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Greetings!
... to Private Duty Today, the electronic newsletter for owners, CEOs, and administrators of private pay non-medical home care companies. If you want to grow your business, serve more clients, and make more money, this is the newsletter for you.
Please enjoy this newsletter, and join our interactive community.
Best regards,
Stephen Tweed
CEO
Leading Home Care
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What's the Dollar Value of a Referral Source?
By Stephen Tweed  You are out there making sales calls on referral sources. What is your weekly sales plan? How do you decide which referral sources to call on? What is one referral source worth to you and your company?
Your are considering the strategic question: Should I focus on referral marketing or consumer marketing?
These are some of the questions we ask owners, administrators, and CEOS of private duty home care companies when we are working on business growth strategies. The more you know about you referral sources and their value to your company, the more you can grow your business.
For the past several years, I've been working on a regular basis with a husband and wife team that own and operate a very successful and growing home care company. For 2012, they are on a run-rate of just over $3 million in revenue. To help them focus their sales and marketing efforts, we did an analysis of their clients and referral sources for the last calendar year. The insights we got were pretty amazing.
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Learn about Selling Home Care to Bank Trust Officers with Mike Sullivan
A number of years ago, I was attending the annual convention of the National Speakers Association, and I met a new member from Charlotte, NC. His name is Mike Sullivan, and we hit it off right away. Mike owns a company called 50-Plus Communications Consulting which specializes in working with companies and organizations who want to market their services to baby boomers.
Since the most frequent caller to private duty home care companies is "the oldest daughter" and she's between the ages of 45 and 65, she qualifies as a "boomer." As Mike and I talked more about our respective businesses, we realized we had a lot in common. We talked about how we might work together.
The first thing we agreed upon was writing an eBook for private duty home care. The first edition of Increase Your Income Selling to Bank Trust Officers and Other Trusted Advisors was published in 2005, and was revised in 2008.
The next step was to work together on a series of teleseminars, which we did back in 2006. Now, we're joining forces again to add new content to The Academy for Private Duty Home Care by introducing a web conference to give you the latest insights into this profitable referral source for your business.
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Join the $5 Million Private Duty Home Care Club
It's lonely at the top! As the Owner or CEO of a successful home care company, you probably feel pretty good about all that you have accomplished. Yet there are times when you wish you had someone to talk with who really understands your business, your issues, and your concerns.
Now, that opportunity is available to you through Home Care Mastermind Groups (TM).
If your home care company generates $5 million or more in revenue, you are eligible to join The $5 Million Club in The Academy for Private Duty Home Care (TM)
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The Leading Home Care Network discussion group on LinkedIn has just passed 3,000 members. Check in to see the latest discussions:
The Leading Home Care Network is a closed group, and we limit membership to active owners, CEOs, administrators, and senior staff members in home health, hospice, and private duty home care. There's no blatant advertising or unrelated posts to waste your time. Take a look. |
Private Duty Today is the leading electronic newsletter for owners, CEOs, and administrators of private pay, non-medical home care companies in the US and Canada. This newsletter is published by Leading Home Care ... a Tweed Jeffries company.
Permission to Reproduce. Articles from this issue may be reprinted by home care companies and home care associations. Permission is granted provided that the author and publication are given credit, and provided that the article is used verbatim in its entirety. All reprints must be accompanied by a mention of our website, at www.leadinghomecare.com and/or www.privatedutytoday.com. Reprints of articles published online must have a link. Other use of this content is available with written permission only. To request permission, please email Jill@leadinghomecare.com. |
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| Issue Number | 231
November 7, 2012
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Upcoming Events
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"Increase your Income Selling to
Bank Trust Officers
and Other Trusted Advisors"
with Mike Sullivan and Stephen Tweed
November 29, 2012
4:00 pm EDT
In these times of rapidly increasing competition in home, the fastest growing companies with the strongest marketing strategies will survive. In this high impact, interactive workshop, Stephen Tweed and Michael Sullivan will share with you the latest insights and strategies from their experience in home care and financial services including trust services. Then Stephen and Mike will guide you in developing a highly effective bank trust officers marketing strategy to help you create a sales strategy that leads to improved performance, more inquiries, convert more admissions, and serve more clients.
Many successful Private Duty Home Care companies find that a significant portion of their long term, high-utilization home care cases are referred by Bank Trust Officers and Other Trusted Advisors.
This interactive workshop is loaded with time-tested tips and ideas which the presenters have found useful and usable from their experience, as well as conversations with bank trust officers and other trusted advisors. We believe that effective and professional selling grows on a sound base of knowledge and application. The most successful home care firms at generating quality referrals are those that understand their targets.
Registration will close at 3:00 pm EST on November 29, 2012
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| Increase Your Income Selling to Bank Trust Officers and Other Trusted Advisors |
A small, but rapidly growing, number of these elderly Americans have accumulated significant wealth. They have called on the services of a Bank Trust Department or other trusted advisor to help them manage their money and arrange for personal services.
That's were you come in. As the owner, administrator, or manager of a Private Duty Home Care company, you can dramatically increase your income by learning to sell your services to these Bank Trust Officers and other Trusted Advisors. Up until now, that process has been a mystery to most home care leaders.
Now, thanks to one of America's leading experts in selling to older Americans, and one of home care's leading Private Duty experts, you can master the mystery of selling to Bank Trust Officers.
| Get Your Copy Today! (Only $49 for the first 25 people to register for the November Webinar)
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