Thriving in Home Care Marketing: Strategies for Growth, Community Engagement, and Holiday Marketing

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Unlock the secrets to thriving in the home care industry as we reconnect after Thanksgiving, channeling gratitude into powerful strategies for growth. Join Lisa, Dawn, Annette, and Valerie as they share their diverse expertise, from hands-on caregiving to strategic administrative roles. They offer you a roadmap to navigating our learning portal and accessing past meetings, ensuring that your journey in enhancing senior care and nurturing home care businesses is both informed and inspired.

Explore innovative techniques for building solid referral relationships with key players like skilled nursing facilities, hospitals, and hospices. Delve into the nuances of creating a seamless referral process, from offering single points of contact to utilizing technology for efficiency. With actionable insights into enhancing service quality and reputation, you'll learn how to craft tailored solutions and educate teams for seamless client transitions, ultimately maintaining high standards of care.

As the holiday season approaches, discover creative marketing strategies that not only transform how home care is perceived but also strengthen community bonds. From optimizing your online presence to participating in local events, we discuss how to close deals and foster connections. With festive ideas for expressing appreciation to referral sources and caregivers, you'll find inspiration to spread holiday cheer and plan ahead for special events like the January Leave-Behind Drawing. Get ready to engage with heartwarming stories and practical tips that emphasize the importance of community and gratitude in the home care sector.

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Episode Transcript

Speaker 1 (00:02):
Hello everyone.

Speaker 2 (00:04):
Happy Friday.

Speaker 3 (00:07):
Happy Friday Yay.

Speaker 4 (00:13):
We're going to get started.
We're going to give just aminute or so.
We've got some other peoplecoming in.
Good morning, Junie.

Speaker 3 (00:23):
Hey Junebug.

Speaker 4 (00:26):
Sorry, yay, hey, junebug, hope everyone's had a
great week and a greatThanksgiving.
We haven't met sinceThanksgiving, right, am I right?

Speaker 2 (00:35):
Right, I'm lost.
Yes, I think so.

Speaker 4 (00:41):
Thanksgiving seems like a long time ago already.
Ah, thanksgiving seems like along time ago already.
I hope everyone had a happythanksgiving and the holiday
season is here, so excited aboutthat.
Um, let's see, we can go aheadand get started.
There's lots of uh things to gothrough.
Lisa, do you want to do thethis stuff?

Speaker 3 (01:01):
yeah, sure sure, so I just sent a little chat in the
text in the chat.
Chat is here.
Happy Friday y'all.
So if you have anything to addto the chat, go ahead and go in
there.
We have a couple people alreadytalking in there, but here we
go.
Rules of the road orhousekeeping lines muted unless
speaking.
We do want you to share yourstories, experiences, tips, ask

(01:22):
questions, make recommendationsand tell us what you want to
know.
You can just say hey, I'm here,or give us something in the
chat and we'll try to stop as wecan and answer those questions.
Next, who's driving?
I am Go ahead, you canintroduce yourself, you're
talking, you go ahead.

(01:42):
Okay, reintroduction.
So I'm Lisa Marcella.
I've been in home care foreverand today, a long, long time.
I love home care.
It's such a unique thing, right, and I've worn all different
hats in home care from you know,going out at 3am, taking a
shift to you know, schedulingall of that, marketing,
everything, everythingimaginable.

(02:04):
Yeah, I'm happy to be a part ofthis journey here with you guys
and I don't know, I feel like Ihaven't reintroduced myself in
a minute so I didn't kind of onthe spot.
But I'm here for you guys.
I'm client happiness.
If you have programs with usand just love to share and make
sure that you know you guys are.
You know any questions oranything.
They're answered and I'll passit to, I guess, dawn or Annette,

(02:26):
whoever, wants to.

Speaker 4 (02:27):
Hi everyone, thanks for being here today.
We're excited that you're here.
You mentioned a shift.
I used to walk dogs.
I was the best dog walker.
We had a couple of livings thathad their dogs but they
couldn't walk them, so I woulddo that, and I did a lot of 12
hour overnight awakes in skillednursing facilities and those
kinds of things.
So I have been in home careforever in a day as well.

(02:49):
I love it.
I love what you guys are doing.
I'm very passionate about it.
So thank you for taking care ofthe seniors across the country.
We appreciate that and we'rehere to help you grow your
business, Annette.

Speaker 2 (03:03):
Hi everybody, I know many of you that have just
joined on.
My name is Annette Ziegler andI teach the sales training
classes here at ASN.
I, too, have been in theindustry for 20 plus years.

Speaker 4 (03:20):
We're really happy to have you here today.
So welcome everybody.
Yes, and I don't think Valerie.
Oh, there, she is Valerie'shere.
I found her.
I'm rolling through all thepeople we found her.
Valerie, I found her.
I found her.
I'm here.

Speaker 1 (03:32):
Hi, I'm Valerie Vianboven.
I'm a registered nurse and thefounder of Approved Senior
Network, and sometimes I'm justalong for the ride for these
meetings and just here to say hiand we appreciate all of you
and I know that your job is veryhard.
I've been doing this for well.
Let's see, kids are age 17.
So I guess 16, 17 years now,helping home care agencies, get

(03:58):
more visibility and more clientsand all those things, and these
ladies are the bomb and theyknow exactly what they're doing.
So I'm just here to say hi andmaybe talk about internet
marketing, because that's mything.

Speaker 4 (04:14):
All right, so who wants to grab it from here?
How to watch the meetings youmissed.

Speaker 3 (04:18):
Okay, how to watch the meetings you missed.
Okay, go ahead.
Next slide.
So you're going to log into theforum.
It's at right herehomecaresalesforumcom.
Your username is the email thatyou use to sign up and whatever
whatever was emailed to you, oruse the forgot your password
feature to actually log in withthe password.

(04:39):
But this is what it looks likeon the right hand side, the home
care sales forum.
Looks like on the right handside the home care sales forum.
Boom and next slide.
So where that big bright yellowarrow is, it's the learning
portal.
So that's where you want to goto see all of this stuff.
Here and in the discussionactually next to it you can ask
questions and things like thatand see what other people are

(04:59):
doing with handouts and thingsout in the field.
It's kind of good to see whatyour peers are doing.
When you do go to the learning,you're going to see a couple of
boxes.
If you're in one of our classesyou might see more than one box
, but for continuum, you'll seethis box here.
You're going to click on thatbox and voila, there is
everything here.
So everything from January 2024on for the whole year is

(05:23):
actually within here.
When you click on those links,it actually leads you to video
and everything else, all thelinks to the handouts, all of
that.
And then next, okay, the mobileversion, the collab app
K-O-L-L-A-B, how to use it andwhat it's for.
It's pretty similar.
It looks a little different,but it's by lead connector and

(05:46):
you can download it here on yourphone.
There's one, I think, that'sthe iOS, and then next or iPhone
, and then next is for Samsungor Android, and so you can go
and grab those links and go inand download this to say don't
miss anything while you're outand about.
This is what it kind of lookslike here.

(06:06):
On the left-hand side with thebright yellow arrow, it says
join group, but when you do, youwill be in here.
If you look at the bottom ofthe screen too, you see all the
pages, like the home page, thecomment bubble.
I'm not sure what that one is,maybe discussion.
Badges, certificates you canwalk through here and get to
know it a little bit.
Badges, certificates you canwalk through here and get to

(06:31):
know it a little bit and nextslide, there we go.
So this is where all of thecool stuff is housed, right?
So everything that we've donethroughout the months like
little handouts andleave-behinds.
You'll see here any questions.
So while you're out in thefield, if you have a quick
question, you can really justthrow the question in here and
you will get an answerrelatively soon.
And we just like to be in herewith updates on look at I mean,

(06:51):
there's marketing minutes andthings like that.
We're always, always, always,collecting what you guys are
doing out in the field to share.
So I think that you shouldreally look here for that as
well, because it just all theideas.
It's excellent.
Oh, and we're done.
It's Dawn's turn.

Speaker 4 (07:08):
We're in the middle of a three-part series.
This is the second part,reviewing your yearly
performance metrics.
That's what we're doing in thethree-part series, so ready set
succeed, so we're going to getstarted here on part two.
Part three will be December20th, so mark your calendars.
Before we do that, though, weare giving away one set of

(07:31):
January customized leave-behinds.
You have to promise, though,that, if you are the winner of
this, of you handing them outwhat they look like before you
give them out any and everything.
So if you would like to get afree set of the January
customized leave-behinds, we'regoing to put your logo, phone

(07:51):
number, contact information onall of them.
Send them to you, Please.
I guess we're going to messagein the chat.
Is that what we're doing?
Just type in yes in the chatand we will put you in the
drawing to win next this.
You'll get them in the next byMonday, tuesday and you'll be
all set for January.
But you have to promise to doit and promise to take pictures
we will hold you to it actually,who was our November, or was it

(08:15):
December?

Speaker 2 (08:15):
we've got had two Decembers, I think Rodney.
I think it was Rodney yep, weneed pictures and.

Speaker 4 (08:21):
Kim Kim yep, so we gotta get those pictures from
you guys.
So go ahead and type in yes andwe'll put you in the drawing,
and it's great to just have allof this sent to you.
You get a folder of your ownwith a link to them.
You can edit them even more ifyou want to, but we will make
them.
They'll be customized to yourcolors and everything, all right
.
So we're going to go ahead andget started.

(08:42):
Lisa will take down, I guess,everybody who has said yes, yeah
, you're taking notes.
All right, here we go.
Part two review yearlyperformance metrics.
So we're going to coverenhanced community outreach and
referral sources and sales andmarketing plans.
And then Lisa is going to gothrough lead behinds.
She's added February today, sothat's exciting finds.

(09:03):
She's added February today, sothat's exciting, so we've got
you guys all set all the waythrough February, all right.
So Enhanced Community Outreach,referral Strategies and Sales
and Marketing Plan.
Today we're going to coveridentifying and qualifying those
top referral sources, buildingrelationships with your referral
sources, offering a benefit toyour referral source to make
their jobs easier, participatingin events, maximizing your

(09:24):
online presence, following upconsistently and tracking and
measuring.
These are the things that youneed to be doing to enhance your
community outreach referralstrategies and sell the
marketing plan.
So we're going to cover them indetail now and if you have any
questions, you guys are watchingthe chat.
You'll just interrupt me.
Yep, okay, perfect, here we go.
Identify and qualify your topreferral sources.

(09:51):
So through the years these havebeen the number one referral
sources SNF, skilled nursingfacility.
There's usually a short-termand long-term side of the SNFs.
Sometimes there's a rehab.
That is just short-term.
That's a gold mine.
Rehab, hospitals, independentliving, assisted living, home
health and hospice.
So these are where I wouldspend most of my time.
Remember, you're making 40 to50 stops a week.

(10:12):
And these are sort of in theorder of importance for me.
I don't know if Lisa andAnnette want to chime in.
For me this is the ranking ofimportance, or my, I guess not
importance, but like the onesthat refer to me the most, from
top to bottom.
I don't know if Lisa andAnnette agree with.

Speaker 2 (10:30):
I agree.
Yeah, sniffs, yeah.

Speaker 4 (10:37):
So I have a link to help you qualify a little bit.
So when you guys get the slides, you can click on this yourself
.
It's a Medicare website and youcan go in here and you can look
up the people.
The companies that are here areall getting paid by Medicare
Medicaid, so you're not going tofind your assisted livings in
here.
It's the ones that have, youknow, medicare mostly.

(10:58):
So you can look up hospitals.
You can look up nursing homes,including rehab services, home
health services, hospice,inpatient rehab facilities.
Now look what I found.
I don't know if you guys were atthe webinar yesterday.
If you weren't at the webinar,you must watch it.
It was.
We covered lots of really greatthings.
The replay went out, I think,today.
Yeah, valerie, today Yep, she'sshaking her head Yep, the

(11:21):
replay went out today.
I talked about rehab hospitalsyesterday in the meeting and the
whole like story of how theycame to be.
It's a new thing that, at leasthere in Arizona.
So you have your SNFs, right,and then you have hospitals.
Hospitals are really hard toget into.
A lot of people go home, gostraight to rehab after hospital
and don't go home.
So it's actually better,probably to go to a SNF to get

(11:43):
your referrals, but rehabhospitals are popping up so
they're in the same parking lotas a hospital.
When someone discharges, theygo to the rehab hospital instead
of a SNF.
The rehab hospital is onlypeople rehabbing.
They've been very open, veryreceptive and welcoming and we
have about three or four of themmaybe even more than that here
now.
I found this morning inpatientrehab facilities.

(12:06):
Let me enter my zip code here.
This is where the rehabhospitals are, or no?
These, yes, these are the rehabhospitals.
So that's where you go to findthe rehab hospitals in your area
.
Some of these are straight rehabkind of SNFs, but they're
calling themselves a hospital,like Encompass and Dignity are
more that way, but there aresome rehab hospitals in here as

(12:30):
well.
So this is where you would wantto go to find those rehab
hospitals that I was talkingabout yesterday.
So they're actually on here andthey're separated nicely for
you.
They're also a little map, soyou could even kind of think, oh
, I'm going to start over hereand then're separated nicely for
you.
They're also a little map, soyou could even kind of think, oh
, I'm going to start over hereand then I'm going to work my
way west, right, so you can.
It's great.
This is a great way to do this.

(12:51):
Usually I spend my time in thenursing homes right here, and
here are all the nursing homes.
So some things to kind of lookfor.
If you're going to qualify them.
This little hand means there'sbeen some abuse there.
That doesn't mean they mightnot be able to refer good people
to you, but something good foryou to know.

(13:12):
You should know what's outthere for your clients, right?
If they have to go to rehab fora little while, you're a
resource for them as well.
So you should know what's goingon and who are the good ones
and what do they look like, andgo on a tour and all of those
things.
I would avoid this one rightwith the abuse hand here.
I probably wouldn't sendanybody there.
You've got your star ratingshere so you kind of know how

(13:34):
they're doing.
I go in to one.
They're going to show youratings, details and location.
You don't have to click on them, you just can continue to
scroll.
Show you ratings, details andlocation.
You don't have to click on them, you just can continue to
scroll.
This is their overall ratingtheir health inspection,
staffing, quality measures.
If they have a low staffingstar rating maybe a one maybe
you could do some staffing there.
Maybe you could send acaregiver in there to help with

(13:56):
something.
If it's a SNF I know sometimescaregivers can't do like
hands-on in the state becausethey have to have a special
certification they couldcertainly deliver meals or
bedside sit or do something likethat for the SNF.
So if they have little like onestar, they might need some help
with staffing.
As we continue to scroll throughhere, you see how many beds

(14:19):
they have and you see if they'reMedicare or Medicaid or both.
If they are straight Medicare,that means the people in their
building probably have the moneyfor home care.
If they're straight Medicaid,they probably don't have the
money for home care.
Most buildings are bothMedicare and Medicaid, but if
you come across one that'sstraight Medicare, that is a

(14:41):
goldmine.
That is a place you want to goall the time.
They have 70 beds.
They probably turn I don't evenknow.
They probably turn half in two,three weeks time.
It's it's just continuing.
People stay about 14 days.
So do the math.
Um, so this is a great if it'sstraight medicare and they refer
to us all the time santa misa.
So I I know that they're.

(15:01):
They're great if they'restraight Medicare.
That's a great place, a greatway to qualify.
Now, if you don't know ifthey're Medicare and Medicaid,
you're going to need to go inand find out what percent
Medicaid are they.
If they're over 70, 80%Medicaid, it's probably not a
great place to get private payclients.
That's something they don'tshow on here.

(15:22):
Like, if we go into Wellspringsis another straight Medicare
Citadel, I believe, does both,and I think let's see.
Yeah, they do Medicare andMedicaid.
There's no percentage though.
So you're going to need you'regoing to need to find that out.
That's not listed here.
I wish that it was, but it'snot.
So any questions about thiswebsite?
It's so good.

(15:42):
There's so much information inhere.
I've used it, used it lots andlots of times.
This is a good place to sendyour your families too, because
they can get some goodinformation, I think at the
bottom of every one of them too.
But remember, right Nursinghome resource guide.
If you're in hospice, they havea hospice resource guide.
If you're in home health, it'sa home health resource guide.

(16:04):
This would be great for you tojust have to hand out to people,
too before they go into one ofthose places or if they're
discharging or anything likethat.
You want to also be a resource.
All right, Are there anyquestions?
Lisa, no, we're good.
No, there are no questions.
Okay, so we'll move on to thenext thing that you should be
doing for enhancing yourcommunity outreach and your

(16:26):
marketing.
It's building relationships.
In our sales training class, weteach you the five impressions
to build a relationship.
I'm not going to dig deep intothem here, but these are the
five things that have to happenin order for you to have a solid
relationship, not a one anddone referral.
It's great to get a one and aone referral and be so excited

(16:47):
about it and then it just stops.
That's, you know, that's.
That's not the relentlesssurface relationship.
That's a oh I'll throw our one,we'll see how it goes, kind of
thing.
You want to build solidrelationships and in order to do
that you have to build trustfirst, and we give you all the
steps on how to do that.
Build confidence, have somecamaraderie going on with the

(17:08):
social worker.
You guys are social worker,assisted living, whoever it is.
You're in the same industry.
You're the in-home seniorindustry and they're in skilled
nursing district and senior careindustry.
It's the same industry.
At the end of the day, you wantthe same results, right, and so
the camaraderie is reallyreally important.
A lot of times you end up tagteaming with that social worker

(17:29):
to get them to accept home care.
Reliability proving that you'rereliable, proving that your
business or company is reliableis going to be really important.
And when all four of thesethings have happened, then it's
time to ask for the business.
This can all happen at a lunchand learn.
You could get a lunch and learnscheduled, spend 20 minutes to

(17:51):
an hour with them and you coulddo all of these things and be
ready to ask for the business atthe end of the lunch and learn.
Or it could take a month or two.
It just depends on how muchtime you have with this person,
what your competitors are doing.
It just depends on how muchtime you have with this person,
what your competitors are doing.

Speaker 3 (18:10):
There's a lot going on, but these five impressions
really, really help to buildthat solid relationship that you
have ongoing referrals.
Any questions there?
We're good.
Yeah, so we did have a questionI think it's pertaining to this
slide before this, but askingif we had a spreadsheet to share
on what info we should exactlybe gathering from each of the
you know, like, I think, inmedicaregov.

Speaker 4 (18:28):
Oh, okay.
No, I don't think.
It's mostly what kind ofinsurance they take the bed like
.
How many beds they have ishelpful.
How many of those beds areMedicaid or Medicare versus
Medicare?
And if they have a low starrating in staffing, it might be
a good place for you to providestaffing for them.
And if they have a low starrating and staffing, it might be
a good place for you to providestaffing for them.
And there could be some otherthings in there.

(18:49):
I mean, I really would dig inand spend some time in there.
I haven't looked a lot at therehab hospitals to see what all
is in there too.
There could be, even, you know,more information in that
section.
And hospice.
And one thing I do want to addthough hospice and home health,
and it's really hard to get afive star rating.
I'm just going to say thatbecause you want to align

(19:09):
yourself.
If you're out marketing withhome health, out marketing with
hospice, co-marketing with them,I would try to pick a company
that's good because you're tyingyour right there.
Whatever, if you go in andintroduce them to your social
worker who loves you and theydon't follow up, they don't
follow through, their companyhas a bad reputation that's
going to reflect on you, so youwant to tie yourself to good

(19:30):
companies, but, that being said,it's very difficult for a
couple of years, very, verydifficult.

Speaker 3 (19:39):
Your mic went low there.

Speaker 4 (19:41):
Is it?

Speaker 3 (19:42):
Your mic went low.
Is that better?
Is it okay?

Speaker 1 (19:51):
It's okay.
It's not as loud as it was,though I don't know why.
Hey Dawn, we think that everytime your phone rings or
something like happens on yourcomputer or something that your
voice cuts out, that's what wethink.

Speaker 4 (19:59):
Notifications.

Speaker 3 (20:01):
Yeah, yeah, that's what we talked about yesterday.

Speaker 4 (20:04):
That's right.
Okay, I'm sorry about that.
I will, I will.
I will get them to.
I don't know anything going on,but there must be something
going on okay, that's good, Iwill.
I'll take care of that next time.
So, um, anyway, it's hard toget five stars, so don't you
know you're probably not goingto tie yourself to a five-star
company.
But don't do a one star either,right?
Just you, just you know andlook and see what their ratings
are.
All right, I will continuemoving on.

(20:27):
All right, the third thing offera benefit to referral sources,
making their job easier.
So provide clear communicationwith one point of contact.
I get asked a lot, you know,does your marketer do the
signing too?
You know, are they just outdoing business development all
day or are they also doing salesand signing clients?

(20:48):
And I think if the referralsource has referred this family
to you, you should be the one tosign them.
They know you, they trust you,they like you, and that's what
this is talking about.
The one point of contact Ifthey have a referral, they
shouldn't have to call theoffice.
You should make it easy for them.
They text you or have areferral process, which is this

(21:09):
next one.
I'm just going to show youquickly.
We have actually severalclients doing this lately.
I think it's a great idea.
They have a send a referralbutton or somewhere on their
website so you can have a QRcode on your brochure on your
leave behinds that takes themright to this page of the

(21:30):
website.
This allows them to not have tocall text or do any of those
things.
They can actually get on thewebsite and start completing
this form.
Of course, when this form getscompleted, you know we make sure
that they get a text and anemail.
You want to make sure you'requick, right, that's the whole
point, and this is making theprocess quicker and faster.

(21:50):
So this is something that makesit easier with my referral
sources.
I just gave him my personalcell phone number and said text
me, just text me, I will be onit.
And if you're going to be onvacation, you have to let them
know that too, so that that weekthat you're gone or whatever,
they're not having texts go outto nowhere.
No one's checking the phone orwhatever.
So if this is something you'regoing to do, want to do, that's

(22:12):
great, but just make sure it'sgetting handled right, not that
it's not filled out and nobodyhears about it.
So this is a great way to makethe process easier for them.
So I just wanted to share thatwith something that some of our
clients are doing and it's goingvery well for them.
Offer tailored solutions basedon their referral sources needs.
So if they're in skilled nursing, a discharge package makes or

(22:35):
makes sense.
It's SNP skilled nursingfacility Discharge package makes
sense If they're in assistedliving and their waitlist is
full and maybe you can take careof the people still at home
until the waitlist opens up.
That's helping them dosomething specific to them.
You know, maybe once a month weused to do this with the senior
center because they were alwaysshorthanded.

(22:56):
We would send an admin personover to help them get the meals
and wheels packed.
It was just to give back thatwe did and someone on the admin
team would go and do this.
It wouldn't be a caregiver, itwould be someone on the admin
team.
They would go and help packmeals and wheels to get them.
You know, just keep thingsgoing for them because they were
short staff.
So what?
Just little things like thatthat you can do then to make

(23:18):
things a little bit easier forthem.
And they're tailored solutionsto their type of business.
Assisted living, senior center,snf, whatever it is that
they're doing.
Deliver timely updates onreferred clients.
So if someone gives you areferral, always thank them with
a thank you, like a littlethank you note, thank you card.
You can have a little update inthere or just text, call them,

(23:40):
email them and say, hey, mary'sstarting services today, it's
going great.
They like to know that this isdone right.
Their whole life is full ofcheck boxes.
They start working on dischargethe day that someone gets
admitted and they're checkingoff the boxes as they go.
The last thing is Mary's athome, she's settled and
everything's going great.
They would love to hear thatand be able to close that in

(24:02):
their mind.
Okay, that one's done.
For some it's done when theyleave the building.
But they're caring people andit wouldn't hurt for them to
know how it's going.
And it helps them know thatyou're on top of it and you're
watching out for Mary nowbecause she's no longer in their
building.
Educate and train their teamsabout home care services.
There's a lot that you guysknow that they don't know.
They're discharge planners,they're in assisted living,

(24:25):
independent living, whatever itis that they're doing.
You're home care experts.
You can talk to them about whatyou see when you're in the home
, things that we're doing tohelp them in the home, things
maybe they're not thinking about.
For SNFs, we have a whole leavebehind.
We have a lunch and learn aboutwhat happens after discharge,

(24:46):
because the social workers don'tknow they don't go home with
the seniors.
We go home with the seniors, soeducating them about that they
want to see you as a resourcetoo.
You know home care, youunderstand home care.
So offering to educate theirteam about the things that we
know that maybe they don't know,they don't have privy to
because they're not in ourbusiness, is really helpful.

(25:07):
Be proactive and predict theirchallenges.
So I know if somebody issetting up a discharge, there's
a lot of pieces to that.
They might need a new walker,they might need a nutritionist,
they might need lots of thingsthey're discharging with maybe a
new disease or a new somethinggoing on.
There's a lot going on.
So for them to be able to checkoff home care and know that

(25:28):
it's done, I'm going to do theassessment in the skilled
nursing facility so that that'sall taken care of before they
discharge and the social workerknows it's handled.
So whatever you can do to beproactive and predict their
challenges.
Another thing that you'repredicting there is that people
go home earlier than they'retold they're going to go home.
The social worker doesn't knoweither, one day the doctor just

(25:48):
comes in and says they're goinghome tomorrow.
Oh, I thought they're goinghome next week.
Nope, they're going hometomorrow.
Okay, it would have been greatif the assessment was already
done, and so that's another wayto kind of predict.
Things that could come up forthem is that this person could
get discharged early and so ifI've done the assessment already
, it's done.
They don't have to think aboutit anymore.

(26:10):
Show appreciation throughpersonal notes and networking
events.
I've always left.
I have horrible handwriting andI always tell them I'm so sorry
.
You have to read my handwriting.
I will try really, really welland to do a good job.
But that personalizedhandwritten note I know it's
2025 almost, but it goes a longway.
It's touching, it's emotional.

(26:31):
This is the kind of businessthat we're in Be reliable and
consistent in delivering onpromises.
If you say you're going to getback to them today about
something, you're researchingsomething, and you don't have
the answer, at least get back tothem and say I'm almost there,
I'm researching, I will have itto you tomorrow.
I'm so sorry, my day got aheadof me.
But if you say you're going toget back to them today, you have

(26:53):
to do it, even if it's not withwhat they wanted, at least let
them know you're working on it.
I would say all the socialworkers we've interviewed across
the country.
The biggest complaint they hadis communication with home care
agencies, lack of communication.
So communicate as much as youcan, all right, participate.

Speaker 2 (27:12):
We have a question from Jessica.
Did I hear you properly?
Is the client liaison sales repdoing the sign onboarding or is
a member of the admin staffdoing it?
Are?

Speaker 4 (27:24):
up doing the sign onboarding or is a?

Speaker 2 (27:25):
member of the admin staff doing it.

Speaker 4 (27:27):
So for me, where I've worked, the assessment is the
intake onboarding.

Speaker 2 (27:33):
So when I'm doing the assessment, I'm doing the
intake and the onboarding.
Yes, not the admin staff.

Speaker 4 (27:42):
The admin was going to the senior center.
Yeah, the admin staff was goingto the senior center.
We would donate an admin stafffor a few hours every month to
the senior center to help withMeals on Wheels.
Yeah, no, it was a communityliaison, especially if it was
referred by a referral source.
Now, if I had a website leadand I'm the marketer and I'm
slammed and I'm busy and there'ssomebody in the office that's
pretty good at closing the dealand understands a care plan and

(28:03):
all the things they might go, dothat if I don't have time,
because the idea is you got toget it done quick.
Again, we want to be the firstone to the house.
We want to be the first one ofthe house is usually the one
that signs and so you know ifI'm out, five assessments, three
assessments today and thisone's got.
You know, we want to get thisone signed.
We'll send somebody else.
Okay, any other questions?

(28:23):
No, okay, participating incommunity events health and
wellness fairs are great eventsto go to.
Senior resource expos, theChamber of Commerce events I
would go to one and see it.
May or may not.
You know, some of these may ormay not be great.
You, you realize really quicklywhich ones are going to work

(28:48):
for you in your area.
Caregiver support groups aregood because that's usually that
adult child or husband or wifewho's exhausted that are in
those groups.
Professional networking eventswe talk about this in our sales
training.
They're good to go so you canmeet people to co-market with,
meet people to refer to.
Your social workers aren'tgoing to be in these meetings

(29:09):
that are in the skilled nursingfacilities or the rehab
hospitals, but there are otherpeople in those meetings that
are good to network and meetwith.
I probably went to one or twoof those a month.
I didn't because you couldspend every day at a networking
meeting.
I mean there's just they're allday long every day and so you
won't have time to go to all ofthem.
You won't get all your stopsdone if you do, but find the

(29:29):
ones that work for you.
If you're ever being hosted ina SNF or rehab hospital, I would
definitely go.
It gets you in the door.
Community volunteering andsponsorships that's a good thing
.
As long as it's something to dowith seniors, it's a great
thing to do Hospital and rehabcenter events if, if there's an
open house, or sometimes they'llopen up and have like a holiday

(29:50):
celebration and they invite thepublic to come in and do a tour
.
Always go to those kinds ofthings.
And then local seniorcelebrations.
I found that there is value inall of these.
Do you want to spend all yourtime there?
No, but you need to pick andchoose which ones are going to
bring you the biggest bang foryour buck, and you'll.
You'll know pretty quickly.
You may go once or twice andyou'll know.

(30:10):
Lisa, annette, you guys haveanything to add to that?

Speaker 2 (30:14):
We have a question how do you find these groups?
I mean you could Google you.
I mean you know, once you're inthe working in the community,
you know you can find outdifferent events and networking
events that you know some ofyour peers are going to.

Speaker 4 (30:29):
I always join a Facebook group.
We have a Senior SolutionsFacebook group for Arizona.
We're a tight knit group.
That's how I found LisaMarcellet.
That's right.
We're a tight knit group ofpeople and I mean I can ask them
.
You know Arizona specificthings, because they're all in

(30:50):
senior care, they're not justhome care, and I can.
I like I had a client one time.
Well, I couldn't sign them.
They didn't have the money.
They also didn't qualify forMedicaid.
They like fell through thecracks and I'm like, what can I
do?
And like five people on thereand gave me ideas and
suggestions and one of themactually like took her and and
did the thing.
Like she helped her qualify forfor all techs, there was a

(31:11):
long-term care and all of it.
So, joining a facebook groupthat's senior related and all
the people that go to thosenetworking meetings are in those
groups and they will announcethe meetings in those groups too
, and that gives you an idea ofwhat's going on in each group
also.

Speaker 3 (31:28):
Also, you can use LinkedIn.
You can use Facebook, google orany AI.
Also, when you go into a lobby,you will see always events
posted somewhere, flyerssomewhere, chili cook-offs
happen somewhere right, and soconnect with those folks and
people usually other marketerstoo.
If you find your hospice oryour home health marketers out

(31:49):
there, they will give you thelowdown on all the stuff
happening and probably inviteyou somewhere too.

Speaker 2 (31:55):
Yeah, that's.
That's a good point.
Here, where we live, where Ilive in upstate New York, we
have a social worker group forRochester, new York and I think
we have over 3000 members.
Social worker group forRochester, new York, and I think
we have over 3000 members.
It's not all social workers,but that's on the Facebook group
too, and there's that's a greatresource and you hear about a
lot of networking events throughthat.

Speaker 4 (32:16):
That's great.
Okay, was there more questions?
It just alerted me that therewere questions.

Speaker 2 (32:21):
No, I think we're good, yep.

Speaker 4 (32:23):
Okay, all right, maximizing your online presence.
So we talked a little bityesterday at the webinar about
marrying your online efforts toyour feet on the ground Super
important to do so.
I'm just going to read throughthese.
Your online presence is equallyas important as your feet on
the ground.
So to do that, you need to webyour website optimization.

(32:44):
You need to ensure yourwebsite's user friendly, mobile
optimized, has clear calls toaction.
Make sure it loads quickly.
That was a really big pointthat Valerie made yesterday.
Provides relevant, easy to findinformation for families
seeking home care.
Seo, search engine optimizationuse keywords that potential
clients might use to search forhome care services, such as home

(33:06):
care near me, senior careservices, caregiver assistance.
Valerie knows them all in herhead.
She's got them all memorized.
She's very good at this.
She's like her own little SEOthere.
Optimize both on page and offpage.
So on page titles, metadescriptions, off page backlinks
from authoritative sites, localSEO Don't forget your Google my

(33:29):
Business listing.
And, valerie, yesterday was itBing, yes, bing.
So that's a new one.
Guys, if you weren't at thewebinar, valerie, go ahead.

Speaker 1 (33:39):
Oh yeah, so all of the AI not all Let me rewind,
watch the webinar from yesterdaybut a lot of the AI you know
search, like ChatGPT.
They don't get theirinformation from Google, they
get their information from Bing.
So you want to make sure thatyour website's showing up on

(34:01):
Bing and also you want to makesure that your Bing business
listing, like your Googlebusiness listing, is up to date,
and we did that for our clients.
But you should go in and dothat for yourself for your
business.

Speaker 4 (34:14):
Yep, I did not know about that.
Yesterday's webinar was verygood, guys.
Okay, content marketing Publishhelpful content on your website
Blogs, frequently askedquestions, client testimonials
to position yourself as anexpert in the home care industry
.
Regularly update blogs witharticles that address common
questions, challenges andsolutions in home care.
Social media engagement Useplatforms like Facebook and

(34:37):
LinkedIn to engage with youraudience.
Share stories of how you'rehelping families.
Share caregiver tips and postupdates about your services.
Regularly respond to messagesand comments.
We're still going on onlinepresence Online reviews
Encourage happy clients to leavepositive reviews on Google,
yelp and other relevantplatforms.
A good reputation online buildstrust and credibility.

(34:59):
Buy leads Supplement yourin-person marketing and online
presence with some leads andthen be sure to react quickly to
the leads.
Build referral partnershipswith local professionals senior
care doctors, social workers,rehab, hospital discharge
planners.
Ask them to refer your services.
Offer incentives or educationalcontent they can share with

(35:20):
their patients.
We've got lots of ideas for youthere.
Lead capture have clear leadcapture forms on your website
offering a free consultation oran informative guide about home
care.
Make it easier for visitors toreach out for more information.
And then video content.
Valerie talked a lot about thisyesterday too.
Create videos that showcaseyour caregivers, explain your

(35:41):
services and featuretestimonials from clients.
Videos can help build trust andmake your services more
relatable, so TikTok is a reallygood platform for that.
Valerie, would you take aTikTok video and put it on your
website, or are they too casual?

Speaker 1 (35:57):
Well, I wouldn't do a casual TikTok video, but yes,
it depends on what it's about.
If it's funny and you know what, I know that home care is not a
sexy topic and it's not reallya funny topic either.
But there are some seniorliving and home care agencies

(36:17):
that have done an amazing job ofinvolving their clients, with
permission of course, and theyare hysterical and they're just
great.
I mean it got the senior up anddoing something fun.
It wasn't making fun of anybody.
I mean I can hear my husbandlistening to the music that goes
along with these.

(36:37):
I can hear him laugh and I meanthese seniors know what's going
on.
It's hysterical anyway.
And also Teepa Snow.
If you are a TikTok person, goon and look up tipa snow and
look at all the skits that shedoes.
She's got like three millionfollowers and her topic is not
sexy or funny either.
But there are ways to maketiktok work for you.

(36:58):
Would I post those kind on mywebsite?
Maybe not, but if it's just ahow-to or a, you know,
frequently asked question kindof a video, yeah, absolutely.
Then on the website that's whatI was thinking too.
Scott mendel says go look.
But if it's just a how-to, or afrequently asked question.

Speaker 4 (37:07):
Kind of a video?
Yeah, absolutely.
Then on the website that's whatI was thinking too.
Scott Mendel says go look atChris Chana's work.
Yes, chris Chana owns an adultdaycare center Super fun.
He has a ball with his seniors.
They play volleyball, they justhave a ball.
He has made adult daycare so sofun.
So I agree, I agree with that.
He has made adult daycare so sofun, so I agree, I agree with
that.
And a senior living home aswell.

(37:28):
Scott says so go check him out,it'll give you some inspiration
.
He does a really great job andwhat he's doing is really
phenomenal too.
And his website's just fun too.
It looks like it's a day camp,like.
It just looks like so much fun.
Like kids.
It attracts the senior the waywe attract kids to Disneyland.

(37:50):
It's got that same kind of vibe, same kind of feel.
So, yep, that was a goodsuggestion, scott, I agree with
you.
All right, follow upconsistently every eight to 10
days, one face-to-face a month.
So you're going to see yourreferral sources at least once a
month face to face.
And then outside of that,you're using leave behinds,
which Lisa is going to get intothat here in a minute.

(38:11):
If you don't get that face toface.
Leave a leave behind.
Always call text or email whenyou've left something behind for
them.
Give them a one-liner.
I left this behind.
This is why it's important.
This is why I left it behind.
I also left this.
Whatever you want to say aboutit, they need to understand why
it's there After you get areferral, when a referral.
So send your referral follow upas soon as possible to thank

(38:33):
them.
Even if it didn't turn intoanything.
They want to know.
It didn't turn into anythingbecause you know what their
adult daughter said they needcare.
They absolutely have to havecare and that is it.
And then if you don't tell them, hey, she didn't sign, that's
going to make the soul, put thesocial worker in a really bad
position because she thinks thatgot signed.
And then adult daughter isgoing to call one day and go

(38:53):
what happened to the home carecompany.
My mom doesn't have anything.
So you have to follow up andgive them the what happened.
She signed.
It's 12 hours a week.
This is what or it's 24starting, we'll taper as she
gets better, we, or it's 24starting, we'll taper as she
gets better, we'll taper down.
You've got to give them thatfeedback.
The communication is reallyimportant and it's really
lacking.
I don't think any of you arelacking, but I was shocked to
see how much it's lacking.

(39:14):
Every social worker we talkedto that was their frustration
with home care agencies.
So thank them, keep themupdated on the outcome of the
referral, ensures they knowtheir referral is being taken
care of.
And continued collaboration.
When they know oh, I giveannette a referral, annette's
going to tell me she, when she'smeeting with them that they
sign how many hours and she'sgoing to tell me maybe about the

(39:37):
first day and how it went.
You don't want to be overkill,but when I know that I can,
annette's going to get here fastand it's all going to be
handled.
I'm going to use Annette a lotbecause I know that this adult
child wants this handled too andAnnette makes me look good.
So that's how it goes Check-insat least twice a year, schedule
a lunch and learn or anin-service at least twice a year

(39:58):
.
And you got to come up with thewhy.
Like they're not going to justlet you come in just to shoot
the breeze, right, there's gottabe some kind of learning or
something going on.
Maybe you've got a newAlzheimer's program.
Maybe you're gonna educate themabout something new going on in
home care, but either way youshould be getting in front of
people like a lunch and learn orsomething.
At least twice a year, trackand measure.

(40:20):
So you've done all the thingsand how is it going so weekly?
These are weekly trackings.
To be, you know, to be amarketer and be successful in
this industry, you need to do 40to 50 stops.
That's eight to 10 a day.
15 to 20 of those should beface to face.
Out of that, you're going toget five to seven referrals.
Your booking ratio when you'retaking service inquiries should

(40:41):
be at 70%, signing ratio at 90%.
If you're doing all of thesethings right, you'll have about
three to four signed jobs a weekfrom your referral sources and
you should expect one to twosigned jobs a week from your
website or other.
You know, maybe you're doingpaid ads, maybe you're buying
leads.
There should be some signedjobs coming from that step too.
Any questions?

(41:01):
I think that yep, that's mylast slide, any questions?
We've got Valerie's going totalk about our home care
marketing store and then Lisawill do lead behinds.

Speaker 2 (41:12):
Let's make sure everybody because we had some
people sign in late.
Yes, tell them so in the chatif you want to.
We are going to be giving awayone lucky member that's here
today, january Fun Leave Behind.
So put your name in the chat ifyou want to be included.

(41:33):
If you are a winner, we wantyou to post and send us pictures
of everything you do.
So just put your name in thechat if you're interested and we
will include you Name, or youcan just type yes too, I think
the name will show up Either way.

Speaker 4 (41:46):
All right, valerie.

Speaker 1 (41:46):
Valerie, you're up sorry, can you go to that link
right there,homecaremarketingnewscom for
some score and just look at thedrop down?
Let's look at that drop downright there where it says home
care marketing store no, all theway to the right.
Go there where it says homecare marketing store.

(42:06):
No, all the way to the right.
Go to the right.
It says home care marketingstore.
There you go.
Ok, do you see that If you goto home care marketing news dot
com, we have a store.
So everything that these ladiesare showing you as far as leave
behinds for the next threemonths, we have it all here on
the store.
Now it looks like it's not inany particular order, but what I

(42:28):
did was I put evergreen stuffat the top.
I'll probably put that at thebottom, and then we're still in
December.
So there's some December stuffthere, and then January and then
February.
So everything that theyrecommend and everything that's
in the and if you get the PDF ofthese slides, then the link
will take you right here to thestore.
So can you click on January forme so you can buy your stuff

(42:55):
anywhere you want?
But if you scroll down a littlebit, anything that Lisa is
recommending is here and all youhave to do is click on the
pictures and it'll take youstraight to Amazon and you can
buy your stuff.
So if you're or Dollar Tree inthis case so if you're wondering
you know where am I going toget all this stuff or where does

(43:15):
this happen, just go straightto the market, the store.
We really don't care where youbuy your stuff.
Honestly, we're just trying tomake it easy for you.
So if you click on any one ofthe weather outside is frightful
things it should take you.
Yeah, so it takes you to Amazonif you want to get pens that she
recommended for that handout.

(43:36):
So all of them are in here.
Through February I'll rearrangethe website a little bit so it
makes a little more sense, buttry to leave it.
Um, you know, december, january, february will be the top ones
coming up and you can go hereand buy stuff, or you can go
anywhere, you can use orientaltrading.
You can do whatever you want.

(43:56):
Yeah, I love this.

Speaker 3 (43:59):
I need some of those hand warmers.
Right now I'm freezing overhere.
I just saw those.

Speaker 1 (44:04):
I'm like, oh man, I need to buy some of those all
these are pretty, you know, on a, an item by item basis.
These are very inexpensive, sowe don't have anything on here
that's gonna break your bank.
It's, it's just little stuff.
So if you're buying it in bulk,it might be, you know, fifty
dollars, but or twenty dollarsor something like that, but it's

(44:25):
, you know, 500 pens, sonothing's gonna.
Or $20 or something like that,but it's, you know, 500 pens.

Speaker 3 (44:33):
So nothing's going to be too expensive.
Anyway, I try to find, like, Itry to find like something
that's like a you know a dollaror under per stop right, per
referral source that you'regoing out to, or something like
that.
So try to keep it well within agood, you know average,
marketing budget, I guess foryou guys.
If not, I'd be going andgetting a whole bunch of crazy
stuff.
I have to have parameters or Iwill go crazy.

(44:58):
Okay, december fun.
Okay, so you still have time togo out and coordinate with a
few communities here, or youcould do this as, like an open
house at your location, but, um,you know, just inviting people
somewhere to get to know them,right, but this really will
bring a social worker out totalk to you because you have to
coordinate this right.
So, you know, cookies, cocoayou're going to have to bring

(45:20):
everything there is to do this.
But just have a little party,have some holiday music going,
you know, go out and mingle withthe crowd.
You have to bring everythingneeded, you know so, from trash
bags to any of the cleanup stuff.
But you know, cookies, anythingto decorate the cookies, hot
cocoa, maybe even sugar-free hotcocoa, things like that.

(45:41):
I kind of showed a little setupon the flyer there.
Look something like that.
You might even have to evenbring your own tables and you
know everything that goes withit, but have a little crafting
cookies open house or, with thecommunity, do something together
, Um, yeah, and I think thatwould be a lot of fun.
This one I put December 15th,but uh, which is almost, almost

(46:03):
approaching, that's like nextweek, right.
Um, if you, which is almostapproaching, that's like next
week, right.
If you can get something in, doit for sure.
Take that flyer out and talk toa couple of social workers or
directors or something Helpful.
Tip you can go to your localbakery and sometimes, if you let
them know what's going on, thatyou want to use these cookies

(46:24):
to go to do an intergenerationalwith grandkids and their
grandparents or seniors orsomething like that, they may
even donate that and everythingthat goes with the decorating.
So double check with them.
You can also ask them how muchleeway time they need to make
sure you have enough cookies toorder.
But talk with your local bakeryto see what they can do and if
not, it's okay, budget to buysome cookies, but can do

(46:46):
something like that.
And then it leads us to thisone.
You are one smart cookie.
Thank you for choosing us toget patients safely home for the
holidays.
You know, take this out withwhat's what was next again, I
don't remember.
Okay, so these are a littlemore, a little more on the
expensive side, but not too bad.
You know these little Masonjars.
You can actually take these out, decorate them so pretty.

(47:06):
You can print out the leavebehind on sticky paper and which
can cover the front of thatmason jar there.
But you're filling this up with, you know, a packet of cookies
or cookie mix, and what you cando is even add like sprinkles to
the top.
You can tie a little old schoollooking holiday light.

(47:26):
I've seen these.
They're empty and they're justfor, I think, sprinkles, I want
to say, and you can putsprinkles in that too.
Or you can put it on the top ofthe, you know, top of the mason
jar there.
But take this out to yourreferral sources.
You could even give this toyour caregivers.
I mean, this is a really cuteappreciation.
Dawn Fiala said she had one inher cabinets for a little while
and came in real handy when shehad guests.
I did.

Speaker 4 (47:48):
There was like two or three left over.
I'm like I'll take them homeand kept them.
And I had little kids over hereI don't even neighbor kids or
something and we baked cookies.
It was wonderful.
Yeah, that's so cool.

Speaker 3 (48:11):
Most of the social workers did when they, when they
were home with their kids, theydid end up baking with their
kids for the holidays.
That's what most of them did.
Yeah, it's super, super fun forthe holidays.
Scott says he needs anotheroffice just for all this stuff
to store all the leave-behindsand the tchotchkes, right.
But here's another idea hereyou could uh, wrap a cookie
cutter around the mason jar.
I like to have all of thesetype of things kind of on deck
anywhere I was going.
I had like especially candycanes, right, because if you add

(48:33):
a candy cane to any leavebehind, it just holidays it up
for you and so or?

Speaker 2 (48:38):
also the ribbon always.

Speaker 4 (48:39):
Yeah, and they're super cheap and expensive and
they really dress up anything,it's true.

Speaker 3 (48:44):
Yeah, it just looks good.
So have those on deck.
The cookie cutters, too, arereally cute.
You can just wrap that, even ona leave behind, with a candy
cane and some ribbon and it justit just looks really cool and
it shows that you're thinkingabout about them.
I really love those.
Just have them on deck.
Okay, taking time bomb dischargeno, it's a care discharge, let

(49:06):
us assist you with patientdischarges.
And so we wanted to tie, youknow, cocoa bombs into into
something, and just hot cocoasounds so good.
And so, you know, here you go,here's some leave behinds.
You can just kind of box theseup or you can add these to other
things.
Add a again some ribbon, maybea candy cane.
They can throw the candy caneinto their hot cocoa.

(49:26):
But this is just another way toyou know why you're coming out.
It's not really for hot cocoa,but hey, I just want to talk to
you and I want to be in yourface, right?
So here's just another greatidea to get in front of all of
your referral sources.
Okay, this one is huge and thisone.
We do this every single yearand I've heard a lot of people
doing this.
I do want to hear I know Kimwent out and did a whole bunch

(49:50):
and I don't know if she'scollected them yet, but so what
you do is you print these outand you can take them to your
you know Sunday school or youknow regular school.
Take these out and give them.
Talk to the admin at the frontdesk and let them know what
you're doing, that you want touse these for, you know, to take
to seniors in differentcommunities.
A lot of these communities willuse these as like placemats for

(50:11):
the seniors during the holidaydinners or just giving them
something.
You know you're just givingthem a message for the holidays,
right?
This one's cute from Luke.
My snowman is happy.
My snowman can throw snowballs.

Speaker 4 (50:24):
I mean, yeah, kim is here.
Kim are you?
I think I saw her.
I didn't know if I wanted tocall her out, but oh, if she
wants to tell us how it's going.

Speaker 3 (50:35):
Oh yeah, she said she's collected about a hundred
of them.
She's waiting on the other 1400.

Speaker 4 (50:43):
Well, one assisted living will take 300.
I mean, it's crazy how excitedthis when you bring them to them
, so that's awesome.

Speaker 3 (50:52):
She says she's planning to pick them up early
next week.
So that's the one thing you dowant to do is give a deadline
right, because you need tocollect all of them, so you're
going to have to run around toeach of the locations that you
left them at, collect and thendivvy up, basically.
So make sure you have enoughtime to do that, which you still
do.
You still have time, so get itin if you can.
This is so fun and it justbrings everyone together, very

(51:13):
like intergenerational bringingthe kids and the and our elderly
clients together.

Speaker 4 (51:19):
I you know the school's closed for a couple of
weeks, right, and I had twoplaces that were like, can you
bring me more?
And I thought, hell in theworld, am I going to do this?
I ended up going to like apreschool.
They had, the kid they had olderkids, not like tiny, tiny, but
they had old, where the kids gowhen school closes and their
parents.
Yeah, I went there, yeah, andthey were kind enough to get

(51:41):
them colored for me.
So just an idea or, mca, if youget stuck, they've got camps
for for winter time, whenschool's closed if you get stuck
, all right, right, right, yeah,go ahead.

Speaker 3 (51:54):
I think school, I think school's in session
another what week or two,depending on what part of the
world you're in.
Yeah, still a little bit of timethere, but these, these are,
these are really cute.
All you know holiday themedjust to you know respect
everyone's you know beliefs andand holiday celebrations there,
but all really really cute.
Yeah, okay, we're out ofDecember, january.

(52:17):
Okay, let's help us bring inthe new year with less
readmissions, have a sparkling2025.
And then there's a study therethat shows about, you know,
readmissions being reduced by acertain amount and how home care
is a big part of that, and sowe really want to spread that
message that we do understandwhat readmissions are.
We speak your language and wecan help you.

(52:38):
Our staff can help you stay athome safe with our home care
discharge package or anythingelse that you want to bring up.
But, yeah, I think this isreally good for the, for the new
year, because they're startingto pay attention to those
readmissions again.
And then we found these little,these little baby Martinelli's
sparkling ciders.
I actually bought these forThanksgiving and the kids loved

(52:58):
them.
But take these out, dress themup really cute like this.
Not too bad, not too expensive,pretty pretty good pricing
there, and I just think it'sreally a cute idea to take this
out.
Kind of like champagne, butit's not.
And then let's make this thebest year yet.
Use this card to get your 2025goals set.

(53:21):
So this is just another.
You know, pair this with.
I think we forgot what's next,but our goal is to reduce
readmissions and ensure smootherdischarges.
So we want to always be talkingabout what we do right.
So we're always going to ourcaregivers, are going to help
people come home safely, getthem discharged quickly and set,
you know, set up the home sothat it makes sense and all of

(53:43):
that.
So we want to make sure that weare always, always, always
reinforcing that message andother messages too.
Here's some New Year'sresolution goal setting cards,
and I just thought they werereally cute.
Actually, I think, dawn, wefound those together, right, we
just thought they were a cuteidea.
You just give these outeverywhere you go and I think
they'll appreciate that.

(54:03):
Scott mentioned this oneearlier.
The weather outside isfrightful and partnering with us
for care is so delightful.
Call or text, valerie.
There's lots to snow about ourdelightful patient care team.
So just thought this was reallycute, for because it's freezing
everywhere, oh my gosh.
But also we still got to getout there and hustle and let
them know that we're here fortheir patients and for their

(54:25):
clients.
And so here's some wintervariety pens and sticky notes
and those hand warmers I wastalking about earlier, and
they're all in the store.
Eat well, feel well.
So our caregivers are trainedin all types of dietary needs,
understanding the importance ofcreating nutritious, healthy
meals.
So many times would familiesask me well, can you do meal

(54:47):
prep?
Can you?
Can your caregivers cook?
Can you, you know, come up witha meal plan?
Yes, yes, yes, we can, basedoff of your needs.
And so I like to spread thatmessage again here and just kind
of throw it out there everyonce in a while, because people,
a lot of people, would askabout this my mom's not eating.
She, you know, she's eatingthis junk.

(55:09):
You know, she's just popping itin the microwave and nothing
fresh, nothing, you know,nothing good for her.
So that's a good message to tolet people know that, yes, we,
we can cook.
We're going to pay attention tothose things we can meal plan.
We had some people that wouldjust want us for, you know, a
couple of days a week and wantedus to meal plan and prep for
the days that we wouldn't beable to be there.

(55:30):
Something easy that was easy tojust pop it and warm up, but so
it's a good message to toanyone to let them know that,
yes, we, we pay attention tothat.
Here's some cuties and somehoney sticks because they're
healthy.
All right, this is not a leavebehind, but mark your calendars

(55:51):
because it's national Think acaregiver day on Friday,
february 21st.
Just wanted to remind everyone.
You can put it in your calendarnow or in a few minutes.
But you know, we did kind oflike a.
I remember we did like a day ofthis that had the office open
all day and we gave little carepackages out that day if they
could come by.
And if they couldn't come by,of course we would have some
runners go out and you know, ifthey were on like 12 hour shifts

(56:13):
or just you know they needed tosleep for the day or whatever,
we would take things out to themtoo.
So we added more than just thisstuff here.
You know maybe some chapsticksand you know some candies, some
maybe a water bottle.
You know, here's just a coupleideas to get you started a
little key chain and justappreciating them.

Speaker 4 (56:33):
I love this they it's .
It's hard to remember to dothat part because you're so busy
wrapped up in the clients, youknow, but without your
caregivers you don't really havea business.
So it's important to take thattime and show them appreciation
and keep an office open.
You know 10, 11 hours that dayif you have them coming in.
And and, like Lisa said, don'tforget those that are out there

(56:55):
working or sleeping because theywere on an overnight or
whatever.
Yeah, it's a great idea.

Speaker 3 (56:59):
I love this.

Speaker 2 (57:00):
Yeah.

Speaker 3 (57:01):
I think we even had a taco truck one year during like
a certain amount of time.
So yeah it was.
It was really just a nice, niceevent and people really felt
appreciated and you know we, wehad caregivers that were there
forever.

Speaker 4 (57:15):
Yeah, also when, as far as with the company, I mean
forever.

Speaker 2 (57:18):
When you have these kinds of events.
Just a side note it's alwayshard to get your caregivers
together to get videos pictures.
So that was our opportunity totake some, you know, little
videos, short videos pictures soyou can paste them on all your
socials.
So that's just a little sidenote.

Speaker 3 (57:34):
Yeah, that's that's a great idea.
That's a great reminder.
Take as many pictures as youcan too yeah, some of them will
bring their clients with themtoo and that's a photo
opportunity.

Speaker 4 (57:44):
Of course we always had, really when they, when they
became a caregiver, we had themsign a release form because we
just figured there will be a day, one day soon we're gonna need
photos we're gonna need, and soeveryone signed a photo release
for that, just because at aparty or something we're going
to be able to post everything.

Speaker 3 (58:00):
So make sure you do photo release the senior too yes
, and if you do something,please, please, send it to us
and we especially if you're inour programs we can, we will,
you know put it across the board.
It's going to go on your, yourwebsite.
It's going to go on your socialchannels, your google business,
your newsletter.
So make sure that you send thatto us as well.
All right, we have just acouple minutes left.

(58:20):
Don't let last minutedischarges cast a shadow on your
day.
Our caregivers are prepared toget your patients home safe and
grounded within just a few hours.
Happy Groundhog Day.
I just wanted to tie insomething a little different
that we haven't done and Ithought he was really cute.
So, but I also wanted to pointout that, you know, last minute
discharges are your jam and youare available.

(58:41):
You have caregivers availableall the time.
I also did another version.
Just don't let a fall cast ashadow on your day.
So you know, on the right handside there, and there's two
different documents for you Um,just so that you know, you're
not only going to talk with thesocial workers, but other folks
too.

Speaker 4 (58:56):
Yeah, I love this that you have.
It works for both.
Anybody, you could do eitherone.
This is really cute, reallyreally cute.

Speaker 3 (59:09):
He's a cutie, but I don't like rodents.
That's weird, but he's cute.
Here's another one Healthyheart tips.
February is American HeartMonth.
So you know our caregivers canhelp seniors stay heart healthy
at home by helping too.
There's so many different wayswe can help right, but we
relieve stress by helping prephealthy meals, which we talked
about earlier.
Regular, regular physicalactivity, even if it's just, you
know, getting up and taking ashort, you know brisk walk

(59:31):
outside, or you know what haveyou maintaining a healthy weight
, quality sleep time, gethelping maybe taking you know,
that client to get regular BPAand cholesterol checks, taking
them to their doctor'sappointments, things like that.
And so just wanted to tie thisin with the month and let people
let you know whoever you'respeaking to, whoever your
referral source is that we canhelp with all these little

(59:51):
different things.
And okay, feeling like lifejust turned up the heat, don't
sweat it.
We've got trained caregiversstanding by to take the heat off
, family and provide excellentcare at home for all situations.
So it's actually national saunaweek.
So you know, there it is, heatwater, steam, love it, love it,

(01:00:14):
love it.
And then so to tie those thingsin.
You can tie anything in here.
But you know, this first thingis like, there's like actually a
little chapstick holder, whichI have not seen before and I
think that is the coolest and,you know, a little wristband,
key chain, suit and a pom pom.
You can just attach it alltogether.
You know social workers lovethis type of stuff.

(01:00:35):
I love this type of stuff too.
So I thought this would be agood fit with, you know, any of
the leave behinds really.
And then we have the heartshaped foam stress balls which I
love.
Every year those are myfavorite.
And then these shower steamers,you know you can add one there.
They're wrapped individually.
You can throw it into a littleorganza bag and you know that
can go with your leave behind.

(01:01:00):
Another one Valentine's daygiveaway.
So this one is a great way toget the social worker to text
you.
We need, we need them to textyou.
We need to be on texting basis,because that means we are
friends, we know each other,right?
Uh?
So text me by february 10th andenter to win a valentine's day
self-care gift basket.
And then, you know, text val,here it is, she's your home care
go-to.
And then to make it kind ofinteractive here also, you know,

(01:01:26):
we want them to guess how muchcandy's in the jar.
So these are actually littleValentine's day cards and they
have.
They have little baggies in theback and they actually attach
and you can just take yourSkittles, put your gloves on,
take your Skittles, pour some inthere, seal it and they're
going to actually text you howmany candies they think are in
the jar.
Obviously they'll be able totell pretty easily, but they're

(01:01:47):
all entered a win if they dotext you.
So I just thought that wasthat's really cute.

Speaker 4 (01:01:50):
I love that.

Speaker 3 (01:01:53):
All right, you know it's coffee time, that's a,
that's what we're here for.
Another one to text us.
So we want to take this out toall of our social workers.
They don't have to come to us,we can come to them.
This is a great, I think, agreat lunch and learn even maybe
just a coffee and donut andlearn, but a great way to get

(01:02:14):
them to text you and start theconversation and keep in touch.

Speaker 2 (01:02:18):
So I just wanted to bring this one up again.
I want to add to this In one ofmy sales training classes this
week one of the class memberssent like about 50 of these to
her referral sources and duringour class she said guess what?
I just got a text from adirector of nursing that wants
to have coffee.

Speaker 4 (01:02:40):
Text from a director of nursing that wants to have
coffee, so they work.
That's crazy.
Yeah, that's what it's allabout.
Yeah, that's wonderful.
That's what it's all about.
So, so that's it, guys.
So December 20th, again, we'regoing to have one last chance to
type in the word yes.
If you would like to be enteredinto the drawing for a full
January all those Januaryleave-behinds that she just went

(01:03:02):
through here, maybe back here,we will customize them for you.
We're going to draw names andwe'll customize those for you
and send the customizedleave-behinds for you, but you
have to promise to take picturesand send them to us, yep, so
everyone get that in there.
Lisa's taking notes.
She'll have everybody set inhere.
Um, I don't think we have anyother questions.

(01:03:24):
Oh, scott said you can tellmost of our industry is women.
Yes, scott, that is true, thereare a lot of women in this.
You are not wrong.
You're not wrong about that.
All right, everyone.
Thank you so much.
Have a, have a great weekendand we'll see you on the 20th.
See you guys, soon.
Bye.