This question might hurt a little, but I’ve got some inspiration coming right behind it.
Who’s really losing out if you don’t increase revenue and grow your home care business as fast as possible?
It’s not me.
And it’s not you either.
It’s all the people you could be helping who are losing out.
It’s all of the people you could be employing who are losing out.
The longer you wait to learn how to sell home care in a way that increases revenue, the longer your clients (adult children and family caregivers) are stuck in their pain, fear, anxiety, and worry.
Now, let me introduce you to an example client – Mary
Mary’s home care agency provides non-medical home care for seniors in the Akron, Ohio area. She serves a large territory. She and her team help seniors all over Akron live the life they want- independently living at home with a little extra help around the house.
Her home care agency was born out of a need to find the best caregivers when her own mother was getting older.
Mary’s home care ownership career started when she said yes to becoming a caregiver herself for another family.
And it didn’t take long for her to realize this part-time job was far more fulfilling than her office assistant day job.
Since she loved the feeling of helping these seniors, Mary decided to change careers and became a full-time caregiver, working for a local home care agency.
Unfortunately, as her employer sold to a national agency, and she didn’t see the family values still ringing true in the new ownership, she knew it was time to move on.
Was everything perfect?
Nope.
While she loved owning a home care agency, she was filling shifts, gaining and losing clients quickly and never really getting the influx of new clients she needed.
And no matter how fulfilling the work was, that’s not a sustainable business model.
It wasn’t until late 2023 that Mary discovered our podcast one night while sitting up all night at a client’s house where she was filling in for a caregiver.
She jokes about how she binged like 10 hours of the podcast that night.
Which is all it took for Mary to know enrolling for ASN’s Home Care Sales Accelerator: 90-Day Mastery Program was her best next step.
She filled out the application and the next morning and couldn’t wait to get to the part of the call where she said YES!
The next few weeks after Mary signed up were a big challenge.
Because even though she was great at what she did, she had been sitting in her comfort zone for about 3 years.
So she had a lot of internal work to do to overhaul the way she thought and the way she marketed her home care business.
And it still wasn’t easy after she went through the whole program.
The first 10 or so referral sources she talked to did NOT send referrals.
In fact, most of them told her “We already work with another agency”
Until one particularly rough day when two referrals came in on the same day!
And that started a cascade of confidence and clients.
Mary says because we were able to change her sales strategies, we’ve been responsible for changing the lives of dozens of seniors through her.
And that’s something she is extremely grateful for.
Even though she says grateful is an understatement.
I know that was a long story…
But I felt it was important to share with you.
Valerie VanBooven RN, BSN founded the company after years of working in many different roles from ICU Nurse to Discharge Planner, Home Care, Care Management and more. She wrote her first book in 2003, called “Aging Answers”. After that came “The Senior Solution” in 2009.
Valerie and her staff grew as more home care agencies and senior service businesses realized the undeniable value of being found online.
