
expect for you to respond tothat, what makes it easier for
them?
And always follow through.
Always do what you're going tosay when you say you're going to
do it.
And if you tell them you'regoing to get back to them by
(21:00):
three o'clock tomorrow and it is2.30 and you've not gotten back
to them and you still don'thave an answer, call them and
say guess what?
I don't have an answer but Iwill tomorrow or I'm working on
it.
Just don't ghost them.
They get ghosted constantly.
I've just I'm so surprised tohear this, lisa Annette,
anything to add?
Speaker 3 (21:17):
Cause they didn't send it to me.
No, I know that's right.
I would say just to add to thisjust make sure you're on a
texting basis, if you can get ontexting basis.
I mean, everybody has theirphone, everybody's looking at
their phone.
That's a surefire way thatthey're going to get to you and
you can get back to them almostinstantly.
I mean, if you're meeting withsomeone you know I don't like to
(21:39):
take attention away from whatI'm doing, but you're going to
get right back to them.
Get on that texting basisAgreed.
Speaker 2 (21:47):
I mean if, and if you can't answer them right away,
text them back.
I'll call you in an hour.
Let them know you're on it, youknow, when.
I and I know Lisa Dawn and allof us were like this, but I was
on it, I, I I knew that if Ididn't answer them or I didn't
follow through they were goingto call somebody else.
There was eight other agenciesthey could call but if you
(22:07):
follow through and respond.
Speaker 3 (22:12):
They're going to just keep calling you because, hey,
I'm going to call Lisa.
She always answers me Right,yeah, but yeah, and they need
home care, so you have to, likeyou said, be that different home
care for them, definitely.
Speaker 1 (22:20):
Yep, inconsistent outreach.
This is another thing thatpeople struggle with.
So if you're full time out inthe field marketing, the goal is
40 to 50 stops a week.
You're seeing everybody everyeight to 10 days and you're
doing one face to face a monthfor all your referral sources.
This doesn't you're going to.
You need at least one face toface.
(22:42):
You cannot expect that everytime you go every eight to 10
days, you're going to get aface-to-face.
If you expect to get one everyeight to 10 days, they will
never refer to you.
They don't, unless they'rereferring to you every eight to
10 days.
That would be fabulous.
And some maybe do, but oneface-to-face a month, see
everybody every eight to 10 daysand see 40 to 50 people a week.
Develop a schedule thatencompasses that.
(23:05):
I sorted my schedule by zipcode.
That worked for me, because ifI was over here in this part of
my territory and a social workersaid, hey, can you come talk to
this family and I and then theywere way over here I would go
way over here.
Of course.
Drop everything, go talk to thefamily.
And now I'm going to mark itover here I'm not going to go
all the way back unless it's onmy way home.
So sorting by zip code was very, very helpful for me.
(23:26):
If you don't have a CRM, get aCRM.
I can't express how helpfulthat is.
We have a wonderful CRM here atour company.
The CRM is going to help youwith everything.
You can enter all the notesabout this, the facility about
the person, the referral source.
You can enter a task so youdon't forget to go back next
(23:49):
time.
Right, I'm supposed to go backin eight to 10 days.
So this is how I train mymarketers.
Before you go into the building,read your notes from last time.
You're seeing 40 to 50 people aweek.
If you can remember what youdid with Mary from eight to 10
days ago, good luck.
I mean that.
Good for you.
I cannot.
If I'm seeing 40 to 50 stops aweek, there is no way I remember
(24:10):
what I did with Mary eight daysago.
It's just not going to happen.
And so I mean I have a themefor the week of what I'm doing
with everybody, but did I makeit to Mary last week?
I don't know, I don't remember.
Read your notes before you goin the building and then, before
you leave the building, createa note for what happened this
time and create a task for eightto 10 days from now, a task
(24:31):
that's going to send you areminder that you have a task
and then that becomes your routesheet.
A CRM can be a game changer, sodo that.
Make sure your CRM is mobile.
Who wants to go home afterworking all day long and then
have to enter everything in thesystem?
Right, we want you can do it onthe fly, so make sure it's
mobile.
Provide value in everyinteraction.
(24:53):
We are giving you guys leadbehinds.
Here in Mastery Circle.
We have some face-to-face kindof lead behinds.
We have regular lead behinds.
Hopefully you're schedulinglunch and learns what you're
dropping off should be of value.
Some of it is cutesy and funand is different and makes you
stand out, and you need some ofthat too.
But you also need some that arevalue.
(25:13):
A discharge package is value.
What happens after dischargethat's value.
Seniors and stroke that's value, things like that.
So make sure some of it isvalue.
Some can be fun and cutesy.
They look forward to that.
That changes their day.
It's a happy light and a verybusy and stressful day, so
that's important too.
It's a combination.
Diversify your outreach methodsso everybody has a different way
(25:38):
that they maybe want tocommunicate with you and it gets
old and stealth.
It's always the same way.
So do drop-offs, do email, dophone calls, do texting, you
know, mix it up.
Do some lunch and learns withthem.
Mix it up and have it be alittle bit different and then
you'll find maybe their bestmode of communicating.
I had one of them return anemail and said lucky, I saw this
(25:59):
, I never look at my email, Iwouldn't do that again.
I'm like, okay, I'll neveremail you again.
You got it, you just don't know.
And then some of them are ontheir email Like that is the
only way they communicate.
So if you don't diversify,you're not going to find that
out and then evaluate and adjustas you're going.
Again every eight to 10 daysthere is a theme of some kind
and that's our leave behinds.
(26:19):
Did it work?
I mean check in with yourselfnext week.
I went around all last week for10 days and handed out my 24
hour leave behind that Ispecialize.
Did I get anything out of it?
Did it work?
Was it helpful, like check inwith yourself and evaluate what
you're doing?
Or this last week I triedemailing everybody.
(26:41):
Did I get anything out of that?
Or I dropped off this, leavebehind.
Did they seem to like it?
So always evaluate and adjustwhat you're doing, misaligned
expectations.
So setting clear communicationfrom the start.
And again, this is about mode ofcommunication.
This is about expectations ofyour services, if you have I
can't stress this enough eitherthis came out a lot in our
(27:04):
interviews with social workersIf you have a limited, a minimum
number of hours that you have,they want to know that.
Right, annette?
We heard that over and overagain.
If you have a minimum, pleaselet them know, because it's
frustrating for them to send andthen they get on the phone.
They're like, oh well, theyhave a five hour minimum, they
couldn't take me, so they justwant to be educated.
It's not that they don't like afive hour minimum, they just
(27:26):
want to be educated.
They want to know about itahead of time so that they are
being a good resource to theirpatients.
And any updates that you haveto your services maybe you're
doing Alzheimer's training nowor you're doing something
different.
They love an update in yourservices, something that you're
doing that's new and different,that can get you a lunch and
learn, because they'll let youcome in and talk to them if
(27:46):
you're doing something differentthan you were doing three
months ago.
We have any questions, guys?
I don't see any.
Anyone who just may have comein recently.
We are doing a free leavebehind for the March.
We will customize all of theMarch leave behinds for you with
your name and contactinformation.
All you have to do is type yesin the chat.
(28:07):
If you want to be in thedrawing and you have to promise
to send us pictures, all right,I'm going to keep going.
You have to promise to send uspictures.
All right, I'm going to keepgoing.
Educational barriers.
So this is where I was talkingabout some of the tools that you
could have out there.
So most I think that mostreferral sources assisted living
, independent living, skillednursing facilities, hospitals
(28:29):
all of them I think theyunderstand the differences
between medical and non-medicalhome care.
But you know, who doesn'tunderstand is the patient.
Many of them think, well, Ihave home health, I don't need
you guys.
We all know that can be furtherfrom the truth.
Home health is, you know, acouple times a week, maybe an
hour and a half to two hours.
So this is a great piece thatexplains the differences between
(28:52):
non-medical and medical homecare services, when the services
are needed, how services start.
You can put your contactinformation down here on the
bottom so you'll have a link tothis.
This is a great.
This could be an educationalpiece.
You know, at a senior center,at assisted living, at a skilled
nursing facility, they alreadyknow this.
(29:13):
But what's great about this Ihave them they would do all the
time is they would give this totheir patients.
So the patient would understand, because this is what happens
for the social worker.
They go in and say I picked ahome health agency for you.
They're going to be coming in,they're going to be helping you
with X, y and Z.
I suggest you call the one ofthese three home care agencies
(29:33):
so they can help with XYZ andthey're like well, I have home
health, why would I neednon-medical?
I don't want the one I have topay for.
They don't want to pay for it.
Home health is free.
I'll just do that one.
They don't understand that onedoesn't like supersede the other
.
They work together.
So this is a great leap behindfor the SNFs to give to their
(29:54):
patients and you can put yourlogo and phone number and
information on here and they'llstart handing it out to their
patients to explain to them whatthe differences are, because
they don't really have.
I mean, they can explain it,but this really like explains
every piece of it, so this is agreat leap behind.
Oops, I did not mean to stopsharing.
Oh hit the wrong button, okay,all right.
(30:15):
So stop sharing.
Oh hit the wrong button, okay,all right.
So we're going to go back intothe slideshow.
No, oh boy, am I still sharing?
Speaker 2 (30:23):
Can you guys?
Speaker 3 (30:23):
still see my screen.
Yes, okay.
Speaker 1 (30:25):
Okay, it's changed a little bit because now we can
see the top, but that's okay,all right.
Limited knowledge of benefitsof home care.
Sometimes they don't understandthe benefits of what it is that
home care is providing.
They know the services.
Sometimes they don't understandthe benefits of what it is that
home care is providing.
They know the services, butthey don't know, they don't
transfer the benefit of whatthose services do for seniors
and families.
So we reduce hospitalreadmissions, we improve client
(30:47):
outcomes, we support familycaregivers.
So you know that could beanother barrier.
Another issue with referralsources they don't understand
these educational, theeducational pieces of it.
Annette and Lisa, do you guyshave anything to add?
I keep forgetting to ask.
Speaker 2 (31:01):
I would just add I mean it's you know people, when
they're in the hospital or rehab, being discharged, they hear
that they get home care but theydon't really realize a lot of
times it doesn't start for a fewdays, they only come a couple
of days a week.
You mean home health or homehealth?
Sorry, home health, yeah, theydon't come, they're only there a
couple of days a week.
So it's you definitely theyhave to be educated, the social
(31:22):
workers, knowing that you knowyou could be there the same day,
you can pick them up, you couldwork closely with with home
health and you know making surethat you know they're getting
their meals, their medicinereminders, getting their
prescriptions.
So I found that I have to usedto have to educate them often
because you know a lot of thepatients they don't.
They don't realize that they'renot getting as much help.
(31:43):
You know, even though it'scovered on their insurance.
Speaker 1 (31:46):
This person's just popping in, that's a really good
point that home health doesn'tstart right away like we do, and
I don't know that the socialworkers always know that, yeah,
that's a really good point.
And so this person's going homeand they're thinking, oh, home
health will be there.
Speaker 2 (32:01):
Well, maybe not, though Sometimes I think they
have 48 hours to open the caseonce a month, I mean, it just
depends, but it's not right awayand they could be home for a
few days and that's when theyend up falling and going.
Speaker 1 (32:11):
And that's when they need the most help is the first
few.
That's a really good point init.
Yeah, I agree with that.
Okay, time constraints theirtime is very limited.
We're really busy in home care,too.
They're also really really busy, so they have limited time for
meetings, limited time to seeyou.
That's why I say oneface-to-face a month, and
(32:32):
because of this, they sometimesmight make a rushed decision.
You know, I've always usedthese people.
They've always been good.
I don't want to learn aboutanybody else.
I'm just going to continue tosend to her because it works and
you know that's not good.
They're supposed to know all theresources available to seniors,
all the home care agencies, andso making sure that the time
(32:56):
you take from them is valuabletime, valuable to them, valuable
to their clients.
That's why that differentiatoris so important.
You're teaching them somethingthat you do that nobody else is
doing, and so that's a new,something that they didn't know
before.
That's going to benefit theirpatient.
So any time you're spendingwith them, it needs to be
valuable.
(33:16):
You need to be making their jobeasier.
You need to be making it beingmore of a resource and helping
them help their patients.
Lunch and learns are a greatway to do this, but you have to
be teaching them something, notjust about your company.
We have a great lunch and learnwhere you're teaching them
about home care, but also aboutyour company.
It's beautiful, you can do that, but they should be learning
(33:39):
something besides just aboutyour company.
At a Lunch and Learn, we haveanother one about what happens
after discharge, and we'reteaching them that Because, from
our perspective, it's waydifferent than what they know.
They don't go home with theseseniors.
We go home with them.
So if you're teaching themsomething, a lunch and learn can
be a great way.
Is it going to take some oftheir time?
Yep, but they're learningsomething in the process, so
(34:01):
it's worth it.
It makes it worth it to them.
Competition how do you keep from?
You know to stay there and nothave the competition kind of
take over?
You need to have a reallystrong relationship with a
really strong foundation.
That's why the five impressionsare so important.
It builds a strong foundationto your relationship.
(34:21):
Are you going to get a referral,a one and done?
Sure, that can happen all thetime.
You can go and see one.
They send you one, but are yougoing to get another one?
Maybe, maybe not.
If you have a strongrelationship, you will.
And when I say strongrelationship, what I mean is if
it's maybe it's a skillednursing facility and we're doing
overnight bedside sitting andyour social work, or your
caregiver fell asleep in themiddle of the overnight, awake,
(34:43):
and will the social worker cometell you about this?
Or is she just going to quitreferring and you have no idea
what happened?
A strong relationship.
They're going to pull you in.
They're going to call you, textyou something and say, hey,
your caregiver fell asleep lastnight.
I just thought you'd want toknow.
And you can bounce back fromthat.
And they're going to continueto refer and you're going to
make it better.
That's the kind of relationshipyou need to get ongoing
(35:05):
referrals, a one and done.
If you were a one and done and Itrusted you that overnight and
your caregiver fell asleep, I'mjust going to quit referring and
not talk about it, because I'mnot comfortable.
I don't have a goodrelationship with you.
Differentiating yourself isgoing to help make you stand out
from the competition.
Be reliable to them, be apartner to them.
They are the social workerexpert.
They are the assisted livingexpert, the director of nursing
(35:27):
expert.
You are the home care expert.
Be a partner.
We have this one senior and allthese branches are going to
take care of this person.
You're part of the branch, notjust the resource.
You're actually a partner andto be a partner, you've got a
really strong foundationalrelationship.
They can count on you.
You get back to them, they'reable to call you directly on
(35:48):
your cell phone or text you andalways be showcasing your
expertise.
Another thing that gets in theway with referral sources lack
of tracking and metrics on yourpart you can have missed
opportunities because you're nottracking, you're not keeping
you know.
am I seeing everybody every 40to 50 days?
Did I miss anybody?
Do I keep missing the sameperson over and over again and I
(36:10):
just keep forgettinginconsistent follow ups.
If you're not going regularlyto the same places, you know you
have to have that consistentfollow-up.
They need to see you and theymay say to you you know, you
don't need to come by so much.
I love you, you're the best.
You know all of those things.
They don't know that you needto come by often for them to
(36:30):
refer you.
They really don't know and youcan't explain that to them.
So try not to go the same day,same time every week to the same
place.
They will put that together.
Gee, she comes by every weekright after my meeting with
so-and-so.
Don't do that, because thenthey will start saying you don't
need to come so often.
You're going to have difficultymeasuring your return on
(36:51):
investment in all of yourefforts if you're not tracking
an inability to address the gapsin your visits and your stops.
You won't have data and youcould have lost your competitive
edge.
So tracking and metrics is areally big piece to this.
Lisa, you're up.
Does anybody have any questions?
Speaker 3 (37:08):
before we get into leave-behinds I don't have any
in the chat, but the floor isyours, folks.
Speaker 1 (37:14):
Yeah, yeah.
Does anyone have anything toshare?
Speaker 3 (37:17):
add ask wrap us a question okay all right, cool,
all right, here we go I can'tbelieve we're already here.
Speaker 1 (37:28):
here are the leave behind, and um lisa will share
where the marketing store is, sothat it makes sense for those
of you that are new.
Speaker 3 (37:37):
Yeah, so January, leave behind.
So I know that we are kind ofright.
What are we?
Front and center, january?
We're in the, we're in themidst, right, but we still, we
still have time to take some ofthese out.
I would use these.
You can't get to everybody eachday, totally get it, but it's
2025 and we want everyone toknow that.
You know, we understand, likethis says here, let us help
(37:59):
bring in the new year with lessreadmissions.
Have a sparkling 2025.
And there was even some statshere.
You know, studies show and I'mgoing to squint my eyes, sorry
Studies show that hospitalreadmissions can be reduced by
up to 25 to 50% when patientsreceive structured home care
support following discharge.
That is huge.
I think that's just a real goodtie-in to readmissions and just
(38:19):
not bringing these frequentflyers back into the SNF that
they came from, and this willreally help create a really good
partnership and a strongrelationship.
Like Dawn was talking aboutearlier, there are links.
So, for anyone who's new, thereare links at the bottom of each
of these slides, and one is toCanva and one is to a Google Doc
which has you can go in andchange out the logo and the
(38:42):
contact info there.
If you go into Canva, you canchange anything you want.
But if you go into Google, theGoogle Doc, you can just just
change.
So it's pretty, pretty quick,easy.
Change your logo and yourcontact information OK, and here
are some cool things that wecan add to this.
So it's pretty quick, easychange your logo and your
contact information okay, andhere are some cool things that
we can add to this.
So you're going out.
We got these cute littlesparkling ciders.
Throw a couple of ribbons onthere, or take a whole case out
(39:04):
to a lunch and learn.
For example, what we've done iswe kind of do the legwork for
you so that you know about whatyou're gonna be spending for
this.
And we have a store.
If you look to the little leftbottom corner here, if you
clicked on marketing store, itwill take you to our marketing
(39:24):
store, which is here, and justscroll down a little bit and
here you go.
So all of these things you, youand we haven't showed the
ladder on the bottom here, butyou click here and it'll take
you to where you can buy thesefor pretty inexpensive.
Did you guys know that you canbuy like bulk from Dollar Tree?
I did not know that.
I mean it comes right to yourdoor.
You don't have to go andshuffle through.
You know, not, not each eachDollar Tree is not equal.
(39:46):
So if you're getting this, youknow online it's really, really
helpful.
But we, we don't like.
Dollar Tree says it, it doesn't.
You don't have to buy it here.
Just wanted to give you like aeasy one stop shop, so to speak.
So, on each of the slides, alittle marketing store is there.
You can also save the URLPerfect.
So January again, we're allthinking about resolutions,
(40:07):
right?
So let's make this year thebest year yet and use this card
to get your 2025 goals set.
So just take this out, a littlereminder that you know
everyone's going to have goals,and take this out with what was
it again?
Next slide we want to helpreduce readmissions.
Again, people are thinkingabout that in January a lot
because there's new budgets andall that stuff.
(40:29):
But these little resolutioncards are super cute.
We used to actually do theseamong our caregivers or some of
our admin team and then look atthem mid-year to see what we've
actually accomplished.
That's not what you have to dohere, but just a really cute
idea to bring in the new yearand I found these little cute
heart paperclips.
I don't know, I just liked them, I thought they would look cute
(40:50):
, so maybe you can clip themtogether with that.
Yeah, but everything is hereand in the marketing store as
well.
All right, another January.
Leave behind for those of youthat are freezing cold in the
snow.
The weather outside isfrightful.
Partnering with us for care isso delightful.
You know, call or text, valerie, there's lots to snow about.
Delightful patient care team,our patient care team.
(41:12):
Get it Snow.
You can take these out with.
Next slide is some cool winterfeel, winter themed things.
Some really cute pens withsnowflakes and some snowflake
sticky notes and hand warmers,which I desperately need.
I don't I think Carla's stillon here Her and I were talking
about that.
My hands are always freezingand so I really need to order
(41:34):
some of these, but I think thisis just a great way to again go
in and speak with your socialworker that you get a chance to
talk to and you know you're.
You're lightening up the moodand brightening their day with
something cool that they can use.
Something useful.
January we're also alwaysthinking about.
You know meals and you knowhealthy eating, so eat well,
feel well and let that you'reletting them know a little piece
(41:56):
of what you do, because theyknow what home care is, but you
got to constantly be remindingof all the service lines that
you provide, right?
And so this one says ourcaregivers are trained in all
types of dietary needs,understanding the importance of
creating nutritious, healthymeal plans, and so that's
important.
Lots of times when I was out,you know, doing an assessment,
families would they were likewow, you guys can do a meal plan
(42:19):
, you can cook.
I'm so tired of my mom havingthese, you know, microwave meals
.
Yes, we can, and we can kind ofprep and make extra for maybe
day three and day four, and youknow we can do these things.
So they need to know that it'svery, it's an important part of
what we do, for sure.
Speaker 1 (42:38):
How about a can of soup and a half a sandwich?
That's like the standard.
Yeah, that is the standard.
My mom a half a can of soup anda half a sandwich every day.
Speaker 2 (42:49):
And that's all she eats all day.
Yeah, no, this is great.
Speaker 1 (42:53):
Advanced breakfast is the bomb for sure.
Speaker 3 (42:56):
Yep, and you know, just to tie into the healthy
theme, you know, here's thehoney sticks and cuties and you
can go to any store and grabthose, but we also do have a
couple of different things onthe marketing store as well and
just maybe tie a little.
You know, string around thesewith the leave behind.
And you know, just here's somehoney.
You know it's cute, it's cuteand people love that.
(43:18):
This is not a leave behindwhatsoever, it's a reminder for
you guys.
So mark your calendars.
National Think a Caregiver Dayis Friday, february 21st.
There's a couple of differentlittle cute ideas.
If you wanted to do like anopen office, have your
caregivers come in and get alittle treat, a bite to eat and
a couple of snacks to take withthem.
(43:38):
Or you know, a couple of littlegiveaways here to take with
them.
Make a day out of it.
I don't know, we used to dosomething like that have the
office open all day and thenfolks that were on calls or on
shift, we would just kind ofroute them.
You know, send a lead caregiver, go, take them their package
and, boom, they're good to go.
But just an idea for you guys.
Groundhog Day I just was havingfun here.
(43:59):
So for this on the left hand,don't let, don't let last minute
discharges cast a shadow onyour day.
Our caregivers are prepared toget your patients home safe and
grounded within just a few hours.
So hopefully they're textingyou and saying, hey, I need a
caregiver for this person.
They've got to get home.
And then I did another versionfor you on the right, just for
anyone else.
(44:19):
But don't let it fall Cast ashadow on your day.
Take these out.
Use the leave behinds to send amessage to your referral
partners that you will be therewith, just you know, snap.
And next, oh okay, february.
Another February healthy hearttips.
Our caregivers can help seniorsstay heart healthy at home by
helping too, and there's just somany different ways.
(44:41):
But care that we provide canhelp in all of these ways
Relieving stress by taking someoff of them, right Off of their
plate.
Prepping healthy meals, whichwe talked about already.
Getting regular physicalactivity, maintaining a healthy
weight.
Helping, you know, withchecking the BP and cholesterol
checks or taking them to or, atleast you know, marking that
stuff down.
(45:02):
So all of these things we canhelp with.
We want people to know that.
And another February.
So this one's kind of funny,but it's something that no one
would even think of.
Probably National Sauna Week isFebruary 20th to the 26th,
nobody cares, but it's cute andfunny, so you know, and it's
nice and bright, so feeling likelife just turned up the heat,
(45:24):
don't sweat it.
We've got trained caregiversstanding by to take the heat off
family and provide excellentcare at home for all situations.
I mean, that says a ton there.
So I really think that this isa great icebreaker.
Take this out and it reallyspeaks volumes about you're
prepared, you're ready to go,you are home care and then just
to go with all of those.
(45:44):
There's a couple of differentideas here.
This first one it's a chapstickholder, a puffy pom-pom ball, a
wristband key chain set.
I mean, there's a whole bunchof stuff here.
I love the chapstick holderbecause I had never heard of one
until I found it online.
I don't know if I've been undera rock or what, but I had no
idea.
And it's the coolest because Ican't go anywhere without
chapstick.
And then, of course, we haveour stress balls.
(46:06):
I think those are always afavorite and they just make all
the different kinds now.
So these are heart ones andthey're all different colors,
love those.
And then shower steamers Ithought that kind of goes with
the sauna theme, but these arealso quite relaxing.
They smell good and you cangive those with anything.
Just put them in a little bagwith your logo on it, tie a
ribbon around these things andyou're good to go.
And again all in the marketingstore.
(46:29):
Another February leave behindfor Valentine's Day.
This one is great because thisis going to get people to come
out.
This is going to get the socialworker to come out and talk to
you.
You're giving a and you'regiving a deadline.
So text me by February 10th.
Enter to win a Valentine's Dayself-care gift basket.
Take this to all of them andthen, really, you know, I don't
know how you guys want to winMaybe take some names and throw
(46:49):
them in a hat, but anyone whohas texted you, you're going to
pick their name and you're goingto take them.
You know a self-care basket.
It doesn't have to be expensive.
You know it could have.
You know lots of differentthings you can look at.
Those shower steamers, forexample, could be in the basket.
Maybe some Martinelli's I thinkyou could pick stuff from all
of the tchotchkes in the store.
(47:10):
I think you could find somegood ideas there.
Speaker 1 (47:13):
And now you're on a texting basis too.
We're trying to get the cellphone number guys.
Speaker 3 (47:18):
Great way to do that.
It's the best way, yeah.
And then for February, leavebehind.
You know you can have them.
You know, text you how manycandies are in this jar.
Super simple, because there'sonly like what 10 that could fit
in this little piece of paper.
It's just a little valentine,but you can fill it.
In the back there's like alittle baggie, and you can just
fill it and seal it.
(47:38):
And, you know, use your gloves,but you can fill it with
Skittles or whatever.
You know how many candies arein the jar and then text me that
That'd be a great way to tiesomething in too.
And then you leave this behind.
They'll remember you for sure.
All right, march Okay, we'realready in March, you guys, and
it's the month of all months,national Social Worker Month, a
(48:00):
big one, yes.
So prepare now because you'vegot to be out there and you've
got to try to get to everysingle social worker possible.
But their theme this year iscompassion plus action, and so
this is actually their themelogo for this year.
They change it every singleyear, so we just want to let
them know that we appreciate allthey do, and you can talk a
(48:21):
little bit more to them on whatyou do when you talk with them.
But I think having them this isa good excuse to get them to
come out and just say thank you,and you know, for trusting us
to get your patients home safely, but also for what they do.
And I found these Annetteactually found these stickers
and she's used these before andI absolutely love, love, love
(48:44):
them.
You can add these to like your.
What is it?
Your water bottle, just youryour phone case.
I mean love, love them.
You can add these to like your.
What is it?
Your water bottle?
Just your, your phone case.
I mean anything.
But I also found these.
Oh sorry, I also found theselittle mesh letter.
They're like a meshy plasticletter size zipper pouches and I
just I don't know what it wasabout them.
I just thought that socialworkers could really use these.
I could use them, so, and they,you can stick the stickers on
(49:09):
there or you can stick thelittle sticky notes on that, you
know whatever it is.
But I just thought these wouldbe really good ideas, something
a little different.
I feel like every year we dokey chains and I wanted to
change it up a little bit, so Ithought that this would be
really nice for to take out toour social workers.
Prices are there.
I mean you get a pretty goodamount for each.
Maybe buy it a couple times andyou're good to go.
Speaker 2 (49:29):
Annette, do you want to share your experience?
I just want to add, you know sowe we did elder fair or fairs
at the hospitals and rehabs.
You know we would.
I had a table with the socialwork stickers and everybody was
caught.
I was like the most popularperson.
They were like do you have thestickers?
And and then you know I'd have,you know, referral partners,
(49:49):
you know calling me.
Where'd you get those stickers?
They just love them.
They, like you know, they putthem on their, their Stanley cup
, their, their, you know, laptop, so they're.
They were really excited aboutthem.
So when I, you know, I told myson Don do these stickers.
people love them, so that's agreat, it's a great.
Speaker 1 (50:07):
I can see them really like putting it, putting them
all over the place, yeah.
Speaker 2 (50:12):
And they're cute little sayings, very cute
sayings.
Speaker 3 (50:15):
They are, and they're waterproof too, so they could
technically go like on a bumper.
Bumper, I feel like on the cartoo.
Speaker 1 (50:21):
Yeah, and for those of you that maybe are new to
home care, social workers workin skilled nursing facilities
typically, and they're in chargeof discharges, and so social
worker month is big.
It only happens once a year,and so it's March and you want
to be able to see every singleone of those social workers.
So so start gearing up andthinking about.
(50:45):
That's why we wanted to getMarch done now, so that you
could start thinking about thatDidn't mean to interrupt.
Speaker 3 (50:48):
Go ahead now so that you could start thinking about
that.
Didn't mean to interrupt, goahead.
No, yeah, you're totally good.
Also, march is craft month,national Craft Month, which I
didn't know, but I think thatit's just.
I was like wow, cool, because Ihad been hearing that a lot of
different, even even someindependents, but some assisted
livings were having troublegetting like art supplies and
stuff like that, and so I evensniffs, and so I thought that
(51:10):
it'd be a great way to maybeeven get into some of those and,
I don't know, do some coolcrafts with them, get in with
the activities director, butanyways, that's a little side
note but creating partnershipsthat work for your patients,
care plans designed with yourpatients' unique needs in mind.
So, with the little tchotchkewe're going to say here's a
little creativity, courtesy ofmaybe put your logo there and
(51:33):
then call our text.
I just thought these are sodarn cute.
I have a ginormous one thatI've done of Darth Vader, which
is awesome, but these are little, small, just kind of cool.
I just love these and you justput them in a little baggie and
take them out and it's just alittle bit of creativity from
you to them, and they can youknow, they can re-gift them or
they can use them, but it'ssomething totally different and
(51:55):
unique, and I don't think thatmost people are bringing them
anything like this or thinkingof craft month, really.
So I think it's a great, agreat way to to show them how
you're a little different andyou're thinking outside the box
a bit.
Speaker 1 (52:06):
Love that.
Speaker 3 (52:08):
And then another one here.
So, whether an early bird or anight owl, know who's got your
patients covered 24 hours a day.
We do that too.
And then you know, we want tolet them know because it is
international festival of owlsweek.
I want to say, yeah, I can'tread it, sorry.
Our caregivers are trained forall different situations, all
(52:29):
different times of day and allthrough the night to keep
patients safe at home.
It's who we are.
So I just again.
We want to reiterate that, yes,we're 24 seven.
We can have someone just go atnight, we can have someone just
in the day.
It doesn't have to be.
You know what they think homecare is, but we can really
tailor this to their needs.
So just another reminder forthem.
And then a couple of littlecuties here owl sticky notes,
(52:53):
owl bags, and these little guysglow in the dark.
They're super adorbs.
We can just throw maybe one ortwo in the bag even, but I just
thought they were really cute.
Speaker 1 (53:05):
Oh, 40 for $11.
That's pretty good.
Or 12 bucks, that's pretty good, good.
Speaker 3 (53:07):
Yeah, I thought so too.
Yeah, they're super adorableand I didn't know this.
But Annette collects owls ohshe does.
I didn't know that either.
When I started doing this, shewas like you know, I collect
owls right yeah, but yeah, soall of these is there.
I think that's there's one more.
I think this is a great one.
This went, this went overreally well last year.
Guys, I think that's it.
(53:27):
There's one more.
I think they're done.
How could I forget our pinchprotection?
Speaker 1 (53:29):
This is a great one.
This went over really well lastyear, guys.
Speaker 3 (53:33):
Yeah.
So I had to bring it on backbecause I just loved it and
everyone else seemed to too.
But pinch protection.
So it's St Patrick's Day and wejust want them to know hey, are
you in a pinch?
You're in luck, we can help youwith last minute discharges.
And then pinch protection.
You can actually wrap around alittle necklace, which you'll
see here.
Boom, and no one's gettingpinched that day if you have
(53:57):
this on.
There's a couple more thingstoo.
But you can get the beadednecklaces.
You can get some rainbow coinsor chocolate and you can add
them to these little cuteshamrock boxes.
They're so cute.
You can also get the littlelike.
I call them cauldrons.
I don't know what else to callthem.
I feel like cauldron is soHalloweeny.
But you can get those too.
They're really cute and justfill them with candies or
something.
(54:17):
But I really like the necklaces.
They're super inexpensive andyou know, you add that pinch
protection onto there.
You've got it made.
Speaker 1 (54:24):
And they will wear them.
They will wear them all daylong, for sure.
Where do you go to order theseagain?
So, vanessa, at the bottom ofeach one of these there's this
marketing store.
So you're going to get theslides, the slides will be
emailed to you and all of theselinks are hyperlinked.
So you're just going to clickon marketing store on the slide
(54:44):
and then, when you're in thestore this is for March you have
to click right on the actualpicture and it will take you to
where we found them.
Doesn't mean we don't getanything for this.
We're just trying to make lifeeasy.
We've had feedback through theyears.
It'd be nice if everything inone place.
So this will take you, thestore will take you, and then
(55:07):
you can save the URL for nexttime.
If you want to Any otherquestions, I think that's it,
guys.
That's the last one.
We're so happy you were able tojoin us.
Today.
We're going to be choosing thewinner Again.
If you want to win the Marchleave-behinds that are
customized for you and youpromise to take pictures of
yourself handing everything out,or at least a picture of what
you came up with to add to theleave behind type, yes, in the
(55:30):
chat we'll give you.
We've got some more peopleeither.
Let's see one more time, onemore time here, at least.
So we will be drawing a name.
We've got a couple more peopleentering.
Wonderful, all right.
Well, that's it for today, guys.
Uh, wednesday worked out prettywell, I think.
Super happy to see you here.
Um, happy new year and we'llsee you in a couple of weeks.
(55:51):
Okay, guys, bye.
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