--000000000000938e210641d3495c Content-Type: text/plain; charset="UTF-8" Good morning, Thanks to everyone that was able to join the GM Sales Training Office Hours yesterday. We visited some old friends like in-servicing, SLC access, developing *Specific Needs*, value propositions to fill those needs, competing with in house/hospital based home care and how to set a regular cadence with accounts like trusted advisors and hospice. Our underlying theme is always present. "Home care companies are all the same." My answer to that never waivers. If you act like all the other home care companies, there is no reason to believe that you are different. We all look the same on paper. So act differently! The Geeral Managers Sales Slide Deck that we've been using since our first meeting together is in our General Manager Sales Training Resources Folder . That deck has more ideas and questions than you could ever use or ask. Please don't use cold calls as your main approach to meeting people. There are lots of ways to meet contacts. Terrell shared an awesome event that he did to penetrate an SLC, Codi is doing an in-service on Fall Prevention and Jae met a primo contact at a networking event! AND don't forget the amazing programs that we have to offer like MindFit, Memory Cafe, Support Groups and TimeSlips. As promised, I am attaching the internal facing Sales Training TK HCL Differentiator Deck . This deck also has slides on TheKeyMatch and our Scientific Advisory Board. One additional note: While we were meeting yesterday, Emily was doing an in-service in St. Louis that went really well. I hope we can hear about that next week. 10/22 Recording 10/22 Transcript -- David Zychowski Director, Referral Partner Experience *Respect The Process and you will CRUSH IT!* david.zychowski@thekey.com Mobile: (203) 218-6328 https://thekey.com [image: Click to go to TheKey's LinkedIn page.] [image: Click to go to TheKey's Facebook page.] [image: Click to go to TheKey's Instagram page.] --000000000000938e210641d3495c Content-Type: text/html; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Good morning, Thanks to everyone that was a= ble to join the GM Sales Training Office Hours yesterday. We visited some o= ld friends like in-servicing, SLC access, developing Specific Needs , value propositions to fill those=C2=A0needs, competing with in hous= e/hospital based home care and how to set a regular cadence with accounts l= ike trusted advisors and hospice.=C2=A0 Our underl= ying theme is always present. "Home care companies are all the same.&q= uot; My answer to that never waivers. If you act like all the other home=C2= =A0care companies, there is no reason to believe that you are different. We= all look the same on paper. So act differently! The <a href=3D"https://doc= s.google.com/presentation/d/