--Apple-Mail-5B235B7E-3410-49BC-BDF9-F67EDB4AF70A Content-Type: text/html; charset=utf-8 Content-Transfer-Encoding: quoted-printable Hi Tim We need to talk r= egarding the rate cards before April 10 (preferably prior to the introductio= n to the Canadian offices). Below is what came out of the joint sales meetin= g regarding this matter. Matt = Matt Vijayan, B.Sc., MBA, CCPE Director of Sales, Canada Please n= ote my email has changed: mvijayan@TheKey.com TheKey.com Begin forwarded message: From: Paula ONeill <paula.oneill@thekey.com>= ; Date: March 31, 2023 at 12:18:46 PM EDT To: Jackie Sum= mers <jsummers@thekey.com>, Ashley Mirone <amirone@thekey.com> Cc: Cash Edwards <cedwards@thekey.com>, Matt Vijayan <mvij= ayan@thekey.com> Subject: Pricing Transparency Huddle- Takea= ways 3/31/23 =EF=BB=BF Hi All, Wanted t= o get this to you ASAP. Thanks! It is our job to bring objections into the open so we can ad= dress them. ACR - Acknowledge, Clarify an= d Respond (20-80 rule) How do we ge= t them to look at this as an investment in themselves or loved one opposed&n= bsp;to an expense. How do we share with t= he client/referral account that they are in Control of their journey with us= ? What are some reasons a potential clien= t might initially object to our price? Through ACR can we uncover if price i= s the true objection? Asking questions li= ke: What does it look like if you do not get care in place for your loved on= e? (emotional IQ) Have Case studies aroun= d price/resistance. This will help you be prepared which will help you feel c= omfortable in the moment sharing similar objections and outcomes. Having real authentic conversations (Be in the= moment with the client/referral partner) There was an excitement around price transparency Overall positive response from the breakout se= ssion. Ashley's presentation put a lot of minds at ease. Beth Sparrow liked that we were grounded in fact based prici= ng decisions - competitive analysis, current caregiver pay rate etc. Home care is an investment. Value based selling i= s critical more than ever.</l