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Home Care Marketing & Sales Mastery by Approved Senior Network®
Dawn Fiala, Lisa Marsolais, Annette Ziegler, and Valerie VanBooven RN BSN provide insight into home care marketing strategies. They cover in-person, in-field sales and online marketing every other week. These podcast episodes are part of the Home Care Marketing Mastermind, sponsored by Approved Senior Network®. Find more information at https://ASNHomeCareMarketing.com
Home Care Marketing & Sales Mastery by Approved Senior Network®
Thriving in Home Care Marketing: Strategies for Growth, Community Engagement, and Holiday Marketing
Unlock the secrets to thriving in the home care industry as we reconnect after Thanksgiving, channeling gratitude into powerful strategies for growth. Join Lisa, Dawn, Annette, and Valerie as they share their diverse expertise, from hands-on caregiving to strategic administrative roles. They offer you a roadmap to navigating our learning portal and accessing past meetings, ensuring that your journey in enhancing senior care and nurturing home care businesses is both informed and inspired.
Explore innovative techniques for building solid referral relationships with key players like skilled nursing facilities, hospitals, and hospices. Delve into the nuances of creating a seamless referral process, from offering single points of contact to utilizing technology for efficiency. With actionable insights into enhancing service quality and reputation, you'll learn how to craft tailored solutions and educate teams for seamless client transitions, ultimately maintaining high standards of care.
As the holiday season approaches, discover creative marketing strategies that not only transform how home care is perceived but also strengthen community bonds. From optimizing your online presence to participating in local events, we discuss how to close deals and foster connections. With festive ideas for expressing appreciation to referral sources and caregivers, you'll find inspiration to spread holiday cheer and plan ahead for special events like the January Leave-Behind Drawing. Get ready to engage with heartwarming stories and practical tips that emphasize the importance of community and gratitude in the home care sector.
Continuum Mastery Circle Intro
Visit our website at https://asnhomecaremarketing.com
Get Your 11 Free Home Care Marketing Guides: https://bit.ly/homecarerev
Hello everyone.
Speaker 2:Happy Friday.
Speaker 3:Happy Friday Yay.
Speaker 4:We're going to get started. We're going to give just a minute or so. We've got some other people coming in. Good morning, Junie.
Speaker 3:Hey Junebug.
Speaker 4:Sorry, yay, hey, junebug, hope everyone's had a great week and a great Thanksgiving. We haven't met since Thanksgiving, right, am I right?
Speaker 2:Right, I'm lost. Yes, I think so.
Speaker 4:Thanksgiving seems like a long time ago already. Ah, thanksgiving seems like a long time ago already. I hope everyone had a happy thanksgiving and the holiday season is here, so excited about that. Um, let's see, we can go ahead and get started. There's lots of uh things to go through. Lisa, do you want to do the this stuff?
Speaker 3:yeah, sure sure, so I just sent a little chat in the text in the chat. Chat is here. Happy Friday y'all. So if you have anything to add to the chat, go ahead and go in there. We have a couple people already talking in there, but here we go. Rules of the road or housekeeping lines muted unless speaking. We do want you to share your stories, experiences, tips, ask questions, make recommendations and tell us what you want to know. You can just say hey, I'm here, or give us something in the chat and we'll try to stop as we can and answer those questions. Next, who's driving? I am Go ahead, you can introduce yourself, you're talking, you go ahead.
Speaker 3:Okay, reintroduction. So I'm Lisa Marcella. I've been in home care forever and today, a long, long time. I love home care. It's such a unique thing, right, and I've worn all different hats in home care from you know, going out at 3am, taking a shift to you know, scheduling all of that, marketing, everything, everything imaginable. Yeah, I'm happy to be a part of this journey here with you guys and I don't know, I feel like I haven't reintroduced myself in a minute so I didn't kind of on the spot. But I'm here for you guys. I'm client happiness. If you have programs with us and just love to share and make sure that you know you guys are. You know any questions or anything. They're answered and I'll pass it to, I guess, dawn or Annette, whoever, wants to.
Speaker 4:Hi everyone, thanks for being here today. We're excited that you're here. You mentioned a shift. I used to walk dogs. I was the best dog walker. We had a couple of livings that had their dogs but they couldn't walk them, so I would do that, and I did a lot of 12 hour overnight awakes in skilled nursing facilities and those kinds of things. So I have been in home care forever in a day as well. I love it. I love what you guys are doing. I'm very passionate about it. So thank you for taking care of the seniors across the country. We appreciate that and we're here to help you grow your business, Annette.
Speaker 2:Hi everybody, I know many of you that have just joined on. My name is Annette Ziegler and I teach the sales training classes here at ASN. I, too, have been in the industry for 20 plus years.
Speaker 4:We're really happy to have you here today. So welcome everybody. Yes, and I don't think Valerie. Oh, there, she is Valerie's here. I found her. I'm rolling through all the people we found her. Valerie, I found her. I found her. I'm here.
Speaker 1:Hi, I'm Valerie Vianboven. I'm a registered nurse and the founder of Approved Senior Network, and sometimes I'm just along for the ride for these meetings and just here to say hi and we appreciate all of you and I know that your job is very hard. I've been doing this for well. Let's see, kids are age 17. So I guess 16, 17 years now, helping home care agencies, get more visibility and more clients and all those things, and these ladies are the bomb and they know exactly what they're doing. So I'm just here to say hi and maybe talk about internet marketing, because that's my thing.
Speaker 4:All right, so who wants to grab it from here? How to watch the meetings you missed.
Speaker 3:Okay, how to watch the meetings you missed.
Speaker 3:Okay, go ahead. Next slide. So you're going to log into the forum. It's at right here homecaresalesforumcom. Your username is the email that you use to sign up and whatever whatever was emailed to you, or use the forgot your password feature to actually log in with the password. But this is what it looks like on the right hand side, the home care sales forum. Looks like on the right hand side the home care sales forum. Boom and next slide.
Speaker 3:So where that big bright yellow arrow is, it's the learning portal. So that's where you want to go to see all of this stuff. Here and in the discussion actually next to it you can ask questions and things like that and see what other people are doing with handouts and things out in the field. It's kind of good to see what your peers are doing. When you do go to the learning, you're going to see a couple of boxes. If you're in one of our classes you might see more than one box, but for continuum, you'll see this box here. You're going to click on that box and voila, there is everything here. So everything from January 2024 on for the whole year is actually within here. When you click on those links, it actually leads you to video and everything else, all the links to the handouts, all of that.
Speaker 3:And then next, okay, the mobile version, the collab app K-O-L-L-A-B, how to use it and what it's for. It's pretty similar. It looks a little different, but it's by lead connector and you can download it here on your phone. There's one, I think, that's the iOS, and then next or iPhone, and then next is for Samsung or Android, and so you can go and grab those links and go in and download this to say don't miss anything while you're out and about. This is what it kind of looks like here. On the left-hand side with the bright yellow arrow, it says join group, but when you do, you will be in here. If you look at the bottom of the screen too, you see all the pages, like the home page, the comment bubble. I'm not sure what that one is, maybe discussion.
Speaker 3:Badges, certificates you can walk through here and get to know it a little bit. Badges, certificates you can walk through here and get to know it a little bit and next slide, there we go. So this is where all of the cool stuff is housed, right? So everything that we've done throughout the months like little handouts and leave-behinds. You'll see here any questions. So while you're out in the field, if you have a quick question, you can really just throw the question in here and you will get an answer relatively soon. And we just like to be in here with updates on look at I mean, there's marketing minutes and things like that. We're always, always, always, collecting what you guys are doing out in the field to share. So I think that you should really look here for that as well, because it just all the ideas. It's excellent. Oh, and we're done. It's Dawn's turn.
Speaker 4:We're in the middle of a three-part series. This is the second part, reviewing your yearly performance metrics. That's what we're doing in the three-part series, so ready set succeed, so we're going to get started here on part two. Part three will be December 20th, so mark your calendars. Before we do that, though, we are giving away one set of January customized leave-behinds. You have to promise, though, that, if you are the winner of this, of you handing them out what they look like before you give them out any and everything.
Speaker 4:So if you would like to get a free set of the January customized leave-behinds, we're going to put your logo, phone number, contact information on all of them. Send them to you, Please. I guess we're going to message in the chat. Is that what we're doing? Just type in yes in the chat and we will put you in the drawing to win next this. You'll get them in the next by Monday, tuesday and you'll be all set for January. But you have to promise to do it and promise to take pictures we will hold you to it actually, who was our November, or was it December?
Speaker 2:we've got had two Decembers, I think Rodney. I think it was Rodney yep, we need pictures and.
Speaker 4:Kim Kim yep, so we gotta get those pictures from you guys. So go ahead and type in yes and we'll put you in the drawing, and it's great to just have all of this sent to you. You get a folder of your own with a link to them. You can edit them even more if you want to, but we will make them. They'll be customized to your colors and everything, all right. So we're going to go ahead and get started. Lisa will take down, I guess, everybody who has said yes, yeah, you're taking notes. All right, here we go.
Speaker 4:Part two review yearly performance metrics. So we're going to cover enhanced community outreach and referral sources and sales and marketing plans. And then Lisa is going to go through lead behinds. She's added February today, so that's exciting finds. She's added February today, so that's exciting, so we've got you guys all set all the way through February, all right.
Speaker 4:So Enhanced Community Outreach, referral Strategies and Sales and Marketing Plan. Today we're going to cover identifying and qualifying those top referral sources, building relationships with your referral sources, offering a benefit to your referral source to make their jobs easier, participating in events, maximizing your online presence, following up consistently and tracking and measuring. These are the things that you need to be doing to enhance your community outreach referral strategies and sell the marketing plan. So we're going to cover them in detail now and if you have any questions, you guys are watching the chat. You'll just interrupt me. Yep, okay, perfect, here we go. Identify and qualify your top referral sources.
Speaker 4:So through the years these have been the number one referral sources SNF, skilled nursing facility. There's usually a short-term and long-term side of the SNFs. Sometimes there's a rehab. That is just short-term. That's a gold mine. Rehab, hospitals, independent living, assisted living, home health and hospice. So these are where I would spend most of my time. Remember, you're making 40 to 50 stops a week. And these are sort of in the order of importance for me. I don't know if Lisa and Annette want to chime in. For me this is the ranking of importance, or my, I guess not importance, but like the ones that refer to me the most, from top to bottom. I don't know if Lisa and Annette agree with.
Speaker 2:I agree. Yeah, sniffs, yeah.
Speaker 4:So I have a link to help you qualify a little bit. So when you guys get the slides, you can click on this yourself. It's a Medicare website and you can go in here and you can look up the people. The companies that are here are all getting paid by Medicare Medicaid, so you're not going to find your assisted livings in here. It's the ones that have, you know, medicare mostly. So you can look up hospitals. You can look up nursing homes, including rehab services, home health services, hospice, inpatient rehab facilities. Now look what I found.
Speaker 4:I don't know if you guys were at the webinar yesterday. If you weren't at the webinar, you must watch it. It was. We covered lots of really great things. The replay went out, I think, today. Yeah, valerie, today Yep, she's shaking her head Yep, the replay went out today.
Speaker 4:I talked about rehab hospitals yesterday in the meeting and the whole like story of how they came to be. It's a new thing that, at least here in Arizona. So you have your SNFs, right, and then you have hospitals. Hospitals are really hard to get into. A lot of people go home, go straight to rehab after hospital and don't go home. So it's actually better, probably to go to a SNF to get your referrals, but rehab hospitals are popping up so they're in the same parking lot as a hospital. When someone discharges, they go to the rehab hospital instead of a SNF. The rehab hospital is only people rehabbing. They've been very open, very receptive and welcoming and we have about three or four of them maybe even more than that here now. I found this morning inpatient rehab facilities. Let me enter my zip code here. This is where the rehab hospitals are, or no? These, yes, these are the rehab hospitals. So that's where you go to find the rehab hospitals in your area.
Speaker 4:Some of these are straight rehab kind of SNFs, but they're calling themselves a hospital, like Encompass and Dignity are more that way, but there are some rehab hospitals in here as well.
Speaker 4:So this is where you would want to go to find those rehab hospitals that I was talking about yesterday. So they're actually on here and they're separated nicely for you. They're also a little map, so you could even kind of think, oh, I'm going to start over here and then're separated nicely for you. They're also a little map, so you could even kind of think, oh, I'm going to start over here and then I'm going to work my way west, right, so you can. It's great. This is a great way to do this. Usually I spend my time in the nursing homes right here, and here are all the nursing homes. So some things to kind of look for. If you're going to qualify them. This little hand means there's been some abuse there. That doesn't mean they might not be able to refer good people to you, but something good for you to know. You should know what's out there for your clients, right? If they have to go to rehab for a little while, you're a resource for them as well. So you should know what's going on and who are the good ones and what do they look like, and go on a tour and all of those things. I would avoid this one right with the abuse hand here. I probably wouldn't send anybody there.
Speaker 4:You've got your star ratings here so you kind of know how they're doing. I go in to one. They're going to show you ratings, details and location. You don't have to click on them, you just can continue to scroll. Show you ratings, details and location. You don't have to click on them, you just can continue to scroll. This is their overall rating their health inspection, staffing, quality measures. If they have a low staffing star rating maybe a one maybe you could do some staffing there. Maybe you could send a caregiver in there to help with something. If it's a SNF I know sometimes caregivers can't do like hands-on in the state because they have to have a special certification they could certainly deliver meals or bedside sit or do something like that for the SNF. So if they have little like one star, they might need some help with staffing.
Speaker 4:As we continue to scroll through here, you see how many beds they have and you see if they're Medicare or Medicaid or both. If they are straight Medicare, that means the people in their building probably have the money for home care. If they're straight Medicaid, they probably don't have the money for home care. Most buildings are both Medicare and Medicaid, but if you come across one that's straight Medicare, that is a goldmine. That is a place you want to go all the time. They have 70 beds. They probably turn I don't even know. They probably turn half in two, three weeks time. It's it's just continuing. People stay about 14 days. So do the math. Um, so this is a great if it's straight medicare and they refer to us all the time santa misa. So I I know that they're. They're great if they're straight Medicare. That's a great place, a great way to qualify. Now, if you don't know if they're Medicare and Medicaid, you're going to need to go in and find out what percent Medicaid are they. If they're over 70, 80% Medicaid, it's probably not a great place to get private pay clients. That's something they don't show on here. Like, if we go into Wellsprings is another straight Medicare Citadel, I believe, does both, and I think let's see. Yeah, they do Medicare and Medicaid. There's no percentage though. So you're going to need you're going to need to find that out. That's not listed here. I wish that it was, but it's not.
Speaker 4:So any questions about this website? It's so good. There's so much information in here. I've used it, used it lots and lots of times. This is a good place to send your your families too, because they can get some good information, I think at the bottom of every one of them too. But remember, right Nursing home resource guide. If you're in hospice, they have a hospice resource guide. If you're in home health, it's a home health resource guide. This would be great for you to just have to hand out to people, too before they go into one of those places or if they're discharging or anything like that. You want to also be a resource. All right, Are there any questions? Lisa, no, we're good. No, there are no questions.
Speaker 4:Okay, so we'll move on to the next thing that you should be doing for enhancing your community outreach and your marketing. It's building relationships. In our sales training class, we teach you the five impressions to build a relationship. I'm not going to dig deep into them here, but these are the five things that have to happen in order for you to have a solid relationship, not a one and done referral. It's great to get a one and a one referral and be so excited about it and then it just stops. That's, you know, that's. That's not the relentless surface relationship. That's a oh I'll throw our one, we'll see how it goes, kind of thing. You want to build solid relationships and in order to do that you have to build trust first, and we give you all the steps on how to do that. Build confidence, have some camaraderie going on with the social worker. You guys are social worker, assisted living, whoever it is. You're in the same industry. You're the in-home senior industry and they're in skilled nursing district and senior care industry.
Speaker 4:It's the same industry. At the end of the day, you want the same results, right, and so the camaraderie is really really important. A lot of times you end up tag teaming with that social worker to get them to accept home care. Reliability proving that you're reliable, proving that your business or company is reliable is going to be really important. And when all four of these things have happened, then it's time to ask for the business. This can all happen at a lunch and learn. You could get a lunch and learn scheduled, spend 20 minutes to an hour with them and you could do all of these things and be ready to ask for the business at the end of the lunch and learn. Or it could take a month or two. It just depends on how much time you have with this person, what your competitors are doing. It just depends on how much time you have with this person, what your competitors are doing.
Speaker 3:There's a lot going on, but these five impressions really, really help to build that solid relationship that you have ongoing referrals. Any questions there? We're good. Yeah, so we did have a question I think it's pertaining to this slide before this, but asking if we had a spreadsheet to share on what info we should exactly be gathering from each of the you know, like, I think, in medicaregov.
Speaker 4:Oh, okay. No, I don't think. It's mostly what kind of insurance they take the bed like. How many beds they have is helpful. How many of those beds are Medicaid or Medicare versus Medicare? And if they have a low star rating in staffing, it might be a good place for you to provide staffing for them. And if they have a low star rating and staffing, it might be a good place for you to provide staffing for them. And there could be some other things in there. I mean, I really would dig in and spend some time in there. I haven't looked a lot at the rehab hospitals to see what all is in there too. There could be, even, you know, more information in that section.
Speaker 4:And hospice. And one thing I do want to add though hospice and home health, and it's really hard to get a five star rating. I'm just going to say that because you want to align yourself. If you're out marketing with home health, out marketing with hospice, co-marketing with them, I would try to pick a company that's good because you're tying your right there. Whatever, if you go in and introduce them to your social worker who loves you and they don't follow up, they don't follow through, their company has a bad reputation that's going to reflect on you, so you want to tie yourself to good companies, but, that being said, it's very difficult for a couple of years, very, very difficult.
Speaker 3:Your mic went low there.
Speaker 4:Is it?
Speaker 3:Your mic went low. Is that better? Is it okay?
Speaker 1:It's okay. It's not as loud as it was, though I don't know why. Hey Dawn, we think that every time your phone rings or something like happens on your computer or something that your voice cuts out, that's what we think.
Speaker 4:Notifications.
Speaker 3:Yeah, yeah, that's what we talked about yesterday.
Speaker 4:That's right. Okay, I'm sorry about that. I will, I will. I will get them to. I don't know anything going on, but there must be something going on okay, that's good, I will.
Speaker 4:I'll take care of that next time. So, um, anyway, it's hard to get five stars, so don't you know you're probably not going to tie yourself to a five-star company. But don't do a one star either, right? Just you, just you know and look and see what their ratings are. All right, I will continue moving on.
Speaker 4:All right, the third thing offer a benefit to referral sources, making their job easier. So provide clear communication with one point of contact. I get asked a lot, you know, does your marketer do the signing too? You know, are they just out doing business development all day or are they also doing sales and signing clients? And I think if the referral source has referred this family to you, you should be the one to sign them. They know you, they trust you, they like you, and that's what this is talking about. The one point of contact If they have a referral, they shouldn't have to call the office.
Speaker 4:You should make it easy for them. They text you or have a referral process, which is this next one. I'm just going to show you quickly. We have actually several clients doing this lately. I think it's a great idea. They have a send a referral button or somewhere on their website so you can have a QR code on your brochure on your leave behinds that takes them right to this page of the website. This allows them to not have to call text or do any of those things. They can actually get on the website and start completing this form.
Speaker 4:Of course, when this form gets completed, you know we make sure that they get a text and an email. You want to make sure you're quick, right, that's the whole point, and this is making the process quicker and faster. So this is something that makes it easier with my referral sources. I just gave him my personal cell phone number and said text me, just text me, I will be on it. And if you're going to be on vacation, you have to let them know that too, so that that week that you're gone or whatever, they're not having texts go out to nowhere. No one's checking the phone or whatever. So if this is something you're going to do, want to do, that's great, but just make sure it's getting handled right, not that it's not filled out and nobody hears about it. So this is a great way to make the process easier for them. So I just wanted to share that with something that some of our clients are doing and it's going very well for them. Offer tailored solutions based on their referral sources needs.
Speaker 4:So if they're in skilled nursing, a discharge package makes or makes sense. It's SNP skilled nursing facility Discharge package makes sense If they're in assisted living and their waitlist is full and maybe you can take care of the people still at home until the waitlist opens up. That's helping them do something specific to them. You know, maybe once a month we used to do this with the senior center because they were always shorthanded. We would send an admin person over to help them get the meals and wheels packed. It was just to give back that we did and someone on the admin team would go and do this. It wouldn't be a caregiver, it would be someone on the admin team. They would go and help pack meals and wheels to get them. You know, just keep things going for them because they were short staff. So what? Just little things like that that you can do then to make things a little bit easier for them. And they're tailored solutions to their type of business. Assisted living, senior center, snf, whatever it is that they're doing.
Speaker 4:Deliver timely updates on referred clients. So if someone gives you a referral, always thank them with a thank you, like a little thank you note, thank you card. You can have a little update in there or just text, call them, email them and say, hey, mary's starting services today, it's going great. They like to know that this is done right. Their whole life is full of check boxes. They start working on discharge the day that someone gets admitted and they're checking off the boxes as they go. The last thing is Mary's at home, she's settled and everything's going great. They would love to hear that and be able to close that in their mind. Okay, that one's done. For some it's done when they leave the building. But they're caring people and it wouldn't hurt for them to know how it's going. And it helps them know that you're on top of it and you're watching out for Mary now because she's no longer in their building.
Speaker 4:Educate and train their teams about home care services. There's a lot that you guys know that they don't know. They're discharge planners, they're in assisted living, independent living, whatever it is that they're doing. You're home care experts. You can talk to them about what you see when you're in the home, things that we're doing to help them in the home, things maybe they're not thinking about. For SNFs, we have a whole leave behind. We have a lunch and learn about what happens after discharge, because the social workers don't know they don't go home with the seniors. We go home with the seniors, so educating them about that they want to see you as a resource too. You know home care, you understand home care. So offering to educate their team about the things that we know that maybe they don't know, they don't have privy to because they're not in our business, is really helpful.
Speaker 4:Be proactive and predict their challenges. So I know if somebody is setting up a discharge, there's a lot of pieces to that. They might need a new walker, they might need a nutritionist, they might need lots of things they're discharging with maybe a new disease or a new something going on. There's a lot going on. So for them to be able to check off home care and know that it's done, I'm going to do the assessment in the skilled nursing facility so that that's all taken care of before they discharge and the social worker knows it's handled. So whatever you can do to be proactive and predict their challenges. Another thing that you're predicting there is that people go home earlier than they're told they're going to go home.
Speaker 4:The social worker doesn't know either, one day the doctor just comes in and says they're going home tomorrow. Oh, I thought they're going home next week. Nope, they're going home tomorrow. Okay, it would have been great if the assessment was already done, and so that's another way to kind of predict. Things that could come up for them is that this person could get discharged early and so if I've done the assessment already, it's done. They don't have to think about it anymore.
Speaker 4:Show appreciation through personal notes and networking events. I've always left. I have horrible handwriting and I always tell them I'm so sorry. You have to read my handwriting. I will try really, really well and to do a good job. But that personalized handwritten note I know it's 2025 almost, but it goes a long way. It's touching, it's emotional. This is the kind of business that we're in Be reliable and consistent in delivering on promises. If you say you're going to get back to them today about something, you're researching something, and you don't have the answer, at least get back to them and say I'm almost there, I'm researching, I will have it to you tomorrow. I'm so sorry, my day got ahead of me. But if you say you're going to get back to them today, you have to do it, even if it's not with what they wanted, at least let them know you're working on it. I would say all the social workers we've interviewed across the country. The biggest complaint they had is communication with home care agencies, lack of communication. So communicate as much as you can, all right, participate.
Speaker 2:We have a question from Jessica. Did I hear you properly? Is the client liaison sales rep doing the sign onboarding or is a member of the admin staff doing it? Are?
Speaker 4:up doing the sign onboarding or is a?
Speaker 2:member of the admin staff doing it.
Speaker 4:So for me, where I've worked, the assessment is the intake onboarding.
Speaker 2:So when I'm doing the assessment, I'm doing the intake and the onboarding. Yes, not the admin staff.
Speaker 4:The admin was going to the senior center. Yeah, the admin staff was going to the senior center. We would donate an admin staff for a few hours every month to the senior center to help with Meals on Wheels. Yeah, no, it was a community liaison, especially if it was referred by a referral source. Now, if I had a website lead and I'm the marketer and I'm slammed and I'm busy and there's somebody in the office that's pretty good at closing the deal and understands a care plan and all the things they might go, do that if I don't have time, because the idea is you got to get it done quick. Again, we want to be the first one to the house. We want to be the first one of the house is usually the one that signs and so you know if I'm out, five assessments, three assessments today and this one's got. You know, we want to get this one signed. We'll send somebody else. Okay, any other questions? No, okay, participating in community events health and wellness fairs are great events to go to.
Speaker 4:Senior resource expos, the Chamber of Commerce events I would go to one and see it. May or may not. You know, some of these may or may not be great. You, you realize really quickly which ones are going to work for you in your area. Caregiver support groups are good because that's usually that adult child or husband or wife who's exhausted that are in those groups. Professional networking events we talk about this in our sales training. They're good to go so you can meet people to co-market with, meet people to refer to. Your social workers aren't going to be in these meetings that are in the skilled nursing facilities or the rehab hospitals, but there are other people in those meetings that are good to network and meet with. I probably went to one or two of those a month. I didn't because you could spend every day at a networking meeting. I mean there's just they're all day long every day and so you won't have time to go to all of them. You won't get all your stops done if you do, but find the ones that work for you. If you're ever being hosted in a SNF or rehab hospital, I would definitely go. It gets you in the door. Community volunteering and sponsorships that's a good thing. As long as it's something to do with seniors, it's a great thing to do Hospital and rehab center events if, if there's an open house, or sometimes they'll open up and have like a holiday celebration and they invite the public to come in and do a tour.
Speaker 4:Always go to those kinds of things. And then local senior celebrations. I found that there is value in all of these. Do you want to spend all your time there? No, but you need to pick and choose which ones are going to bring you the biggest bang for your buck, and you'll. You'll know pretty quickly. You may go once or twice and you'll know. Lisa, annette, you guys have anything to add to that?
Speaker 2:We have a question how do you find these groups? I mean you could Google you. I mean you know, once you're in the working in the community, you know you can find out different events and networking events that you know some of your peers are going to.
Speaker 4:I always join a Facebook group. We have a Senior Solutions Facebook group for Arizona. We're a tight knit group. That's how I found Lisa Marcellet. That's right. We're a tight knit group of people and I mean I can ask them. You know Arizona specific things, because they're all in senior care, they're not just home care, and I can. I like I had a client one time. Well, I couldn't sign them. They didn't have the money. They also didn't qualify for Medicaid. They like fell through the cracks and I'm like, what can I do? And like five people on there and gave me ideas and suggestions and one of them actually like took her and and did the thing. Like she helped her qualify for for all techs, there was a long-term care and all of it. So, joining a facebook group that's senior related and all the people that go to those networking meetings are in those groups and they will announce the meetings in those groups too, and that gives you an idea of what's going on in each group also.
Speaker 3:Also, you can use LinkedIn. You can use Facebook, google or any AI. Also, when you go into a lobby, you will see always events posted somewhere, flyers somewhere, chili cook-offs happen somewhere right, and so connect with those folks and people usually other marketers too. If you find your hospice or your home health marketers out there, they will give you the lowdown on all the stuff happening and probably invite you somewhere too.
Speaker 2:Yeah, that's. That's a good point. Here, where we live, where I live in upstate New York, we have a social worker group for Rochester, new York and I think we have over 3000 members. Social worker group for Rochester, new York, and I think we have over 3000 members. It's not all social workers, but that's on the Facebook group too, and there's that's a great resource and you hear about a lot of networking events through that.
Speaker 4:That's great. Okay, was there more questions? It just alerted me that there were questions.
Speaker 2:No, I think we're good, yep.
Speaker 4:Okay, all right, maximizing your online presence. So we talked a little bit yesterday at the webinar about marrying your online efforts to your feet on the ground Super important to do so. I'm just going to read through these. Your online presence is equally as important as your feet on the ground. So to do that, you need to web your website optimization. You need to ensure your website's user friendly, mobile optimized, has clear calls to action. Make sure it loads quickly. That was a really big point that Valerie made yesterday. Provides relevant, easy to find information for families seeking home care.
Speaker 4:Seo, search engine optimization use keywords that potential clients might use to search for home care services, such as home care near me, senior care services, caregiver assistance. Valerie knows them all in her head. She's got them all memorized. She's very good at this. She's like her own little SEO there. Optimize both on page and off page. So on page titles, meta descriptions, off page backlinks from authoritative sites, local SEO Don't forget your Google my Business listing. And, valerie, yesterday was it Bing, yes, bing. So that's a new one. Guys, if you weren't at the webinar, valerie, go ahead.
Speaker 1:Oh yeah, so all of the AI not all Let me rewind, watch the webinar from yesterday but a lot of the AI you know search, like ChatGPT. They don't get their information from Google, they get their information from Bing. So you want to make sure that your website's showing up on Bing and also you want to make sure that your Bing business listing, like your Google business listing, is up to date, and we did that for our clients. But you should go in and do that for yourself for your business.
Speaker 4:Yep, I did not know about that. Yesterday's webinar was very good, guys. Okay, content marketing Publish helpful content on your website Blogs, frequently asked questions, client testimonials to position yourself as an expert in the home care industry. Regularly update blogs with articles that address common questions, challenges and solutions in home care. Social media engagement Use platforms like Facebook and LinkedIn to engage with your audience. Share stories of how you're helping families. Share caregiver tips and post updates about your services. Regularly respond to messages and comments. We're still going on online presence Online reviews Encourage happy clients to leave positive reviews on Google, yelp and other relevant platforms.
Speaker 4:A good reputation online builds trust and credibility. Buy leads Supplement your in-person marketing and online presence with some leads and then be sure to react quickly to the leads. Build referral partnerships with local professionals senior care doctors, social workers, rehab, hospital discharge planners. Ask them to refer your services. Offer incentives or educational content they can share with their patients. We've got lots of ideas for you there. Lead capture have clear lead capture forms on your website offering a free consultation or an informative guide about home care. Make it easier for visitors to reach out for more information. And then video content. Valerie talked a lot about this yesterday too. Create videos that showcase your caregivers, explain your services and feature testimonials from clients. Videos can help build trust and make your services more relatable, so TikTok is a really good platform for that. Valerie, would you take a TikTok video and put it on your website, or are they too casual?
Speaker 1:Well, I wouldn't do a casual TikTok video, but yes, it depends on what it's about. If it's funny and you know what, I know that home care is not a sexy topic and it's not really a funny topic either. But there are some senior living and home care agencies that have done an amazing job of involving their clients, with permission of course, and they are hysterical and they're just great. I mean it got the senior up and doing something fun. It wasn't making fun of anybody. I mean I can hear my husband listening to the music that goes along with these. I can hear him laugh and I mean these seniors know what's going on. It's hysterical anyway. And also Teepa Snow.
Speaker 1:If you are a TikTok person, go on and look up tipa snow and look at all the skits that she does. She's got like three million followers and her topic is not sexy or funny either. But there are ways to make tiktok work for you. Would I post those kind on my website? Maybe not, but if it's just a how-to or a, you know, frequently asked question kind of a video, yeah, absolutely. Then on the website that's what I was thinking too. Scott mendel says go look. But if it's just a how-to, or a frequently asked question.
Speaker 4:Kind of a video? Yeah, absolutely. Then on the website that's what I was thinking too. Scott Mendel says go look at Chris Chana's work. Yes, chris Chana owns an adult daycare center Super fun. He has a ball with his seniors. They play volleyball, they just have a ball. He has made adult daycare so so fun. So I agree, I agree with that. He has made adult daycare so so fun, so I agree, I agree with that. And a senior living home as well. Scott says so go check him out, it'll give you some inspiration. He does a really great job and what he's doing is really phenomenal too. And his website's just fun too. It looks like it's a day camp, like. It just looks like so much fun. Like kids. It attracts the senior the way we attract kids to Disneyland. It's got that same kind of vibe, same kind of feel. So, yep, that was a good suggestion, scott, I agree with you.
Speaker 4:All right, follow up consistently every eight to 10 days, one face-to-face a month. So you're going to see your referral sources at least once a month face to face. And then outside of that, you're using leave behinds, which Lisa is going to get into that here in a minute. If you don't get that face to face. Leave a leave behind. Always call text or email when you've left something behind for them. Give them a one-liner. I left this behind. This is why it's important. This is why I left it behind. I also left this. Whatever you want to say about it, they need to understand why it's there After you get a referral, when a referral.
Speaker 4:So send your referral follow up as soon as possible to thank them. Even if it didn't turn into anything. They want to know. It didn't turn into anything because you know what their adult daughter said they need care. They absolutely have to have care and that is it. And then if you don't tell them, hey, she didn't sign, that's going to make the soul, put the social worker in a really bad position because she thinks that got signed. And then adult daughter is going to call one day and go what happened to the home care company. My mom doesn't have anything. So you have to follow up and give them the what happened. She signed. It's 12 hours a week. This is what or it's 24 starting, we'll taper as she gets better, we, or it's 24 starting, we'll taper as she gets better, we'll taper down. You've got to give them that feedback.
Speaker 4:The communication is really important and it's really lacking. I don't think any of you are lacking, but I was shocked to see how much it's lacking. Every social worker we talked to that was their frustration with home care agencies. So thank them, keep them updated on the outcome of the referral, ensures they know their referral is being taken care of. And continued collaboration. When they know oh, I give annette a referral, annette's going to tell me she, when she's meeting with them that they sign how many hours and she's going to tell me maybe about the first day and how it went. You don't want to be overkill, but when I know that I can, annette's going to get here fast and it's all going to be handled. I'm going to use Annette a lot because I know that this adult child wants this handled too and Annette makes me look good. So that's how it goes Check-ins at least twice a year, schedule a lunch and learn or an in-service at least twice a year.
Speaker 4:And you got to come up with the why. Like they're not going to just let you come in just to shoot the breeze, right, there's gotta be some kind of learning or something going on. Maybe you've got a new Alzheimer's program. Maybe you're gonna educate them about something new going on in home care, but either way you should be getting in front of people like a lunch and learn or something. At least twice a year, track and measure.
Speaker 4:So you've done all the things and how is it going so weekly? These are weekly trackings. To be, you know, to be a marketer and be successful in this industry, you need to do 40 to 50 stops. That's eight to 10 a day. 15 to 20 of those should be face to face. Out of that, you're going to get five to seven referrals. Your booking ratio when you're taking service inquiries should be at 70%, signing ratio at 90%. If you're doing all of these things right, you'll have about three to four signed jobs a week from your referral sources and you should expect one to two signed jobs a week from your website or other. You know, maybe you're doing paid ads, maybe you're buying leads. There should be some signed jobs coming from that step too. Any questions? I think that yep, that's my last slide, any questions? We've got Valerie's going to talk about our home care marketing store and then Lisa will do lead behinds.
Speaker 2:Let's make sure everybody because we had some people sign in late. Yes, tell them so in the chat if you want to. We are going to be giving away one lucky member that's here today, january Fun Leave Behind. So put your name in the chat if you want to be included. If you are a winner, we want you to post and send us pictures of everything you do. So just put your name in the chat if you're interested and we will include you Name, or you can just type yes too, I think the name will show up Either way.
Speaker 4:All right, valerie.
Speaker 1:Valerie, you're up sorry, can you go to that link right there, homecaremarketingnewscom for some score and just look at the drop down? Let's look at that drop down right there where it says home care marketing store no, all the way to the right. Go there where it says home care marketing store. No, all the way to the right. Go to the right. It says home care marketing store. There you go. Ok, do you see that If you go to home care marketing news dot com, we have a store.
Speaker 1:So everything that these ladies are showing you as far as leave behinds for the next three months, we have it all here on the store. Now it looks like it's not in any particular order, but what I did was I put evergreen stuff at the top. I'll probably put that at the bottom, and then we're still in December. So there's some December stuff there, and then January and then February. So everything that they recommend and everything that's in the and if you get the PDF of these slides, then the link will take you right here to the store.
Speaker 1:So can you click on January for me so you can buy your stuff anywhere you want? But if you scroll down a little bit, anything that Lisa is recommending is here and all you have to do is click on the pictures and it'll take you straight to Amazon and you can buy your stuff. So if you're or Dollar Tree in this case so if you're wondering you know where am I going to get all this stuff or where does this happen, just go straight to the market, the store. We really don't care where you buy your stuff. Honestly, we're just trying to make it easy for you. So if you click on any one of the weather outside is frightful things it should take you.
Speaker 1:Yeah, so it takes you to Amazon if you want to get pens that she recommended for that handout. So all of them are in here. Through February I'll rearrange the website a little bit so it makes a little more sense, but try to leave it. Um, you know, december, january, february will be the top ones coming up and you can go here and buy stuff, or you can go anywhere, you can use oriental trading. You can do whatever you want. Yeah, I love this.
Speaker 3:I need some of those hand warmers. Right now I'm freezing over here. I just saw those.
Speaker 1:I'm like, oh man, I need to buy some of those all these are pretty, you know, on a, an item by item basis. These are very inexpensive, so we don't have anything on here that's gonna break your bank. It's, it's just little stuff. So if you're buying it in bulk, it might be, you know, fifty dollars, but or twenty dollars or something like that, but it's, you know, 500 pens, so nothing's gonna. Or $20 or something like that, but it's, you know, 500 pens.
Speaker 3:So nothing's going to be too expensive. Anyway, I try to find, like, I try to find like something that's like a you know a dollar or under per stop right, per referral source that you're going out to, or something like that. So try to keep it well within a good, you know average, marketing budget, I guess for you guys. If not, I'd be going and getting a whole bunch of crazy stuff. I have to have parameters or I will go crazy. Okay, december fun. Okay, so you still have time to go out and coordinate with a few communities here, or you could do this as, like an open house at your location, but, um, you know, just inviting people somewhere to get to know them, right, but this really will bring a social worker out to talk to you because you have to coordinate this right. So, you know, cookies, cocoa you're going to have to bring everything there is to do this. But just have a little party, have some holiday music going, you know, go out and mingle with the crowd. You have to bring everything needed, you know so, from trash bags to any of the cleanup stuff. But you know, cookies, anything to decorate the cookies, hot cocoa, maybe even sugar-free hot cocoa, things like that. I kind of showed a little setup on the flyer there. Look something like that. You might even have to even bring your own tables and you know everything that goes with it, but have a little crafting cookies open house or, with the community, do something together, Um, yeah, and I think that would be a lot of fun. This one I put December 15th, but uh, which is almost, almost approaching, that's like next week, right. Um, if you, which is almost approaching, that's like next week, right. If you can get something in, do it for sure. Take that flyer out and talk to a couple of social workers or directors or something Helpful. Tip you can go to your local bakery and sometimes, if you let them know what's going on, that you want to use these cookies to go to do an intergenerational with grandkids and their grandparents or seniors or something like that, they may even donate that and everything that goes with the decorating. So double check with them. You can also ask them how much leeway time they need to make sure you have enough cookies to order. But talk with your local bakery to see what they can do and if not, it's okay, budget to buy some cookies, but can do something like that. And then it leads us to this one. You are one smart cookie. Thank you for choosing us to get patients safely home for the holidays.
Speaker 3:You know, take this out with what's what was next again, I don't remember. Okay, so these are a little more, a little more on the expensive side, but not too bad. You know these little Mason jars. You can actually take these out, decorate them so pretty. You can print out the leave behind on sticky paper and which can cover the front of that mason jar there. But you're filling this up with, you know, a packet of cookies or cookie mix, and what you can do is even add like sprinkles to the top. You can tie a little old school looking holiday light. I've seen these. They're empty and they're just for, I think, sprinkles, I want to say, and you can put sprinkles in that too. Or you can put it on the top of the, you know, top of the mason jar there. But take this out to your referral sources. You could even give this to your caregivers. I mean, this is a really cute appreciation. Dawn Fiala said she had one in her cabinets for a little while and came in real handy when she had guests. I did.
Speaker 4:There was like two or three left over. I'm like I'll take them home and kept them. And I had little kids over here I don't even neighbor kids or something and we baked cookies. It was wonderful. Yeah, that's so cool.
Speaker 3:Most of the social workers did when they, when they were home with their kids, they did end up baking with their kids for the holidays. That's what most of them did. Yeah, it's super, super fun for the holidays. Scott says he needs another office just for all this stuff to store all the leave-behinds and the tchotchkes, right. But here's another idea here you could uh, wrap a cookie cutter around the mason jar. I like to have all of these type of things kind of on deck anywhere I was going. I had like especially candy canes, right, because if you add a candy cane to any leave behind, it just holidays it up for you and so or?
Speaker 2:also the ribbon always.
Speaker 4:Yeah, and they're super cheap and expensive and they really dress up anything, it's true.
Speaker 3:Yeah, it just looks good. So have those on deck. The cookie cutters, too, are really cute. You can just wrap that, even on a leave behind, with a candy cane and some ribbon and it just it just looks really cool and it shows that you're thinking about about them. I really love those. Just have them on deck.
Speaker 3:Okay, taking time bomb discharge no, it's a care discharge, let us assist you with patient discharges. And so we wanted to tie, you know, cocoa bombs into into something, and just hot cocoa sounds so good. And so, you know, here you go, here's some leave behinds. You can just kind of box these up or you can add these to other things. Add a again some ribbon, maybe a candy cane. They can throw the candy cane into their hot cocoa. But this is just another way to you know why you're coming out. It's not really for hot cocoa, but hey, I just want to talk to you and I want to be in your face, right? So here's just another great idea to get in front of all of your referral sources.
Speaker 3:Okay, this one is huge and this one. We do this every single year and I've heard a lot of people doing this. I do want to hear I know Kim went out and did a whole bunch and I don't know if she's collected them yet, but so what you do is you print these out and you can take them to your you know Sunday school or you know regular school. Take these out and give them. Talk to the admin at the front desk and let them know what you're doing, that you want to use these for, you know, to take to seniors in different communities. A lot of these communities will use these as like placemats for the seniors during the holiday dinners or just giving them something. You know you're just giving them a message for the holidays, right? This one's cute from Luke. My snowman is happy. My snowman can throw snowballs.
Speaker 4:I mean, yeah, kim is here. Kim are you? I think I saw her. I didn't know if I wanted to call her out, but oh, if she wants to tell us how it's going.
Speaker 3:Oh yeah, she said she's collected about a hundred of them. She's waiting on the other 1400.
Speaker 4:Well, one assisted living will take 300. I mean, it's crazy how excited this when you bring them to them, so that's awesome.
Speaker 3:She says she's planning to pick them up early next week. So that's the one thing you do want to do is give a deadline right, because you need to collect all of them, so you're going to have to run around to each of the locations that you left them at, collect and then divvy up, basically. So make sure you have enough time to do that, which you still do. You still have time, so get it in if you can. This is so fun and it just brings everyone together, very like intergenerational bringing the kids and the and our elderly clients together.
Speaker 4:I you know the school's closed for a couple of weeks, right, and I had two places that were like, can you bring me more? And I thought, hell in the world, am I going to do this? I ended up going to like a preschool.
Speaker 4:They had, the kid they had older kids, not like tiny, tiny, but they had old, where the kids go when school closes and their parents. Yeah, I went there, yeah, and they were kind enough to get them colored for me. So just an idea or, mca, if you get stuck, they've got camps for for winter time, when school's closed if you get stuck, all right, right, right, yeah, go ahead.
Speaker 3:I think school, I think school's in session another what week or two, depending on what part of the world you're in.
Speaker 3:Yeah, still a little bit of time there, but these, these are, these are really cute. All you know holiday themed just to you know respect everyone's you know beliefs and and holiday celebrations there, but all really really cute. Yeah, okay, we're out of December, january. Okay, let's help us bring in the new year with less readmissions, have a sparkling 2025. And then there's a study there that shows about, you know, readmissions being reduced by a certain amount and how home care is a big part of that, and so we really want to spread that message that we do understand what readmissions are. We speak your language and we can help you. Our staff can help you stay at home safe with our home care discharge package or anything else that you want to bring up. But, yeah, I think this is really good for the, for the new year, because they're starting to pay attention to those readmissions again.
Speaker 3:And then we found these little, these little baby Martinelli's sparkling ciders. I actually bought these for Thanksgiving and the kids loved them. But take these out, dress them up really cute like this. Not too bad, not too expensive, pretty pretty good pricing there, and I just think it's really a cute idea to take this out. Kind of like champagne, but it's not. And then let's make this the best year yet. Use this card to get your 2025 goals set. So this is just another. You know, pair this with. I think we forgot what's next, but our goal is to reduce readmissions and ensure smoother discharges. So we want to always be talking about what we do right. So we're always going to our caregivers, are going to help people come home safely, get them discharged quickly and set, you know, set up the home so that it makes sense and all of that. So we want to make sure that we are always, always, always reinforcing that message and other messages too. Here's some New Year's resolution goal setting cards, and I just thought they were really cute. Actually, I think, dawn, we found those together, right, we just thought they were a cute idea. You just give these out everywhere you go and I think they'll appreciate that. Scott mentioned this one earlier. The weather outside is frightful and partnering with us for care is so delightful. Call or text, valerie. There's lots to snow about our delightful patient care team. So just thought this was really cute, for because it's freezing everywhere, oh my gosh. But also we still got to get out there and hustle and let them know that we're here for their patients and for their clients. And so here's some winter variety pens and sticky notes and those hand warmers I was talking about earlier, and they're all in the store.
Speaker 3:Eat well, feel well. So our caregivers are trained in all types of dietary needs, understanding the importance of creating nutritious, healthy meals. So many times would families ask me well, can you do meal prep? Can you? Can your caregivers cook? Can you, you know, come up with a meal plan? Yes, yes, yes, we can, based off of your needs. And so I like to spread that message again here and just kind of throw it out there every once in a while, because people, a lot of people, would ask about this my mom's not eating. She, you know, she's eating this junk. You know, she's just popping it in the microwave and nothing fresh, nothing, you know, nothing good for her. So that's a good message to to let people know that, yes, we, we can cook. We're going to pay attention to those things we can meal plan.
Speaker 3:We had some people that would just want us for, you know, a couple of days a week and wanted us to meal plan and prep for the days that we wouldn't be able to be there. Something easy that was easy to just pop it and warm up, but so it's a good message to to anyone to let them know that, yes, we, we pay attention to that. Here's some cuties and some honey sticks because they're healthy. All right, this is not a leave behind, but mark your calendars because it's national Think a caregiver day on Friday, february 21st. Just wanted to remind everyone. You can put it in your calendar now or in a few minutes.
Speaker 3:But you know, we did kind of like a. I remember we did like a day of this that had the office open all day and we gave little care packages out that day if they could come by. And if they couldn't come by, of course we would have some runners go out and you know, if they were on like 12 hour shifts or just you know they needed to sleep for the day or whatever, we would take things out to them too. So we added more than just this stuff here. You know maybe some chapsticks and you know some candies, some maybe a water bottle. You know, here's just a couple ideas to get you started a little key chain and just appreciating them.
Speaker 4:I love this they it's. It's hard to remember to do that part because you're so busy wrapped up in the clients, you know, but without your caregivers you don't really have a business. So it's important to take that time and show them appreciation and keep an office open. You know 10, 11 hours that day if you have them coming in. And and, like Lisa said, don't forget those that are out there working or sleeping because they were on an overnight or whatever. Yeah, it's a great idea.
Speaker 3:I love this.
Speaker 2:Yeah.
Speaker 3:I think we even had a taco truck one year during like a certain amount of time. So yeah it was. It was really just a nice, nice event and people really felt appreciated and you know we, we had caregivers that were there forever.
Speaker 4:Yeah, also when, as far as with the company, I mean forever.
Speaker 2:When you have these kinds of events. Just a side note it's always hard to get your caregivers together to get videos pictures. So that was our opportunity to take some, you know, little videos, short videos pictures so you can paste them on all your socials. So that's just a little side note.
Speaker 3:Yeah, that's that's a great idea. That's a great reminder. Take as many pictures as you can too yeah, some of them will bring their clients with them too and that's a photo opportunity.
Speaker 4:Of course we always had, really when they, when they became a caregiver, we had them sign a release form because we just figured there will be a day, one day soon we're gonna need photos we're gonna need, and so everyone signed a photo release for that, just because at a party or something we're going to be able to post everything.
Speaker 3:So make sure you do photo release the senior too yes, and if you do something, please, please, send it to us and we especially if you're in our programs we can, we will, you know put it across the board. It's going to go on your, your website. It's going to go on your social channels, your google business, your newsletter. So make sure that you send that to us as well. All right, we have just a couple minutes left. Don't let last minute discharges cast a shadow on your day. Our caregivers are prepared to get your patients home safe and grounded within just a few hours.
Speaker 3:Happy Groundhog Day. I just wanted to tie in something a little different that we haven't done and I thought he was really cute. So, but I also wanted to point out that, you know, last minute discharges are your jam and you are available. You have caregivers available all the time. I also did another version. Just don't let a fall cast a shadow on your day. So you know, on the right hand side there, and there's two different documents for you Um, just so that you know, you're not only going to talk with the social workers, but other folks too.
Speaker 4:Yeah, I love this that you have. It works for both. Anybody, you could do either one. This is really cute, really really cute.
Speaker 3:He's a cutie, but I don't like rodents. That's weird, but he's cute. Here's another one Healthy heart tips. February is American Heart Month. So you know our caregivers can help seniors stay heart healthy at home by helping too. There's so many different ways we can help right, but we relieve stress by helping prep healthy meals, which we talked about earlier. Regular, regular physical activity, even if it's just, you know, getting up and taking a short, you know brisk walk outside, or you know what have you maintaining a healthy weight, quality sleep time, get helping maybe taking you know, that client to get regular BPA and cholesterol checks, taking them to their doctor's appointments, things like that. And so just wanted to tie this in with the month and let people let you know whoever you're speaking to, whoever your referral source is that we can help with all these little different things. And okay, feeling like life just turned up the heat, don't sweat it. We've got trained caregivers standing by to take the heat off, family and provide excellent care at home for all situations. So it's actually national sauna week. So you know, there it is, heat water, steam, love it, love it, love it. And then so to tie those things in. You can tie anything in here. But you know, this first thing is like, there's like actually a little chapstick holder, which I have not seen before and I think that is the coolest and, you know, a little wristband, key chain, suit and a pom pom. You can just attach it all together. You know social workers love this type of stuff. I love this type of stuff too. So I thought this would be a good fit with, you know, any of the leave behinds really. And then we have the heart shaped foam stress balls which I love. Every year those are my favorite. And then these shower steamers, you know you can add one there. They're wrapped individually. You can throw it into a little organza bag and you know that can go with your leave behind.
Speaker 3:Another one Valentine's day giveaway. So this one is a great way to get the social worker to text you. We need, we need them to text you. We need to be on texting basis, because that means we are friends, we know each other, right? Uh? So text me by february 10th and enter to win a valentine's day self-care gift basket. And then, you know, text val, here it is, she's your home care go-to. And then to make it kind of interactive here also, you know, we want them to guess how much candy's in the jar. So these are actually little Valentine's day cards and they have. They have little baggies in the back and they actually attach and you can just take your Skittles, put your gloves on, take your Skittles, pour some in there, seal it and they're going to actually text you how many candies they think are in the jar. Obviously they'll be able to tell pretty easily, but they're all entered a win if they do text you. So I just thought that was that's really cute.
Speaker 4:I love that.
Speaker 3:All right, you know it's coffee time, that's a, that's what we're here for. Another one to text us. So we want to take this out to all of our social workers. They don't have to come to us, we can come to them. This is a great, I think, a great lunch and learn even maybe just a coffee and donut and learn, but a great way to get them to text you and start the conversation and keep in touch.
Speaker 2:So I just wanted to bring this one up again. I want to add to this In one of my sales training classes this week one of the class members sent like about 50 of these to her referral sources and during our class she said guess what? I just got a text from a director of nursing that wants to have coffee.
Speaker 4:Text from a director of nursing that wants to have coffee, so they work.
Speaker 4:That's crazy. Yeah, that's what it's all about. Yeah, that's wonderful. That's what it's all about. So, so that's it, guys. So December 20th, again, we're going to have one last chance to type in the word yes. If you would like to be entered into the drawing for a full January all those January leave-behinds that she just went through here, maybe back here, we will customize them for you. We're going to draw names and we'll customize those for you and send the customized leave-behinds for you, but you have to promise to take pictures and send them to us, yep, so everyone get that in there. Lisa's taking notes. She'll have everybody set in here. Um, I don't think we have any other questions. Oh, scott said you can tell most of our industry is women. Yes, scott, that is true, there are a lot of women in this. You are not wrong. You're not wrong about that. All right, everyone. Thank you so much. Have a, have a great weekend and we'll see you on the 20th. See you guys, soon. Bye.
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