Senior Care Marketing Must Do #30
Tuesday 8am: Read this newsletter
Tuesday 8:15am: Draft your Fall plan
While I realize that Fall doesn't officially start for another few weeks, with the kids back in school and Labor Day in the past, the Fall selling season is here. This should be the absolute busiest time of the year for sales people in the senior care world. Physicians are back to work, elective surgeries will increase, and unfortunately the flu season will hit soon as well.
I'm thrilled that most of my clients are running ahead of goal on a year to date basis. It's exciting to see how the work they put in all Summer is paying off. Even if you're not ahead however, here's what you need to do to finish off the year strong.
If you are behind YTD goal - Ok, not ideal but we can fix this. Figure out how far behind goal you are (whether it's hours, revenue, admits, etc) and divide that number by 3. Add that amount to each of the next three months (Sep-Nov) and get busy getting back to goal. Do NOT attempt to pull back a deficit in December because that month is too unpredictable with the holidays to count on any large sales gains.
If you are at goal - Congratulations! You are right where you need to be. You've put yourself in the driver's seat to finish the year ahead of goal. I would add a moderate amount to your September goal, add 25% of that amount to October, and 50% of that amount to November. Depending on how much you increase your September goal (let's say, 10% overall) you should finish the year with a YTD gain of about 1-2% gain. That might not sound like much, but there are agencies that would give their left arm to finish the year ahead of plan. If that amount seems to small, go big and make that September number even larger!
If you are above goal - Right on! That's the kind of performance we love to see. If you are here, you are already running above your monthly goal (for the most part). You have 3 things you can focus on:
1. Maximize your annual bonus (if applicable)
2. Work to set a new annual sales record (which is always cool)
3. Maintain sales levels but put energy into breaking 1 new high potential account per month from Sep-Nov. (this is my personal favorite because is almost guarantees a fast start to 2020)
Your choice....because you've put yourself in the driver's seat!
The year's not over, in fact for some of you.....this next 3 months might just MAKE your year.
Are you planning to join me for our Senior Care Closing Workshop. Our studies show that the best closers get the most results and the most referrals. You NEED to be one of the best closers and this workshop will get you there. Join me in Mesquite, TX on September 13th for our powerful closing skills workshop. You'll learn how to spot closing opportunities, how to handle objections when closing, how to build "yes momentum", and how to close the right way every time. Early registration is just $249 per person, but that's only until September 6th. REGISTER TODAY and SAVE!
Have a great week and Good Selling!
Michael Giudicissi
