Senior Care Marketing Must Do #20
If you want more referrals, you must become a master closer. The better you are at closing, the more referrals you get...case closed. How do you become a Master Closer? Attend one of our two workshops this Fall and learn the how, when, and how often to taking the relationships you've opened, and closing them!
Senior Care Closing Workshop
September 13, 2019 - Dallas, TX (location TBD)
October 25, 2019 - Phoenix, AZ (location TBD)
Monday 8am: Read this newsletter
Monday 8:15am: Clear the calendar for next week.
If you've been following our sales training or this blog for at least 6 months, you know that this is an exciting time! It's our bi annual re-qualifying cycle and it happens next week.
Just look at all of the changes in the healthcare industry over the past 6 months. Washington State's new law to tax workers to pay for in home non medical care, PDGM, Medicare Advantage plans offering non medical services, and so much more. This is a dynamic, rapidly changing industry and your referral sources are changing along with it. If your qualifying info is more than 6 months old, you're playing with a substantial handicap against more informed sales reps. Let's change that.
So, this is your 1/2 year check in with your key referral sources to see what's changed. That allows you to change your approach, your offerings, or both to provide the services they need in the way they need them now.
Clear your calendar for next week of all non essential activities. You'll be visiting every key account (you have at least 20, right?) and re-qualifying them. Make sure you are getting updated on key info such as:
1. Current referral volume
2. Preferred providers of home care
3. Any changes to patient demographics
4. New insurances accepted
5. Difficulties in referring certain patients
6. Wants and needs to make working with home care more streamlined and with better outcomes
7. Changes to referral policies
8. Personnel changes
9. ACOs, Bundled Payment Providers, new contractual opportunities, etc
10. I could come up with 100 more questions....but what else would YOU like to know?
School is out most everywhere around the country and Summer vacations are just about to begin. This is your best window of opportunity to get this info to set yourself up for a monster finish to 2019. DON'T MISS THIS CHANCE!
You also need to become the best closer you can be, and we're here to help with our Closing Clinic Workshop. Get all the details to join me in Dallas or Phoenix this Fall and get registered today!
Good Selling!
Michael Giudicissi
