--000000000000df6f980637cab118 Content-Type: text/plain; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Hello Sales Nation, I want to take a moment to emphasize something vital: momentum is everythin= g . April and May=E2=80=99s strong performance was no accident=E2=80=94it was t= he result of coordinated effort, consistent follow-through, and your individual contributions. That momentum created real traction. But as we know, it=E2= =80=99s fragile and can slip if we=E2=80=99re not laser-focused. June hasn=E2=80=99t started where we need it to be. Last week we saw strong lead volume=E2=80=94977 total leads=E2=80=94but the= follow-through was soft: - Only 43% converted to Opportunities - Just 56% advanced to Scheduled Assessments - We ended the week with 136 SOCs, and only 26 were Tier 1 We all own this. And we all have the power to fix it. I=E2=80=99m asking each of you to complete the immediate action plan below = by EOW (Friday, 6/20) to generate more Tier 1 business. These actions will help you uncover the truth about your territory: - Are you consistently generating enough leads to sustain a strong pipeline? - Are you advancing those leads with urgency and intention? - Are there missed opportunities in your current pipeline that you can revive or reignite? - Where can you raise the bar in ownership, engagement, and follow-up? Immediate Actions to Drive Tier 1 Growth 1. Handhold Your Tier 1 Leads & Opportunities - Use the HCL Scorecard to drill into green Tier 1 leads and opps=E2=80=94personally ensure noth= ing sits idle. - Use the Stated Customer Segment slicer to assess Tier 1 conversion trends. - Pay special attention to clients with cognitive impairment or chronic disease=E2=80=94these are our ideal long-term candidates. 2. Engage Referral Accounts Linked to Active Tier 1 Clients - Pull the Client Report to identify Tier 1 clients on service. - Connect with their referral source. Use the Care Coordination Report and Monthly Business Review tools. - Ask: How can we better support these mutual clients? Who else in their world needs help? 3. Lean Into the Trusted Advisor Sales Process - Revisit our 5-step codified playbook : Identify, Connect, Create Value, Convert, Nurture. - Trusted Advisors serve high-value clients=E2=80=94this is where we grow = Tier 1 business long-term. 4. Referrals Out =3D Referrals In - Cross-referrals build credibility and reciprocity. - Use the Client Report to identify clients who may need services beyond our scope=E2=80=94partn= er with your Ops team and make introductions. - Watch: How to Document Referral Outs =E2=80=93 6 min 5. Re-engage Closed Lost Tier 1s - Many families who went with another agency or private caregiver