--000000000000888f8a05b2953e45 Content-Type: text/plain; charset="UTF-8" Hello HCAF Sales Nation! I hope to see all of you this week participating in our Virtual Conference! I am especially excited about our keynote speaker, Mark Hunter aka *The Sales Hunter* who will be helping us understand how to become the 1% of sales people who truly make a difference and our open discussion round table sessions. *Our November strategy is focused on our caregivers for National Family Caregivers Month. *Leading with an #atitudeofgratitude, our content and campaigns will be around caregiver recognition. Many of you already do this on LinkedIn, but as we recently had nominations for Caregiver of the Year, it would be great to highlight your nomination on social media. In addition, you can* send in any caregiver stories with images or videos to Serena Wheeler (*swheeler@homecareassistance.com). *Any received **by Wednesday, October 28th *can be highlighted on our corporate social media and on a dedicated landing page we are creating for this campaign. Think "heroes behind the mask", impact stories, or past caregivers of the month. Feel free to send in stories and images that you have already posted! Another great idea to celebrate National Family Caregivers Month would be to *Host a Local Office Town Hall. *Meet with your team to plan a Town Hall in the month of November to recognize your caregivers. We know that several offices already do this regularly, and have great feedback around how popular these are! Having a raffle giveaway is also an effective way to incentivize caregivers to attend. This Town Hall meeting would have a focus on celebrating, thanking, and showing appreciation for your caregivers, but could also serve as a platform where CG's can ask any questions, or answer the question "How can HCA better support you in your role?". We would also like to share some great thoughts this week around *Overcoming Pricing Objections: Price vs Value.* - In the Interviewing Stage - use the 80/20 Rule! - You talk 20% They talk 80% - Ask questions to prompt them to tell you their needs and wants. What's important to them? - Then base your approach on those things and bring SOLUTIONS to them. This is your value to them. - Storytelling: - Positive Outcomes - Pain / Risk / Rewards - Private CG vs Agency CG's - Bring in your team - Partnering with your team and bringing them into your big meetings where you KNOW price will be brought up is a great strategy. Not only does it show the united front of the office and teamwork, but it also allows for your team members to speak to price in a different way than you might. They may word things differently and be able to tag-team the conversation to address all concerns and give a better picture of why we are firm at our price for the value we provide. - Elevate your Verbiage: using buzz words like "concierge-level care", "I'm a senior care specialist", "holistic approach to care", "dedicated Care Manager", "lowered liabilit