It’s time to take a nametag lesson from the conference and hospitality experts: Always put the first name in large type so that people can easily see, read and remember it.

Tip: It’s not your address that matters. If you have a great slogan, put it up front. After all, they’re not going to your office, but they are using your service. And comfort care at home is what matters.

Excerpted from LEGENDARY RESULTS: Managing Referrals & Increasing Admissions Vol. 2: The Admissions Process by Michael Ferris and Polly Rehnwall. 

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Basic sales skills training are applicable to all members of the sales team, no matter their position or experience.  Make sure that your program has a keen focus on the basics and some repetition of this training on a regularly scheduled basis.  These are the building blocks.  They are easily forgotten as bad habits are adopted.  The basics include:

This NCAA basketball tournament is extremely popular, so take advantage of the hype and design a promotion around the event.  Watch the tournament brackets to see if your key referral source’s alma mater is playing.  Make sure to mention the tournament before it starts (half of the field +1 team will not be playing after the first weekend).  Then play up the excitement with those referral sources whose teams keep winning.

This is a tournament that will last for several weeks, so make the most of these conversations.

Excerpted from 101 Home Care Promotional Strategies that Deliver Legendary Results Without Busting Your Budget! by Michael Ferris

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If you are having a bad day, are too ill to work or have just had something devastating happen to you—don’t try to help people with hospice until you are in the right frame of mind. Sometimes you need to have someone else cover for you until you get back to where you need to be. We all have bad days—the best way to not have that impact your performance is to recognize when you are not up to the task and ask for help.

Great teams have each other’s backs and are willing to do what it takes to cover for you in your time of need because they know you will do the same for them.

Sometimes it is as simple as just taking a walk, getting some fresh air and getting back into the right frame of mind.

Excerpted from LEGENDARY RESULTS: Managing Referrals & Increasing Admissions Vol 1: Referral Management by Michael Ferris and Polly Rehnwall

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