--0000000000009447f806185d4793 Content-Type: text/plain; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Agreed. In terms of conversions south of the border they are not that impressive from assessment to start of care (on the consumer side). I imagine yours are better because you=E2=80=99re used to consumers who are considering other options. The B2B referrals seem to be more locked in. So yes they need it too because the phone conversation has definitely not closed the deal. It seems like down here things are very much still in play - as the customers are having other providers visit them too. A fall risk/home safety exam is exactly the kind of thing that we should have on our card/website/phone script to help anyone tip over the edge on deciding to proceed or not. Good one to include IMO. Ray On Mon, May 13, 2024 at 5:09=E2=80=AFPM Timothy Thomas wrot= e: > Hi Ray, > > I agree. What you're suggesting requires a true 180 company wide. I > recommend bringing this to the executive team. Our client success team > would need in-depth training. > > Traditionally the assessment is for clients who have been closed on the > phone and are ready to take the next step. The meeting is for us to gathe= r > the necessary information to build a care plan and recommend the > appropriate level of care. It's performed by a nurse, so they're not sale= s > pros. > > That said, we CAN perform a home safety assessment and help identify > potential fall risks, and suggest modifications. That tends to be a stron= g > value add. > > On Mon, May 13, 2024 at 3:06=E2=80=AFPM Ray Smale = wrote: > >> Hello sir, >> I think this is a strategic miss. >> We are asking folks to invite us into their homes and the best we can sa= y >> that they will get out of it: '*possibly* tip and tricks for...' >> The frame for this visit should be turned 180 degrees IMO. >> It should be a marketing tool (beyond just us telling them about us), an= d >> more than a data extraction exercise for us. >> People should be clamoring for this visit. >> People should be getting a lot more from it than just learning about us. >> There should be a list of things that the prospect gets - whether or not >> they become a customer. >> That frame allows us to consider what value we're bringing to them in >> their journey. >> I realize we are not diagnostic experts but there could be something for >> the family like: >> Your loved one is solid on mental agility, low on physical strength, hig= h >> on social engagement, bla bla >> [The 'low' 'high' etc doesn't need to be seriously scientific IMO - >> otherwise presumably someone will block it as too dangerous I imagine. T= he >> scale could be: good, great, opportunities.] >> Based on that... here are strength exercises you can give them/do with >> them (these are the kinds of things our caregiving will do with them), s= o >> on and so forth. >> >> I think the decision to start health care is a BIG one. >> The decision to have someone come to your h