Greetings!
... to Caregiver Quality Today!, the electronic newsletter for recruiting, selecting and retaining in-home care staff for home health, hospice, and private duty home care. 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, Diane West
Program Manager
Caregiver Quality Assurance (TM)
Leading Home Care ... a Tweed Jeffries company
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Happy 12.12.12!
 There won't be another day like this for a long time. It will be something like 89 years until we get to 1-1-1 (January 1, 2101). For most of us, it won't matter because we won't be around to see it. So enjoy the moment...and why not do something special today! Have a happy 12-12-12, and a very Merry Christmas from all of us at Leading Home Care!
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Hiring Sales People: The Toughest Task in Home Care
It's very clear to me. The most difficult task you will face as the owner, CEO, or administrator of a successful home care business is recruiting, selecting, training, and retaining sales professionals. This year alone, I have talked with at least a dozen owners who have failed miserably in making a hiring decision for a sales rep. It looked like they have found a wonderful person with great sales experience and tremendous potential. Six months later, the person was not bringing in enough new clients to cover their cost, and they were gone.
It most of these cases, the sales rep was terminated by the owner. In several cases, the sales person was frustrated by their own inability to get new business, and they quit.
In either case, it is frustrating and expensive. You've used up a lot of your valuable time, spent a lot of money, and don't have the business growth you were hoping for.
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What to look for when selecting a Home Care Sales Rep?
By Diane West 
You've decided to hire a Home Care Sales Rep. What core personality characteristics should you be looking for? Should you look for someone who is detail oriented or someone able to handle interruptions? Should they be accommodating or is it better if they can be direct and determined ... and ask for the referral? There are two components to consider when looking for any new member of your team. Are their core personality characteristics and their attitudes a good fit for the job?
First, how can you determine the core personality characteristics of top performers for these positions? Leading Home Care has the answer. We recently initiated a custom benchmark study with PeopleClues to help identify the performance criteria and behavioral styles for high performers in home care sales. The benchmark process involves assessing successful sales people in home care to measure core behavioral traits and learning style, ranking of those incumbents according to performance criteria, and finally, the statistical analysis to build the benchmark.
The result is a graphic display of the behavioral style of the ideal candidates for your sales position.
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 One of the benefits of belonging to the Caregiver Quality Assurance program is the opportunity to interact with other members through the CQA discussion group on LinkedIn. This is a closed group, and limited only to memers of the CQA program.The hottest topics of discussion in the group recently have been:- Tips on navigating the CQA dashboard
- What are some sure fire ways to say "no thanks" to applicants
- CQA Members get a discount on Liability Insurance
- Is anyone tracking benchmark data for assessment results related to caregiver performance
- Using the pre-employment assessment to match caregivers to clients.
- How has using the assessments impacted your company?
- Exit interviews - are they part of the process?
If you would like to be part of an interactive group discussing tools, tips, and techniques to recruit, select, hire, train and retain the highest quality caregivers, you'll want to become a member of Caregiver Quality Assurance. |
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Caregiver Quality Assurance is a division of Leading Home Care ... a Tweed Jeffries company. Members of the CQA program use the online assessment process to hire and retain high quality caregivers. They then use the CQA Seal and the elements of the program to create competitive advantage in the marketplace.
If you want to have a business built on caregiver quality, and the ability to create competitive advantage in your local marketplace based on caregiver quality, then you'll want to become a member of Caregiver Quality Assurance.
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Upcoming Events:
December Webinar:
"Capture the Caller: Turning Inquiries into Admissions in Private Duty Home Care"
With Barbara Akst and Stephen Tweed
December 20, 2012
4:00 pm - 5:00 pm EST
How many inquiry and referral calls do you receive per month?
How many of those calls do you convert to an in-home consultation or assessment?
How many of these assessment visits do you convert to admissions?
What if you and your office team had the knowledge, skills, and and ability to double your conversion ratio? What would that do to your business?
In this one-hour interactive web conference, Barbara and Stephen are going to share with you the latest insights into how your callers respond to the way you answer the telephone. Barbara will give you insights from what she has learned conducting hundreds of mystery shopper calls. And together, they will show you exactly how to grow your business buy converting more callers to customers.
This interactive web conference is designed to give you the latest techniques to turn inquiries into admissions, and grow your home care business.
*NOTE: YOU MUST REGISTER (AND PAY) AHEAD OF TIME. REGISTRATION WILL CLOSE 30 MINUTES BEFORE THE WEBINAR BEGINS.
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PRIVATE DUTY
FIELD TRIP
Phoenix, Arizona
January 24- 25, 2013
The Private Duty Field Trip is a unique experience where you and eleven other owners will have the opportunity to spend one full day inside a $3 million + private duty business. The owners will show you through their offices, introduce you to key team members, describe their organization structure, and show you their internal processes.
Then you'll have time to sit around the conference table and ask questions. No holds barred. Ask anything you want. These incredible business owners are willing to open up their hearts, their minds, and their businesses to help you do what they have done ... build a highly successful private duty business that makes a lasting impact on their clients, families, caregivers, and employees. And, that makes a lot of money.
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