October 3, 2022 • 22 mins
Sarah is an expert in relationship building sales tactics in the home care space and today she will discuss with us why it makes sense to be that resource for your referral partners. Let's discuss how to improve your marketing outcomes by making their life easier.
Connect with Sarah
https://www.facebook.com/sarah.m.christ
https://www.linkedin.com/in/sarahchristbarker/
Learn more about the Senior Care Sales Solutions Academy
Application:
https://forms.gle/G6YNfx723KxH5v3Q6
Secure A Seat:
https://buy.stripe.com/dR65nqcyjgGQ7vO000
Sign up with EZactis (Background Checks)
https://clients.ezactis.com/register/bcg
Website:
https://www.thebrionesgroup.com
LinkedIn
https://www.linkedin.com/company/thebrionesgroup/
Join our Facebook Group
https://www.facebook.com/groups/homecareaccelerator
Rapid Pay USA
https://rapidpayusa.com/BCG
Connect with Sarah
https://www.facebook.com/sarah.m.christ
https://www.linkedin.com/in/sarahchristbarker/
Learn more about the Senior Care Sales Solutions Academy
Application:
https://forms.gle/G6YNfx723KxH5v3Q6
Secure A Seat:
https://buy.stripe.com/dR65nqcyjgGQ7vO000
Sign up with EZactis (Background Checks)
https://clients.ezactis.com/register/bcg
Website:
https://www.thebrionesgroup.com
https://www.linkedin.com/company/thebrionesgroup/
Join our Facebook Group
https://www.facebook.com/groups/homecareaccelerator
Rapid Pay USA
https://rapidpayusa.com/BCG
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Okay, all right, good morning, Good morning everybody. Welcome to
an impromptu session of the morning meeting. And you know,
those of you who've been following me and understand you
know a little bit about what we're passionate about, what
(00:21):
we do, what we work or if anyone's ever taken
any of our seminars or webinars, you know that we
are a big, big fan of making yourself valuable to
your referral partners. You know, it's one of the big
concepts that we go over all the time. Don't just
say I'll help you with anything, be specific. Actually come
(00:42):
in and offer them legitimate help, you know, and and
again tell them exactly how you're going to do it.
So today we have a subject matter expert on this
particular topic. We have Parker and she is with the
Senior Care Sales Solutions Academy. Right did I get that right, sir?
Speaker 2 (01:04):
You got it right?
Speaker 1 (01:06):
All right, awesome, And she's going to tell us all
about why it's so important to be you know, why
it's so valuable to be of value. Welcome, Sarah, tell
us the yeah, please introduce yourself. For those that don't
know you, absolutely well.
Speaker 2 (01:20):
First of all, Julio, thank you so much for having
me on today. I've been following you for years and
I have mad respect for the work that you do.
Thank you, and your clients and people in the industry
have raving reviews for you. So I feel honored to
be here today with you. So, as Julio said, my
name is Sarah Barker and my background is a military
(01:41):
background and then in the non medical home care space
since the end of twenty eleven beginning of twenty twelve,
I honestly can't remember, but specifically in private paid client acquisition,
and so my expertise is marketing, business development, and sales
specific to the senior care industry. And from the very beginning,
I find myself just operating from a place of being
(02:05):
an overall resource for referral partners and families alike, because
I noticed early on that it wasn't just caregiving many
times that they needed they needed other resources. And so
I am on a mission to redefine the way the
senior care industry serves referral partners and families. And the
(02:27):
way that we do that is to start with understanding
just how crucial your profession is. Your profession as a
senior care provider is no less important than the doctor's role,
the attorney's role, the financial planner's role, so on and
so forth. And so how can we get to the
point where you embody that mindset which allows you to
(02:51):
show up and be that holistic resource for your referral
partners and the families.
Speaker 1 (02:58):
I couldn't agree more. Well, it's one of those things
that they these people have very hard jobs, like you said,
the doctors, the you know, the the social workers, the nurses,
the hospice people. So yeah, being that glue that holds
people together makes perfect sense that if you can be
(03:18):
that resource, and if you can you know, work with
all of them to kind of kind of bring that
cohesion in, it'll lead you know, it's definitely a different
mindset that and it will definitely lead to something a
lot bigger than you. Yeah. So one of the things
that you know, at least in my career, that I
(03:39):
have found is that, you know, having a passion for
what you're doing, having that passion for helping people, it's
it's very important to be successful, especially if you're you know,
trying to do that marketing side of it, because it's
got to be bigger than you, all right, So you know,
what have you found to be true when it comes
(04:01):
to you know, new marketers or people that have been
here in the industry for a really long time, Like,
let's just go with that more because I found a
lot of owners and a lot of long term marketers
they get to that point where they get start getting
burnt out. Have you been able to find that, you know,
taking these approaches being valuable you know, or finding a
(04:23):
way to create that cohesion that you've developed over the years.
Does that help prevent the burnout? Does that help reignite
the passion?
Speaker 2 (04:32):
It does well? I mean a lot of it starts
with self care, right, and let's be honest. So first,
first of all, for you home carey agencies that are
considering hiring a marketer, right or an additional one, my
number one piece of advice there is be completely transparent
about the fact that it is going to be a grind.
So you don't want to hire that marketer that thinks
(04:54):
that it's just going to be about dropping off donuts
and coffee and going to happy hours and lunches, right.
You need to be extremely transparent upfront about the level
of activity and focus that it is going to take
to effectively serve. Right, So when I think about how
you can stay motivated and passionate in this industry, you
(05:16):
need to keep in mind that, yes, you have goals
to hit, and yes your job is to drive revenue,
which is very important because if you don't, there will
be no business and you will not be helping anyone.
But if you can keep yourself in that mindset of serving,
the money will come. And so you know, it's understanding
(05:37):
that how you do small things is how you will
do big things. How you treat those small opportunities right
with your level of graciousness and your level of empathy
and willingness to help, is the same energy that you're
going to show up with your big opportunities. Right. That
made me feel easier. But don't be afraid to take
those more difficult cases that maybe take a bit more creativity,
(06:02):
you know, because maybe they can only afford a certain
number of hours. But you're really going to have to
be educated in some community resources so you can create
what I call a mosaic of care. Because if you're
willing to do the work on those small opportunities, I
promise you that discharge planner or a legal financial referral source.
They're going to give you those big opportunities, but you
(06:24):
always need to be operating from the mindset of serving right.
Speaker 1 (06:29):
I can't agree with you more. I mean, that's one
of the big things that like when I do a
lot of the strategic stuff with the owners, I drill
it into their head. Nobody is getting younger or healthier
as time goes on, So that one or two hour
case that everyone else is ignoring and you're strategically bringing
(06:51):
it in. And like you said, I love that approach
of being that resource and being that all around three
sixty approach. It will help turn that one or two
hour week case into that one hundred and sixty eight
hour week case as time goes on. It'll create that
repeat customer. Hey, I used you for two months because
(07:11):
I had hip surgery. Now I don't need you. But
now down the road, Oh wow, all of a sudden,
you know, I'm you know, mom's got at Alzheimer's or something.
Now I need you twenty four to seven. And that
payoff is phenomenal. And again especially with being that resource
for the referral partners.
Speaker 2 (07:30):
Or maybe that case that doesn't have the financial picture
to turn in to that high our case. But maybe
it's that case where Okay, the discharge planners having difficulty
getting this person out. We've got to find the home
care company that's willing to put the focus on a
case that they know that may not ever grow. But
let's let's fix the situation today. And then you as
(07:53):
a home care person, just because that's you're laying doesn't
mean that you can't collaborate with maybe a placement agent
and in the meantime you start looking for placement options together. Right,
Because if you're willing to help that family who can't
afford you long term, that same referral source is going
to trust you with those bigger opportunities.
Speaker 1 (08:13):
For your right with the family that can afford you. Right.
You know that that's one thing I do again really
agree with. You know, a lot of a lot of
private pay agencies they shy away from partnering up with
other agencies. But you know, at the end of the day,
if you're a medicaid agency and I'm a private pay agency,
that might be the right solution for a family. And
(08:36):
that that's it. What's like you said, we gotta we
have to move away as an industry for being dollar
centric and move back into being client centric and that'll
bring the dollars, you know, and the overall strategy just
really comes in with that, and especially with especially when
it comes to the marketing aspect, you know, for for
(08:58):
those who don't know, like you know, Sarah said at
the beginning, We've known each other for a number of
years and she has a very unique approach to how
she teaches the marketing and brings success to a home
care agency. And it's it's part of kind of what
I think, you know, the universe brought it together, because
(09:19):
if you don't understand how to be that overall holistic resource,
it really becomes difficult to just for that long term
sustainable growth. Don't make the mistake that a lot of
homecare agency owners make of going after the quick client,
quick and easy. What you want is sustainable growth. You
want that twenty you know, fifteen twenty, twenty five percent
(09:40):
growth year over year. Even when you've reached that two
three four million dollar mark, it's still sustainable as long
as you've learned how to become that resource, how to
become that trusted partner in the community, get people used
to picking up that phone, and that's that's what this
is all about, am I right?
Speaker 2 (10:01):
So my goal, my number one goal with my students,
as I said, so when we look at the industry
as a whole, is to redefine the way the senior
care industry is serving referral partners and families. But my
students in particular, my goal for them is to elevate
them to advisory level status. And it starts with them
(10:22):
understanding how valuable their role is, right and understanding what
it is that they're actually selling. They're not just slinging
caregiver hours out there, right, Like what is it that
they're doing? And then once we can raise them to
the level of advisor, then the goal is to develop
(10:43):
the referral partner relationships in such a way that they're
actually bolting themselves on to the law firm, to the
financial advisory firm, to the CPA firm, as the eldercare
advisory division, to those legal financial firms. But then look
at the healthcare side of things, there's no reason why
a good solid marketer or home care owner couldn't actually
(11:05):
bolt themselves onto a skilled nursing facility. It's the same principles,
but they're building themselves on as I will. I will
help all your families, you know, discharge planner, I don't.
You don't need to spend your time figuring out if
they're financially qualified. Let me handle those. I know you
have a lot on your plate. Let me make your
job easier, right, And so you're building yourself on at
(11:28):
that level.
Speaker 1 (11:29):
Exactly, exactly. Know, it's something I say quite a bit,
and I know it aggravates some people that really follow
us just the uh. You know, people will build your relationships,
and it's those relationships that will build your business, you know,
And and that's what it is. You know, it's definitely
one of the poor principles. And not just from the
marketing aspect, but operationally and with your recruitment. You have
(11:53):
to be that resource, not just to your clients, not
just to your referral partners, be that resource to your caregiver.
Get people comfortable with talking to you, get people comfortable
with talking to your staff. You know, the more the
phone rings, the higher the likelihood of turning something over,
being able to convert. You know. So we are running
(12:16):
a little short on time this morning. That's my fault.
Technical issues. All right, So this is we're going to
definitely have have Sarah back on, you know. But for
those of you who are interested at this point in
that I picked the right screen.
Speaker 2 (12:36):
All right, Yes, I see.
Speaker 1 (12:38):
Here we are, all right. So those of you that
are interested in learning more about how it is that
you can make yourself of value by being valuable to
your referral partners, being that resource in your community, and
growing and growing your your business, just realistically, you know,
(13:02):
to your self a favor sign up, take a look.
Just apply for the connect Forward training. You will not
regret it. You know. She's got a bunch of sessions
coming up in multiple different states, So just go ahead.
The links are in just the comments, and if you're
watching the replay of this on YouTube, then it'll be
(13:22):
in the description below so that you can either just
apply to us sign up, or if you've already applied
and you're committed to go, there's even a way for
you to go ahead a register for it. Your next one.
At the time of this reporting, this is October third.
The next one is going to be where.
Speaker 2 (13:41):
October sixth and seventh in San Diego, and I just
scoped up the place, so it's being held at a
skilled nursing facility in San Diego, La Joya. To be specific,
I do. I can make room for a couple of
more seats and I'm happy to show the agenda. If
you guys would like to get a taste of what
we go over.
Speaker 1 (14:02):
Yeah, second, we go ahead and you go. You go
ahead and share your screen whenever you're ready.
Speaker 2 (14:10):
Okay, okay, can you see that?
Speaker 1 (14:16):
Yeah?
Speaker 2 (14:17):
Okay, So this is a taste of what we're going
to be doing so day one. Right, So we have
our icebreaker, and this is where I'm getting a feel
for people's whys. And I could give a whole lesson
on that right now, but I want to understand what
do you perceive as your biggest weakness and your biggest strength.
But mindset, you know, and I trust me on this,
You're not coming here and this is not a big
(14:38):
pep rally. We do get into tactics, you do get
working tools that you take back with you so that
way you can actually implement the lessons that we go
over here. But it does start with understanding why is
your profession so important and what is it that you
really sell? Right, everybody will say, okay, now, yep, we
sell caregiving, right, we sell our staff. No, what you're
(15:00):
selling is problem solving. What you're selling is a reduction
in overwhelm and stress and connection to resources, so on
and so forth. Right, But then we go through a
whole exercise of how do you create stories. Now, as
you can see here too, I bring in subject matter experts,
so it's not just me teaching in these academies. I'm
(15:20):
bringing in subject matter experts. So for example, here you'll
see that I'm having somebody come in and talk about
long term care insurance, and it's an opportunity for my
students to actually talk one to one with the type
of referral sources that you need to be developing relationships with.
And then we go into an exercise on how do
(15:41):
you actually do an appropriate pre call plan for that
type of professional And then we go into designing open
ended questions for each type of referral source. And then
as you can see, there's a lot. So when I
say that this is an academy level training, it is intent,
it is e immersive, and that's why there are four
(16:02):
follow on virtual sessions after. So that's just an overview
of the agenda for this upcoming one.
Speaker 1 (16:11):
That's excellent. I mean that's really a lot of information.
You know. Look, just the opportunity to be able to
sit there and talk with people who you will be
going after for referrals that that's worth every penny of
what they're paying that alone, just to be able to
pick the brain of the people that you will ultimately
(16:31):
be going after you. So, you know, don't miss out
on this opportunity. Get on down there, you know, click
the links. You know, you can always send uh Sensarro
a friend request on Facebook or on LinkedIn. All all
her links will be in the description box below. Reach out,
(16:51):
find out more, learn more, and take advantage of this.
You know, they said, I try to bring you guys
as much value as we can and bringing on experts
that can help you along your journey to get to
that multimillion dollar agency. I think that that million dollar
sales is way past. I think most businesses or most
(17:12):
serious agency owners can achieve a lot more than they believe.
All right, So before we go, Sara, what's one piece
of advice that you would say to any homecare agency owner.
If I'm I'm a million dollar agency, I'm stuck. I
can't get past that eighty thousand dollar mark. I just
(17:33):
need to be able to improve my influx of clients.
What's the one piece of advice besides taking your class?
You have to.
Speaker 2 (17:40):
Pause, so you know, I think that, Well, the number
one mistake usually when a homecare company is wanting to
grow is they think, well, I'm just going to hire
this marketer, and they don't do enough due diligence in
vetting to make sure that it's going to be the
right fit. And then they do hire them and they're
not providing training for them. They'll either hand them accoun
ountless or nothing at all and say, okay, go get clients.
Speaker 1 (18:03):
All right.
Speaker 2 (18:04):
And so even if you do have a marketer and
you want to and you're not scaling, you need to
quiet that anxiety that's telling you we'll just work harder,
just go out more, see more accounts. No, you have
to pause, and you need to analyze what the current
activity has been, where the current referrals are coming from.
(18:26):
And I'm not talking about just the volume of referrals.
You need to actually analyze the revenue associated with each
type of referral. Account. Pause, collect the data, but then
get organized and start operating from an actual frame work right,
that says, in order to be successful, my marketer has
(18:49):
to hit eight to ten accounts per day. When I
say accounts, that's not just eight to ten people, right, because.
Speaker 1 (18:55):
Oftentimes it's a building.
Speaker 2 (18:57):
Right. But then understanding when I say get work organized,
your marketer schedule should be built out at least two
weeks in advance. There should be the in services that
are scheduled on a cyclical status, right, And so you
have to get organized. You have to be consistent. But
from what I have realized, many home care companies don't
(19:19):
even know what an appropriate framework is, and if they
have an idea of one, there is a serious lack
of accountability, either for themselves or if they're marketers. So
you have a system.
Speaker 1 (19:32):
Oh, I agree, I agree, And this is something that
you know if you guys both through Sarah and I
will actually be teaching a seminar together in the Indianapolis
metropolitan area early December where she'll give you all these
amazing tactics and everything else, and I'll be going over
with you what is a marketer, how to hire one,
(19:55):
and how to maintain that high level of accountability because
that on that no, I'm going to piggyback on your
statement a little bit here. A lot of homecare agency owners.
The reason they do that, they just say here you
go and hope for the best, is because many of
them don't understand what the actual job of a marketer is.
(20:15):
And if you don't, you don't have to know all
the details, but you do have to know how to
manage your marketing systems. Okay, that's that's a big, big
difference into two. Going out there in marketing is a
phenomenal skill set that you need, and I do. I'm
a big believer that every homecare owner should know how
to do that. But if marketing is not your thing,
(20:38):
then you need to you need to know how to
manage the process. And you know, we all there's details
in those links in the description on how to sign
up for all of these upcoming classes. Okay, So all right,
so that was great stuff, Sarah. We definitely have to
have you back on. Hopefully next time we won't run
(20:59):
into the same tech de issues as this time and
we'll be able to get started on time and give
give you guys more information. Just you know, if you're
watching the replay on YouTube, please give us a thumbs up,
subscribe to the channel. Hit that notification bell because it
really one, it helps out the channel, and number two,
it allows us to provide for you a lot of value,
(21:21):
you know, because the more people are interested in the
content that we're putting out, the better the feedback we
have and will know. Also, we want to just as
a final note here, we are all right, we want
to share that pretty soon you know, Sara will be
a part of this vacation. We're going to be starting
(21:44):
up the Owner's Corner that is going to be a
senior care Masterlind for owners only, owners in high level managers.
This is not for the people the faint of heart.
This is not for people that are just dabbling around.
This is to help you drive your business to that
next level and really help you break those plateaus. Each
(22:05):
Mastermind session will involve training, and it will involve a
hot seat session and we will actively work to help
you work through your problems as a group. Stay tuned
for details on that they'll be coming soon. And again
I cannot stress enough that if you are not signing
up for Sarah's upcoming classes, you're really doing your agency
(22:28):
at Disservice. So thank you Sarah once again for coming
on and we will love to have you back soon.
Speaker 2 (22:36):
Thank you so much, Julie, I really appreciate the opportunity.
Speaker 1 (22:41):
All right, so let's
Okay, all right, good morning, Good morning everybody. Welcome to
an impromptu session of the morning meeting. And you know,
those of you who've been following me and understand you
know a little bit about what we're passionate about, what
(00:21):
we do, what we work or if anyone's ever taken
any of our seminars or webinars, you know that we
are a big, big fan of making yourself valuable to
your referral partners. You know, it's one of the big
concepts that we go over all the time. Don't just
say I'll help you with anything, be specific. Actually come
(00:42):
in and offer them legitimate help, you know, and and
again tell them exactly how you're going to do it.
So today we have a subject matter expert on this
particular topic. We have Parker and she is with the
Senior Care Sales Solutions Academy. Right did I get that right, sir?
Speaker 2 (01:04):
You got it right?
Speaker 1 (01:06):
All right, awesome, And she's going to tell us all
about why it's so important to be you know, why
it's so valuable to be of value. Welcome, Sarah, tell
us the yeah, please introduce yourself. For those that don't
know you, absolutely well.
Speaker 2 (01:20):
First of all, Julio, thank you so much for having
me on today. I've been following you for years and
I have mad respect for the work that you do.
Thank you, and your clients and people in the industry
have raving reviews for you. So I feel honored to
be here today with you. So, as Julio said, my
name is Sarah Barker and my background is a military
(01:41):
background and then in the non medical home care space
since the end of twenty eleven beginning of twenty twelve,
I honestly can't remember, but specifically in private paid client acquisition,
and so my expertise is marketing, business development, and sales
specific to the senior care industry. And from the very beginning,
I find myself just operating from a place of being
(02:05):
an overall resource for referral partners and families alike, because
I noticed early on that it wasn't just caregiving many
times that they needed they needed other resources. And so
I am on a mission to redefine the way the
senior care industry serves referral partners and families. And the
(02:27):
way that we do that is to start with understanding
just how crucial your profession is. Your profession as a
senior care provider is no less important than the doctor's role,
the attorney's role, the financial planner's role, so on and
so forth. And so how can we get to the
point where you embody that mindset which allows you to
(02:51):
show up and be that holistic resource for your referral
partners and the families.
Speaker 1 (02:58):
I couldn't agree more. Well, it's one of those things
that they these people have very hard jobs, like you said,
the doctors, the you know, the the social workers, the nurses,
the hospice people. So yeah, being that glue that holds
people together makes perfect sense that if you can be
(03:18):
that resource, and if you can you know, work with
all of them to kind of kind of bring that
cohesion in, it'll lead you know, it's definitely a different
mindset that and it will definitely lead to something a
lot bigger than you. Yeah. So one of the things
that you know, at least in my career, that I
(03:39):
have found is that, you know, having a passion for
what you're doing, having that passion for helping people, it's
it's very important to be successful, especially if you're you know,
trying to do that marketing side of it, because it's
got to be bigger than you, all right, So you know,
what have you found to be true when it comes
(04:01):
to you know, new marketers or people that have been
here in the industry for a really long time, Like,
let's just go with that more because I found a
lot of owners and a lot of long term marketers
they get to that point where they get start getting
burnt out. Have you been able to find that, you know,
taking these approaches being valuable you know, or finding a
(04:23):
way to create that cohesion that you've developed over the years.
Does that help prevent the burnout? Does that help reignite
the passion?
Speaker 2 (04:32):
It does well? I mean a lot of it starts
with self care, right, and let's be honest. So first,
first of all, for you home carey agencies that are
considering hiring a marketer, right or an additional one, my
number one piece of advice there is be completely transparent
about the fact that it is going to be a grind.
So you don't want to hire that marketer that thinks
(04:54):
that it's just going to be about dropping off donuts
and coffee and going to happy hours and lunches, right.
You need to be extremely transparent upfront about the level
of activity and focus that it is going to take
to effectively serve. Right, So when I think about how
you can stay motivated and passionate in this industry, you
(05:16):
need to keep in mind that, yes, you have goals
to hit, and yes your job is to drive revenue,
which is very important because if you don't, there will
be no business and you will not be helping anyone.
But if you can keep yourself in that mindset of serving,
the money will come. And so you know, it's understanding
(05:37):
that how you do small things is how you will
do big things. How you treat those small opportunities right
with your level of graciousness and your level of empathy
and willingness to help, is the same energy that you're
going to show up with your big opportunities. Right. That
made me feel easier. But don't be afraid to take
those more difficult cases that maybe take a bit more creativity,
(06:02):
you know, because maybe they can only afford a certain
number of hours. But you're really going to have to
be educated in some community resources so you can create
what I call a mosaic of care. Because if you're
willing to do the work on those small opportunities, I
promise you that discharge planner or a legal financial referral source.
They're going to give you those big opportunities, but you
(06:24):
always need to be operating from the mindset of serving right.
Speaker 1 (06:29):
I can't agree with you more. I mean, that's one
of the big things that like when I do a
lot of the strategic stuff with the owners, I drill
it into their head. Nobody is getting younger or healthier
as time goes on, So that one or two hour
case that everyone else is ignoring and you're strategically bringing
(06:51):
it in. And like you said, I love that approach
of being that resource and being that all around three
sixty approach. It will help turn that one or two
hour week case into that one hundred and sixty eight
hour week case as time goes on. It'll create that
repeat customer. Hey, I used you for two months because
(07:11):
I had hip surgery. Now I don't need you. But
now down the road, Oh wow, all of a sudden,
you know, I'm you know, mom's got at Alzheimer's or something.
Now I need you twenty four to seven. And that
payoff is phenomenal. And again especially with being that resource
for the referral partners.
Speaker 2 (07:30):
Or maybe that case that doesn't have the financial picture
to turn in to that high our case. But maybe
it's that case where Okay, the discharge planners having difficulty
getting this person out. We've got to find the home
care company that's willing to put the focus on a
case that they know that may not ever grow. But
let's let's fix the situation today. And then you as
(07:53):
a home care person, just because that's you're laying doesn't
mean that you can't collaborate with maybe a placement agent
and in the meantime you start looking for placement options together. Right,
Because if you're willing to help that family who can't
afford you long term, that same referral source is going
to trust you with those bigger opportunities.
Speaker 1 (08:13):
For your right with the family that can afford you. Right.
You know that that's one thing I do again really
agree with. You know, a lot of a lot of
private pay agencies they shy away from partnering up with
other agencies. But you know, at the end of the day,
if you're a medicaid agency and I'm a private pay agency,
that might be the right solution for a family. And
(08:36):
that that's it. What's like you said, we gotta we
have to move away as an industry for being dollar
centric and move back into being client centric and that'll
bring the dollars, you know, and the overall strategy just
really comes in with that, and especially with especially when
it comes to the marketing aspect, you know, for for
(08:58):
those who don't know, like you know, Sarah said at
the beginning, We've known each other for a number of
years and she has a very unique approach to how
she teaches the marketing and brings success to a home
care agency. And it's it's part of kind of what
I think, you know, the universe brought it together, because
(09:19):
if you don't understand how to be that overall holistic resource,
it really becomes difficult to just for that long term
sustainable growth. Don't make the mistake that a lot of
homecare agency owners make of going after the quick client,
quick and easy. What you want is sustainable growth. You
want that twenty you know, fifteen twenty, twenty five percent
(09:40):
growth year over year. Even when you've reached that two
three four million dollar mark, it's still sustainable as long
as you've learned how to become that resource, how to
become that trusted partner in the community, get people used
to picking up that phone, and that's that's what this
is all about, am I right?
Speaker 2 (10:01):
So my goal, my number one goal with my students,
as I said, so when we look at the industry
as a whole, is to redefine the way the senior
care industry is serving referral partners and families. But my
students in particular, my goal for them is to elevate
them to advisory level status. And it starts with them
(10:22):
understanding how valuable their role is, right and understanding what
it is that they're actually selling. They're not just slinging
caregiver hours out there, right, Like what is it that
they're doing? And then once we can raise them to
the level of advisor, then the goal is to develop
(10:43):
the referral partner relationships in such a way that they're
actually bolting themselves on to the law firm, to the
financial advisory firm, to the CPA firm, as the eldercare
advisory division, to those legal financial firms. But then look
at the healthcare side of things, there's no reason why
a good solid marketer or home care owner couldn't actually
(11:05):
bolt themselves onto a skilled nursing facility. It's the same principles,
but they're building themselves on as I will. I will
help all your families, you know, discharge planner, I don't.
You don't need to spend your time figuring out if
they're financially qualified. Let me handle those. I know you
have a lot on your plate. Let me make your
job easier, right, And so you're building yourself on at
(11:28):
that level.
Speaker 1 (11:29):
Exactly, exactly. Know, it's something I say quite a bit,
and I know it aggravates some people that really follow
us just the uh. You know, people will build your relationships,
and it's those relationships that will build your business, you know,
And and that's what it is. You know, it's definitely
one of the poor principles. And not just from the
marketing aspect, but operationally and with your recruitment. You have
(11:53):
to be that resource, not just to your clients, not
just to your referral partners, be that resource to your caregiver.
Get people comfortable with talking to you, get people comfortable
with talking to your staff. You know, the more the
phone rings, the higher the likelihood of turning something over,
being able to convert. You know. So we are running
(12:16):
a little short on time this morning. That's my fault.
Technical issues. All right, So this is we're going to
definitely have have Sarah back on, you know. But for
those of you who are interested at this point in
that I picked the right screen.
Speaker 2 (12:36):
All right, Yes, I see.
Speaker 1 (12:38):
Here we are, all right. So those of you that
are interested in learning more about how it is that
you can make yourself of value by being valuable to
your referral partners, being that resource in your community, and
growing and growing your your business, just realistically, you know,
(13:02):
to your self a favor sign up, take a look.
Just apply for the connect Forward training. You will not
regret it. You know. She's got a bunch of sessions
coming up in multiple different states, So just go ahead.
The links are in just the comments, and if you're
watching the replay of this on YouTube, then it'll be
(13:22):
in the description below so that you can either just
apply to us sign up, or if you've already applied
and you're committed to go, there's even a way for
you to go ahead a register for it. Your next one.
At the time of this reporting, this is October third.
The next one is going to be where.
Speaker 2 (13:41):
October sixth and seventh in San Diego, and I just
scoped up the place, so it's being held at a
skilled nursing facility in San Diego, La Joya. To be specific,
I do. I can make room for a couple of
more seats and I'm happy to show the agenda. If
you guys would like to get a taste of what
we go over.
Speaker 1 (14:02):
Yeah, second, we go ahead and you go. You go
ahead and share your screen whenever you're ready.
Speaker 2 (14:10):
Okay, okay, can you see that?
Speaker 1 (14:16):
Yeah?
Speaker 2 (14:17):
Okay, So this is a taste of what we're going
to be doing so day one. Right, So we have
our icebreaker, and this is where I'm getting a feel
for people's whys. And I could give a whole lesson
on that right now, but I want to understand what
do you perceive as your biggest weakness and your biggest strength.
But mindset, you know, and I trust me on this,
You're not coming here and this is not a big
(14:38):
pep rally. We do get into tactics, you do get
working tools that you take back with you so that
way you can actually implement the lessons that we go
over here. But it does start with understanding why is
your profession so important and what is it that you
really sell? Right, everybody will say, okay, now, yep, we
sell caregiving, right, we sell our staff. No, what you're
(15:00):
selling is problem solving. What you're selling is a reduction
in overwhelm and stress and connection to resources, so on
and so forth. Right, But then we go through a
whole exercise of how do you create stories. Now, as
you can see here too, I bring in subject matter experts,
so it's not just me teaching in these academies. I'm
(15:20):
bringing in subject matter experts. So for example, here you'll
see that I'm having somebody come in and talk about
long term care insurance, and it's an opportunity for my
students to actually talk one to one with the type
of referral sources that you need to be developing relationships with.
And then we go into an exercise on how do
(15:41):
you actually do an appropriate pre call plan for that
type of professional And then we go into designing open
ended questions for each type of referral source. And then
as you can see, there's a lot. So when I
say that this is an academy level training, it is intent,
it is e immersive, and that's why there are four
(16:02):
follow on virtual sessions after. So that's just an overview
of the agenda for this upcoming one.
Speaker 1 (16:11):
That's excellent. I mean that's really a lot of information.
You know. Look, just the opportunity to be able to
sit there and talk with people who you will be
going after for referrals that that's worth every penny of
what they're paying that alone, just to be able to
pick the brain of the people that you will ultimately
(16:31):
be going after you. So, you know, don't miss out
on this opportunity. Get on down there, you know, click
the links. You know, you can always send uh Sensarro
a friend request on Facebook or on LinkedIn. All all
her links will be in the description box below. Reach out,
(16:51):
find out more, learn more, and take advantage of this.
You know, they said, I try to bring you guys
as much value as we can and bringing on experts
that can help you along your journey to get to
that multimillion dollar agency. I think that that million dollar
sales is way past. I think most businesses or most
(17:12):
serious agency owners can achieve a lot more than they believe.
All right, So before we go, Sara, what's one piece
of advice that you would say to any homecare agency owner.
If I'm I'm a million dollar agency, I'm stuck. I
can't get past that eighty thousand dollar mark. I just
(17:33):
need to be able to improve my influx of clients.
What's the one piece of advice besides taking your class?
You have to.
Speaker 2 (17:40):
Pause, so you know, I think that, Well, the number
one mistake usually when a homecare company is wanting to
grow is they think, well, I'm just going to hire
this marketer, and they don't do enough due diligence in
vetting to make sure that it's going to be the
right fit. And then they do hire them and they're
not providing training for them. They'll either hand them accoun
ountless or nothing at all and say, okay, go get clients.
Speaker 1 (18:03):
All right.
Speaker 2 (18:04):
And so even if you do have a marketer and
you want to and you're not scaling, you need to
quiet that anxiety that's telling you we'll just work harder,
just go out more, see more accounts. No, you have
to pause, and you need to analyze what the current
activity has been, where the current referrals are coming from.
(18:26):
And I'm not talking about just the volume of referrals.
You need to actually analyze the revenue associated with each
type of referral. Account. Pause, collect the data, but then
get organized and start operating from an actual frame work right,
that says, in order to be successful, my marketer has
(18:49):
to hit eight to ten accounts per day. When I
say accounts, that's not just eight to ten people, right, because.
Speaker 1 (18:55):
Oftentimes it's a building.
Speaker 2 (18:57):
Right. But then understanding when I say get work organized,
your marketer schedule should be built out at least two
weeks in advance. There should be the in services that
are scheduled on a cyclical status, right, And so you
have to get organized. You have to be consistent. But
from what I have realized, many home care companies don't
(19:19):
even know what an appropriate framework is, and if they
have an idea of one, there is a serious lack
of accountability, either for themselves or if they're marketers. So
you have a system.
Speaker 1 (19:32):
Oh, I agree, I agree, And this is something that
you know if you guys both through Sarah and I
will actually be teaching a seminar together in the Indianapolis
metropolitan area early December where she'll give you all these
amazing tactics and everything else, and I'll be going over
with you what is a marketer, how to hire one,
(19:55):
and how to maintain that high level of accountability because
that on that no, I'm going to piggyback on your
statement a little bit here. A lot of homecare agency owners.
The reason they do that, they just say here you
go and hope for the best, is because many of
them don't understand what the actual job of a marketer is.
(20:15):
And if you don't, you don't have to know all
the details, but you do have to know how to
manage your marketing systems. Okay, that's that's a big, big
difference into two. Going out there in marketing is a
phenomenal skill set that you need, and I do. I'm
a big believer that every homecare owner should know how
to do that. But if marketing is not your thing,
(20:38):
then you need to you need to know how to
manage the process. And you know, we all there's details
in those links in the description on how to sign
up for all of these upcoming classes. Okay, So all right,
so that was great stuff, Sarah. We definitely have to
have you back on. Hopefully next time we won't run
(20:59):
into the same tech de issues as this time and
we'll be able to get started on time and give
give you guys more information. Just you know, if you're
watching the replay on YouTube, please give us a thumbs up,
subscribe to the channel. Hit that notification bell because it
really one, it helps out the channel, and number two,
it allows us to provide for you a lot of value,
(21:21):
you know, because the more people are interested in the
content that we're putting out, the better the feedback we
have and will know. Also, we want to just as
a final note here, we are all right, we want
to share that pretty soon you know, Sara will be
a part of this vacation. We're going to be starting
(21:44):
up the Owner's Corner that is going to be a
senior care Masterlind for owners only, owners in high level managers.
This is not for the people the faint of heart.
This is not for people that are just dabbling around.
This is to help you drive your business to that
next level and really help you break those plateaus. Each
(22:05):
Mastermind session will involve training, and it will involve a
hot seat session and we will actively work to help
you work through your problems as a group. Stay tuned
for details on that they'll be coming soon. And again
I cannot stress enough that if you are not signing
up for Sarah's upcoming classes, you're really doing your agency
(22:28):
at Disservice. So thank you Sarah once again for coming
on and we will love to have you back soon.
Speaker 2 (22:36):
Thank you so much, Julie, I really appreciate the opportunity.
Speaker 1 (22:41):
All right, so let's
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