Author
Annette Ziegler
Lead Sales and Marketing Trainer, Approved Senior Network®
About Annette
Annette Ziegler is a home care and senior living marketing expert with more than 20 years of experience, including nearly seven years as Community Relations Manager at Touching Hearts at Home in Rochester, New York.
She is the lead trainer for GoCarePro® sales training at Approved Senior Network®, where she teaches liaisons and owners how to build referral relationships, run a territory, and turn inquiries into clients.
Writes about
- Community liaison training
- Referral source relationships
- Senior living marketing
- Inquiry follow-up and intake
Articles by Annette Ziegler (9)
- Speed to the Lead: Why Home Care Inquiries Cannot Wait
How quickly does your home care agency respond to a new inquiry? Annette and Lisa share practical lessons on referral response times, after-hours coverage, follow-up, and keeping leads from getting lost during team handoffs.
- How to Build a Home Care Agency That Lasts: Mark McDermott on Sales, Growth, and Grit
Mark McDermott entered home care in 2007 and now runs four Touching Hearts offices across New York State with about 300 clients and close to 400 caregivers. His lessons on referral focus, hiring salespeople, KPIs, lead response, pricing, and the grit it takes to get through the bad years.
- Kayla Nelson, Home Care Agency Owner, GoCarePro Sales Training Testimonial
Kayla Nelson, RN and owner of True North Home Care in Nebraska, went from one Lunch and Learn in a year to four in a matter of months. She shares what changed after formal sales training with Approved Senior Network.
- What is a community liaison?
A community liaison builds the professional referral relationships a home care agency grows on. What the role is, what a successful liaison does hour by hour, and the skills and KPIs that separate activity from results.
- Why your best referral source hasn't called you back in 3 months
Referral sources rarely stop calling because something went wrong. Here is why the relationship went quiet and the 30-minute weekly system that brings it back.
- How to set home care marketing and sales goals your marketer can actually execute in 90 days
A useful home care marketing and sales goal connects a business outcome to a small set of weekly behaviors. How to reverse-engineer a 90-day plan your marketer can execute.
- From inquiry to admission: a home care marketing and sales conversion system for booking more assessments
A referral is not a client yet. The conversion system for answering fast, booking the assessment, making a clear recommendation, and tracking where sales leak.
- Home care referral route strategy: how to choose the right accounts instead of visiting everyone
The best referral route is not the longest list of facilities. How to qualify accounts, build tiers, organize the territory, and spend field time where the growth is.
- Sales Training in Home Care: Why In-Person Business Development Still Drives Referral Growth
Learn why in-person business development remains essential for home care agencies and how better sales training helps Community Liaisons build referral relationships that produce measurable growth.