Home Care Sales Shifts Business Developers from Activity to Outcomes and Breakthroughs

Ralph Laughton (00:00) My overall experience with home care sales is... From my perspective, what I see is business developers who have a lot of activity, but perhaps not as much production that you would think might come from that activity. But with home care sales, I really believe over the 90 days plus that home care sales has been working with our business developers, I see we've gone from just activity to outcomes. Outcomes with breakthroughs, with key referral sources, Hello, my name is Ralph Lawton. I'm the CEO of Heart Body and Mind Home Care in Southwest Florida. And I'm also the private duty director, so a board position with the Home Care Association of Florida. Our agency, this is our 11th year in ⁓ home care, private duty home care, and one of the challenges that we have had ⁓ consistently with growing referrals was ⁓ training and development of business developers. and retention of business developers and helping business developers strategically figure out how to develop referral sources in some of the largest referral partners such as hospitals, rehab facilities, and home health agencies. Home care sales felt like the right fit for my agency for a number of different reasons. credibility. Home care sales and Melanie Stover have been in our business as private duty home care consultants for 20 years at least, maybe 25 years. ⁓ Two, ⁓ accountability. ⁓ Home Care Sales and Melanie have put together a business development system that not only ⁓ creates consistency with business developers, but also accountability from business developers for their ⁓ weekly and monthly business plans. Some of the changes and results that I've seen ⁓ over time ⁓ is a... level of enthusiasm and confidence from the business developers who have been working with HCS. To have that supportive partner, to be able to vet ideas, to talk about strategies, to break through if they're having a roadblock, and then having some successes ⁓ has really reinforced the coaching and training that they've been receiving from HCS and also ⁓ reinforced the training that they get through our agency as well. They've used all of that support and knowledge to ⁓ become a little bit more strategic when they were out in the field and that has led to success. I would strongly recommend home care sales to any agency owners or operators who are serious about scaling their business, growing their business, perhaps even going into new territories. Any operator who wants to grow their business beyond where they are, I would strongly encourage them to at least have a conversation with home care sales to see whether or not they might be the right fit for you as they were for us.