Re: Sensi Virtual Summit - Notes

HI Tim, Joey , Timon, Liz and Cheryl,

Sensi held a virtual client meeting today.
It was well attended and prepared .

Amanda took  a comprehensive set of notes ..below..

Key take aways �

                Care agencies have given up trying to sell or upsell Sensi..- they are just including it� in every home� and swallowing  the cost.

                Selling it as an �after hours �  differentiator.

                Equinoxe CEO was on the call.

                Seniors do not want it in their home � but are open to the argument that it�s a preventive � seem sto resonate .

                Several examples of how the Sensi data was used to support selling more care hours to the family .

                Several examples of selling into communites and senior residences.

                Future road map includes mobile and reference to care giver tracking( see enclosed )

From: Amanda Mansfield <amansfield@joinlifeguard.com>
Date: Tuesday, October 15, 2024 at 3:21 PM
To: Kara Sehl <ksehl@joinlifeguard.com>, Nathanial Findlay <nfindlay@joinlifeguard.com>, Steven Ferguson <sferguson@joinlifeguard.com>, Karen Largent <klargent@joinlifeguard.com>
Subject: Sensi Virtual Summit - Notes
Hey Team!

Notes on Sensi Customer Virtual Summit.

Oct 15th

Sensi Customer Virtual Summit

122 participants

3 guest speakers. Carrie Bianco,

She has made sensi part of her business. She was not present at her mom�s death, she missed the voice message that her mom had died. She says that if she would have had the sensi technology that she could have been there to hold her mom�s hand as she died. She wants to eliminate that regret for others. She has been in business for 15 years.

How do you handle care giver shortage, how does sensi help? Tremendously. Cost and shortage of caregivers it helps a lot. They use sensi when they can for the nighttime hours. Can cut cost for client so they don�t need the 24/7 care, they can substitute.

 She talks about how they know what is really happening in middle of the night. Older adults that don�t want a care giver, it�s a great fit. Sensi at nighttime. Optimize the time the care givers are there and substitute with sensi when the care giver can�t be there. People can�t afford the 24/7 care. This is a huge differentiator from the other homecare agencies. Older adult needs coddled (sometimes it is hard conversation with the client) � She says its mandatory during the first 30 days to make sure the care giver matches (fits).

Outside of sensi what do you do to help with care giver recognition? They use Ava on Wellsky � they have that recognition for the care givers. Example � had a client that the care plan said bath every other day, person bathes every other day.  He hadn�t had a bath. She was able to be proactive by hearing that he had not had a shower and be proactive by offering the care giver that realized he was not given his bath an extra bonus. She could also know who the care giver was that did not follow the care plan and give the bath.

Seniors want to stay independent but don�t want a care giver, family side they are hesitate to increase hours etc. What kind of value do you see with you offering the hybrid care? The way I speak to them about it. The think father has dementia, they are trying to rationalize him to decide to get care.  He will not. Most time they don�t want care giver, and don�t want cameras, but they will accept listening device until they come to a decision of when they need care. They thought he didn�t have any cogantive problems, but sensi shows he is not speaking, he is not moving. She uses this data to prove what needs are, no longer emotional its data driven.

She has 3 big contacts that she got into because of sensi � 1. guide program missed 2nd and 3rd.

Lead with heart, recommended - Never split the difference book. Tactical Empathy.

LaTaisha Young � Agency Director of Caring Senior Service. How did she make sensi a standard part of care. It is just part of their package.  Go into home at day 1, even before care starts, they install sensi. It�s going to keep them safer, when they get push back then they confirm with positive reinforcement of how it helps keep person in the home. It is not an optional add on. At first, she was asking if they wanted it, but they were scared, and it was not accepted well. Now it comes with. Now family members are asking for more devices. Or even just sensi and not home care.

Prior to sensi what did the care giver client relationship look like? Sensi helped with matches, they do supervised visits, with tablets in home or in person. They talk to client and care giver. Sensi now allows them to have more insight on the care give. An example was a care  givers grandmother passed and the care giver still went to work and made the client fudge. Then the company gave her a gift. Also helped them pick better caregivers. Ability to act on data they are given.

Partners � She has made strides with assisted living facility. Looking to add sensi in facilities. Families must sign off as well. Facility will be the client, not the client, and then it will become part of their service. She monitors and sends over reports. 77 beds.

 Amy Peterson-Smith � Focus on care aspect, has 60 clients using sensi. They also tried to sell it; it didn�t work. They then started just putting it in with all clients. Took off sales hat and focused on providing better care. Install during assessment. This changed the care model. She is giving it away, no cost, value add that sets them apart from their competition.

What does the typical pitch look like. Phone call inbound is based on homecare and weave in the virtual care agent that is running in the background when the care giver is not there. Allows us to pick up and provide specific information. Helps round out their care with the care givers. Care giver attention � gives opportunity to pick up on positives can say thank you or give AVA points. Can identify training needs for caregivers.

Large population of veterans  � how does sensi help? The government does not award them with enough care hours, so they can use sensi to supplement the hours they don�t have care. They have shared data, information with VA to get the client more care hours. To help prevent them hospitalized in the VA.

Can you share how you build relationship with referral partners? It Depends on who the referral source is. Hospital discharge group, Has a training center of sensi at their offices. Went over it with all new CMs. She showed and talked about this with the discharge nurses and create better conversations.

Talking about it, integrate it into care plan. Every family gets this. A lot of clients refer clients they know can�t afford 24/7 care but know they can get additional protection with sensi. They put them in the independent living facility to help them maintain clients.

Has standalone model � led with Sensi then will add care as needed.

Attached is a screenshot of what's to come with Sensi. Something to keep our eyes on is the Growth Hub! We need to spend time learning as much as possible. @Kara Sehl<mailto:ksehl@joinlifeguard.com> tomorrow if you can provide me access to sensi that would be great.

Missed last 25 minutes of call because Claire called with a lead. Will need to watch the end of the recording.

Best,

Amanda Mansfield
Sales Executive
Cell: 418-558-0769
Toll-free: (888) 667-1224
amansfield@joinlifeguard.com<mailto:amansfield@joinlifeguard.com>
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