Coach's Blog

Crazy Like a Fox
“Learning is what most adults will do for a living in the 21st century.” – S. J. Perelman Home care agencies are notorious for putting pressure on their marketing teams without developing them in the business. How many times have you taken the time to teach instead of reprimand or judge your sales team? All of my clients [...]

How to Maximize the Power of a Home Care Sales Call
Today"s home care customers are much more sophisticated and demanding than ever before. As we call on our referral sources we must be strategic. If we call on a customer and do not make a lasting impression about ourselves or our agency, we have lost an opportunity. To respond effectively to our referral sources" needs, [...]

Get Out of Your Comfort Zone and Double Your Sales…
Selling is hard work. It is one of the most difficult jobs in our economy. As a home care salesperson, you face continual rejection, potential failure, persistent disappointment, setbacks, obstacles and difficulties not experienced by most people. Selling is not easy and it has never been easy. And it never will be easy. But [...]

Diversify, Diversify, Diversify!
There are many ways to market and sell your home care services. Should you use just one approach or should you employ a variety? I recommend a multi-pronged approach. First, develop professional looking identity pieces like business cards, brochures and specialty program pieces. Then determine the media that best serves your budget, goals, message and [...]

The Time is NOW!
“Acting on a good idea is better than just having a good idea.” Robert Half (1918-2001) Do you ever notice that the stories of successful people always start out with something like: “We were sitting around the kitchen table one Saturday and we had an idea……” The author of the quote above was just such a person. A [...]

Mine the Diamonds in Your Own Backyard
Are you continually going after new business without adequately reaching out to make your current clients happy? We’re all guilty of constantly looking for new avenues to attract new clients, however the average Medicare client is readmitted to the hospital and discharged an average of 1.5-3.2 times per year based on their primary diagnosis. Customer retention [...]

Don’t Go It Alone
“Effective coaching in the workplace delivers achievement, fulfillment and joy from which both the individual and organization benefit.” - Myles Downey Most people underestimate two very important truths: the immeasurable value of coaching, and the inability to effectively coach themselves. No one is going to deny that professional athletes can outplay their coach. However, it’s the coach’s [...]

The Power of the Pregnant Pause
“There are people who, instead of listening to what is being said to them, are already listening to what they are going to say themselves.” -Albert Guinon, French Playwright (1863-1923) I want to remind you to slow down. Not in your marketing efforts, business planning, or new strategy development, just during your sales calls. It is [...]

Home Care Selling vs. Marketing
What is the difference between Selling and Marketing? Imagine you just met the potential love of your life. You would want them to know every good and decent thing about you. You would want your friends to say nice things about you. You would take that special person to nice places, play romantic music, and do [...]

Create a Marriage With Your Clients, Not a Casual Relationship
In last week’s Blog, I talked about the importance of having a nurturing marketing and sales system in your agency to build a fence around your patients, clients and referral sources. This week I want to give you one of the best nurture marketing tools to skyrocket your referrals month after month. One of the greatest [...]

Nurture Marketing and Black Bamboo
“Customer relationships are like marriages; they starve without consistent, heart-felt communication.” - Dan Zadra Imagine if you could put an “iron cage” around your clients, patients and prospects and keep them coming back to your agency over and over again! You can, but first you need to start thinking of yourself as a farmer and integrate nurture [...]

A New Twist To An Old Strategy
Wow! I’ve been blown away at the positive response from the launch of my new blog. Thank you for all the kind words and feedback. I am really excited for those of you who have been sending me your marketing and sales goals as well as calling in to talk to one of our sales [...]

Home Care Sales 101
Okay, most of you know I hold sales boot camps and do on-site sales training. What you may not know is that one of the most immediate impact areas my home care sales coaches and I have with companies is one of the most basic…How to sell home care services! Yep, you heard me correctly, [...]

Ten Simple Components of a One-Page Home Care Marketing Plan
Happy New Year Everyone! Now is the time to do the right thing for your agencies. Develop a Marketing Plan on Paper! - “Action without planning is the cause for every failure.” Less than 1% of all home care companies have a marketing plan and that is why so many have failed during the last couple of [...]