The Hybrid Marketing Strategy for Home Care Success

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The most successful home care agencies don't choose between digital marketing and in-person relationship building – they master both. This comprehensive strategy session reveals why combining these approaches is essential for maximizing private pay revenue in today's market.

The digital landscape has transformed how families find home care. Even when receiving professional recommendations, 95% of families will research your agency online before making contact. Your website, Google Business Profile, and online reviews create critical first impressions that either build trust or send prospects to competitors. However, digital presence alone isn't enough.

Social workers and discharge planners at skilled nursing facilities won't refer vulnerable seniors without face-to-face relationships. These healthcare professionals need to trust not just your company, but the people behind it. Building these relationships takes strategy, consistency, and typically five to seven meaningful touchpoints before referrals begin flowing.

The webinar dives deep into specific tactics for both digital and in-person marketing success. You'll discover how AI is changing search behavior, why your website must communicate your value proposition in seconds, and the importance of strategic route planning for marketing professionals. The expert panel shares insights on everything from effective leave-behinds to the best times to visit different referral sources.

Perhaps most importantly, you'll learn why private pay marketing requires sophisticated systems for lead conversion and relationship continuity. With conversion rates typically 20% lower than Medicaid services, agencies need structured approaches to transform inquiries into clients and maintain relationships with referral sources.

Whether you're a home care agency owner wearing multiple hats or managing a dedicated marketing team, this session provides actionable strategies to boost private pay inquiries and revenue. The future belongs to agencies that master this hybrid approach – creating digital credibility while building meaningful in-person relationships that drive consistent referrals.

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Episode Transcript

Speaker 1 (00:00):
I'm Valerie Van Boeven.
I'll let you guys introduceyourselves, because I didn't put
that in here.
I'm Valerie Van Boeven and I amthe co-owner and founder of
Approved Senior Network and I'mthe digital marketing arm of
this company, and I'll let youtwo amazing ladies introduce
yourselves.

Speaker 2 (00:18):
Okay, I'm Dawn Fiella .
I've been with Approved SeniorNetwork now for about three
years over three years.
I have a background in homecare.
I've been in home care forclose to 20 years.
I've been an operations manager, I've been sales.
I've done a lot.
Done all of it.
I love to grow the private payside of the business.
This is exciting to me.
We're going to talk about thosein-person strategies today and

(00:39):
how to get your private payrevenue up and what that looks
like.
So I'm super excited to be here.
I'm glad that you guys havejoined and can't wait to get
started.
Annette, Okay.

Speaker 3 (00:48):
Hi everybody.
I'm Annette Ziegler.
I've been with ASN a littleover a year.
I too I've had 20 plus yearsexperience in 13 years in senior
living and then almost eightyears in home care as a
community marketing liaisonmanager, and I am the sales
trainer here at ASN.
I teach the sales trainingclasses.

(01:10):
I was out in the field, poundedthe pavement and I just I love
being on this part of it,helping everybody be successful
growing their private paybusiness.
Welcome, I'm so glad you cametoday.

Speaker 1 (01:22):
Yeah, we got more and more people piling in back here
, so that's great.
Yes, welcome everybody.
So we're going to talk abouthome care marketing that
converts, and this is acombination of things that we
have, we do for our clients,things that we've learned over
the years and stuff that we knowcan help you as well, why
you're here.
So you're doing all the rightthings, but you're still not

(01:45):
seeing enough private payinquiries.
I think everybody would saypretty much, give us more
private pay, wouldn't you saythat's right, ladies?

Speaker 2 (01:53):
Absolutely, that is the name of the game.

Speaker 1 (01:56):
Yeah, Give us more private pay, 24 hour clients,
all right.
So that's what we're going totalk about today how to combine
some tactics that will get youthere.
So what you'll learn today aproven hybrid strategy to boost
referral.
So online visibility, that's mebuilding a strong digital
presence that attracts qualifiedleads and establishes
credibility before the firstcontact.

(02:17):
In-person outreach strategic,face-to-face relationship
building with referral sourceswho influence private pay
decisions, that is, annette andDawn.
And then conversion andcontinuity transforming
inquiries into clients througheffective follow-up systems and
maintaining relationships.
So bringing it all together theonline stuff, the in-person

(02:38):
stuff, and then converting thosefolks into clients folks into
clients.

Speaker 2 (02:52):
The reality in 2025.
Yeah, the reality in 2025 isthat families search online
first.
They may have a loved one in askilled nursing facility.
They might get a referral fromsomebody in assisted living or
independent living.
They're still going to checkyou out online, and that's just
the way it is.
If it isn't coming from areferral source, they're still
going to check you out online,and that's just the way it is.
If it isn't coming from areferral source, they're going
to go online and do a home caresearch.
They're going to go online.

(03:13):
They're going to look at yourFacebook.
They're going to look at yourGoogle business profile.
They're going to look at yourreviews.
You have to have, in today's dayand age, a strong online
presence.
It's just.
You just can't.
You have to.
It's just definitely necessary.
The other piece of this isreferral sources, except
in-person contact.
So if you think that you're inhome care and you're going to
pay Google pay-per-clickwhatever a month and put your

(03:34):
feet up on the desk and get abunch of business in the door,
it's not going to happen either.
This is about the combinationof the two.
They have to marry.
You have to have the online,you have to have the feet on the
ground.
That's what's working in 2025.
And now let's introduce anotherlayer of this.
Ai search is changingeverything.
There's voice search, aiassistance.

(03:56):
They're influencing senior caresearches, and so that's
requiring another level of newoptimization strategies beyond
just traditional SEO, and so I'mglad you're here today so you
can learn all about this.
We've been doing the AI piecefor a while now, valerie.
We show up, our company showsup on AI.
Now it's super exciting.
They call me.
I asked you out GPT and youcame up, so she was way ahead

(04:19):
here.
I'm just gonna share some ofthat with you two today.
So, private pay problem what isthe problem?
There's lots and lots of.
How do we get that revenue inthe door?
So, the private pay problemthere's three kinds of things.
It's a high trust threshold,right.
It's in person.
That social worker in thatstill nursing facility is not

(04:40):
going to refer your companywithout seeing your face.
It's just not going to happen.
They're not going to take thisfragile senior who's been here
for two weeks recovering fromhip surgery and just oh, here's
a brochure.
They have to know somebody fromthe company.
They have to understand who youare, what you stand for and
that you really care.
It's not about making money foryou.
It can take five to seven touchpoints before they make a

(05:04):
decision on who they're going touse to refer the private pay
clients.
It could take them some time toalso decide.
Yeah, you're the company andthose touch points are
face-to-face.
They're Google business profile, they're your website.
Like it's not all justface-to-face, it can be.
Sometimes, if it's a referral,they're still going to look at
your website though, so it's ahigh trust threshold, both

(05:26):
online and in person.
It's harder to convert privatepay than it is Medicaid.
Obviously, they're payingMedicaid.
They don't pay for it, right?
So the conversion rate's 20%lower for private pay than it is
for Medicaid, and so you haveto have more sophisticated
marketing strategies for thatreason.
And then agencies are relyingon one channel, and that is a

(05:47):
huge mistake.
This is where we see thebiggest failure with the
companies that come in and theybecome our clients.
They have been relying on onechannel, either online or the
feet on the ground, and that'sit just doesn't work.
You have to be doing both wellin order to get those private
pay referrals, referrals,revenue coming in the door.

Speaker 1 (06:08):
Oh, visibility, online marketing and, before I
go any further as we go throughthis presentation, if you have
questions, just put them in thechat.
Let's see, here I'm going tosay hi to everyone.
Hi, here is chat, so you guysshould be able to see that, all
right?
So if you have any questions,just put them in that little

(06:30):
chat and we will certainlyanswer your questions.
Just go ahead and type out thewhole question or whatever it is
you need and we'll hang.
We'll get it to all of them, Ipromise.
Visibility and online marketingCredibility starts with your
digital presence.
So we've been a digitalmarketing company for a very
long time.
We've created hundreds, if notthousands, of home care websites

(06:52):
in 18 years.
So if there's something we knowabout home care, it's how to
build a home care website orhome health care, and we've done
a few senior care websites aswell that are not quite in the
home care genre.
They are more like seniorliving.
We've done a few senior carewebsites as well that are not
quite in the home care genre.
They are more like seniorliving.
We've done a few of those, but99% of our clients fall into
home care and home health caremostly non-medical home care, I

(07:16):
never really know how to changethe slide.
So, key tactics for onlinethese are the things that we
know are some of those importantpieces.
Your website, which isn't listedon here I think it's just the
overarching importance is havinga professionally built website.
We see a lot of websites thathome care agencies maybe did

(07:39):
themselves a few years ago whenthey were first getting started,
and just really never went backand addressed or touched or did
anything with.
And we also see websites thatwere built professionally, but
maybe the content is different.
The people that appear on thewebsite no longer work there.
It's time for a refresh, it'stime for a change and no matter

(08:00):
who builds your website or howit's built, technology changes
so fast that we always tell ourclients listen, three years from
now, you're going to need a newwebsite.
So if your website is a coupleof years old three years old if
it's a Wix website, if it's aSquarespace, if it's a Google
website and it's not builtprofessionally, hosted on a fast

(08:24):
server and all that you want toreally think about what your
online presence is bringing upcompared to your competition.
So, besides that, your Googlebusiness profile is extremely
important.
Having your Google businessprofile up to date?
It's not.
It seems like there's not a lotyou can do with a Google
business profile, but if youreally look hard, there's a lot

(08:48):
of things that Google doesn'ttell you that you can do with
your Google business profile,things that you can add, stuff
you can do that makes it standout.
Again, they play, they have therules.
You can only do so much, butyou can do some things that
really help it, like weeklyposts, service-specific photos
and response to every review.

(09:09):
I don't care if it's afive-star review or a one-star
review.
I do care.
But for five-star reviews, Idon't care if they leave text or
not.
If they don't say anything, butjust leave a five-star review,
thank them anyway.
If they leave a one-star reviewand it is truly a client and you
truly can identify who they arebased on their story, then you

(09:31):
want to stop and think about howyou're going to answer that.
Don't answer in anger, don'tanswer in remorse, don't answer
quickly.
Let it sit and think about itand have somebody else with a.
Maybe that's not right, not you?
Think about how to answer thatwith a good response that is

(09:53):
professional and not emotional.
Okay, and if it's not a client.
If it's a caregiver who isleaving you a bad review, then
you need to report that as aconflict of interest and
typically not always, butusually Google, within a week or
two, will take that down.
If it's a someone who got fired, someone who is mad about

(10:16):
something else, whatever it is,you can say conflict of interest
.
They weren't really a client ora user of your service.
So respond to every reviewLocal SEO service pages.
So we always put on our clients'websites some form of local
content.
Now most of our clients are inan enhanced SEO program, so that

(10:37):
means they get neighborhood,local towns, local city pages
and they get pages sometimesthat are specific to their
service in that town.
So some of our websites goreally deep not only the place
where they have an office, butalso pages for all the little
towns around them that they'dlike to serve, and then also

(10:59):
having local testimonials.
So it's nice to know if Mary Dleaves a review.
If you know who she is, it'snice to marry that up with what
zip code she lived in so you cananswer her by saying hey Mary,
we're so happy that you wereable to.
I'm making this up, obviously,and it's not great, but we're so

(11:20):
happy that you and your momreally loved our home care
services.
We love serving the people ofEllisville, missouri small town,
and are so glad that we couldbe of assistance to you or
something like that.
So there are ways to help.
When you answer thosetestimonials, there's ways to
mention those towns and reallyget more bang for your buck that

(11:43):
way.
Schema and AI audit this istotally nerd stuff.
Schema is the behind-the-scenescode that Google sees, that
ChatGPT sees, that all your AIfolks see.
When Google looks at yourwebsite, they don't see the
pretty front page.
They see the code that's behindthe scenes.
They see the ugly part that younever see page.

(12:05):
They see the code that's behindthe scenes.
They see the ugly part that younever see.
And so it's important whensomeone's building your website
that all of those words andcodes and things that are behind
the scenes actually meansomething and they're not just
this image goes over here, andthat you really need good SEO
behind the scenes, and thattakes a professional to do.
Some web designers will buildyou a beautiful, gorgeous

(12:26):
website, but they will do no SEO.
They will do no schema code.
They basically just rely on aplugin.
We do not do that because weknow how important Google, how
important that schema code is toGoogle.
So local business markup,that's code.
You'll never, you don't have toknow what all that is, but that
should be behind the scenes ofyour website.

(12:46):
And review schema.
So if you have Google reviews,those reviews need to be in code
behind the scenes of yourwebsite so that Google sees how
awesome you are.
And then voice searchoptimization.
That's a tough one.
I would suggest to try this Ifyou have an and I'm not gonna
say it too loud If I wouldsuggest to try this If you have
an and I'm not going to say ittoo loud if you have an Alexa in

(13:08):
your life, she'll answer me.
If you have one or somethinglike it, maybe a Google one or
whatever you have ask thequestion hey, alexa, what are
the home care agencies closestto me?
And see if she can answer youor if Google will answer you and
find out what they have to sayor what are the best home care

(13:29):
agencies in my area.
It'd be interesting to see ifyou show up in that list.
And then reputation managementit is hard I understand In
health care and especially inhome care.
This is a fairly privateservice.
No matter why people aregetting home health care,
non-medical home care, no matterwhy it's coming into the home,
people feel very private aboutthat.

(13:50):
But I can't tell you howimportant it is to ask for that
review and we might get intothis a little bit later but you
need to definitely ask for thereview when the person is happy
and if you know in that momentthat the person is happy, ask
them right now for that review,because when I know that
tomorrow when that caregiver is10 minutes late, they're not
going to be happy, do it in thefirst week or two.

Speaker 2 (14:12):
Yeah, from my experience early on, early on
yes and yet that's exactly rightReputation management.

Speaker 1 (14:21):
All right Visibility.
In-person outreach.

Speaker 2 (14:25):
Before we go to that, I think we have a question.
Oh okay, yes, go ahead.
Annette, you can read it.
I'm afraid you touched thescreen.

Speaker 3 (14:31):
From Diane.
She is asking is ADAaccessibility important to have
on a website?

Speaker 1 (14:37):
Yes, ADA accessibility is on, should be
on every.
Think about it this way.
Everyone, every company, shouldhave ADA accessibility and
think about the population thatyou all serve.
Can you explain what it is?
Yeah, oh yeah, adaaccessibility is Americans with
Disabilities Act.
So ADA means that there's alittle, and I don't have an

(15:00):
example of this on my screenright now, but there's usually a
little person in a wheelchairor a little star or a or
something on your website.
People can click on it and theycan change the color of the
screen.
If they're colorblind, they canchange the visual, make it
black and white If they contrastall the things.
Yeah, they have low vision.
That's especially important.

(15:21):
If they are hard of hearing,then there are little, I guess,
cues.
Most folks that are hard ofhearing already know how to do
this, but it will visuallychange it so that it's easier to
read.
But it will also or, if theyhave no sight at all, it will
read the website to them.
It will skip the pictures andread the text.

(15:42):
So there's all these littlethings that say skip to text in
the code and it will just readthe important parts of the
website to the person.
So anyway, yes, you should haveADA on your website.
People have gotten sued for nothaving ADA on their website, so
please make sure that you haveADA on your website.
Also, you should have a cookiewarning or a cookie permission

(16:05):
little pop-up thing.
You will see that on ourwebsite.
If you go toasnhomecaremarketingcom, you
will see both of those things onour website.
Yes, thank you for asking.

Speaker 2 (16:14):
We have another question.
Vaughn, who was a client ofours before, is asking if we've
changed process.
He was with us.
Traffic wasn't what he wanted,and it's not any better with a
new vendor.
Ron, I don't know that.
You were in our programs,though.

Speaker 1 (16:33):
A website alone isn't always an outlet, valerie,
she's the online person.
Yeah, web traffic.
So let's talk about that.
This is again one of thereasons why we're doing this
type of webinar, which talksabout website or your online
presence married up with yourcommunity and in-person presence
.
Right now, what we tell peopleis that when they come on board
with us, do you have someonewho's in the field?

(16:54):
Is it you?
It might be you if you're asmall company, that you're in
the field, that you're marketingand you're out there talking to
skilled nursing facilities,referral sources, you're
involved in community events.
So what we have found is thatif you're not getting a lot of
web traffic out there, first ofall, that may be different now
than it was back then, but ifyou have someone who is willing

(17:16):
to post on your social media,who is willing to send in
company news so that it getsposted on your blog, all of
those things work together andit drives way more traffic to
your website.
Also, those monthly newslettersand the newsletter list that you
have is super important.
Folks will come to us and we'lltell them hey, all of your

(17:37):
prospects that have any leadsthat you've purchased, anybody
in your local community, anybodythat you've done business with.
Maybe it's people from yourchamber, maybe it's a local
senior group that meets seniorprovider group.
If you want to put those peopleon your newsletter list, that
would be great.
Let's put them on yournewsletter list because every
month when your newsletter goesout without fail because we make

(18:00):
sure it goes out without failand it's beautiful that those
people are going to click onthose links to the articles that
are on your website they'regoing to go back to your website
.
They're going to read thatarticle.
Most people aren't lookingaround for basic how to help my.
I don't know why home caremakes a difference.
It's a great article to have onyour website, but people aren't

(18:23):
typically searching that everysingle day or coming back to
your website every day to readthe next great article, like
they would for US Weekly or TimeMagazine.
So we have to give the contentto them once a month in order to
get them to look at it.
And what we see time and timeagain is those spikes in traffic
every single month with thosebeautiful newsletters that go

(18:46):
out.
So, vaughn, we will be happy torevisit what your website's
doing for you now what kind oftraffic that you have and see if
we can make a difference foryou, I appreciate it.
I'm so glad you're here.
You guys were our clients for areally long time, so I'm so
happy to see you here, vaughn.
Okay.

Speaker 2 (19:02):
Okay.
Visibility, in-person outreachtrust is built in the field, not
behind the screen.
Nope, it's me.
Okay.
So key tactics for in-person,when you're out there super
important that you have a weeklyroute planning and a plan and
that you've sorted your weeklyroute sheet.
So you, if you're a full-timemarketer or you're an owner and

(19:24):
you want to get out there andmarket, it's eight to 10
meaningful stops a day.
Some people I say that tothey're like there's no way.
There's no way and maybe insome places it would be
difficult, based on whereeverything is located and can
you drive and get to all theplaces, but it's eight to 10
stops a day.
So two things there should be aplan on Monday mornings or

(19:46):
Friday evening, depending onwhat your people do.
I would have my marketingpeople submit their plan for the
next week, not for me, it's forme, yes, but mostly for them.
Marketing people are greatface-to-face people.
They love to fly by the seat oftheir pants.
It's challenging, it's exciting.
Oh, they didn't let me in lastweek, but I'm getting in there

(20:10):
this week.
It's fun.
All of that is really fun forthem.
What they can tend to lack isorganizational skills and they
want to just run out there anddo the things they're doing and
be successful.
And they do very good.
That's wonderful, fabulous.
The problem is, if it's notorganized and they're not
thinking about it ahead of time,they could miss Mary, who
refers every single week.
They could forget to go see her.
They could forget to go thankher for a referral that she gave

(20:32):
them last week.
So a plan making them, forcingthem to sit down and give you
that plan before the week starts, means that they're thinking
about what happened last weekand they're organizing it.
So super important to get aplan from a marketer at the
beginning of every week.
The second thing is if the routesheet could be sorted by zip
code.
This just makes a lot of sense.

(20:52):
They might think they're goingto start on the north side of
town and this is where I'm goingto spend my day.
Get a call from someone in askilled nursing facility on the
south side of town and they sayhey, can you come talk to this
family?
Of course you're gonna dropeverything and go talk to the
family.
Now they're on the south side.
Should they drive all the wayback north to finish their day?
Not unless they live over there.
No, they should finish on thesouth side.

(21:13):
So what does that mean?
That means they get out theirroute sheet that's sorted by zip
code and they know exactlywhere to go now, right here.
Eventually, they're going toknow their area, but I think
it's really important to startwith that zip code planning.
It makes them more efficientand more effective.
Again can be not a weakness.
It's just not something they'restrong at when they're really
good at sales, not most of thetime.

(21:35):
So that's something to keep inmind.
Snf, alf, il visits, snf,skilled nursing facility, alf,
assisted living, independentliving, il Target staff
transitions for visits whensocial workers and discharge
planners are most available.
It's different in every place.
I don't usually go to a skillednursing facility first thing
Monday morning.
Why?
Because the weekends happened.

(21:56):
They came in and when they lefton Friday they had 30 people
maybe that were in rehab.
And now they come in on Mondayand they're 40.
Am I going to walk in Mondaymorning when they're trying to
figure out who these two or 10new people are?
And they're trying to becausethey start discharge the day of
admission?
That's how it's supposed to godown.
And so if I'm walking in firstthing Monday morning and they

(22:18):
don't even know who these 10 newpeople are.
That's just not good.
So I would never go to SNF onMonday morning.
Assisted living, independentliving, might be perfect, but
you do need to learn when is thebest time to go, and it's not
like SNFs is always Tuesday oralways Wednesday or always
Thursday.
You have to get to know yourpeople and when they have their
meetings and what they're doingand they may say to you.

(22:40):
Once you get to know them,tuesdays at nine o'clock is just
really not a good time.
If you want to see my face oncein a while, it's just not a
good time.
So don't go the same time everyweek the same day.
Mix it up so that you do get achance to see their face from
time to time.
If you're going at nine o'clockon Tuesday, every nine o'clock
on Tuesday, and they have a bigmeeting, you're never going to
see them.
So try to rotate that aroundwith all of your referral source

(23:03):
types, Strategic leave behinds.
So it's not enough in today'sday and age.
I don't know if it's ever beenenough I've never done this to
just have a brochure andbusiness card and call it good.
Why do they need to see youagain.
Why do they need to talk to youagain If you're bringing the
same thing by every single time?
And while we're talking aboutthat, always staple your
business card to your brochure.
They are never going to refersomebody without a contact name

(23:25):
and the paperclip doesn't work.
And that's from the socialworker's mouth to you.
They've all said that.
Okay, so you need to have leadbehinds that are different.
They're strategic, they're fun.
You have to stand out, you haveto be different and your lead
behinds are a big part of that.
We created all the lead behindsin Mastery Circle.
If you don't know what that is,we can get into that another

(23:46):
time you can.
I think there's gonna be a QRcode or something at the end of
this.
In Mastery Circle, we createfour lead-behinds a month.
One is gonna get them out infront of you, face-to-face.
You need one face-to-face amonth.
You your face every time youcome in.
That's why you have to havelead behinds.
We do fun holiday ones.
We do some about specificservices.

(24:11):
If you don't have a dischargepackage, you absolutely need a
discharge package if you'retalking to SNFs.
So we create all of these foryou.
In Mastery Circle, you put yourlogo, your name, contact
information, all this stuff itbecomes yours.
So strategic lead behind thisisn't a quick it's strategy.
I know sometimes it might seemsimple oh, you just go to a few
stops a day, you talk to somepeople, you get referrals.
If that's what you're doing,that's why it's not working.

(24:33):
It has to be strategic.
You have to be thinking aboutthings.
We're going to do a masterycircle in October about how
clients die in December.
I know my private pay billingis going to tank in December
because it happens and it'sawful and it's sad and all the
things, but from a businessstandpoint it stinks.
You're rolling along the wholeyear doing really well and then

(24:53):
December hits and so in Octoberyou got to start going after
24th.
You have to be in that mindsetof what's going on in the world.
What can I do?
When is social worker month?
When is nurses month?
All of that it's strategy.
It's not just let's just runout there and slap a brochure
down.
There's a lot of thought andstrategy, or there should be a
lot of thought and strategybehind all of this Co-marketing.

(25:15):
Hook yourself up with a homehealth, with a hospice,
community liaison.
Make sure they're good, makesure they follow through, make
sure they do the thing, becausewe're going to tag them to you,
right, and if they're going tobe good, if they are good,
they're good.
Go ahead, co-market with them,introduce them to the people you
know.
They can introduce you to thepeople they know.
They're very good at helpingyou get into hospitals.

(25:36):
You very good at helping youget into hospitals.
You're very good at helpingthem to get into skill nursing
facilities.
That's at least how I've seenit work.
If there's any questions again,put them in the chat.
Yeah, that'd be great.
All right, is this you or me?
I think it's me.
The mistake most agencies make?
They confuse marketing withsales.
They're not the same thing.

(25:56):
They're not at all the samething.
The next slide marketingMarketing creates awareness and
visibility.
It's just the beginning.
It's not where referrals happen.
So you're out there doingbusiness development, you're
doing the things.
Until you build trust, you'renot going to get a referral.
Can it happen?
The first visit?
Sure, will it be a one and done?
It could be.

(26:17):
We have in our sales trainingclass that Annette teaches there
are five impressions you mustgo through to get a referral.
They can all happen at onelunch and learn.
It might take five to sevenvisits for you to get through
all five impressions.
It takes time.
You have to be patient.
I've seen marketers quit afterthree times.
I've been there three times.

(26:37):
I can't go back to thegatekeeper.
I'm done with that sniff.
You can't be done with thesniff.
That's where all the gold is.
It's just, if they are takingMedicare people who can afford
private pay, you can't justwrite them off because you can't
get past the gatekeeper.
You got to figure it out.
You got to figure it out.
So marketing is part of it.
And then sales builds the trustthrough consistent follow-up

(26:57):
and relationship nurturing.
That's where the referralshappen.
You have to go through thosefive impressions and we teach
that in our sales training class.
Again, this is much moreinvolved and strategic than
surface level and it can takefive to seven weeks to get a
referral for private pay.
So I always call it bepleasantly persistent.

(27:18):
You have to be persistent andyou have to be consistent and
persistent.
You have to be persistent andyou have to be consistent and
persistent.
You have to be there right.
You go to eight to 10 places aday.
You also have to go back everyeight to 10 days.
So you're starting and some ofyou are already doing this
successfully.
But for those of you who don'tknow, that's what it takes.
If eight to 10 stops a day andyou see those people every eight

(27:42):
to 10 days, face-to-face, oncea month, the rest of it is leave
behind, strategic leave behind.
So the most successful agenciesmay take contact through at
least five to seven touch pointsbefore expecting a referral.

Speaker 1 (27:50):
All right and yeah, you know, what comes to my head
while you're talking about thatis.
One of our examples is a homecare agency, a touching hearts
agency, in Gainesville, florida,and my thing is this I believe
that because that marketer, thatperson, does big events.
They do small events and theydo big events, but they try to

(28:13):
include anybody who wants toparticipate in those events.
Like right now they're having apickleball tournament or for to
raise money for for it's acharity event.
They have these like promsaround or Valentine's dances or
they do like a Krispy Kremegiveaway thing or whatever
raises money.
So all of the things that shedoes are fundraisers for

(28:35):
organizations in their little,in their local area and to get
past a gatekeeper sometimes, Ithink why not invite that
organization to be a part ofthis really cool little event
that you are organizing and havetheir name and logo and lights?
Maybe that would help them feellike they're included if you
include them in some communityefforts out there.

Speaker 2 (28:56):
I don't know Great.
She does bang up John.
That's a great.
She does a great job.
But in our sales training, wedo teach you how to get past the
key person.
It's a 12-week training.
The other thing I'm going to sayabout this is, when you're
training a marketer, it's not aone and done, it's not a weekend
bootcamp, it's not a videothing.
It is just not that.
It takes time.
You have to teach them.

(29:16):
What we do is we teach them allabout skilled nursing.
This is who's in the building.
This is who you need to talk toget referrals.
This is what you need to say tothem.
This is what you need to bringwith you.
This is how you get past thegatekeeper.
Go do it.
Go do it all week, come backnext week and let's talk about
how that went.
And we do that with everyreferral source type and that is

(29:37):
why it has been so successful.
That is why, at week six, peopleare getting referrals, because
they get to build theirconfidence.
They get to try it on realworld people, not role plays
great.
But there's nothing better thangoing out there.
I know it's terrifyingsometimes.
Just go out there and just ripthat bandaid off.
You just have to do it.
And when they come back andAnnette talks to all of them

(29:58):
some of them have beensuccessful, some of them weren't
.
They learned from each other.
That's the way that this works.
This is how it's successful isbecause they get to build their
confidence in real world.
We also give them all theobjections that could come up
ahead of time.
When you walk in there, they'regoing to think you just want
money and referrals.
That's what they're thinking,and this is what they might say

(30:19):
to you.
Or they might say to you I workwith 10 home care agencies.
I don't need to talk to you.
What do you say to that?
You have to be ready for that,and so that's why it's working.
So the training is really.
I think that might even be thenext slide.
I'm probably getting ahead ofmyself.
Let's see.

Speaker 1 (30:38):
Okay, conversion is your website.
Can visitors tell what you doin five seconds?
I can't tell you how many timesI've seen a website and I don't
know what they do.
I know what they do because Iknow who they are, but I don't
know what they do.
I don't know what area theyserve and I don't know how to
get a hold of them.
And I'm looking at the websitethey serve and I don't know how

(31:02):
to get a hold of them.
And I'm looking at the website.
I'm pretty sure they're a homecare agency, but it doesn't
really say that.
Or I'm not sure.
Like I live in St Charles, theysay they don't say anything
about where they serve, but Ican see they have my area code
somewhere on their website, somaybe they're for me, I don't
know.
So don't be that way.
Don't have that kind of website.
Clear value proposition yourhomepage should instantly

(31:22):
communicate who you serve, whatmakes you different and what
visitors should do next, if youlook at the screenshot to the
left, that's a recent websitethat we built for Grace at Home
Care, and I know it's hard tosee because it's little, but if
you were to look at that website, you would see that there is a
get started button at the top.
There are two different phonenumbers, one for the Denver

(31:45):
office and one for the Evergreenoffice, if I'm reading that
right, and that doesn't go awayon mobile.
That is exactly the way itlooks on mobile.
You know exactly where they are.
You know what their phonenumber is.
You can click on the button andcall them.
Right now there's a buttonright there on the front that
says free in-home consultation,and those are the things that

(32:07):
really matter to get.
Those people are not going tofool around.
When they're in a crisis andthey need some help, they're
going to call you more oftenthan they're going to fill out a
form.
Filling out forms is great, butpeople in this specific market
are probably, if it's duringoffice hours, going to give you
a call and if they leave avoicemail, I guarantee you the

(32:30):
first person to call them backis probably going to get that
business.
But hopefully and what wealways preach from here is that
they should never receive avoicemail they should always
find a live person on the otherend of that phone that can talk
to them.
Anyway, real photos andtestimonials.
Most of our home care agenciesdo use stock imagery and we try

(32:52):
to go out and find stock imagerythat hasn't been used 5,000
times.
There is also AI imagery.
Some people really don't likethat.
Some people love it.
Ai can generate some absolutelygorgeous AI photos now that are
completely unique to you.
The tops, their scrub tops canbe changed.
Your logo can be on there.
They look realistic.

(33:13):
When this all first startedwith AI, there was a lot of
scary pictures.
We looked at 10 fingers andears.
Yeah, eyes were black.
Oh my gosh, it was creepy.
But things have come a long wayand I can't say that they're
perfect.
But if you don't have the moneyor the time to do professional
staged pictures on your website,it's okay to use stock imagery.

(33:37):
But if, anytime you can getreal pictures of events that
you're at, of places that youvisit, of community outreach
efforts, of caregiverappreciation, caregiver of the
month, those things shouldreally be on your website, at
least in a blog post or on apage.
And then testimonials, ofcourse.
You really want testimonials tobe on your website.

(33:58):
Fast contact methods I justreviewed that Phone number right
at the top, service area, rightat the top.
Lead alerts via text and email.
Now, this is something that Ifind that people are missing
when a client has a websitebuilt through us.
We have forms on the website,right, and we also have that
little chat.
If you look closely in thebottom right-hand corner of this

(34:19):
website like the bottom, likethe laptop view you can see
there's a little chat box thatpops up there.
If somebody fills that outinstead of calling, or if they
fill out another form on thewebsite somewhere, our clients,
the home care agency owners ormarketers are texted that
information instantly andemailed that because we find
that emailing the informationonly sometimes they get missed.

(34:42):
So now we text everyone and weemail them to let them know a
new inquiry has come in, andthat works beautifully and
people love that.
So lead alerts via text andemail are really important, and
calling them back within fiveminutes is really important too,
do we?

Speaker 2 (35:00):
have a question.
I think there is a question,annette, do you see?

Speaker 3 (35:03):
it.
Yes, okay, asn did my websiteand we love it.
Would it help to put some ofour Google reviews at the top of
our landing page?
Mac from Castle Comfort HomeCare.

Speaker 1 (35:13):
Hi, I'm so glad you came to the webinar.
Having some testimonials on thehomepage is important.
I don't know if they have to beat the top of the page, but
certainly and if you have somechanges you'd like to make to
your website, all you have to dois reach out to support and we
can rearrange things any way youwant.
Sometimes when people come tous, they don't have a whole lot

(35:33):
of testimonials, and thensometimes they do.
They have lots, and what we cando is we can bring them in
through an automatic feed fromGoogle and make them look pretty
, but they don't necessarilyhave to be at the top.
As long as you have a clear wayfor people, like in the main
navigation under about us, atestimonials page, or you have a

(35:55):
button somewhere on thehomepage that says read our
testimonials, there's lots ofways to skin a cat.
I agree that people shoulddefinitely have access to those
and we'd be happy to move themaround if you'd like.

Speaker 3 (36:09):
All right Next.

Speaker 2 (36:13):
Oh, there we go.
Inversion, in-person sales yourmarketer is your most powerful
asset for private pay revenue,absolutely.
So what marketers actually need?
They need training guys, theyneed training.
I can't tell you over and overagain.
So there are three kinds ofpeople entering that we're
seeing.
One is someone who's been maybeyour scheduler or has been your

(36:36):
hr person and now they're goingto try marketing.
They're going to be out in thefield and do your business
development.
The other is you're hiring amarketer who's been in sales
their whole entire life butthey've never been in home care.
And then you have people thatare coming and then have done
neither.
All three of those people needsales training and again, the
one and done doesn't work.
If you're hiring someone ormoving someone in your current

(36:58):
office into sales, into a salesrole, you have to train them.
They have to be trained.
It's just not fair to send themout there without that.
They don't know what to expect,they don't know what to say,
they don't know how to overcomethe objections that are thrown
at them.
So the other things they needis scripts and objection
handling, prepared responses forthe top 10 objections that get

(37:21):
thrown out at them.
We've already have agencies wedon't refer much.
We already have some agenciesand we don't refer much.
That's an objection thatthey're going to have to
overcome.
There's also objections whenyou're sitting in an assessment.
That's too expensive.
My mom's never going to go forthat.
How do I know the caregiver isgoing to be safe?
You have to be ready toovercome those objections.
This isn't something thatthey're going to be able to just

(37:44):
answer on the fly.
If they're new, they need to betrained on how to respond to
those things.
Weekly call plans, sostructured schedules that
balance a priority mix so thiscan change and move around.
A new prospect development.
So this is basically sayingduring my week, I'm going to
spend 30% of my time on newprospect, 40% on relationship

(38:04):
building and 30% on follow-up.
This is different for everyperson.
If they're brand new, it'smostly going to be new prospect
development.
Those percentages are going tochange based on how long they've
been out there in the field anddoing what they're doing.
I would say this is, forsomeone who's probably seasoned
and has been doing this for awhile, this works.
They should always be lookingfor new prospects, always

(38:25):
looking for the new.
It's important to never justkind of okay, this is my group
and this is what I'm going to do.
Plus, there's a lot of turnoverin this.
You finally get a social workerin a skilled nursing facility.
She starts giving you all thereferrals and then boom, she
quits, she's gone, and so yougot to find them, because they
usually land somewhere elsewhere they can continue to refer
to you.
But there's a lot of turnovertoo, and so in that situation

(38:48):
there's new prospect development.
Also, you've got to figure outwho this new person is replaced.
What makes them tick?
What do I share?
My relationship I had before.
But they might be coming andthey only use 24 hour home care
or they only use touching artsand like, how do I get in there?
And this was my building.
These were the people thattalked to me.
I walked freely around here andnow it's all changing because

(39:09):
there's somebody new.
So they need to be thinkingabout that.
They need to know that.
Again.
The training comes inAccountability start with visit
counts and then layer andstructure with planned talking
points, strategic leave-behindsand intentional follow-up.
So this is where the traininghelps.
Also, the leave-behinds have tobe strategic as well, and all
of this needs to be thoughtabout In Mastery Circle.

(39:30):
We're three months ahead, soyou can't.
Oh, it's September.
What are we going to do?
Like, even right now, it'salmost too late to think about
September.
The leave behind should beprinted and ready to go.
Whatever you're going to getout with them should be.
It should be assembled.
It should be in assembly stageright now so that they can run
into the office, grab them andgo.

(39:50):
You don't want them sittingaround doing that last minute.
I honestly only had mymarketers put those things
together.
If we were having a meetinganyway, we would all just do
that together, because I don'twant my most valuable person to
be sitting in the office doingadministrative duties.
They need to be out and seeingpeople.
If they're in the office,they're not marketing.
Tracking tools, simple CRM withreporting or even manual systems

(40:12):
to document every interaction,preference and follow-up
commitment made to referralsources.
This really gets difficult withmarketing people.
Wave of hands, I don't know.
Are they using the CRM that youhave?
It needs to be simple.
Are they gonna take notes thatare legible, that you're gonna
be able to give to you and readand all the things?
Probably not.
They're running around all day.
So a simple CRM that they havean app for their cell phone.

(40:36):
They can run around the fieldand enter the information quick,
quick and off they go again.
Super important.
The referral sources belong tothe company, not to the marketer
.
They belong to the company.
If that marketer gets hit bytruck tomorrow, do we lose
everything?
That's crazy.
It needs to be in a CRM thateveryone can see and everyone

(40:56):
can share.
Okay, next one.
I don't know if it's near you,I can't remember.
Continuity stay top of mind.
Referrals slow down whenmarketers disappear.
This, again, is why they are soimportant.
I had lots of great referralsource relationships.
They were in my back pocket.
They were sending me all thethings, all of their people.

(41:18):
They were sending to meeveryone who was discharging.
I went on vacation for a week.
Come back, phone's dead,silence, crickets, because I was
gone for a week.
So you have to be out thereevery eight to 10 days.
Don't think if you are amarketer watching this, don't
think, oh, they love me, it'llbe fine.
No, you have to be out everyeight to 10 days.

Speaker 1 (41:39):
Next slide we have a couple questions, if you want.
Oh, okay, I did answer themprivately, so you may want to
answer these privately.
Let's see Michelle asked theprice for training, for the
12-week sales training, and Idid provide that information to
her.
And then Anthony talks aboutbeing part of a franchise.
What can you do from thewebsite they provide?

(42:00):
And my response to anyone who'sin a franchise is it really
depends on the franchise itself.
We have worked with almost everyfranchise organization.
I'm sure there are some smallones we have not worked with,
but we've worked a lot of smallones too, and it's what you
should know what's in yourcontract, what is allowed and

(42:21):
how they feel about thirdparties making recommendations
for changes or logging in andmaking the changes themselves.
We've had some organizationsthat have let us log in and make
any text changes not the prettypictures or the branding, but
any text additions or changesthat we want to make.
Pretty much within reason wecan do that.

(42:46):
And then we've had other.
Some of the bigger franchisesare pretty much hands-off.
You are not allowed to touch ormake changes to any of them.
So it just really depends onyour contract and what they feel
comfortable with at thecorporate level, but if they are
comfortable with it, then we'veworked with many folks that
they allow us to blog post everyother week or they allow us to

(43:07):
do their social media.
They allow us to help them withthe review program and get more
reviews.
There's all kinds of greatthings that we can do, but
sometimes it's a little bitlimited on changes to the actual
website, so just wanted tothrow that in there.

Speaker 2 (43:21):
Okay, from the franchise level too, it's
important to hyper-localize yourlocal digital marketing
strategy, and that's where wecome in too.
Yeah, okay, follow-up tactics.
So you got to have excuses tostop by, right, we have to have
reasons to come by.
So, birthday visits I get allthe birthdays, not the year
people were born they don't liketo share that but their actual
birthday, and I'm going to bringthem a little coffee or I'm

(43:43):
going to write them a littlethank you card or send them a
little birthday text, something.
It might be a good reason tocome in, though it's their
birthday.
I'm going to bring them acoffee or something.
The events that Valerie wastalking about, that the Gallon
Florida is doing those are verypowerful.
Any kind of events that you canput on, or have your social
workers at a SNF help you withan event, or have the actual SNF

(44:03):
itself help you put on an eventthat's great stuff Printed
leave-behinds and newsletters,physical leave-behinds Again, if
you're going every eight to 10days, you have something
important to drop off orsomething fun, something
different, celebrating somesocial worker month or
celebrating Independence Day, orwhatever it is.
It's new and it's different,and they look forward to your

(44:25):
drop-offs.
They like them.
They're clever, they'redifferent, they're fun.
Weekly visits brief,face-to-face that's important
too.
If you can get a face-to-faceonce a month, that's fabulous.
You need a reason to pull themout of their office.
That's why the leave-behindsthat we create, the one we do
one a month that will get themto come out and talk to you.
You can't just be like I'm here, come talk to me.

(44:47):
They don't have time for that.
So it needs to be purposeful.
Your visits need to bepurposeful, especially if you're
expecting a face-to-face Textfollow-ups.
If you can get on a textingbasis with any of your referral
sources, you are golden.
If they will share their cellphone number with you and we
have tricks of how to get theircell phone number Annette is the
queen of getting a cell phonenumber.

(45:07):
Yes, she is.
You got to get on this textingbasis with them If they've got a
last-minute discharge that fellthrough, or the doctor came in
and said they're going hometoday.
I'm not keeping them untilTuesday.
I know I said I was, but we'renot.
They're going home today Ifthey can text you, but they have
to call everybody else.
What do you think they're goingto do?
They're going to text.
It's fast, it's easy and yourespond right away.
So yeah, get on a texting basis.

(45:30):
It'll change things, for surethat's you the asn method.

Speaker 1 (45:38):
What a method.
We have all right so local seoand visibility services.
So the beginning from since thebeginning of time, 18 years ago
, asn was all about visibility,and that means your website, it
means videos, it means blogposts, newsletters, anything
that has to do with onlinevisibility.
We take care of all of it.

(45:59):
We always encourage, though,that our clients participate
with us.
Just handing it to someone andwalking away does not mean that
it's going to work well.
You have to be involved orassign someone in your
organization to be a partnerwith us, so that we are
constantly in communicationabout events and happenings and

(46:20):
celebrations and all the thingsthat matter to you, and we have
so many great home care agenciesright now that are just there's
a couple of them in Nebraska,and if you're on this call and
you're from Nebraska, you knowwho you are, because there's not
that many of you.
So those folks are the most intune people to making their

(46:41):
marketing hyper local, and bythat, the smallest town in the
most rural area gets attention,because people are so spread out
in the state of Nebraska andeverybody knows everybody in
these small towns.
Those organizations know howimportant it is to be a part of
that community, to have someonein an office there, to have

(47:04):
someone with roots there to domarketing events that are
important to that community.
And they do it, and that is howwe help with visibility.
They send all their stuff to usor sometimes they post it on
their own and then we help puttogether a little reel, or we do
this or that and blog postingand we put it out there for them

(47:24):
as well.
So together we make adifference.
It's a partnership when itcomes to having that marketing
person in the field and havingsomeone managing your online
visibility Results tracking.
So results include anythingfrom how many referrals the
salesperson gets this month tohow much website traffic you

(47:46):
have or how you rank for theword Home Care, st Louis,
missouri, versus yourcompetitors.
So there's lots of resultstracking that we do and you can
pick and choose what pieces aremost important and, of course,
we'll guide you.
We'll tell you, hey, mostpeople want to know how many
phone calls came from theirwebsite, how much traffic they

(48:07):
got based on that, how theirsocial media is doing.
Whatever it is that you need,we can track all of it.
Sales Training Accelerator.
So the 12-week live Zoomprogram that transforms
marketers into strategicrelationship builders who
consistently generate referrals.
I'm going to introduce Annetteagain, because Annette takes

(48:29):
these folks and she takes themfrom not knowing what they're
doing.
In some cases, though and I'llstop talking and let Annette
talk in just a second I knowshe's got she's a world of
wisdom here she takes somepeople from not knowing anything
, never being in the home caremarket.
We just had a really great videotestimonial from an IT guy who

(48:49):
bought a home care agency, afranchise location, and knew
nothing about home care, and in12 weeks, annette was his best
friend.
For 12 weeks.
She became my best friend.
She converted him into a homecare marketer in 12 weeks.
And it's great.
And we love Trey and he doessuch a good job.
And we have people that arewell-versed, been in the

(49:12):
business for years, and they gothrough that 12-week training
and they're like, oh my gosh, Ithought we were doing great
stuff, but now I know that wecould be doing more.
And oh, and Tess Kinney justsaid she does a great job.

Speaker 2 (49:26):
Yay, and we've had people that are stuck.
They get to this level and theyjust can't get over it.
Yes, and they've taken theclass and gone over the level.
So Annette is doing a fabulousjob.
So, annette, go ahead.
They have taken the class andgone over the level.

Speaker 3 (49:39):
So Annette is doing a fabulous job.
So, annette, go ahead.
Annette, I'll just I'll add Ithink you know what's so
successful about our program.
I had somebody ask me today whyare you, how are you different
from all the other salestraining programs that are out
there?
And I think we're different.
We're not a one and done.
Dawn mentioned that in thebeginning of the presentation.
We're not a weekend or one dayseminar.
We are meeting with you everysingle week.

(50:06):
We I say we spoon feed you.
And I think the great thingabout this program is like we're
meeting every week.
We hold you accountable, wegive you homework, a little bit
of homework.
But I just think it's veryhelpful for everybody to learn
that way, because their homecare marketing is just so
different.
It helps that I did it foralmost eight years.
I was that person.
So when people tell me theirstruggles, I can help them and

(50:29):
walk them through that.
But I think that's the biggestthing.
We are not one and done.
I'm also available to everybodyIf you have questions.
In between classes Valeriementioned I'll say his name,
trey.
He was a tech person.
He was never in marketing Inthe beginning.
He'd call me up and then I'm onmy way to a sniff, I'm nervous,

(50:50):
what do I do?
And after he did it a few timeshe realized it's easy.
These people are nice.
Sometimes a gatekeeper youmight get one, that's not too
friendly, but people in homecare are pretty nice and easy to
get along with.
So I think it's a great program.
And again, because it isconsistent and it's every week,
we have the participants lookforward to it.
The classes are small.

(51:10):
We tell you what to say, whatto do.
We give you the lead behinds.
I think it's a great program,yeah.

Speaker 1 (51:20):
Hines.
I think I think it's a greatprogram.
Yeah, honestly, three monthswith someone you can text or
call a mentor and other people.
So the way that it works isthere's like four to six people
six to eight people it dependson the month but it's a small
group and none of the peoplethat are in the group are in
your territory.
So we're not putting two peopleside by side in Tampa, florida,

(51:41):
in the same class.
That is not going to happen.
We'll move one to a differentclass because you're not going
to say anything if yourcompetitor is sitting there.
So, having said that, you canfeel free to talk to those six
people that are also in yourgroup, because they're not
invading your territory andthey're not going to come next

(52:02):
door to you.
So, anyway, so I just thinkit's been such an amazing
journey these last few yearsdoing this.
Dawn created the curriculum,annette looked at it and said
absolutely, this is great andshe adds her own flair to it and
she's so supportive and so kind.
So I would highly recommendanybody, whether it's been home

(52:24):
care agency owners, home careagency marketers, some form of
both.
It's just a whole range ofdifferent people.

Speaker 2 (52:32):
We have some more questions too.
They were under the Q&A.
Do you make an appointment orjust drop in unannounced?
I think she or he it'sanonymous is asking when you
stop by to see a referral sourceperson?
I've never made an appointment,unless it's a lunch and learn.
I don't make an appointment.
If it's an elder law attorney,yeah, probably, but at a skilled

(52:53):
nursing facility, assistedliving, independent living, no
appointment.
You drop in Another one.
I would like more informationabout hiring your services.
So, valerie, do you want to putup the QR code?

Speaker 1 (53:04):
Yeah, let me Other people can scan that in Hello.
All right.
So if you take your phone, ifyou're on your phone, I think
you just screenshot it and then,when you screenshot it, you can
touch the QR code and it'll letyou go to the website.
But anyway, that QR code iswhere, or at the bottom of the

(53:24):
screen, asnhomecaremarketingcom.
So I put the contact-us at theend and that's where this QR
code is going to take you.
You can look at any part of thewebsite you want, any part of
the website you want.

(53:44):
But to fill out that form on theContact Us page is how you get
a call from Lisa or Dawn orAnnette, depending on what it is
you're interested in doing.
And a lot of folks are askingfor the price on sales training.
We're happy to share that withyou privately, and the reason we
don't put it in a recording, wedon't put it online, is because
, simply, it depends.
It depends on how many peopleare going through the training,
and some of our larger clientsnegotiate some discounts.

(54:08):
If it's one person, that's onething, but if you do have a
group, depending on the size ofthe group, it's worth having a
discussion anyway with Annetteabout that because she can tell
you how much, what to expect andall those things.
So yes, free sales training,consultation with Annette or
Dawn, and for everything else,free consultation on our website

(54:30):
.
So anyway, we'll be happy toanswer any more questions.
Is there anything else?
Pricing oh, do you make anappointment or just drop in
unannounced?
Did you answer?

Speaker 2 (54:39):
that.
I answered that.
Yeah, I think they were askingabout referral sources.
I did answer that, yeah.

Speaker 1 (54:44):
Okay, all right.
12 week program.
What do you think about callingbefore going out in the
approach phase to vet them?
I think that's in-person sales.

Speaker 2 (54:53):
So it is nice to go in with a name.
Sometimes that helps them.
You go to get past a gatekeeper.
Can I see Susie the socialworker?
It can help to have that name.
You can get that name a lot oftimes off on LinkedIn.
You type in the skilled nursingfacility.
It'll show you all the peoplethat work there.
That's a great trick.
Sometimes I would reach out viaLinkedIn and message them there
before I would come in.
The thing is, if you call andsay I'd like to come see you,

(55:17):
I'm too busy, I have home careagents and it's over the phone
and it just doesn't always work,and then you've loaned it, so I
ask for permission orforgiveness.
It falls in that category,because if you call and say I'd
like to schedule time, theymight say no.
So I've always found Annette.
Do you want to talk about that?
Has that been your approach aswell?
Pretty much the same.

(55:40):
Yeah, yeah, and I think itseems like gosh.
I'm just going to pop in.
It feels uncomfortable, butthat's how everyone else is
doing it.

Speaker 1 (55:44):
So it's a business.
It's not like you're going totheir house.

Speaker 3 (55:47):
And not to be afraid.
You're not trying to talkanybody into something they
don't need.
Just remember that in your head.

Speaker 2 (55:54):
It's true, Everyone in that building needs they're
discharging and they're going toprobably need home care.

Speaker 1 (56:02):
You're directing the referral.
That's all you're doingAbsolutely Some of the fear out
of it.
Yep, anybody else havequestions about either sales
training sales we know that someof you want that pricing on
sales training and we'll makesure that you guys get that or,
if you fill out the contact usform, annette will also reach
out to you based on that too.
There's a sales training pageon the website.

(56:24):
If you go to that, there's anapplication that you fill out
and that doesn't mean you're in.
It just means that, annette, wecan set up an appointment with
Annette to talk about it, ifthat's something you want.
It asks a lot of good questionsabout how many people and
things like that, so you'rewelcome to fill out that too.
But I think the real, I guess,learning piece of this whole

(56:45):
webinar is that marrying up thatin-person sales training I mean
that in-person sales andmarketing that community
outreach with your onlinepresence and making sure we did
the whole presentation onbranding at the Florida Home
Care Association of Florida bighome care con conference in July

(57:07):
and this is what we talkedabout the whole time basically
is making sure that the peoplethat are in the field that are
representing you whether it'syou or someone else and your
online presence are marriedtogether.
They match.
You're saying the same things,you have the same mission,
vision and values, and when youare out there in the field, you

(57:28):
are representing that company,just like they would represent
themselves or representthemselves online.
And my final word of advice foreverybody here is if you are
not already on LinkedIn with afull profile with your picture
and it completely filled out,then you're doing yourself a
disservice.
Linkedin is not the be all, endall, but it is an excellent way

(57:51):
for you to get in touch withthose referral sources that you
may not be able to get to anyother way.
I highly recommend it.
Anybody else have questions,comments, anything I can sing.
I hope you all got somethingout of this and we'd be happy to

(58:13):
follow up with you if you needanything from us.
But these ladies know theirstuff.
Highly recommend that you getin touch with them and see if
there's anything we can help youwith.
Thanks so much, everybody.

Speaker 3 (58:25):
Thank you, bye.
Bye, everybody, take care.