--0000000000006643cd06407dd03b Content-Type: text/plain; charset="UTF-8" Good morning, please see the week 3 Sales Training Synopsis for the 9/15/25 cohort. All 6 of the participants are doing a great job. They are all engaged, learning from each other and supporting the group. They are getting antsy to get out into the field and voiced frustration with the IT and Access challenges again this week. I am happy to report that i finally have a meeting on the books next week with a leader of the Integration Team. My ask is for them to identify the root cause of the common things I am seeing and then automate the solutions so that the manual work is removed. I appreciate the help you all have offered, the insight I've gained from you and certainly your patience. 9/15/25 Cohort Synopsis Sheet *1:1 Sessions: General Managers* *Emily Swackhamer*: Emily reached out to me to help her prepare some good questions for a sudden appointment at a brand new SNF that is opening. We talked about questions to ask to get them talking about types of patients that fail at home. We also discussed the value she can bring them to help fill their beds. Since they are brand new, she isn't going to get a fast payoff but if she uses other referral sources like a GCM or $ advisor, she can get extra bang for her time investment. We talked about hosting a PAC meeting, support groups, Memory Cafe etc and bringing trusted partners in to join. *1:1 Sessions: HCL* *Jin Yi*: Graduated out by Alex *Tarryn Reddy*: Canceled for a mindFit presentation *Small Group Sessions: HCL* Parker 4 will be adding 3 more next week. Parker shifted focus to SLCs due to the low rate of starts in this channel. - *Kaitlyn LaRoux*: K talked about a big success with a $ group. She had an informal presentation and they were engaged enough to invite her back for a formal presentation on *The True Cost of Aging*.She is also working on a MindFit program for new move ins in a CCRC and a TimeSlips and Joyful Moments for two other SLCs. Her goal while in there is to reducate them on what a good referral looks like. I helped her reframe it so that the approach is about their residents and not our referrals. - *Mike Werner*: Mike talked about using White Papers to gain access to his hospital accounts and he identified a plan to use another white paper to gain access to his SLC accounts, targeting the ED and Activities. - *Sasha Saco*: Sasha is starting to use formal presentations to bring educational value to her SLCs. Has set up one lunch in-service on *The True Cost of Aging* at The Bristol Englewood. - *Flora Elmisian*: Flora missed the Monday meeting due to her computer crashing and it being erased from her schedule. We made it up with a 1:1 Wednesday. Flora defaults to a "Show up and throw up" approach so I have challenged her to bring me a specific example of her probing questions this week. I am insisting that she ask questions instead of constantly "going over what we can offer." I also asked her to print o