Unlock the secrets to thriving in the competitive world of home care sales with our latest episode where we, Dawn Fiala alongside Lisa Marsolais and Valerie, give you the insider scoop on everything from clinching client assessments to innovative marketing strategies. Picture this: you're confidently navigating objections around costs while masterfully maintaining client privacy—all because you absorbed the proven tactics we discuss. And for those of you eager to continue learning, our Home Care Sales Forum awaits, fostering a community where ongoing support and knowledge sharing are just a post away.
Imagine transforming every caregiver introduction into a personalized marketing opportunity and witnessing your agency's reputation soar. This episode doesn't just stop there; we dissect the delicate balance of commission structures that incentivize your sales team without compromising client care. By examining real-life examples, we guide you through creating a commission system that's as effective in urban Arizona as it is in rural Maine, ensuring your agency's financial health and staff motivation remain in perfect harmony.
Finally, step into a world where themed giveaways aren't just fun—they're strategic moves that cement lasting relationships with healthcare professionals. We share how our community members are making waves with creative campaigns that resonate with the likes of nurses and social workers, ensuring your agency stands out in a sea of competitors. From Vitamin C Day to Nurses Week, we lay out a roadmap for planning impactful marketing events that not only celebrate healthcare heroes but also keep your agency top-of-mind. Join us for this treasure trove of insights, and let's elevate your home care agency together.
Unlock the secrets to thriving in the competitive world of home care sales with our latest episode where we, Dawn Fiala alongside Lisa Marsolais and Valerie, give you the insider scoop on everything from clinching client assessments to innovative marketing strategies. Picture this: you're confidently navigating objections around costs while masterfully maintaining client privacy—all because you absorbed the proven tactics we discuss. And for those of you eager to continue learning, our Home Care Sales Forum awaits, fostering a community where ongoing support and knowledge sharing are just a post away.
Imagine transforming every caregiver introduction into a personalized marketing opportunity and witnessing your agency's reputation soar. This episode doesn't just stop there; we dissect the delicate balance of commission structures that incentivize your sales team without compromising client care. By examining real-life examples, we guide you through creating a commission system that's as effective in urban Arizona as it is in rural Maine, ensuring your agency's financial health and staff motivation remain in perfect harmony.
Finally, step into a world where themed giveaways aren't just fun—they're strategic moves that cement lasting relationships with healthcare professionals. We share how our community members are making waves with creative campaigns that resonate with the likes of nurses and social workers, ensuring your agency stands out in a sea of competitors. From Vitamin C Day to Nurses Week, we lay out a roadmap for planning impactful marketing events that not only celebrate healthcare heroes but also keep your agency top-of-mind. Join us for this treasure trove of insights, and let's elevate your home care agency together.
Okay, well, welcome to whatever day did March 15th version of our continuum sales mastery circle and housekeeping items are. If you could keep your lines muted unless you're talking, that would be great. Just because I always say this, we will hear your chicken nugget order in the McDonald's drive through If you don't meet your line. Share stories, experiences, give tips, ask questions, make recommendations and tell us what you want to know. This is supposed to be interactive, not just us talking at you, it's supposed to be you talking at us. So anytime you want to chime in, you can either use the chat, which is we've been chatting If you see that you can use the chat, or you can unmute your line and start yelling at us to be quiet because you have something to say. Oh, reintroductions. There you go.
Speaker 2:Okay, I'm Dawn Theola, and I guess we keep doing this because there's always new people. So I have been in home care for close to 20 years. That really ages me. I probably should quit saying it that way. I have worked at home instead, senior care. I've also worked for an independent home care company. I've done operations, I've been in sales, I've been in marketing, I've been in recruiting, I've been in retention, grew the last business and private pay to 3.5 million in under four years. So I am using all of that. Lots of mistakes through the years that you're not going to have to make because I made them for you, and so that's where my background is. Go ahead, lisa, you're up.
Speaker 3:I'm Lisa Marcellet All the same thing she just said. All the mistakes we've made, we're giving it all to you, so you don't have to make those mistakes. I have worn all hats in home care because, like I always like to say in home care, you just can't stay in your own lane. You've got to be all over the place, love it, love what you guys are doing. I'm so happy to be here with you guys and yeah, I was in home care for like almost 15 years too.
Speaker 3:So yeah we're all old yeah we're all. I'm here. We are young, I'm back.
Speaker 1:I'm Bellamy, I am 200 years old in nurse years and I've been a registered nurse since 1992, which is close to 200 years in nurse years and so I started this business back in 2008. We've been helping home care agencies market themselves online and in person, for my kids are 17. So that'd be the girls behind me on the wall. They're triplets, but anyway they're 17. So we started this when they were one. So we've been in business 16 years. What a leap of faith at having three one year olds in the house. Yeah, anyway, and we survived it all. So I have worn all the hats that you can imagine as a nurse, from ICU to discharge planning. I've worked on the insurance side, I've worked on the hospital side, I've worked on the patient advocate side, so all those things. But these two ladies are who you want to listen to and they are amazing with the sales stuff. And I think we can sneak in a little. A little announcement. I don't even know if Lisa knows.
Speaker 2:Lisa, do you know? Yes, she knows, because I was having a panic attack.
Speaker 3:Oh come on yes, wait, do I know, wait, what do I know?
Speaker 1:Well, you're going to hear it. So. So, dawn, so I, you know, public speaking I used to do, I used to travel and speak at all the conferences and do all that. And you know, after the kids are getting older and the, you know, and then COVID and all that. So I kind of just you know, they always send out these emails, request for proposals and then you put in your proposal for what you want to speak about and you get selected, or you don't.
Speaker 1:Well, we got selected. I haven't done it in years, but we got. We got selected to speak at one of my very favorite conferences. So if you're in Florida or near Florida, come see us. It's the Florida, the big Florida Home Care Association conference. It's huge and, of course, because they have, you know, a huge membership there, it's in Orlando and it's in July, mid-july. So we will be speaking there and mostly it's going to be Dawn Fiala, not me, but you know I'm just there for more and we're going to do a whole half day for private duty, a pre-conference half day for private duty, all sales training.
Speaker 1:So when we know more we'll let you know, but that's a pretty big accomplishment. I'm so proud of all of us. And yeah, I submitted the proposal but I put Dawn all over it, so well, she told me, we never get it, we won't get picked.
Speaker 2:It's just a little thing.
Speaker 1:I'm just throwing out there, that's no big deal. We won't get selected. I haven't done this in years. That's what we. We got the email yesterday. I was like, oh what, anyway, there's so much fun to work with, so, anyway, so we hope that's awesome.
Speaker 3:I remember now If you're new in there we hope that you come see us.
Speaker 1:All right, so I'll keep going here. Home care sales forum. If you haven't logged in there, you go to homecaresalesforumcom your email address, the one that we send you all of the announcements to. That's where you, that's the one you want to log in with, and then, if you don't know your password, you need to just use a forgot password feature and log in and see all the conversations. That's what I got there. Is there more slides? Oh, and then when you're in there, you can see all of us talking, blah, blah, blah. You see my face there because I'm logged in as me talking to people. But if you click on learning in the top middle there, then you'll get to see all the videos of the past trainings that we've done this year, so of the past meetings we've had.
Speaker 3:So, yeah, it looks like that.
Speaker 1:It looks like that you just click on the one you want and we have them done through. Well, this one will be posted in the next couple of days, probably over the weekend, but anything we've done since January is in there. You can watch it. Get all the handouts, get all the things I highly recommend reviewing. Yes, Okay.
Speaker 2:So today we're going to cover booking ratios. So you're taking a service inquire with a phone. We want to get more booked than not, so we're going to talk about how to increase that booking ratio. We're going to talk about how to increase your sign jobs ratio. When you're out there in the home signing somebody, Booking ratio should be sitting at like 75-ish percent sign job ratio more in the 90s so we're going to talk about how to do that. We're going to talk about marketing, community liaison, salary and commission structure, and then Lisa's going to show you all of her beautiful leave behinds for March, April, May and June. She's been very busy with all of those, All right. So this is an overview of service inquiry booking and getting it increased. It's kind of an overview. We're going to dig in a little bit.
Speaker 2:These are some of the key things. Though you always, always need to take those calls live, Even on the weekend. Your main line should roll to your on-call cell phone person. Whoever is going to be doing that. They are taking calls from caregivers anyway. Right, there's call-offs, there's clients, there's things going on. Anyway. They should be able to also take these calls live. Taking them live and getting them booked live is just they're not going to call anybody else. They've talked to you and there's no reason to call anybody else. So please, as much as you can, try to take those live Leads that come in via email, call, text and email them back immediately as soon as you get it. And I say all three modes of communication, because what is their mode? What is their favorite mode? Most are going to want to text you. They're pretty good at that. So do all three. When a lead comes in via email from your website or a agentcarecom or something like that, Place yourself as the expert right in the beginning of the call, and we're going to talk about that.
Speaker 2:Connect emotionally with the caller. Connect emotionally with the caller. Connect emotionally with the caller. Get the potential client's name. The goal is to book the assessment, not to sign the job. We're gonna talk about that a little bit too.
Speaker 2:You gotta have one goal while you're on the phone with them and then find out who's gonna be at the assessment, if you can, and then get more details. You know, if you're going into a home and somebody they've told you mom is forgetful or has Alzheimer's dementia, you're gonna wanna get as much information about that over the phone. Usually I say get it booked and then wait for the assessment to tell them all the things. But if there's somebody with Alzheimer's and dementia, it can be really uncomfortable to be asking, you know well, does she remember this, Does she remember that? Or how do I redirect her when she's sitting right there in the room? So that is the only circumstance where you're gonna spend a little more time on the phone and get more detail, because you don't wanna have to ask those questions in front of the person. It's just very uncomfortable.
Speaker 2:All right, moving on, and again, if you have questions the chat and Lisa you can let me know if there's like questions up there too, because sometimes you guys are just talking and that's great too. All right, so I know this slide is very, very full. The idea, though you're not supposed to do this. I know that when I present and I won't do this in Florida, I promise, Valerie but the reason it's so big and full is because you're gonna get the PDF of this and I want you to have this, all of this information. So your only goal objective when you're on a service inquiry is to book them for an assessment. That's it, If you get too far ahead of your mind. Oh, I wanna sign them. We need this. It's a 24 and you're just doing all of that. There's no reason. I'm an assessment because you've done everything over the phone.
Speaker 2:So the only goal, and it takes the pressure and heat off too. The goal just get them booked for an assessment. That's it. You're not trying to sell your services. You're not answering all their questions about everything. You aren't conducting the assessment. If you give them too much information, they'll be like well, I'll call you, I'll talk to my mom about all this. You need to leave them hanging for something so that they will meet with you, connect emotionally. I've always called this the 10 second connect. It doesn't have to happen in 10 seconds, but it can Many times. When they call you, they're gonna just oh cause they're in crisis.
Speaker 2:You're just gonna hear the whole story of what's happening. Usually, something bad has happened. This is their mom, this is their dad. They've been in charge, They've guided them through life and now they are coming back and saying I need my child's help now. And then the adult child doesn't know what to do and so it'll be a quick. Something happened and so you can grab onto whatever that is and connect with them emotionally. This is the first time they've been through this. They need you to take over. They need to know you can handle this and you can fix this for them. They want to just take the whole problem and hand it to you and know that you're gonna take their hand and you're just gonna walk them through this. That's what they're looking for.
Speaker 2:You may have taken several calls through the years thousands maybe but they are overwhelmed, worried and hopeless and it's their first call. You really have to stop what you're doing, and this is hard. In home care, Like Lisa said, we wear a million hats all day long and I might be on a service inquiry and also wrapping up some client binders so I can get out in the field and sign. They need your 100% focus If you're gonna book them, you need 100% focus. So quiet your mind and give them 100% focus. So we're gonna go through this example here on the right.
Speaker 3:That's it. Yeah, just really quickly. Someone just asked how do you handle those that ask and insist on getting a rate, and I mean my response is give them the range. I mean you kind of. That's what I'm thinking.
Speaker 2:I think that's the next. Is it the next slide?
Speaker 2:Yes, pushing you for pricing. So we'll get into that, because I know that is, and of course that's where your head went, because they do. But I just want to know pricing. I just want to know pricing, so we'll get into that. So to connect with them emotionally you've said this is done with approved senior network. How can I help you? My mom fell and broke her hip two weeks ago.
Speaker 2:It is okay to jump in and sort of interrupt to connect with them emotionally. I'm so sorry to hear this. That can be difficult for everyone involved. You just connected emotionally and you establish yourself as someone who's been through this before and now you're in charge of the conversation and you've placed yourself as the expert. All in just one little sentence. That's why the slide is full, so you have the sentence. So that's the key Connect with them emotionally and place yourself as the expert. The way you can do this to let them finish their story and tell you all the things. Typically in this situation or, I find, when this happens, when you use words like that, they know this isn't your first rodeo, they're willing to accept you as the authority, they're willing to take your hand and let you guide them through. The trust is building the expertise is building.
Speaker 2:Start gathering information. Where is your mom now If she told you she's discharging from a sniff or from somewhere a hospital? In these cases it's best if I come to the facility and meet with her so that we can get care set in place before she discharges. Sometimes they discharge before, before they're told they're gonna discharge. This person trusts you. Now you've connected emotionally and those are the two things that have to happen to get that assessment booked. So that's how a sample call could go Book for as soon as possible.
Speaker 2:Don't wait around. Get them to. I don't care if your day is planned out. I'm going to all these stops. I'm out marketing. This is what I'm gonna do today. It has all changed now. I will be in your area later today. Maybe you weren't gonna be, but now you're gonna be right. Does 3 pm work for you? Don't let too much time go by.
Speaker 2:If the adult child can't meet today, offer to go see the mom. If she is in a sniff, I can go meet with your mom today. I wanna meet you too. That's gonna be important. But we need to get started on this in case the discharge happens before we've been told. Usually they're totally fine with that. They're happy with that. That gives you an opportunity to meet with a social worker as well. So try to get the appointment booked for the same day if you can. If they can't, they can't and that's okay, but the sooner the better. Most of them want to get this handled. Most of them want this figured out and they want a solution started.
Speaker 2:Plus, if you booked for right now, for today anyone else that they may have called any other brochure that they were given any other website you know Home Care Company that they saw that they were planning on calling there's no point in them calling now. They haven't appointed booked with you. That's another reason to get them booked today. Any questions about that? Nope, we're good. Okay, so how do you book leads that come in through your website or caringcom or agingcarecom? You need to be the first to reach out to them. I know it's frustrating because they've given this client, seniors name and number to five other home care agencies. If you're last to call, middle to call, they're very frustrated. Oh my God, 100 phone call. So it's important to be the first one to reach out. So when that lead comes in, yes, oh, valerie, done your voice got quiet, my mic turned off.
Speaker 2:Is it okay now?
Speaker 3:No, it's really low.
Speaker 1:It's like you're not connected. I can hear you, but you're far, far away.
Speaker 2:Weird, I haven't changed anything. Okay let me see Okay, I didn't do anything. Maybe it's my wifi, I don't know.
Speaker 1:And there are a few questions when you get to the end of the slide. Sorry to interrupt your while, okay, no, that's okay.
Speaker 2:Wave at me again if it goes out.
Speaker 1:Okay.
Speaker 2:So leads. You must be the first to reach out as soon as the lead comes in. Of course, if it's three in the morning, you're not gonna call them, but if it's two o'clock on a Sunday or Saturday, that means they just filled the form out and so you have to be first to get back to them Call, text and email. All the same, Do all of those things every time as soon as the lead comes in. The text works most of the time for me when you text them, call them, leave them a voicemail, email them, establish yourself as the expert right, and tell them you're gonna be a great resource. You're a great resource for people going through this. So that's how I do that. I will say to them I'm sorry that your mom fell and broke her hip.
Speaker 2:Usually, you get some information. Your website lead form should give you some information about what's going on with this person AgeInCarecom. You should have some idea of what's going on. I reference that and I do that typically in this situation. This is what happens. I'm a great resource for people going through this. Those kinds of things get them to call you back, right, and so text that, call them and leave a voicemail about that and email them. Dude, let's go ahead and answer questions and then I'll get into pushing you for pricing.
Speaker 3:Okay, let's see. Yeah, I mean that one was one. Okay, I'm new to the industry and came from a company that I would never focus on price first. I would sell them on the benefit. What is the number one objection that prospects may have?
Speaker 2:Well, really, what I see is the adult child children mostly want this. The objection comes from their parent and typically you're tag teaming with the adult child to get the parent to do this. That's typically what I find. Pricing is going to probably be an objection. It can be and you can work within their budget. I've always said, if they're very price conscious, well, what can you afford a month? How much can you afford a month? And then they say, I don't know, $600, $1,000, whatever it is, and then you build a schedule around.
Speaker 2:That Price probably is the biggest objection For the seniors. It can be, too. For them, more it's about privacy Someone coming in their home telling them what to do. I don't need somebody in my house telling me what to do. I'm a grown man. I mean, I've sat in these rooms. The adult child, though, needs them to have this help. They want their children to take care of them, and that's not gonna happen. There isn't time for their children to take care of them. They're busy, they're working, they have kids of their own, so that's what they want, and so you have to. Usually, I tag team with the adult child to get that senior to allow us to do this and try it, just try it. That's what we. That's sometimes how you have to.
Speaker 1:How you have to do it.
Speaker 2:Give us two weeks, you know, because that might be all they're willing to do and hopefully it goes well and then they're cool with it. Any other questions beside the pricing one?
Speaker 3:Another person said that they did a lunch and learn at a Brazo West and one of the nurse case managers said wow, your rates are too high. Okay, a brazo, that's here, right? Yeah, I was like, I think to a brazo. Who is that Kim?
Speaker 2:Oh, great, great. The case manager said the prices were too high. Yes, hmm, so usually they don't always know the prices and so I don't, did you leave prices? I don't usually leave prices. If they ask about pricing, I would ask her well, what prices are you seeing, right? I mean I've always tried to find out where she's getting lower rates from, and people will do a range too. So I've always done a range in my pricing. I've never given anyone like the one amount, one line item. I give them a range and ranges, can. I mean our ranges were probably like a $5 spread per hour and so you know, when they hear the bottom one, that helps them go okay, you're not that expensive because it's a range. So I'm not sure if that helps Because I don't know like the whole, the whole situation, right, but I would then to call around and your competitors and find out what they're charging. Also, I mean, you just start six, seven. Pretend to be an adult child, get their pricing right and push them for price.
Speaker 3:And also and also I mean is there expectation? Where are they getting the expectation from of what the price should be?
Speaker 2:You know you're, you know get into the weeds.
Speaker 3:like you know, my caregivers, you know, I want to give them a living wage plus this and this. I mean, if you get into the weeds about it, I mean what are they? What are they expecting?
Speaker 2:Yeah, and why does she think it's high? Does she just think it's high in her mind, like I couldn't afford to do that?
Speaker 1:Is that?
Speaker 2:why she thinks it's high or because other companies are telling her a lower price. That's a good point, lisa, because when case managers and social workers look at our pricing they're thinking, darn, that's high, I couldn't afford that. But they're not. You know, they have a house payment, they have a car payment, they have lots and lots that we do and they have all of that. Seniors typically don't have that. So you know they really shouldn't get into the pricing conversation the case managers, social workers with the client, the seniors I have tried to avoid that for years. Most of them don't want Valerie will tell you, they don't want to have the conversation about what this costs with the senior and family. They want us to do that. So I'm surprised that she would say that. But we need to kind of know where that, where that came from. Okay, so, pushing for pricing, try not to give any pricing. Continue to direct them to booking the assessment so they'll say well, how much does this cost? Well, I really need to come into your home. I need to meet with your mom, I need to see you know exactly what's going to be required for the care. I need to lay eyes on mom, dad to be able to give you pricing. So we don't give out rates over the phone because we want to be able to give you the best price we can and we have more information when we're able to assess the situation. I'll be in your area later today and can do the assessment then. Does that work for you? The assessment is free. That helps with people who are price conscious too. If they continue to push, always give a range, never a single rate. Let them know you need to conduct the assessment to give them the correct rate that it usually ranges from. So give them that gap, that range.
Speaker 2:You should be casing your competitors here we go At least quarterly. Star six, seven call them. What are they doing? What are they saying? Do they have special pricing packages? Do they have a limited or an hour? You know minimum Hours? Are you competitive? Are you the cheapest? Is it time for you to raise your prices? Sidebar. You should also be casing your competitors on the caregiver side of your business, at least quarterly too. How much are they paying? Are they giving bonuses? What usually prompts me to call my competitors about pricing is caregivers. Come in and say gosh, this company's paying a dollar more an hour than you. Why aren't you paying more? And then I call that company as an adult child and I find out they're charging more than I am. That's how I usually find out that my rates aren't in line because the caregivers will come in and they're getting paid more at other companies. So that kind of spurs that. But if you can put in your calendar quarterly to do both, you know you won't be caught off guard. Any other questions, valerie?
Speaker 1:I see, oh, am I muted? No, you're not muted. Okay, good, I see one that says I went to a network did you already do this network group yesterday and met a reverse mortgage agent who said that if they can't afford the price to mention to her about reverse mortgages, is that appropriate? I'd like to answer that About reverse mortgages. Now, from a sales perspective, you all have more ideas on that than I do. But from a reverse mortgage perspective, I have mixed feelings about that.
Speaker 1:We have long-term care insurance agents and reverse mortgage agents or loan officers who are constantly asking me if we will do educational presentations for home care agencies about financial options like long-term care insurance or reverse mortgages. Long-term care insurance is no longer an option. Once you need home care, you can't buy it if you already need it. But the adult children could potentially purchase it, and reverse mortgages are not. It sounds scary and they know they get a bad wrap. But you are not responsible for educating a client on a reverse mortgage. But if you have a trusted person in your life that you can hand a business card to them and say you know, this guy's really helped a lot of seniors be able to afford home care using a reverse mortgage. There's so many requirements in order to get a reverse mortgage you have to be over 65. You have to own their home. The kids have to know what's going to happen once that happens. The kids have to know what's going to happen once that person passes away or leaves the home permanently. There's all kinds of caveats to that.
Speaker 1:I will say in hindsight a reverse mortgage that was taken out on my mother-in-law's home to help her with some basement repairs that were on order of $27,000, she spent the money on the repairs. She had to pay $27,000 for the repairs and then we used she didn't use all the equity that she had available to her for that and then later in her life when she needed assisted living, we paid privately for assisted living with the remainder of the funds from that perverse mortgage. Now, none of the kids wanted the house. None of the kids were worried about what was going to happen to the house. Nobody wanted it. So it was okay to let it go and we didn't or buy, or one of the kids could have bought it outright, and it was a possibility and it is an option just to make sure you trust the person that you're handing out their business card. It did help my mother-in-law pay privately for assisted living until she couldn't live there anymore, and then she went to a nursing home. Yeah.
Speaker 2:I've had about three 24-hour clients use reverse mortgages in my time and I did have a reverse mortgage person that I trusted to do that. And again, valerie's right, and I think that's the reason why I'm doing this and I think that's the reason why I'm doing this. And I think that kids all have to be aware of this, because it's taking the equity out of the home and some children aren't going to be okay with that, but if they don't have the money for home care or assisted living or whatever it is, it can be a good solution.
Speaker 1:I agree with you, valerie, and some people totally are against. I see Nikki says as a banker, I would never morally suggest a reverse mortgage. It really depends on your experience with them. What has happened? A lot of people get screwed over. I'm not saying that this is intentional or just communication, but there's a lot of so many federal regulations now about reverse mortgages that it is not an easy process. So while it is possible, it's something that you need to make. You are not responsible for any of that, but to recommend a trusted person that you know has done a good job for other people is is okay.
Speaker 2:Yeah, yeah, anyway, I doubt it is definitely controversial. So I understand her, her point to Do your research for sure. Okay, so now you're going out to the assessment. You want to get this job signed. Um, I I've added some things here that you know aren't about how you get it signed, but I think important.
Speaker 2:Park a house or two away. Do not park in the driveway ever, because your car could leak oil and they get very upset about that. Um, also, I would not park in front of the house. They will come out to say, hi, I've gotten early, gotten there early, thinking oh, I'll make these three phone calls that I have to make. These people who kept leaving me, boy, smells. They will come right up to your car and knock on the window. Are you done? Oh, we're ready for you. Come on in. And if you could be a half hour before the assessment was supposed to happen. So park down the street a ways so that they don't know that you're there, especially if your car is a mess and you're trying to get organized, because they'll come right in, right into the car. Um, so dress business casual or in scrubs.
Speaker 2:Read the room who wants home care and who doesn't. Sometimes it's a split when you walk in that room. There could be three, four children there and mom fell and they're all in town and half of them want the care and half of them don't. You need to read the room, so you're. You're directing your conversation Appropriately to the people who want it, who don't want it. Ask permission to sit. Um, I, you know, don't just Assume they want you to sit here right when you walk in the door. Where would you like me to sit, for me to sit while I gather information? Because you're going to need a table, probably. Or I've always brought like a clipboard or something hard, because you don't always have a table and usually you know it could be your lap sometimes, or you're sharing the table with a kitty cat that wants to be all in your face. I've been lots and lots of these. Um, ask permission to sit.
Speaker 2:Review the intake call that you had talk about. You know, take them back because not everybody in the room Maybe was on the phone call. Right, only one person was probably on the call. This could be a great way to grab the people who don't want the care. Usually it's the senior, for sure, that doesn't want the care and anybody else in the room that you're feeling Maybe doesn't want the care you know arms across, they're just not for this, right. Um, review the call that you had. Review the expertise that you have. Review Everything that you remember about the call, all the notes that you took, so that everybody's on the same page Everybody, as if they all were in that phone conversation. Reestablish yourself as the expert. That's what you're doing while you're reviewing everything, if you don't know yet what has happened or is happening to prompt this assessment.
Speaker 2:Looking for home care Um, talk about that now. You know what. What prompted you to reach out to us. What's going on? You know you're going to need that and a lot of what they're going to tell you you're going to latch on to so that you can get this job signed. Um, you know if they fell in the shower, well, we don't want that to happen again. So you need a caregiver or your showers, because we don't want that to happen again. So, whatever they're going to tell you, whatever you learned over the phone call, you're going to use that to help you get this job signed. All, right, now they are expecting you to tell them what to do.
Speaker 2:At this point, you've gathered all the information. You know they're a transfer assist. You know they need a shower. You know all the things right now in your mind you're gathering. They are expecting for you to come up with. What is your suggestion for home care? They're not going to come right out and say it, but that's what they want. They want to know how many hours, how many days a week. You're the expert. What do you recommend that they? What kind of care do they need? How many hours a week? Whatever so, think about their needs, be practical and situational about this. Can they be alone during the day?
Speaker 1:or overnight.
Speaker 2:When did the fall happen? Did it happen the other night? Because she got up to go to the bathroom? Okay, then she probably can't be alone overnight anymore, unless it was a med or something that caused her to fall. Do they need transfer assistance? If they need transfer assistance, they're probably going to need somebody here because of that. Do they need bathing? If the bathing it's a minimum of two to three days a week, I know we want everyone to shower every day, but we all know that's not realistic in senior care, so they're just not going to do it. Um, what else can be done to extend that bathing shift to a longer shift?
Speaker 2:You know when's the trash going out? Who's taking the trash out to the curb? Do they have a walker? How are the? How in the world are they getting the trash out in the trash can and out on the driveway? So you have to be thinking about kind of investigative right. You gotta be thinking about all of that. Consider everything. Are their budget constructions? Is there family there that can help, or a spouse or a neighbor or a friend that can help with things? The trash maybe? I mean, we want to sign the job, we want good hours, but we also need to stay within their budget. So Asking for them to sign, asking for the business it's, it's fair, it's just a very smooth transition Based on the assessment.
Speaker 2:Mary, if you're talking to Mary you know, or her children you marry, or you needs at least three days a care a week for bathing. We have a three hour minimum. The bathing will take about an hour, could take longer depending on Mary. Um, while here we can also do laundry, like housekeeping, grocery shopping, take the trash out the curb, prepare some meals, so you're letting them know. You know what your recommendation is. Um, and here's another one for john.
Speaker 2:John, you know he needs someone with him Overnight. There has already been a fall and we don't want it to happen again. Confusion sets in at night and fall risk really increased. We can do 12 hour wakeshifts so we can be there when needed. We can get him ready for bed. Maybe do some tidying up before bed. People rarely sleep more than eight hours. There will be some time in the morning too for us to make breakfast, assist with bathing and med reminders and get your Get out of your hair. For the rest of the day, john will just be here until the 12 hour shifts over and then you're on your own, we'll get you ready for the day and we're out of your hair. Because that's what john wants. He doesn't want to stay all day.
Speaker 2:So here's the natural, natural transition to the agreement. I heard the other day I was talking to somebody and she said oh my goodness, my um, my counterpart at my company. There's two marketers at their company. She told me she just leaves a service agreement with them and calls them and asks them later. You know Well, what do you think? Don't do that like.
Speaker 2:Get it out, let's get this done. Close the deal in order to get services started. There's a quick service agreement that needs to be signed. I have it here with me. It will take us up to 48 hours to find the perfect caregiver. So I would recommend we get the agreement done now so we can start looking for that caregiver. We may find someone sooner, but at least if you sign today, we can start care at the latest on Friday evening. It's just a very smooth. Don't get nervous about it. Bring it out. They need the help. You're there for a reason, all right, that's how it's done, and I think, oh, the salary. Maybe this is why lots of people here today, the community liaison salary and commission structure.
Speaker 2:I just want to say, before we get into this, this is not the same, probably nationwide. This is in Arizona. I was with larger company, like I don't want community liaisons going. I should get this. I need this because this is one scenario. This is one way that it can work. Um, it was a larger company, but I do feel like what we're going to talk about tying things to Do billing and that kind of thing is a good idea. Does it mean it has to happen this way? Um, we've been having a lot of people ask us this question and so we wanted to talk about it, but I also don't want for people to be. You know, I wanted, I wanted this way. So just know that I've seen lots of different structures, but this one worked the best for me and where I've ever worked.
Speaker 2:So your community liaison, your goal, right, your goal in the company is client billing retention. We don't want people to come and leave and come and leave right, and so your community liaison has sales ability, is best to have them sign. Your clients, referral sources prefer this as well. They trust your community liaison and they want for their patients and residents to work with your community liaison. So first of all, it makes a lot of sense to have your community liaison also sign your jobs. They have sales ability. A relationship has begun with the client and their family members. They sign for services in part and it can be a big part. Because of your community liaison they latched on to this person.
Speaker 1:Why did they latch on to this?
Speaker 2:person because of all the things we just talked about Emotional connection expert, all the things we just talked about. They tag teamed with the adult child to get mom and dad to sign. Mom and dad like this person right, and so why not keep this person involved at some level? It makes sense to keep your community liaison tied to this client in some way. So if there is an issue with a client because a caregiver was late, mom and dad aren't accepting the new caregiver that was just brought on Almost any issue at all. It makes sense to pull your community liaison Back into the picture because there is trust there, enough trust that they sign an agreement.
Speaker 2:The client and their family want to see the community liaison also take responsibility for what's going on. Many times the client will listen to the community liaison over their own children. I've had them do that. My mom won't talk to me about this unless you come back and sit down with us. I don't know how many times that's happened that. You know they just trust that person. So you want to keep that community liaison involved at some level. So once the job is signed though I can't stress this enough the community liaison does need to pass the baton over to scheduling and staffing. They can't be involved in the call-offs. They can't be involved in All of the things that are going on. My mom doesn't need transfer assistance anymore, or she'd rather switch the schedule from saturday to sunday. The community liaison needs to be out marketing. They cannot be involved in that. They have to pass the baton to scheduling or staffing so they tell the family I'm not going anywhere.
Speaker 2:You will always be able to reach me, but your point of contact now is Susie. She is your scheduler, she is your staffer. Here is her phone number. We have to do that right. That has to happen. So I just don't want that to be get confused. So they have to pass the baton. How do you keep the community liaison tied to this client though with ongoing? How do you do it? You do it with ongoing commission. That's how you do it. We want them to get involved again when it starts to go south, even before it starts to go south that the caregiver has been late three days in a row and nobody's really said anything.
Speaker 2:We know somebody could be upset about it. Not a bad idea to have that community liaison call and just say how are things going Before they quit, before they're upset, so you tie them to the client with ongoing commission. To obtain this goal, commission should be a percent of billing. The higher the billing, the higher the commission, right? If I'm getting five percent of a thousand dollars a month Versus five percent of three thousand dollars a month, my commission is higher, right, and we have the higher billing clients we need to keep. Your community liaison will be more incentivized to help you save and keep the bigger clients or any of the clients if they're still getting commission on those clients. My community liaisons would actually bring flowers by or just stop in and visit their 25 clients every week to every couple weeks, checking in on the caregivers to to make sure the caregiver was doing their job, because it was such big commission for them and they didn't want to lose that commission. We also don't want to lose the client. So this is how it worked for us. And again, this is Arizona.
Speaker 2:I have no idea what salary would be in other parts of the country. Our salespeople had some sales experience when we hired them. One of them had worked in assisted living. I've had others that have worked in home care. I've had others that had sold furniture. They all had some sales ability when they came. So that's part of the salary. So a reasonable salary. You don't want to be too high. They should be earning a good portion of their income through commission. So the salary really depends on your state. You may need to ask around to find out a fair salary. In Arizona, a reasonable salary for this physician is around 60, 65,000. Okay, that's what we paid and these people were used to making much more than that. But I said well, you're going to have commission, so that's gonna be up to you.
Speaker 2:And we in one company I worked for, we were very well known. They were gonna come in and just take over our current territory and get commissions Another places where I have worked. We'd never even worked that territory yet and they were gonna have to really build it from ground up. So, based on that, the salary. That's why the 60 to 65 commission, three to 5% of billing for each client that they sign. They received this commission for the first year.
Speaker 2:This client is with you, you need to figure out what works with your margins. Though it could be lower, it could be higher than this. If you wanna continue to pay after the first year the commission, you can lower it to 1% or another lower percentage. So that's what we did. So if I signed Joan and she was three hours a week and it was this month maybe the billing's $1,000, I would get 3% to 5% of that $1,000 ongoing for a year every time we built them. So I got paid once a month. I got a commission check and it would be three to 5% of all the clients that I have signed and I would get that commission for the whole first year. They were with us. After a year, if they're still with us, it dropped down to 1% and so the idea is to tie your community liaison commission structure to client retention and it works. So that's how we did it. We have any questions Lisa?
Speaker 3:I don't see any about commission, but there was one here. It's just about finding a caregiver. She's always concerned about finding a caregiver. Do you have the client sign? I think this went back to the when you read the client sign Do you have the client sign? And then you find someone within 48 hours. I mean yeah, yeah, I mean you do have to kind of do that.
Speaker 2:So when you're on the service inquiry you'll get. You'll get good at knowing, okay, this one's going to need care right away. If I don't sign this one while I'm sitting there, it's never going to sign. Like, you get good at knowing that before you even go to the home. And so you get the basic criteria of what your scheduler is going to need and you tell them I'm going to Mesa today. This is this is the situation. Do you have a caregiver out there, first of all, and what hours is she open? I mean, you could work it from the other side, right, and convince the client hey, I've got a wonderful caregiver. She can work these days and these hours. What do you think? She's perfect, you're going to love her. You could work it backwards too. I've done that many times. But give your schedulers a heads up. Ask them if they have anybody in that area already that would that would want to do this, has any open hours, and try to build the schedule around the caregivers availability. I've also done that. That's another idea, yeah.
Speaker 3:Yeah. One more question on commission Would would the commission be different if a short term case Short term case to motivate the salesperson to take short term cases versus long term?
Speaker 2:I guess I'm not.
Speaker 3:Would you change the structure around? So say that no no.
Speaker 2:So if they were only there two weeks, they get the 3 to 5% that two weeks and then it disappears when the client leaves.
Speaker 3:So that's the only way to get the case done. Did I answer it? Say it again yes.
Speaker 2:Okay.
Speaker 3:So they just read and understand it.
Speaker 2:And it can be your, you know it can be whatever percent you want, but tying it, you know I, we would get them, the communities involved all the time. You know, caregiver, they don't, they won't accept this new caregiver. I actually had to go out to the home several times with the caregiver to to just like figure this out. And if you know they're going to be picky like that, it may not be a bad idea to go out and intro. Anyway, you know, you know your families because they all do eventually start fitting in boxes, right that you know you've got your your drill sergeant. Go do this, go do that. You have some. Don't talk to me unless I talk to you. I mean they all do kind of fit into categories and eventually you start oh, she's going to be like Mrs Smith, If a new caregiver is going to go into that home, you tell your schedule. I'm going to have to intro them. It will never fly. So you do start to learn that ahead of time. Okay, I just wanted to share real quick because we are getting low on time. Oh, we are. Okay.
Speaker 2:The forum please start going into the forum. Lots of great stuff going in on the forum. People are asking some great questions. You can go in there at any time, ask your questions and we will answer them. Here's some more marketing hospice how does that go? Here's the question about commission. So we went ahead and put it into our. Our meeting today we had Deitra. She went out, she created that discharge package. She went to three SNPs or sent out, handed out three went to referrals. She went and visited three SNPs and got two referrals from this discharge package handout. If you don't know what this is, go back a couple of sessions and you will see it. Lisa's pinch protection at work. He made these and attached them to hair hair accessories super smart. So you, yes.
Speaker 3:Yes.
Speaker 2:And Nikki did discharge package. She shared that looks great. She even has a URL or a code here, qr code. Kason shared her her pinch protection at a social worker and case manager event. They loved the bags. So lots of stuff going on. You will see all of this in the forum. You got to get in there and participate and and you're missing out if you don't. Lisa, you're up. I'm so sorry it's late. It's okay, we'll go.
Speaker 3:We'll go we'll go, we'll go quick, we're green, even though it's not the day, but you know I wanted to represent, didn't want to get pinched. So March, social worker month, please get out there. And we have two different versions here. Just really quickly, if you go into Canva or into the Google link, you can change out the name If you have a social worker that you love and want to just call out by name here, or you can just leave it kind of random to any new social workers that you're talking to when you're going out to sniffs. And then we have something to add here these little baggies and key chains.
Speaker 3:I just thought they were really cute. They say thank you, maybe proud of the work you do, the person you are and the difference you make. Perfect for social worker month. I feel like take this you can add anything else to this little baggie that you want and make sure that your information is attached. You can actually pop a little hole in the, the hand out there and, you know, guide the, the top of the bag, the little ribbon, through and attach it and make it really cute. And, yeah, drop those off everywhere you go. It's like a trick or treating Inter-attection. I love it and I'm so glad everyone has loved it too.
Speaker 2:I love it too.
Speaker 3:You just want to go out and let them know. You know the idea is to just have a different you know, not not a theme necessarily, but a different idea for each thing. Let them know that you're doing all of these things right. So if you're in a pinch, you're in luck because we'll we'll get your last minute discharges home safe today. You want people to know that that's what you can do. You know they can call you today and you'll, you'll be out there in a few hours and then add, you know, a little pinch protection gear.
Speaker 3:You can add little hair, hair things, that that who was that? Again, it was a JJ JJ added some hair stuff. You could add these cool little beaded necklaces are pretty cheap. And then, you know, at the end of the rainbow there's you know some rainbow coins. So you know you can add some of that. Yes, have any little things like that, but just to have something to give give off. But is this? Does it look like there would be a good process? Okay, springing into action. I just thought this little chick is so cute.
Speaker 3:And so I had to use them for something. But you know you want them to know that. You know, hey, look at, we provide hourly and around the clock care and we are ready to spring into action for you all your home care needs. And, you know, customize any of these. Take out our logo, obviously, and our information. But can we link Google link there to edit and what was this stuff? I also wanted to talk about Easter and hop it into spring. You know, be careful, look at the languages where you're going into. If they are celebrating Easter, then go ahead and use Easter. If they are celebrating spring, then you want to be mindful of that as well. And you know, just take this out with with something cool. I'm going to call Susan out really fast, but she Susan, I think she's in this class. Yeah, I did her. She did it really cute. She said she's. She said oh, oh, we all weekend in front of the bachelor and did about 150. Wow, with some chocolate, eggs and things, really cute. And hopefully she'll be hopping into spring to some social workers there. Great job, susan. Yeah, they were really cute.
Speaker 3:Okay, the April leave behind this. You're going to hand out now and and in April to get a face to face in May and this is all about older Americans month You're just going to bring out some large print books, you know, crossword puzzles and word finds and word searches and things like that and let them know that you're bringing these out. You're going to slap your sticker all over those on the outside somewhere so that people know who you are and who they need to call and who's sponsored this nice little gift here. And you don't want to over commit. You do want, you do want the people to, you know the social workers, to give you a call, or you know, maybe executive directors or someone at the at a, a L or what, what have you. But you want them to call and get you to come in. You know, know that, know where you're going to go and have them kind of register with you, I guess.
Speaker 2:So, yeah. So the idea is to just take this one sheet out now telling them that you're becoming in May with these books. And again, don't over commit, because you'll have to pick your places and how many books you can bring each place, but they're going to love it, yeah it'll be a fun one and you could do it. It's going to be independent living sniffs all kinds of different places with us. Just don't over commit, because they're going to expect those books.
Speaker 3:Even as senior centers. I think someone mentioned that last month. Yeah, that's a good idea too. Okay, so another another April leave behind here.
Speaker 3:It's World Parkinson's Day on the 11th, and this message here is you know, home care can make a significant difference in managing the symptoms and improving quality of life for those living with Parkinson's, maybe like mobility issues and things like that. So you want to, you know, take this out to anywhere that you think that will benefit. So they know, you know what Parkinson's is too, and your caregivers are very skilled in that arena. It's OT therapy month as well, or occupational therapy month as well, and we this is kind of like their little theme colors here this slate blue and that brown. So I just thought it would tie in really nicely.
Speaker 3:I don't know how many people know that or need to, but I just thought it was nice and you'd be able to take that out to your OT folks and I kind of wanted to oh, yeah, go ahead. I guess the other the yeah, go ahead. We want to. Vitamin C you stay healthy. Back in the day, I used to take just little baggies to the nurses station. This is a long time ago when you could just frolic in the hospitals but I used to take just the baggies of halos or cuties and say this exact thing to them and they just loved it and it was great.
Speaker 3:But, I wanted to put this into a little handout too, so you could take that out and just let them know. It's just another reason to come and see them. But it's also national vitamin C day on the 4th of April, so you can tag that too this April. Leave behind here, you can see. I kind of put the little OT thank you month there celebration there. But I was thinking like what could we do? It's a little more high end, right, these insulated, reusable lunch bags, but man, they're all over the place, you know, and so I thought that this would be really nice. A lot of the time I remember being out and about as a marketer, just not being able to eat, to use restroom, any of that. So I thought maybe we can give them something they can reuse. They'll have their lunch with them because they're going out. You know they could be at schools, it could be anywhere. So just wanted to kind of tie that in with that. And then these little motivational silicones. Oh sorry, I just thought the colors were nice and the message really spoke to OT. This would go more for the vitamin C, and I have a couple of kind of like repeats where if you bought a ton of water. We can use them for other things too. Yes, you do have some good ideas. They're coming. Oops, we, we, okay.
Speaker 3:So now in May you're going to take this as a full sheet here. You're going to take this out with your books to whomever you spoke with and kind of registered with. You want to make sure that you print out your logo, your contact information on a sticker and put it on the outside of the book somewhere so they know you know who this is coming from, and then take your, take your books you know five, maybe 10 books to each place and have this kind of stacked on top of the books. As you're handing it out and talking with your social worker and they'll need to, you know, decide who they're going to give them to and what's going to happen with this. But also, you know, older Americans month this the theme this year is powered by connection and how. You know social connections and meaningful relationships help with overall health and well being. So let them know that your staff will help them. You know, just a little bit of time being with someone can really help with that. They're not only, they're not isolating themselves, they can even take them out Mother's Day Anyone who. You think you want to take this up to be really nice little happy Mother's Day celebration.
Speaker 3:And you know I was like gosh. I wanted to do something different. I really liked these flowers. They actually change color in the sun or maybe in the light. But you know, just take, take something cool out A couple of different things little mini canvases, some paint, I don't know. I was just trying to think a little differently. You know, because if you stand up, you know you stand up. Nurses week Yay, may 6th and may 12th. You know thank you for making all the difference and you want to let them know any anyone that you're talking to that your caregivers can provide 20 for 7 care, getting folks home and all the ways that you can help. You know let's, you know, limited mobility, anyone who's had a high risk for falls and needs bedside sitting that you're there to help them with those things. You know, maybe you're in like a long term area where you know bedside sitting would be a wonderful A break in for you. I feel like there's so many and I'm trying to go fast because I don't want to run out of time.
Speaker 2:You're doing good, Lisa. You're doing real good.
Speaker 3:I feel like this could go. These, these here, this, this page could go with Mother's Day, it could go with nurses week, it could go with anything. I mean, who wouldn't like to relieve their stress and have some shower steamers? I mean, come on, right, right. And then these, these pens. You know, nurses love pens.
Speaker 2:They love these retractable. They like pull out and it snaps back they love these.
Speaker 3:Yeah, yes, yes, yes, ot, I'm sure they would love them too. And then these little lotions. How many times have I used so much hand sanitizer that my hands are so dry and I need lotion at my desk? So I think these are perfect for any. Any handouts, really? Yep, all right, protect your skin. It is what was this one? Oh, it was skin cancer awareness in May. And so you know, just apply sunscreen and just, we want you to take care of yourselves and take care of your skin. Don't get too much sun. Get a little bit of vitamin D, but not too much. And you could take this out and, you know, add what was on the next slide.
Speaker 2:So for these there are you're going to hand these out with color changing UV detector stickers. These are the stickers. They put this on and it changes color when it's time to reapply sunblock. I think they're so cool.
Speaker 3:Yeah, and I found these little like mini sunscreens too, so, yeah, really cool, I love those too. These change color when there's too too many UV rays touching your body, so I thought that was really cute.
Speaker 2:It's a great thing to give out both of these things together for skin cancer. Is it sun? What's it called Skin cancer? Yeah, awareness, yeah. So these are great little handouts for that, so love them.
Speaker 3:All right, this is a blast from the past. I did this one last year too. But I love this because I find that none of us drink enough water anyways and because sometimes it's just a little boring. So you know, national Hydration Day. Just add a little bit of flavor here. Water is life. You add the flavor.
Speaker 2:And I still love that you should be a tagline lady Water is life. I love it.
Speaker 3:I love puns too. But yeah, you know, take, take one of these out to get by some water, add your logo, maybe a little ribbon, and you know secure, or those little like sticky beads that you can just secure this little flavor pack here and just take it out and let people know that you, you know, want them to stay hydrated.
Speaker 2:You love them, even for the whole like, like for the social workers, like maybe there's a group of them in an office, a whole case of water with this little box attached to the top with the big old logo on top could be good too, you know, just give them all some hydration.
Speaker 3:Yeah, create a whole hydration station. Exactly there I go again.
Speaker 3:I know that's another one I do leave behind here. So all timers and brain awareness month, you know I created this. Only thing I changed was a little forget me, not flower, I just, I don't know, I just felt like incorporating it. But you want to take this out and just, you know, let people know that you are aware too and that you can help with the situation as well. And I thought that you know we could repurpose some of these, because you maybe bought too many of those paper effects, and take those out Because I really think for brain gains and just keeping the brain active and and these would really help. And, of course, you know you have your kind of more more standard, the little silicone bracelets that help you remind you of, you know, the hope there.
Speaker 2:Oh, I love this one, go ahead.
Speaker 3:So I wanted to do something for National Lobster Day. It was funny and you know snappy discharges call us now and you'll be at home in time for dinner. So you know, I just love this Absolutely. I love it, I love it. I just want you guys to take it out and use it, yeah we have to hear how it goes.
Speaker 2:Yes, we have to hear how I love the snappy discharges, because it's all about the facts. Let's get them. Let's get them in time for dinner, love it.
Speaker 3:Yes, yes, yes. And so you know, I wanted to theme that up with, you know, maybe some some snapped cheez-its. I thought that was kind of a cute theme. And then also for the more healthy folks, the harvest snapships I thought were cool too and you could just attach those any way you want you could. You could do lots of different things, but I had to limit it, just these things. And then we don't want to forget our Father's Day. We want to celebrate Father's Day for all the dads out there. And so you know, just this is just one of those nice little leaf behind that you can just, you know, take out anywhere. And I wanted to give them dads Rupert barrels, because dads, yeah, and you know, I thought you know, add some key chains, add a little silicone bag, make sure you, you know our little bag there, and just set it up really cute and nice and take it out. I also wanted to do dad jokes, like for people that I knew more. You know that you maybe know better, but I didn't include that. Maybe next time.
Speaker 2:Oh, lisa, you did it. You made it in time with a minute to spare. Great job. Everyone's just loving these handouts. They are chatting about it. Yep, they're great, really great.
Speaker 2:I hope you guys have enough? Do you have enough arsenal now to get you through? For sure you won't run out of any ideas or things to hand out. Do we have any questions? I saw that Joanna Johanna had asked about the Parkinson's caregiver guide, quick training guide, Parkinson's. I think she's thinking I'm going to take that out with. Where did it go? It's May, right or April.
Speaker 1:She's going to probably.
Speaker 2:DHR arrived. Yep, she's going to take that out with this, I'm quite sure. And that is brilliant, johanna. I love the way you think. So we do have quick caregiver training guides. I can't remember if we have Parkinson's, but Valerie has promised to create one, so if we don't, we will. It's a one-sheeter talking about how your caregivers assist people with Parkinson's and how you have shown them and trained them how to do that. So, anyway, valerie, you're going to include that with the slides. You think, yeah, okay, perfect, all right, everyone loves all of this. You guys rock. These are amazing. Good idea, good deal, thank you. Great idea, lisa.
Speaker 2:All right, well, I guess we are done, guys. Have a great weekend, everybody Thanks for coming.
Speaker 3:Thank you for being here. Have a great weekend. See you guys next time. All right, bye-bye, bye-bye, bye.