--Apple-Mail=_E283A257-4222-49DB-90C2-8C5168E9BCFC Content-Transfer-Encoding: quoted-printable Content-Type: text/plain; charset=utf-8 Hello Cindy, Here are the key highlights from our call today. Keep up the good work! =20 Best Practices / Wins / Tools Asked for:=20 Booked meetings with 10 SAP accounts, had one assessment completed and = close to 1 Start of Care, 12 solid calls for the week of 07/11. =20 Challenges / Concerns: =20 Change in Standard Office Management creating communication challenges. = You and I discussed how to take accountability to drive leads/SoC and = prevent any business disruption. Many objections including the use of private caregivers by high-end = retirement homes and pricing were managed in our meeting. We talked = about the benefits of care management approach. You faced with another = objection of having 4 hours minimum requirement; the minimum requirement = of 4 hours per shift can also be positioned to drive consistency and = reliability. HCA has one of the best CG retentions in number (as per = Home Care Pulse). =20 Forecast toward Monthly Goal:=20 This Month's Goal: $100 Currently at: $0 Forecast: $1000 SOC Month=E2=80=99s goal: 1 Current: 1 client converted. Awaiting for hospital discharge Forecast: 1 =20 Pipeline Health:=20 1 client conversion (Care has not started yet) Need more activities; = more leads will results in higher SoC and revenue.=20 =20 General Insights / Observations:=20 Cindy is high on learning agility. She has already lined up many visits = with premium retirement homes. Her pragmatic approach combined with her = experience as Registered Nurse will be a great way of breaking into top = tier accounts. Cindy can benefit from breaking into private LTC, = assisted living and memory living and connecting with the lead nursing = staff. Winnipeg is an untapped market for HCA and Cindy can make a huge = difference in sales productivity. =20 Next Steps:=20 Focus on leading indicators such as connecting with SAP accounts on a = regular basis.=20 Take leadership in building relationship with the office staff. Have clarity in your daily, weekly and monthly goals. Objections create opportunities; use GAP template and formulate = strategic questions to identify objections and/or GAPs Please feel free to invite me (virtually) with your referral partners Leverage assessments performed by care managers to open more = opportunities in SLC (great example came up in the Calgary/Winnipeg = pipeline meeting). Best Regards, Matt Matt Vijayan, B.Sc., MBA, CCPE Director of Sales, Canada Home Care Assistance Direct: 905-592-0085=20 --Apple-Mail=_E283A257-4222-49DB-90C2-8C5168E9BCFC Content-Type: multipart/related; type="text/html"; boundary="Apple-Mail=_4D55491D-0919-4BCD-97B5-DC1245035C40" --Apple-Mail=_4D55491D-0919-4BCD-97B5-DC1245035C40 Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset=utf-8 Hello Cindy, Here are the key highlights from our call today. = Keep up the good work! &n