Embark on a journey through the intricate dance of marketing to Skilled Nursing Facilities with us, your guides Dawn Fiala, Lisa Marsolais, and Valerie VanBooven. Each of us brings a wealth of experience in home care, digital marketing, and sales, ready to spill our secrets on establishing a robust foothold in these critical healthcare hubs. We'll unwrap the layers of successful communication and unpack strategies that speak directly to the hearts of SNF staff, all while keeping patients and their seamless transition to home care at the core of our conversation.
Navigating the post-discharge landscape can be fraught with challenges for patients, and our episode zeroes in on how to mitigate these with grace and expertise. We share our personalized approach to easing seniors into home care, touching on flat rate discharge packages that address financial anxieties, and the art of building trust with social workers tasked with orchestrating these delicate moves. It's about more than just care—it's about crafting a story of comfort and safety that resonates with families and healthcare providers alike.
As the cherry on top, we turn the spotlight on creative marketing strategies and the power of personalized touches. Think custom gifts that celebrate the dedication of healthcare workers, themed events that highlight the importance of home care in managing conditions like Parkinson's, and the clever use of promotional items that keep your brand at the forefront of occupational therapists' minds. Plus, don't miss out on the chance to be part of our Sales Mastery Training expansion, where we delve deeper into the mastery of the home care market. This episode isn't just a guide; it's an invitation to transform your approach and become a cornerstone in the transition from skilled nursing facilities to comforting home care.
Embark on a journey through the intricate dance of marketing to Skilled Nursing Facilities with us, your guides Dawn Fiala, Lisa Marsolais, and Valerie VanBooven. Each of us brings a wealth of experience in home care, digital marketing, and sales, ready to spill our secrets on establishing a robust foothold in these critical healthcare hubs. We'll unwrap the layers of successful communication and unpack strategies that speak directly to the hearts of SNF staff, all while keeping patients and their seamless transition to home care at the core of our conversation.
Navigating the post-discharge landscape can be fraught with challenges for patients, and our episode zeroes in on how to mitigate these with grace and expertise. We share our personalized approach to easing seniors into home care, touching on flat rate discharge packages that address financial anxieties, and the art of building trust with social workers tasked with orchestrating these delicate moves. It's about more than just care—it's about crafting a story of comfort and safety that resonates with families and healthcare providers alike.
As the cherry on top, we turn the spotlight on creative marketing strategies and the power of personalized touches. Think custom gifts that celebrate the dedication of healthcare workers, themed events that highlight the importance of home care in managing conditions like Parkinson's, and the clever use of promotional items that keep your brand at the forefront of occupational therapists' minds. Plus, don't miss out on the chance to be part of our Sales Mastery Training expansion, where we delve deeper into the mastery of the home care market. This episode isn't just a guide; it's an invitation to transform your approach and become a cornerstone in the transition from skilled nursing facilities to comforting home care.
Hello.
Speaker 2:I want to see people wearing a red Hi. Is everybody in red?
Speaker 1:Got to do it today. It's red. What is it?
Speaker 3:Valerie, you told me Red Heart Day or something.
Speaker 2:Yeah, it's Go Red Day and it's a National Heart Association's effort to make us all aware of heart disease, the number one killer of women in the United States. So All right.
Speaker 3:Are we ready to get started? Yeah, okay, all right. Valerie is our housekeeping lady. Oh, I'm up.
Speaker 2:Okay. So housekeeping, if you could mute your lines, that would be great. So what we mean? Have everybody mute so that we don't hear your McDonald's drive-thru order, but share your stories, experience, tips. If you want to unmute your line, or you can raise your hand or you can put actually in. There's a meeting chat and you can see us chatting, you know, back and forth in the chat. If you just want to put your question there, you can. If you want to unmute and talk, you can totally. Okay, ask questions, make recommendations and tell us what you want to know. So we don't always know what you're doing, we don't always know what it is that's on your mind. So we appreciate it if you would help us out by telling us what is your struggling with or what your wins are, so that we can share it and you know, learn from it. Okay, oh, reintroductions. I don't know if we need to do this again, but it might be helpful for some of you who've never been here. Don you want to? Just yeah, I'll just do a real quick.
Speaker 3:I'm Don Thiella. I have been in home care for I don't know close to 20 years. I've been in almost every part of home care cells, marketing, recruiting, retention. My specialty was growing private pay business. We did really well the last company I worked with and so I love being here and I love working with the owners.
Speaker 1:Lisa. Hi, I'm Lisa Marcellet and I have been in home care also for beyond a fortnight and I have more and all hats. As you guys know, it's kind of really, really difficult to stay in one lane and home care, but I love being a part of all that you guys do, kind of living vicariously still in home care through you all and love being here with you guys.
Speaker 2:Oh me, valerie and Bufin. I'm a registered nurse, I am the founder of approved senior network and co-owner of approved senior network and I'm glad to be here. And I learned something from Don and Lisa all the time. My forte is the digital world of marketing for home care for the last 15 or 16 years now, I guess, and they are the experts in the in person sales and marketing, so it's a great combo. I'm glad you're all here, okay, talking about the forum, so I just put a link in the chat, if you would. I we have a lot of people already registered for the forum, but if you haven't done that yet, if you could just go to the chat, click on the link and go there and get registered. You won't be able to get in until we approve you, but that is what you need to do because there's lots of cool activity. The only place you're going to be able to find all the replays for the past videos, past meetings, as we go along, is by connecting to that forum. There's also a way that you can make it a bookmark on your phone so that you can just click on that link and go straight there. You don't have to go to the website, log in and do all that, but I took those slides out because that's a lot. So, um, yeah, it's okay. So in in there.
Speaker 2:Um, this is a course of screenshot from before we started. You see up at the top. Once you do get in, you will see discussion and learning. If you are in discussion, you'll see all of us uh chatting back and forth, and if you look in learning, you will see the meeting from last week. And so, joanna, you are right, johanna, you are correct, you're only going to see the 2023 stuff in there. Um, if you wanted to see the 2020, I mean, you're only going to see the 2024 stuff in there. If you want to see stuff from last year, that's another issue. We'll, we'll talk about that.
Speaker 2:But, um, yeah, this is starting fresh. We are doing this a different and new way. So click on learning and you'll be able to see last week's uh entire video and the PDF download. We are not using the Facebook course anymore, I mean the Facebook group anymore. Um, we are moving everyone off of Facebook for this discussion to our private forum.
Speaker 2:So, when you click on that 2024 ASN continuum sales mastery circle, you will see whatever's in there from previous meetings, and right now it's just January 19th that was our first meeting of the year Uh, so you'll be able to see that one and the handouts, um, if you wouldn't, I don't think you can click on that because I didn't put a screenshot in there. But, uh, once you click on that, you can see not only the video but a description of what we talked about, and and there's also a file there. That file is the PDF of all the slides, and in those slides, in that PDF, are all the links to everything that Don talked about. So, if you're looking for some um handouts or whatever she's you know talking about, and you'll see that today, so all the links are in there. That's my spiel.
Speaker 3:Okay, all right. Well, we're going to go ahead and start it.
Speaker 3:Um. So today we're going to talk about skilled nursing facilities. Many times they're called SNFs, just for the S, the N, the F SNF. That's what if you're out in the field running around, that is what, how people refer to them. Um, if you aren't marketing to these facilities, you really are missing out. Um, I would say the only and the only other type of referral source that might be better than this, than this, is hospitals. But it can be very difficult to get into hospitals. So skilled nursing facilities are great because people are going in there to rehab and we'll get into the different types of SNFs that are out there. But when someone's rehabbed and they're getting discharged, they typically need help when they get home. So it's a great place to get referrals for people that are going home. So we're going to talk about how do you get in, who do you talk to, what do you say? Full circle marketing, thanking your referral sources and then following up, and then Lisa has some great handouts for February, March and April the lead behinds. So SNFs again, they're a great place to market to because patients are there to rehab after a fall or surgery or some other type of temporary setback. Some of the patients will discharge and need ongoing assistance for a long period of time or permanently, and others will need assistance for a shorter length of time. It's a great place to market to for larger jobs. 12s and 24s.
Speaker 3:So there are two types of SNFs. There are SNFs house, long-term patients and short-term patients. Long-term patients are people who live there. This is what we used to call nursing homes. People don't use that language a lot. I don't know that I've heard out in the industry but that's your typical like what a nursing home was. These people are there and they're going to stay there. They're not leaving there.
Speaker 3:And these SNFs that have both a short-term and a long-term side. The short-term side is the rehab side. Someone's checking in. They know they're going to get better and they're going to leave. They've had a surgery, something's happened. The other type of SNF is a short-term or it also can be called a rehab. I hear them called rehabs and SNFs. Just, you know, either one you can call them either one. But when someone says they're going to rehab, this is what they need. There's only short-term patients there and they will be going in and then checking out and they may call them a rehab and not a SNF, but they kind of go hand in hand, there can also be SNFs within a CCRC.
Speaker 3:A CCRC is a continuing care retirement community. In these communities I've usually seen there are three types of buildings. There's usually independent living, assisted living and a SNF, or independent living, assisted living and memory care. You know it's kind of those three things, and why they do that is if you move in and you're independent and then now you need some help, you can very easily move into assisted living. If you go and you have a surgery, you can go into that rehab. That's right there. And usually the CCRCs have the type of SNF that is long-term and short-term and so they're mostly taking care of the people who live on their in their premises right there, either in independent living, assisted living, memory care or the SNF. So that's what a CCRC is, and the CCRCs typically do have a SNF as a piece of, as one of the properties on their campus. They usually call the CCRC a campus. I don't know why, but they do.
Speaker 3:Okay, so who should you be talking to when you're in a SNF? Everyone. If you want to infiltrate this building, you want everybody in the building to know who you are, know about your services and what it is that you do as an adult, child or patient is moving through this facility. They should be hearing about you and about your company from all the departments within the facility. That's what it means to infiltrate you. You are in that building. Everybody knows about your services. I want to remind everyone when you're in a SNF, the people in that building, even when they discharge, they are now called patients. You have to speak the language of the people in the SNF. They don't call them clients, they call them patients, and so when you're talking to a social worker, do you have any patients discharging? You know the patient of the discharge last week. She's now at home and this is how she's doing. Use the word patient. That's what they're going to. That's the language that they understand.
Speaker 3:So who is in there? Who are the people in the SNFs? There are social workers or discharge planners. They are in charge of discharges. Talk about your discharge package with them, which we're going to talk about here in just a minute.
Speaker 3:The director of nursing they're in charge of the long-term care side. If there is a long-term care side, talk to them about bedside city. That's that's. You know, if it's long-term side, these people aren't leaving. So it wouldn't make sense. Then, right To talk to the director of nursing on the long-term side about discharging, because these people aren't discharging, so bedside sitting is a great thing to talk about. Many times they have patients that are there that are pulling out their tubes or they're on new meds and maybe they're a fall risk and they don't want the bed bars and the bed alarm. They're not going to do that. They don't. You know, they're not children, they don't want to deal with that kind of thing, and so a caregiver sitting bedside is great. We did a lot of bedside sitting during COVID. We were allowed in the facilities but the family members weren't.
Speaker 3:And so we would do bedside sitting and make sure the, you know they could talk to each other, they could FaceTime each other. You know that was part of what we did during COVID. So on the short-term side, though the director of nursing is overseeing the patient's care, Then it would make sense to talk to them about discharging. And I don't know and Valerie may know this, but I'm going to switch on spot. Valerie, the director of nursing, do they cover both wings sometimes, or is there a DO in for each side, Do you know? Or does it just depend on the facility?
Speaker 2:It probably depends on how big the facility is. So if they have, if they're gigantic, they probably have more than one director of nursing, and if they're smaller, like 100 beds total or maybe 50 beds total for the whole facility, they may just have one. But I'm going to guess more often it has to do with the size of the facility and how many people one person can manage.
Speaker 3:Yeah, that makes sense. How many beds are people they can manage? Yeah, someone else that you want to talk to in that building is physical and occupational therapy. They're in charge of PTOT. They call it PTOT. If you hear PTOT, that's what they're referring to. Talk to them about the exercises that are going to happen after discharge and how the caregiver can help with exercises.
Speaker 1:Activities director.
Speaker 3:They're in charge of activities offered to help with an activity. This person can help you get into the building and be sure to invite the social worker. So if you're going to do this free, you know I'm going to help paint pumpkins or I'm going to help decorate cookies with all the people in your building. That's great and fine. But make sure the social worker is aware that you're doing this because you want to get those brownie points right. You want to get the activities director to like you enough to introduce you to the social worker. If that's your in, if that's how you're going to get into that building, make sure you've invited the social worker to the activity so that they see that you're doing this. I've had marketers that I've hired that go do all these activities and they're spending all their time in this building and it's great and it's great community service and we should all be doing that. But they're not getting any jobs out of it. They're not getting anything monetarily out of it for their business. So just make sure that you're smart about it. And if you want to go volunteer and do all that anyway, that's wonderful. But if you're doing it because you're also wanting to get some referrals, make sure that the social workers aware of what you're doing.
Speaker 3:Admissions that is the salesperson for the SNF. They are the person in charge of the census, keeping that building full. They're a salesperson, just like you're a salesperson. If you're having trouble getting into a SNF, start making friends with admissions. They're in charge of keeping the building full. They're in sales.
Speaker 3:Tool to ask for a tour. This person can also help you to get in the building and you know the tour. You, as a marketing person and you're meeting with families and clients. You do need to have some resources up your sleeve for SNFs. Your client may need to go to a SNF one day and it would be nice that you have toured the SNF. It would be nice that you know something about the SNF and that you know the people that are working in the SNF that can report back to you on how things are going. So it isn't a bad idea to explain that to the admissions person and that you would like a tour because you have clients in the area that are going to need their services eventually. So once you're in with that person, they can also help to get you in front of the social workers. That's another way to break in. Do we have any questions. I see some chats, but they might just be the stuff.
Speaker 1:No questions, but I did want to add something. Something that I used to do is when we would go out to volunteer for activities and talk to the activities director, I would take an amazing caregiver with me to, kind of, because the everyone at the community or facility depending on if it's a SNF or an AL but they would associate that awesome person that was doing all these cool things With a smile on their face with me, and then they would associate that with how the company is going to take care of everything moving forward. So that was like the caregiver is on a pedestal here and they wanted to see that same person. They would ask for that person even after the fact, which is, keep that in mind, because that's a great marketing tool as well. I mean, they're seeing your caregiver firsthand, but yeah, so I just wanted to point that out, thank you.
Speaker 3:Yeah, no, that is a great idea. All right, Speak their language, understand their customer, their customer. I know it's not, they're not called customers, but it's the patient, it's their adult child, that's their customer. So you have to have a really good understanding of what's going on in the life of that social worker and you work with patients and adult children. You know what they're all about, you know how they behave and their concerns and all of those things. So you have that in common.
Speaker 3:Discharges are happening in both types of SNFs, because the rehabs SNFs have everybody's discharging and the ones that have long term and short term also have people discharging. So what challenges are the discharge planners facing? What challenges is PTOT facing? So I just listed some things because it's good for you to have this in your head before going in there. The patient isn't going to be safe going home. But this is a common concern of social workers. They stress about it. They are heart people. You know nobody wants it to go bad because it looks bad for them, but for them it's more about oh my gosh, this person is not going to be safe when they get home and they can't sleep at night. They get very, very worked up about this. The social worker is uncomfortable having the home care talk or the money talk with the patient. They don't like this. They don't want to have that talk.
Speaker 1:They know the patient go home care. I don't want someone in my house Are you kidding me?
Speaker 3:No, I'm not doing that. They don't want to deal with that.
Speaker 1:If you're willing to do that for them.
Speaker 3:They will hand it over as long as they trust you. The doctor insurance company is discharging this patient three days earlier than expected and the discharge plan is not ready. That happens all the time. The patient is in denial. They will need help at all. The patient is not willing to spend money for care. The patient is refusing placement. You know, a lot of times social workers figure well, they can't afford home care. It might be time just to place them so that everybody can calm down and not worry about this person anymore, and we don't want that. We're home care advocates. So you know you're not just competing against other home care companies, you're also competing against placement, and sometimes placement is needed. But I like to give them a fair shot.
Speaker 3:At home, first, the spouse is not able to assist at the level needed. So maybe beforehand, before this, whatever happened happened, the spouse was their caregiver, and now things are more involved and the spouse is not going to be able to do this anymore, or maybe temporarily they're not going to be able to help. The patient isn't capable of making a safe decision for themselves. That happens too. Sometimes they get somebody in there that shouldn't have been living alone all this time and they find out they are living alone and mentally they don't have the ability to be home alone anymore. And sometimes you're helping hunt down adult daughters and sons that live in another state. You know you jump in and you help that social worker locate people.
Speaker 3:If the patient doesn't continue their exercise, oh, this is PTOT. If the patient doesn't continue their exercises after discharge they may fall again and they're refusing PT at home. This happens a lot. I'm going home, I don't want PTOT, I'm fine, I don't need it. I don't want it. Or insurance won't cover for PTOT at home and they don't want to go to a place to do PTOT. They don't want to go somewhere and have to do that. So the caregivers I know they're not PTOT but they can be taught the exercises encourage the client to do them and watch them do them. And before they discharge you can even have the caregiver come and watch them do the exercises there in the SNF with PTOT. So that's something to kind of think about too before discharge. So now we kind of understand what's going on in the minds of social workers, pt and OT, so educating them about what happens after discharge.
Speaker 3:I was shocked that they didn't know this, but then I started thinking about it. Well, why would they know? How would they know they don't go home with these people? We go home with these people. We're the ones that come in and see the aftermath of the fall. We're the ones that see them regress the first three to five days after somebody gets home, or the hardest.
Speaker 3:They usually do worse than they were doing in the SNF for a few days. And these are the reasons why the bathroom is further away, the bed and furniture are lower. It's difficult to move through the carpet, especially if you're using a walker or wheelchair. They're doing more on their own. They have overall confusion. Anytime a senior moves from one place to another, they're confused for a few days. They are adjusting to new meds. They have a new conditioner element they're dealing with. Maybe now they have diabetes. Maybe now they have to be on a heart diet. Maybe they're on high blood pressure medication and their blood pressure is low sometimes and they feel like they're going to faint.
Speaker 3:There's all kinds of things that can happen. If I had it my way, everyone would go home with home care, because I have just seen so many things happen after and they'll say to me I was fine at the SNF. I don't understand. I thought I would be home and I would be fine, and so did the social worker. So this is a great handout to teach them, and you don't want to be a no at all, obviously, but they don't know this, and so opening up the doors to this discussion and I have a how to do that in the next couple of slides is really important, because they are really really taken aback and surprised by this.
Speaker 3:And there is a camber link and Google link here. So Valerie mentioned the slide deck that you're going to have access to in the forum. These are live links. They will take you to the camber link if you want to change colors. If you go to the Google link, you can change the logo and you can change the contact information on this one. Okay, so, speaking their language, they're all about discharging every day, discharge, discharge, discharge. So why not have a discharge package? Why not have a package that speaks their language and talks about all the things that they need help with when they get home? The other thing about social workers they're very leery about having seniors spend money.
Speaker 3:They're very leery about letting anybody talk to their patients, because what if you go in there and you sign them up for you know, $1,000 a week of care or something, I don't know, something they can't afford and they don't understand. They don't want to send anybody in there that might take advantage of them. So you do have to earn their trust before they're going to let you talk to their patients. That's the first thing. But once this can help open that, you're educating them about what happens after discharge and then you have a discharge package and the discharge package. You don't have to do it this way, but I have found this flat rate is a great thing. The senior wants to know how much this is going to cost. Now I want to know how much it's going to cost, because when you say to them it's $32 an hour and they're like but for how many hours?
Speaker 3:How long am I going?
Speaker 1:to be doing this anyway.
Speaker 3:Do I have to do this for the rest of my lab, not doing this the rest of my life? I mean, you guys have sat across this person right and the arms are like this and they're all grumpy. This, this, takes all of that away. The social workers also think that we don't share our rates with them because we're trying to hide something. That's not why we don't share our rates with them.
Speaker 3:I verbally always tell them my rates. I don't like to leave them around because I don't want my competitors to see them. That's why I don't do it. But with this flat rate it works because you're being transparent about it. You're giving them the total cost up front. That helps a social worker trust you. It calms the senior down and the adult child the adult child wants them to have care. They don't care what it costs, but they know their parents are not going to go for it. So I know this flat rate may work for you. It may not work for you.
Speaker 3:Let's look at the math and I just did a quick little thing over here. So if you're charging $32 an hour and you give them the flat rate of $999, that's 31.21 hours. I rounded it up 32 hours of care. That's how much care $999 is going to pay for. If you charge $32 an hour, you can break this up any old way you want. They can get four days of eight hour care. They can get one 24-hour shift and two four-hour days. They could get six days of five-hour shifts.
Speaker 1:They could get eight days of four-hour shifts.
Speaker 3:So you can play with this any old way. You want to play with this. Any questions about that? Because some people get kind of like wait what? So? All I did here was it's 32 hours. If I wanted to have four days of care, I divided four into 32 and I got eight hour shifts. So this is going to be based on. What's the situation with this client. Are they needing lots and lots of care?
Speaker 3:Do they have family members that are helping them? Do they have a neighbor that's going to come by and help them? What the social workers want is probably this one as long as four-hour shifts are long enough shifts, there's enough time to get everything done, because it's eight days of eyes on them. That's what the social workers like to hear. They're going to have eight days of eyes on them If you can do shorter shifts. I stopped it for because a lot of people have four-hour minimums. But if you do shorter shifts it could even be more days of care. So the social worker likes the idea that someone is going to be out into that home for eight straight days, and if they maybe on Tuesdays and Thursdays, their daughter doesn't work and they can take care of them. So you're going to pop your four-hour shifts around that, right, you're going to work around that, and so then it stretches it out a little bit longer too. Any questions? I haven't seen the chat button get any more there. Nope, so everybody's tracking, everybody's understanding this. Good, all good, all good, yeah, good.
Speaker 3:This went over gangbusters for me, like really, really good. It did very, very good, because you're speaking their language and you're giving them a flat rate. The Canva link. You can go in and change anything and everything the Google link. You can change what the flat rate is, because I know that's not going to work for all of you. You can change the contact information and, of course, your logo.
Speaker 3:So we're going to talk now, though this is something we've not ever really done before, and I think that it's really helpful. Anytime I sent my people out with handouts like this, with leave behinds like this, we had a little meeting and we talked about well, how are you going to do this, what are the talking points, how are we going to make this happen? And this kind of thing is something I would do when we were slow, or I know it gets slow in December and everybody dies in December. I'm sorry, I don't mean to sound like it doesn't matter. All of that matters. It's horrible and awful, but I know it's coming. I know in October, I know it's coming, december is going to be slow and people are going to die. It's just the way it is. I've been doing this a long time.
Speaker 3:So come September, october, this is what I'm going out in the field with because I'm going to replace whatever loss I'm going to feel. I'm going to replace it now. I don't want to feel that I earned it. I worked really hard to get those people and those billable hours. So I'm going to now, in September, october, work on replacing that so that we don't have the right when it happens. You can do this anytime you want, but that that I mean anytime you want to grow. These are the two handouts.
Speaker 3:OK so when you go to the front desk, I've actually given you the words here. Hi, I'm Don Fiello with ABC and Hopecare. Hand that front desk person your business card, why they want it to. They're probably going to call the social worker and they're going to. You know, it's what's your name again, where. Who are you with? Give them the business cards and they don't have to go through all that, because I've seen this a lot when I don't have a business card and I forgot it in the car, and right when I tell my name, I'm like oh, I should have given a business card, because they always get tripped up on Fiello and no one knows how to say that.
Speaker 1:OK.
Speaker 3:The car they do. I love. My last name used to be Daniel. So easy Fiello is not easy. Ok, I've been by a couple of times and I haven't been able to meet the social worker. It would be better if you knew the social worker's name. It's not that difficult to come by. You can call and ask it if you want. The first time you go by and you can't get in, grab all the business cards right there at the desk. The social worker's business card will be there. It is much better if you have a name here to put in instead of social worker. Ok, so I've been in a couple of times. I've been able to meet Suzanne yet.
Speaker 3:I want to share our new. It's always new. I don't care if you've been hand this out for five years. I've been to discharge package with her. All of the social workers I've shared it with so far are really excited about it, and the patients families really love it too. Is she available? So this is what's going to happen she's either going to say no, or she's going to call her to see if she's available, or she could send you down the hall right now to talk to her. Those are the three things that are going to happen.
Speaker 1:If she sends you away, you're not done.
Speaker 3:But you're never done. You're going to keep coming back. You're going to keep trying to do this. Eventually, that front desk person is going to give you a break. They're going to go yeah, come on in. Or she's going to call the social worker and they're going to be like, oh my goodness, OK, yes, the fact that you're calling in a discharge package is going to resonate with them. That might be the very thing that gets you back there, because they don't know what a discharge package is. They just know what a discharge is and they get kind of like oh, that's interesting, I'd love to know what that is. You may even have to give this field of the front desk person. It's possible that they're going to be able to get you back. They're going to want to hear this field first. Ok, once you get in front of the social worker I cannot stress this enough. This is why it is in red Do not sit down unless she's asked you or he's asked you to sit down.
Speaker 3:Don't be a plopper. I had a social worker call me and say you're a marketing person. She's a plopper. I don't have time for people to plop down and sit in my desk, my office. I don't. I don't want them to sit down. I don't want them here. I don't have time. I've got 10 minutes Talks. Do not sit unless they ask you to sit.
Speaker 3:OK, thank you for taking just a few minutes. This is important. They know you understand that you're not spending an hour with them. Thank you for spending just a few minutes out of your busy day to hear about our new discharge package. Hand them the discharge package. You need to be thinking of all this through. So maybe the discharge package is attached to a little bag with a little something that you're dropping off this month, which Lisa's going to show you some really cool things for April and March and all the months. Maybe you've attached it to something like that. That's fine. Have an extra one to hand them.
Speaker 3:When you hand somebody something and they're holding onto it and they're looking at it, you may not be getting eye contact anymore, but when you hand somebody something, I think it increases the odds of the percent of them buying it or buying into it, like by 30%. Hand it to them, have them holding it, and then you need to have one for yourself to refer to. And it's also a good idea to attach some of these to some brochures your brochures there. Always staple your business card to your brochure somewhere, because social workers do not like to hand out a brochure without a contact person. They just don't like to do it. Staple the business card to the brochure, maybe paperclip the discharge package little thing that we've created to the front of your brochure. Give her like three of those with those attached to it. You've got her all set now to do this. It's going to be really, really easy for to hand this out now. Ok, I understand money is usually a concern for seniors and their family when it comes to home care.
Speaker 3:So, I figured it would be better to just let them know up front what the total cost would be and the social workers go yes, that would be wonderful For $9.99,. They can get up to eight days of care. Your days may be different. If you're doing shorter hours, shorter shifts. You might have more than and just say up to eight days of care. It's not 24 hour care, because they're going to think it's 24 hour care. I don't know how they can think that it would cost that little for eight days of 24 hour care, but they will. That's what they're going to think. Not 24 hour care, but eyes on them every day for eight days.
Speaker 3:When I meet with the patients and their families, I work out the best schedule for them, based on their physical needs and around the care their loved ones are able to provide them.
Speaker 3:The families love this flat rate because they know exactly what it's going to cost up front and as we get close to their last day of service, we check in with them and if they think they need more care, we can easily extend their services. Now I'm here to tell you most of them need more care and most of them will do it. What this does is. It gets them over the hump of I don't want a stranger in my house. It gets them over the hump of it's uncomfortable, it's weird. I don't want to have to talk to them. I don't want a person in my house. They're over this hump after eight days and hopefully it's been well and the caregivers showed up and all the things that have happened are great for them to want to extend services. Most of them need care more than just those eight days. You don't need to tell the social worker that Also in my conversations with social workers.
Speaker 3:I find that many are surprised when I explain to them that patients tend to really struggle the first three to five days when they get home. Some actually regress. It's not because they were discharged too early, that has nothing to do with it. You don't want to insult social worker. It's not because it's because things are different at home. This comes up so much that I created this. Now you're going to hand them what happens after discharge. The reason they regress is because now you should have memorized these reasons right. The bathroom's further away. The carpets are hard to move through all the things. The social worker is going to be reading through it and you should have a copy for yourself as well. You're going to read all of that to them With care in the home. Those first three to five days they get the extra help they need while they acclimate to being home again.
Speaker 3:Also, they have eyes on them, which is really important, because we all know they will usually put up a brave front like everything is OK when we talk to them over the phone. This is what the family members hear.
Speaker 3:Oh, I'm good, everything's fine, but we know that that's not usually the case. And then what happens after discharge package can also be used. So this is something that I would take another step further, which I haven't done yet. I'm thinking about this one. I put this together. You could take this handout and make it a full page for the family members and for the clients when you meet with them, so that you're educating them about what happens after discharge too. So maybe the social worker sends you down the hall to talk to a family, it would be nice to be able to leave a full page for them about what to expect when you discharge, and maybe at the bottom you add your services and we'll help with this when you discharge. So that was just like a kind of an act of thought. I think it would be good.
Speaker 3:So any questions about how to do this? We've never really done talking points and the actual conversation. Does everybody feel comfortable with this? Like you could do this. You could go out and you get these, these handouts changed to your colors, your logos, whatever you want, and then you could actually go out into the field and do this. How's everybody feeling? We got a big yes. Yay, that's awesome. Is it in all caps it is With an explanation.
Speaker 1:What explanation, though? I've already seen people are waiting.
Speaker 3:That still, though, pretty powerful. Yes, with caps. Good, I'm glad to hear it. And maybe, when you do this, come back and tell us how it went and use the forum. This is what the forum is for.
Speaker 3:You guys go out and you do this, or you try to, you're trying to edit this thing and you're stuck, or whatever. Ask us in the forum and then you get to the desk person and she's like nope, she's never going to see you, she sees nobody. Get out of here. That happens to you. Tell us in the forum, we're going to help you. I'm that objection If you you're talking to the social worker and she just like yeah, yeah, yeah, thanks, yeah, yeah, yeah, yeah, let's talk about it, let's get you in these buildings, let's get you, let's help you to do this. That's what the forums for. That's why we changed it from Facebook to a private forum, so that everybody can just get in there and then you can just post it anywhere you want, and we're here to help. So please use it. I see more chats. Everything's still good, any questions, everybody's just loving life and saying this is amazing and they can't wait to use them. Okay, so now you have set the stage.
Speaker 1:Guess what they're going to think twice about sending a senior home or a patient home without home care.
Speaker 3:Now, let me tell you, you will see the page. You will see the page. You will see the page. You will see the page. You will see the page. You will see the page. You will see the page. So this is my career. Now, let me tell you, you will see the fear set in their face when they find out that people regressed the first three to five days and I have not made that up.
Speaker 3:I am sure there are many of you that have seen exactly what I'm talking about. I would never make anything like that. I have been in these homes and so many gosh. I was fine at the. I don't know what's wrong with me. I felt great there. I just don't understand. I have seen it so many times and now it's too late, they're home.
Speaker 3:Yeah, but maybe they got a brochure. They just don't even have the energy to look into it. So they're going to think twice about sending somebody home without home care. I promise you they will not think you're going to gouge their patience, because you have a flat rate right and you shared it with everybody. You've become an expert in home care in their eyes because you know what's happened afterwards. You educated them about what happens and how. You're the solution.
Speaker 1:They may let you talk to anyone they think needs home care now even if it's just to educate them.
Speaker 3:You can offer to go talk to anybody in the building that needs the home care conversation. Don't turn it into a cell.
Speaker 1:It may turn into a cell for you. Don't go in there all cellsy though.
Speaker 3:Let your social worker say, hey, you know room 2B, they could really just use the home care talk. They just don't understand it. They don't know what it is. Can you just go give them the home care talk, sure. And then I say, when are they discharging? Do you want me to talk about what happens after discharge? I mean, this is after you've had time with them and you're on the same page with a social worker. I've given lots of home care talks and probably half of them end up turning into something. Eventually, you may be the only home care company with a discharge package. That's the other thing. People aren't doing this. I don't know why they're not doing this, but they're not doing this. They will like the flat rate and most will think it's affordable for eight days of care. They are starting to now trust you. So this is great Good stuff, all right. What is full circle marketing? Am I taking up all of our time? I better talk quick.
Speaker 1:Okay, full circle marketing.
Speaker 3:When you get a referral from a social worker in a skilled nursing facility, you want to go in and check in with a social worker on your way to the room. If they're getting PT and OT speech therapy, go talk to them too about the patient before you leave the building. Talk to the director of nursing, get their input get input from everybody in the building that this patient is seeing.
Speaker 3:This shows you who you are, what you do and how you set up their care for success. Put it all in the care plan, everything that you've learned, and then report back to the social worker. I talked to PT OT, I talked to the speech, I talked to the director of nursing. It's all in the care plan. It's all going to be wonderful and great. They're going to love that you took care of this. And then it's great if you can be the go between the social worker and the family.
Speaker 3:Go back to the social worker a couple of days later hey, is discharge still planned for Thursday? How's it looking? Be involved and be a part of that. And then, when she says, yeah, it does look like it's Thursday, or maybe she said it looks like it might be Wednesday, do you want me to tell the family? I'm going to talk to her anyway. You want me to call the daughter?
Speaker 3:You want me to call Mary and tell her her mom might be discharging Wednesday instead of Thursday. They may say no, because it's technically their job, but the ones that are busy and they trust you, they're going to go. Yeah, caller, thanks. Thanks for taking care of that. And then let the family know what you found out, as long as it's not inside information the social worker just shared with you. I mean, don't share things that the social worker wouldn't want you to share. But if you can learn and figure out a way to be the go between between the family and the social worker, it's much appreciated. Don't push yourself in there. But if they welcome it, go for it. Okay.
Speaker 3:Benefits of full circle marketing and moves you from resource to partner. You're in a longer home care resource. You are their partner. You are their senior care partner. It increases your trust with the social worker and the client and the family members. It proves your expertise and willingness to go the extra mile, blattens your learning curve really fast. You're going to learn really quickly how all this works. It increases your referrals. You become the company of choice. You infiltrate the facility. This is how everybody finds out who you are and what you do. It demonstrates your ability to follow through and your dedication and it shows your easy to work with and it shows that their job is easier when they get you involved. That's the biggest piece of it. You save them time.
Speaker 3:Always, always, give them a thank you. Do not track them down to give them a thank you. If they give you a referral and they're not like right there and have time for the thank you, don't track them down. If you're going to track them down every time they give you a referral, they're going to quit referring. So handwritten card is perfect. Sometimes not every time include a coffee or cupcake or brownies or something. With the thank you card. You can bring the thank you card with whatever your lead behind us that week Lisa's going to show you some great lead behind you could put the thank you card right in there with it. That's totally fine. Don't bring a goodie every single time. And in the thank you card you can write thank you for trusting me to provide the care your patients if it's assisted living residents need upon discharge and it wouldn't say discharge if it was assisted living either. Come up with something else to say there. I will let you know how Mr Jones is doing soon.
Speaker 3:Your senior care partner, don. All right, follow up. Always, always follow up unless they've told you they don't need a follow up. Even if they referred someone who didn't sign, they're going to want to hear. I talked to Mr Jones. You know they're thinking about it. I don't know if they'll sign or not. Thank you for the, you know. Thank you for the referral anyway. So, and always thank them, even if it didn't turn into a client. The fact that they referred you is putting their neck out there. Thank them either way, whether they're a client, to turn the client or not, follow ups do not track them down to give them a follow up. You should follow up as soon as possible.
Speaker 3:Don't wait two weeks and then say oh, by the way, they want to hear how it went. Usually the first day A handwritten notice fine, unless they prefer an email because they want to put it in the electronic file for the patient. Some will not want to follow up if they tell you they don't want one. Respect that they're just too busy. They need to be looking forward and not back. They've got another 10 patients to take care of and they don't care. It's not they don't care, they just don't have time to think about Mr Jones, who discharged three days ago.
Speaker 1:They're on to the next.
Speaker 3:Okay, all right, you're up, lisa. You've got, you've got time.
Speaker 1:I was going to say to that you know a lot of social workers I was definitely on texting terms with, and so it would just be, you know, we would know what each other were doing. You know, hey, I have this person who needs XYZ and I'd be like All right, give me the info and I'll give them a holler, and then I would let them know right away. You know, I called them, I spoke with them, assessment is set up. I'll let you know how it goes.
Speaker 3:Texting basis is really the best, but that takes a while. It takes a while to get to that. It's wonderful.
Speaker 1:It really is, it really is Okay. So February leave behind healthy, healthy heart tips. So February is American Heart Month. I think that's also why we have red on today. But I think that we want people to know that we know what's what's up right. So every time we go out and visit people you know weekly or close to that we want them to know our caregivers can help your patients stay heart healthy at home by helping with.
Speaker 1:And then we have all these, all these things that are going to resonate for sure we're leaving stress, prepping healthy meals, get physical exercise or activity, you know, maintaining a healthy weight, on all of these things that we can kind of help facilitate. So I think that this is important when we go out to show them these type of things, and it's related to the month, but you know all of these things, they're important all the time, all right. And then, of course, on all of all of these just to preface it with all of these you can go in and edit. You know the logo. We just put those in there so you can see they can go anywhere. You can edit the logo. Of course you want to. Don't want everyone calling Valerie at 333.
Speaker 3:I don't think that phone number exists, it's just there.
Speaker 1:And you can just you can go in and change a lot of this. It's just to give you ideas, more ideas. But caregiving is a work of heart. It very much so is, and I think that speaks to the people that you're going out to talk to, whether it's the social worker, discharge planner, activities, whoever whoever you're talking to, I think that they feel that definitely Don't stress we are all heart, because we are, and we want people to know that, and you can add any type of note into this. It's just really, again, you're seeing these people a lot or you should be and you know different message for for every day of the week, you know. So I think that they definitely should know that and I like it because it looks kind of like a squish ball.
Speaker 1:It does I love it February leave behind for celebrate black history. I wanted to tie in healthy heart contributions in black history. So I think that there are two well known or you know, one with the pacemakers and another performed open heart surgery successfully for like the very first time ever, and so I thought these were great contributions to hand out as well. And then for all the February leave behinds, I feel like hearts are like where it's at. So there's some, there's some key chains and the little squishy stress ball, which I just love and are good too If you have like purple tunnel and you need to just get your hands moving, like me. But and all of the links are here I mean we did some of the research for you, but of course you can, you can find them maybe less expensive elsewhere or you know, whatever it takes, and for those of you are new, you just love like a little hole punch in the corner of these, put a string and and like tie it to the bag.
Speaker 3:And these bags are on Amazon too. They're just little white bags, so that that's what we would do with these. So just for those of you who are new, yeah, right, and also, yeah, thank you, we haven't.
Speaker 1:I feel like I haven't done a mastermind again in a while. I feel so far removed sometimes I don't know what it is.
Speaker 1:We got a bit long break, I think. But another thing too. I mean you have things already in your office and you can make a basket of something like a you know a little gift to put on the on their desk and be really creative with this. And we love to see photos of what you guys actually created with these ideas, because these are just ideas and you can take them to a whole whole nother level. So another one National Social Worker Month. So we got the idea. I thought it would be nice to be able to like personalize with the name here. So on the right hand, you see that there's space there to be able to add a name.
Speaker 3:We have a little text box for you in there in Google that you can put yes.
Speaker 1:Right and you can. You can change that out, so it doesn't have to be Sandy. So you know it can be someone else that you work with often. But I think that that's a good, a good call out to. You know the person's name and that that's. That means something, all right, and a couple of little things to put in with that.
Speaker 1:I saw these little baggies. I just love these little baggies. I think they're so cute. And then there's different colors here. I put a black one, a gold one, a pink one, a silver one, but they're all little appreciation gifts.
Speaker 1:It's a little key chain. I feel like key chains and pens and you know lip balms and little things like that are definitely needed. They're always needed. So there it is. I like this one because no one wants to get pinched, so we need pinch protection at St Patty's. It's one of those holidays that everybody loves and they want to definitely have a visit and they want to see what you're bringing them. I feel like people look forward to some of these for sure. If you're in a pinch, here we are to help you out. Attach your pinch protection to a little green necklace. Bring in a little box of rainbow chocolates Any of these little things, little ideas, are super cute.
Speaker 1:People love to get gifts. Like this Spring into action for all your home care needs. I just thought that little guy was cute. I had to use him in something Just letting people know that you do provide hourly and around the clock care. It could be a totally different message because you can edit that, but you could use this for a lot of stuff.
Speaker 1:We wanted to tie in Easter and spring again with a bunny and eggs because I think that that's something that people definitely do. Pay attention to the language when you go into different communities or facilities. If they're doing an Easter egg hunt or Easter egg decorating, then go ahead and use the happy Easter. If they're not, maybe hopping into spring is more their style, just to keep in mind that not everybody celebrates Easter, but they do celebrate spring. These little leave-behinds I love the little boxes, candies, any type of candies or something in the little spring grass or the little fig grass, but you can do so many things with this. I saw these little mini baskets. They were so cute. All of this is really cute. Take it out and just attach any of these things to it. You could even slap a sticker on there with your logo, that's a good idea too.
Speaker 1:World Parkinson's Day, another one. I think that it's important that they know, whether we're going into a SNF or wherever, that home care makes a significant difference in managing the symptoms and improving quality of life for those living with Parkinson's. If you guys go to the parkinsonsorg website, there's this six for six. It's a new campaign. Every six seconds, someone is diagnosed with Parkinson's in the America, something like that. I was going to include all that, but I decided just to keep it simple. I think they should know that I like this one. It's pretty, thank you. I think that knowing that home care can make a difference, because a lot of it has to do with the mobility right, your use of your hands, your legs or everything, having someone there to help, you know, guide you through your home that's excellent. That improves your quality of life.
Speaker 1:Occupational therapy month I guess the theme this year is advancing health, well-being and quality of life. Just a nice thank you to them for what they do and getting people back into the groove, no matter what. You know what was keeping them from being able to, you know, live independently. Cotes are helping them to be independent at home, with assistance sometimes. And then we want to vitamin C. You stay healthy, because we do love that. It's vitamin C month, our day on April 4th. I didn't even know there was such a thing, so I thought I would include that, just because, again, we're getting out there all the time and you could tie this in with again wrap a little ribbon around a water bottle, slap your logo on it or, you know, have this kind of hanging from there with the little vitamin C singles you know add flavor to water, the emergencies or something yeah the emergencies exactly.
Speaker 3:They really do yeah.
Speaker 1:Take some. I used to go out and buy the halos or the cuties. Just a bag, just how it was, slap my logo on it and take it. This was back in the day when you could walk into a hospital like nothing and just leave it at the nurse's station and I would literally tell them I want to vitamin C, you stay healthy. That's always been my spiel, love it and this. I just thought that this is a little more pricey, but I thought you know, the OT folks are just running around all over the place and to give them something, just a little step up maybe, because these would be really good people to have on your team for referral sources too. And you know, it's a little lunch bag and you could do this with anyone. Really, I think that this is a reusable, insulated lunch bag and pretty much all of us are on the go like that, so I think this would just tie in for any of our handouts.
Speaker 1:And for these cute sorry, go ahead, sorry. Oh, and then just these cute little motivational silicone kind of key chains. I just thought these really spoke to what OT does kind of in a way, and so I really liked those. I love all of this.
Speaker 3:For any of those of you are new maybe in this industry. You're going to find OT's occupational therapists in SNFs. You're also going to find them in home health. They do run. They run the Cam-It. They're out there in home health, so any home health companies around you can go in and you know how many OT's do you have? I'd love to meet them. I have something for them. So that's where you're going to find the OT's if you're new kind of new in this industry. This is great, lisa. I love it all.
Speaker 1:Yeah, thank you. And then here's the little. You know what I was speaking about earlier. With the vitamin C, or anytime really, I mean taking water and telling someone, hey, hydrate. And we did one of these a while back, I think it was like in the summer, but you know I forget to drink water, especially when I was in home care. I was running around like crazy because if I drank water then I had to.
Speaker 3:And you had to stop the bathroom. There's no way to stop the speciality. Where are you going to do that? I had to my potty stops. I used to call it Different facilities.
Speaker 1:Very cold, but they would watch me.
Speaker 3:I know the words. It was the worst Yep, yep, yeah.
Speaker 1:Okay. So I just had an idea when, dawn, I was reading through mastermind, you know, infiltration, infiltrate, infiltrate. So I just thought this is a good tip to maintain your present with presence when you're not. You know you're not there, you can't be there 24 seven, but your, your, your presence can, your logo can your, your vibe can. So you know I love these and this is a bigger spend, of course.
Speaker 1:So you want to talk to, maybe like your promotional items person that you're doing your, you know scrubs or whatever with. But I mean mobility. For example, I mean I'm in a sniff or an AL and I'm going from my room to common areas and why not have something you know with me? I'm with my walker, I'm in my wheelchair and these all have my logo. So now I'm like the preferred, you know, provider in this place and people are seeing me and people are seeing this. You know all of that.
Speaker 1:So I think that's a really good way to get in. And then you know, in the room, communication, you know little personal whiteboards. You can slap them on the refrigerator or you know wherever in the in the room, and you can even get ones that have calendars on them and just write your name, your name and what time you're going to be there that day, little things like that. And then I just kind of like slapped like little stickers on everything, on the markers, on the racers, you know, anywhere you can, even on little magnets you can get plain magnets and slap your sticker on it and print it out and slap it on and everything's yours is now personalized.
Speaker 3:I love this. I know you did this. I love it. Thank you for doing this, Lisa. This is great.
Speaker 1:Yeah.
Speaker 3:Those are like the last minute.
Speaker 2:I was like. I've also just to chime in on the walker bags and the wheelchair bags. I have seen what that looks like in independent living and assisted living when people are walking around with their walker bags that have somebody's logo on them, and it is pretty outstanding.
Speaker 1:I've seen relationships.
Speaker 2:That is. That is amazing. So if you can give those away, or and then the magnet for fridges and stuff like that, they even I don't know. We have one of those silver refrigerators. You know what I mean? It's like a metallic.
Speaker 3:What am I? Stainless, nothing sticks to it.
Speaker 2:Yes, right, so on the sides it's magnetic, but on the front nothing will stick to it. But they do sell on Amazon the kind of calendar that will. It's like a, it's like a blank calendar, so you just wipe, you know, wipe it off and then you can rewrite your next month in there. And we use that all the time. It's right on the front of our and it and when you take it off and re stick it, it just works forever. I mean, it's a, it's a great sticky. It's not really sticky, I don't know how to explain it, but it does stick to the front of those kinds of refrigerators. Anyway, it works great.
Speaker 1:So yeah, you could even do that in the hospital. Leave one of your little dryer race because they have the dryer race boards that tells you who who's who's on duty, who's on shift. Just leave your little marker with your logo in there and you know you never know.
Speaker 3:You never know, that's true. Well, that's our last slide. Anybody have any questions?
Speaker 2:Are we at? I, I don't see. I had one person ask where to go to find forms, graphics and all that. So maybe I can share my screen real quick and just show everybody, because our little, our screenshots might not have been as nice. I'm going to just show you, Okay, Okay. So I'm going to. Oh hello, you guys are like sitting in a, in a.
Speaker 3:I know. Hello, Valerie.
Speaker 2:It's like a cafe or something I know. Okay, so I'm going to share my screen and bring this all. Can you see that? Yes, yes, okay. So I am logged into the forum and if I go up here right here right now, I'm in discussion. So you can kind of see right up here at the top I'm in discussion. If I go to learning and I click on the continuum sales mastery circle, this is where we keep all the stuff.
Speaker 2:So this one isn't in here yet, obviously, because we're still doing it. But if I were to go to this one from last week, you can see there's the video of the whole presentation and then a little description about what we talked about, and right here is that PDF. So this is from last week. And if I were to scroll down to one of the slides, let's see here, let's see if they're all clickable. I believe they all are. Sorry, I'm making everybody's eyes go crazy. Look, heart health. Okay. So here's the Google doc link. I click on that.
Speaker 2:Now. Here's the deal, though. You can't just start modifying this. You need to say file, make a copy, and then take it over to your drive, and then you can fool around with it and screw it up, and then you can just go to the page that you want to do and then you're going to see that it's all clickable. It won't let you mess with this one, because everybody needs to download a clean copy like this. And then but you file, make a copy and save it on your own hard drive and then there you go no-transcript. Let's go to discussion. Also in the. Did I do this in meeting up? Oh, video replays. So here in video replays from January 19th, I also put the PDF right here. So click on learning to view the January 19th video. But here's the PDF. So I put the PDF in our discussion area, but the video is always going to be under learning. So I hope that helps Perfect.
Speaker 3:And, valerie, did you want to talk about the training at all?
Speaker 2:We're gonna wait. Yeah, a little commercial, okay. So Dawn has graciously offered to do a 12-week intensive in-person sales training. So if anyone is interested in that, here's the. I guess the caveats to that is that there's only allowing six folks to come into that training and you can't be in the same marketing territory as our other people who are enrolled, so it's six people who are not in a competitive territory for 12 weeks. Every week you need to join her on a Zoom. There will be accountability there.
Speaker 2:It's an amazing program for anyone who's either trying to train someone who's new to sales, or even if they're very experienced. But you just feel like you need. You know you want Dawn's version of how she took a home care agency to 3 million very quickly. This is how she did it and she's gonna teach that over 12 weeks. You have to show up, you have to be accountable, you get some materials in the mail before it starts and you need to watch some videos before it starts so that everybody's on the same path.
Speaker 2:But it's great training. I mean we've put together a stellar training. It's a small group, so this is a group of people that you'll be able to talk to and network with and it's private, and Dawn and Lisa will be your mentors for this program, so I would encourage you to sign up. It's our 90 day sales mastery program. If you don't know what that is or you haven't received all the email that means on and out then then reach out to us through support and we'll get you hooked up with it Well and I think a big, a big piece of this, because I've trained lots of sales people in my time and teaching them, like we just did, the talking points, that's a big piece of it.
Speaker 3:But then you're gonna go do it and then what right? And so this 12 weeks you're gonna be assigned Okay, you're, everyone's gonna go to five SNFs this week and this is what you're going to do when you're there, and then you're gonna come back and we're gonna report it, we're gonna talk about it. Where did you get stuck? What, what, what did they say to you? How do we overcome that objection? It's gonna be six people coming back, and so when those six people come back, we're in all kinds of different things that have gone on and what happened, and so it's like a mentoring too, and accountability. So that that's the piece of it. I think that is different than than maybe some other training programs that are out there, because that was the biggest part. My sales people would go out and do it and then they would call me or come back to the office, and this is what happened Now what do I?
Speaker 1:just never go back.
Speaker 3:Right, I just don't go back to that one. No, you're gonna go back and you're gonna go back and stand tall and this is what you're gonna say. So it's more about that. And, valerie, they're asking costs and and all kinds of things, do you? We can just talk about it, okay, yeah?
Speaker 2:So I'm gonna put the links to our oops.
Speaker 2:I'll leave it to our website in the chat, and I would. This is by application only, so there's it's not very long, but there's this little application you need to fill out here, just so we know that, that you know who you are and and you know, and Dawn can have a, a, an intelligent conversation with you about the whole thing, so she will talk to you. We also need to make sure you're not already in the wheelhouse of someone who's already registered. So it starts the week of March 6th, so we are coming up to deadline. A deadline to enroll is February 19th because you're gonna need that two weeks to you know. Watch some of the videos to get everybody. I'm trying to find us. Where are we? I can't find our heads. I can't find my heads.
Speaker 3:I know I'm having trouble too, Lisa. I think it's because we're in the, we're in this, I'm. I'm the reason I was asking why there's only six. So there's only six, so it can be small enough that everybody can bring back the what happened and we have time to go through it and everybody gets that one on one kind of mentoring and we can role play and all of that. That's why it's six. We probably will do more than just one class eventually. You know this is the first one, but there's been a lot of interest, so we probably will do more than one. Were you able to find?
Speaker 2:it. Valerie, I am putting a chat in here. Everyone in the meeting here the link to the sales mastery training. There you go. If you're interested, fill out the little form and if you're not already in somebody else's area, then we'll Don will talk to you about it and make sure you're, you know, have all the details before you sign up. Okay, great, thanks, everybody. Thank you.
Speaker 1:Have a great week.
Speaker 2:Bye. Bye, yep, see you in two weeks. Bye.