Coaching followup - Geoff McCallum (Toronto downtown)

Hi Geoff,

You have a high potential territory and it is very easy to get distracted.
Keep your focus and be consistent with your SAP. I expect you to hit at
least 5 Starts of Care in November (your target is 2). We talked about the
quick wins in your territory. Overall good performance for your first month
(October).

*Forecast toward Monthly Goal:*

· Monthly revenue goal:* $100*

· Month to date revenue:* $6,167*

· Estimated Monthly Revenue: $6,167

· Monthly Start of Care Goal:*  1*

· Actual Start of Care: 2

· Monthly activity goal: 70

· Actual activity: 61 (after training, in field after the 11th of October)

*Account advancements & other Breakthroughs:*

·      The Zoomers' Conference was great; made a lot of valuable contacts.
Some at SLCs I was trying to get in with. A few others like Hearing Life,
BMO Wealth Managers and an equipment seller. Also, met up with the team
from Revera. Philon was amazing as usual. She is more than happy to help
introduce me to anyone at any home (14 in my area) She may also have a
referral for me. And has invited me to her event.

·      Through referrals, you have 2 new meetings this week with partners
who like us already*. *Avenue MD and Copernicus Lodge.

·      Worked really well with Alzheimer Society Toronto this week. Education
and ability to sponsor a new event when it gets going again for PS*WS *

·      Referred someone to our team from a Seniors Centre and in exchange
may have the ability to begin doing MindFit.

·      Got HCA on the short list for Dementia Network Toronto under AST.
There's only 5 companies with that designation and now we're one of them.

* Challenges / Concerns:*

LTC and Hospitals require pre-*booked meetings otherwise th*ey will not *screen
yo*u in. SLCs are easier for drop in. I think the rise in Covid Numbers has
spooked the LTCs again.

* Pipeline Health:*

5 prospects and 1 conversion. With a modified process with assessment being
offered to the clients, this should improve the conversion %.

*B2B tool kit & Account at Risk form:*

· Please make sure you review this playbook, so we can implement in our
SLCs, GCMs and Wealth Managers Care Coordination Report Playbook
<https://homecareassistance.us1.list-manage.com/track/click?uñefdeb0dd25f1b019be7a0a6&idâ219be1e0&e%701f2c8c>

· Good work in getting Mindfit series appointments

*Action plan for Sales Team Member:*

   - Prioritize on Schlegel Properties where we have a contract –The
   Village of Humber Heights
   - Connect with Health & Wellness Managers – Chartwell, Revera and Verve
   - Signature Russell Hill and Bradgate arms – potential opportunity with
   staffing (outbreaks)
   - Practice and role play on marketing materials

*Action Plan for Sales Manager:*

· Help Geoff to penetrate into The Village of Humber Heights (arguably, one
of the biggest CCRC in Toronto)

Help with cluster care strategy at Revera Annex

· SAP review

· Momentum report review

Best regards,

Matt

Matt Vijayan, B.Sc., MBA, CCPE
Director of Sales, Canada
*Please note my email has changed:*
mvijayan@TheKey.com <Madhu.Vijayan@TheKey.com>

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