Empower your Healthcare Sales with Innovative Strategies to Increase Revenue

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hi folks Steven hurricane here welcome to another exciting episode of a drink with the hurricane Cheers today's episode of a drink with the hurricane is going to focus around the home care revenue builders webinar for July on all things hiring and managing marketing representatives and if you've been watching the last couple episodes I've been talking a lot about the homecare pulse report for 2015 and all their statistics on marketing reps the report basically says it clear as day thousand agencies surveyed the difference in revenue is thirty three percent if you don't have a rep you're going to make thirty three percent less revenue than having a full-time rep so obviously we need to hire a full-time rep alright we need to hire a full-time rep today I'm going to talk about week to week activities what is that magic number and there's a great debate in the industry on this between myself and all of my competitors many people have this philosophy or belief in it's a numbers game and I have to get to as many health care places as possible while also in the home care pulse report they actually go through the top ten referral sources so you don't want to just go to any health care place they list skilled nursing facilities home health hospice hospitals rehab centers Alton those with assisted living communities those are the best referral sources that you want to go to but how many of those are you supposed to go to every single week a lot of people believe in managing 40 or 50 referral sources I am the exact opposite why this is a relationship building industry if I want professional referrals people have got to trust me people have got to understand clearly what I do who is my target customer and then they have to be able to send them to me and have comfortable our level of specific level of comfort sending referrals to me the way you refer me may be different from the way Johnny refers me the way Johnny refers me is different from the way Suzy refers me and Barbara and Carole and so on this is very important in order to be able to develop a professional relationship that means I have to have frequency I have to see these people over and over and over again usually when I see somebody I only get five to ten minutes with the mailee so I'm going to have to go there repeatedly over the course of three to six months time to get them to trust me enough and know me enough so they're going to want to give me a referral in order to successfully do that you cannot be working 50 different places if I'm trying to get the 50 different referral sources every single week I'm talking about 10 different places a day how much time am I really spending in that referral source 5 minutes 10 minutes between drive time office time reports and so on it's not enough time being spent in those accounts so what I recommend every single person is I want you to go to if you're full-time or you have a full-time rep I want you to go to 15 to 20 referral sources every single week now if you're working full time 40 hours a week Monday through Friday that is three to four accounts every single day 9 a.m. 10 a.m. you're in the first account 12 noon you're in the second have lunch after three o'clock you're in the third when you're there I want you to spend 45 minutes to an hour how do I spend 45 minutes to an hour in an account this is what blanketing the referral source is if I'm going to take the time to drive to John Doe assisted living community I'm going to have a 5-10 minute conversation with the administrator I'm going to have a 5-10 minute conversation with the director of nursing I'm going to have a 5-10 minute conversation with the director of activities the Director of Sales and Marketing the nurses that work in the place maybe some of the maintenance staff some of the other people in about the reception's of the front easily if I defy the 10-minute conversation with all five or six of those contacts I just mentioned that's an hour's worth of time while I'm there I've been making valuable not only am I going to move I'm also going to talk about things that are going on in the industry things that they're doing how can we work together to grow their assisted-living it makes sense I want referrals from the assisted-living the more clients that they have living there the more people coming through their doors the more referrals they potentially have to send me so I'm going to help them grow their assisted living that's my role as a business development person to work with my referral sources so what I want you to do go to 15 to 20 places every single week and have a 5 to 10 minute conversation with at least three key contacts in each of those account so ultimately I want you to see 45 or so people in a week but 45 or so people in 15 to 20 places that's a big part of the formula for success that's going to be mentioned and completely covered in webinar for home care revenue builders so how many people do you see every week how many referral sources are you driving to every week let us know in the comments below and we'll talk again you