Senior Living Inquiry Call

In the competitive Senior Housing market, the inquiry call is a potential resident, patient, or family member’s first impression of you. It's very important to make the most of this initial call. 

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The Key to Successful Outreach: Account Management

 

Account management for senior living and post-acute outreach is a combination of knowing your market and understanding your competitors. It takes disciplined research, organization, execution, and persistence. Challenge your sales representatives to research market and organizational data to identify the most profitable referral sources.

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We are excited to announce our Enquire Summit Keynote Speaker...

 

We are excited to announce our Summit opening keynote speaker...

New York Times best-selling author and first apprentice of NBC's breakthrough program, The Apprentice, Bill Rancic. 

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How to Coach Successful Salespeople

 

Every day hustle.

Salespeople pounding the pavement.

Differentiating yourself from the competition.

These are the obvious signs that you are committed to growing your sales or brand footprint. Unfortunately, there are many examples in our industry that salespeople build one or two solid relationships and end up riding those relationships and the referrals they bring in, without ever truly growing.

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6 Key Metrics to Succeed in 2018/Part 2: The Strategy Review

 

In this two-part series on strategizing 2018 sales, we will be reflecting on last year’s wins and losses and considering our strategic approach to the future. You may have expanded your profile and acquired or launched new locations or business lines. Perhaps adversity defined your year with massive staff changes, census decline, or worse. Regardless of the outcome of 2017, the good news is that you are here TODAY. Like the ancient proverb says, “The journey of a thousand miles begins with a single step.”

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6 Key Metrics to Succeed in 2018: Two-Part Series on Strategizing 2018 Sales

 

In this two-part series on strategizing 2018 sales, we will be reflecting on last year’s wins and losses and considering our strategic approach to the future. You may have expanded your profile and acquired or launched new locations or business lines. Perhaps adversity defined your year with massive staff changes, census decline, or worse. Regardless of the outcome of 2017, the good news is that you are here TODAY. Like the ancient proverb says, “The journey of a thousand miles begins with a single step.”

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Are you set up to win in sales?

 

I have had the luxury of meeting with hundreds of agency providers around the country and been blessed to discover how they have focused their referral outreach efforts. Some have blown me away with 21 point sales initiatives, while others may focus on hiring and developing talent. Still other agencies have absolutely no reps or plans to grow their business. Each market requires a different approach and what I have found to be true of each of these providers that are experiencing success, is that they have some form of interaction with their referral sources and community.

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Using Process To Ensure Sales Success

 

Looking for any type of competitive advantage has become common place, but what is often missing are the key elements that make referral acquisition work day-to-day. Sure you can purchase claims data and then identify who you want to target, but what’s next? Implementing a sales process will help you to shake the “great relationships are the ONLY thing that brings referrals” mentality. 

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