New & Noteworthy
The first ever, National Home Care Sales Meeting starts at 11am today! If you haven't registered, head to https://register.gotowebinar.com/register/87789799066877697 NOW to register!
For all of you experienced sales reps looking to explode your business, register for my 5 Traps webinar series that begins this week! A custom, guided sales training and tuneup program ONLY for experienced reps that want to be GREAT! Visit the 5 Traps Holding You Back From Greatness page to register today!
Want to see Michael G live and in person? Check out the Seminars Page for upcoming training in your area.
Now onto the Monday Marketing Must Do!
Monday 8am: Read this newsletter
Monday 8:15am: Decide if it's August or September
You read that right....is today the end of August, or the beginning of September?
From a sales perspective you need to make this choice in the final days of any month...including this one. If today is still August, then it's pedal to the metal to close out the month strong and get every last referral you can. If however, today is September you should begin working with referral sources to identify patients that will need care in the month of September. These longer range discharges are good for everyone:
1. YOU get to line up some patient referrals before the month has even started, and get a good sense of how much staffing and resources you will need.
2. Your REFERRAL SOURCE gets to eliminate the last minute discharge drama about finding the right provider, and having the patient and their family wait until they're rolling out the door to understand their need for care.
3. The PATIENT gets more time to fully understand their home care and hospice options and achieve a comfort level with the process. This reduces the number of "refused care" referrals your agency will experience.
So....how do you decide if it's August or September? Here's how:
If you are OVER your monthly goal - It is September. You've done a great job in August and it's time to make sure that September starts out even better. You will still get some referrals rolling in for this month based upon the work you've already done.
If you are NEAR your monthly goal - It is August. Work HARD and close this month out at or near goal. You don't have the luxury of skipping ahead when this month demands all of your time and attention.
If you are WELL BELOW your monthly goal - It is September. This month is a write-off. It's time to put your effort into a big recovery and to make sure that next month doesn't end like this month.
This is a key decision you'll need to make each and every month....so, it's time to decide.
August or September?
Choose wisely and get back to selling!