--0000000000001679420622058e18 Content-Type: text/plain; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Hello Sales Nation, Thank you for joining today's Referral Account Momentum Report Deep Dive with Ashley Mirone. I hope each of you are as excited as we are about the incredible new Referral Account data that is at your fingertips to help you manage your book of business better than ever before. *For any HCLs who could not attend our live session today=E2=80=94 please b= e sure to watch the full video recording below today. *The recording contains important tips and next steps on leveraging this report for building your Q4 SAPs. *Referral Account Momentum Report VIDEO RECORDING HERE (30 Minutes) * *ACTION ITEM FOR ALL HCLs:* - All HCLs to use the Referral Account Momentum Report to analyze your SAP & any Non-SAP accounts and fill out your own copy of this template (LINK HERE) to populate your suggested Top 20 SAP Accounts for Q4. Share your copy of the document with your Sales Leader prior to your coaching call next week so they can review it prior to your coaching call. SAP Referral Channel Mix to Strive for: - 3-5+ SLCs - 3-5+ GCMs - 3-5+ Wealth Advisors/Fiduciaries/Estate Planning Attorneys - 2-3 Skilled Nursing - 1-2 Hospitals - 1-3 Concierge Physicians/House Call Docs/SNF & ALF Medical Directors - Partnership Accounts where applicable - VA Medical Centers (in credentialed markets) - Oasis Senior Advisors **Please note: the Referral Channel mix above is simply a guidline and may not be achievable in all markets. Additionally, some HCLs may specialize in certain Referral Channels and may achieve greater results by concentrating those Referral Channels on their Top 20 SAPs. Here are data driven recommendations you can consider while analyzing your Referral Accounts on the Referral Account Momentum Report for SAP planning: 1 Continue SAP Positive Growth Last 3 Months, AND 1+ SOCs Last 3 Month 2 Consider Replacing Negative Growth Last 3 Months, OR 0 SOCs Last 3 Months, OR Status =3D Never Produced, Declining, Stalled 3 Remove from SAP 2+ Consecutive SAP Quarters: Negative Growth Last 3 AND 12 Months, OR Status =3D Never Produced or Stalled (0 SOCs last 3 AND 12 Months)" ________________________ Timeline and Due Dates of SAP_________________ _______ ***NEW** Prior to your SAP coaching call, use the Referral Accounts Momentum Report to self assess your current Top 20 SAP's performance. Make a copy of THIS TEMPLATE (Click File --> Make a Copy and include your name in the title) and document your own suggested Q4 Top 20 SAP list and share with your Sales Leader prior to your coaching call. This new step will promote an efficient and effective SAP building session with your Sales Leader.* Week of 9/16: HCLs and Sales Leaders to align on Q4 Top 20 accounts and advancing strategies for each account in coaching calls through Friday 9/20. Start creating your Q4 SAP's in Salesforce after attending your coaching call. Week of 9/23: HCLs to co