QUARTERLY SPRING 2024 MSRP $19.95 ENERGY IS THE NEW CURRENCY Fueling Business Excellence In An Evolving Landscape How I MASTERED The Home Care Business COVER STORY Dawn Bransky Administrator/Owner at Benevolent Hearts Home Care Move Your Agency Into The New Year With A New Payer Source Mix PART 1 By Steve “The Hurricane” Weiss KNOW LIKE & TRUST Key Contacts At Referral Sources Most Intelligence Is Not Artificial Creating A Caregiver Recruitment Irresistible Offer Mastering The Mental Game Keys To Agency Success Unbelievable! How Google’s 2024 Update Could Make Or Break Your Online Presence! The 3 Key Components To Maximize Your Business1024 28 Move Your Agency Into The New Year With A New Payer Source Mix - by Julio Barea Most Intelligence Is Not Artificial - by Bruce Berglind Creating A Caregiver Recruitment Irresistible Offer - by Nick Bonitatibus The 3 Key Components To Maximize Your Business - by Melissa Bagley 14 Know Like & Trust: Key Contacts At Referral Sources – Part 1 - by Steve “The Hurricane” Weiss 36 32 Unbelievable! How Google’s 2024 Update Could Make Or Break Your Online Presence! - by Jeremy Fuller Energy Is The New Currency: Fueling Business Excellence In An Evolving Landscape - by Coleen Greco How I MASTERED The Home Care Business - by Dawn Bransky 06 18 ContentsWelcome Evolve. Adapt. Transform. Thrive. Welcome to Issue #9 of Home Care Evolution Quarterly! Home Care Evolution Quarterly is for those home care business leaders who inspire to continuously learn in the industry. We exist to help you stay up to date on new trends and data from vetted contributing authors, all of who are experts in this industry. This magazine is dedicated to helping YOU be on point in your: ● Sales & Marketing ● Operations ● Recruitment & Retention ● Financial & Multiple Revenue Streams In this issue of Home Care Evolution magazine, the contributors and I provide you with current topics, breaking ideas, & practical strategies you will use to gain better ideas and solve bigger problems for new levels of success. In this issue: ● Energy Is The New Currency: Fueling Business Excellence In An Evolving Landscape by Coleen Greco ● Move Your Agency Into The New Year With A New Payer Source Mix By Julio Barea ● Know Like & Trust: Key Contacts At Referral Sources – Part 1 By Steve “The Hurricane” Weiss ● How I MASTERED The Home Care Business By Dawn Bransky ● Most Intelligence Is Not Artificial By Bruce Berglind ● Creating A Caregiver Recruitment Irresistible Offer By Nick Bonitatibus ● The 3 Key Components To Maximize Your Business By Melissa Bagley ● Unbelievable! How Google’s 2024 Update Could Make Or Break Your Online Presence! By Jeremy Fuller If there is a topic that is important to you that you would like to see in a future issue, please contact me directly. Sincerely, Steve "The Hurricane" President and CEO Home Care Evolution steve@homecareevolution.com 848-444-9865 "But seek first the kingdom of God and His righteousness, and all these things will be added to you." Matthew 6:33The Hurricane’s Home Care Evolution Boot Camp Is Back! Scale your business with confidence and immerse yourself with this legendary event! May 15-17, 2024 | Baltimore, MD Venue: The Westin Baltimore Washington Airport - BWI Register NOW! https://homecareevolution.com/Fueling Business Excellence In An Evolving Landscape Energy Is The New Currency Coleen Greco Coleen is a Joyologist. She provides a combination of mindset and nutrition coaching to people who feel stuck and want to reclaim joy in their life. As a motivational speaker, she works with individuals and corporations around the globe teaching folks how to reclaim their joy using the SNAP Method™. This proven methodology helps her clients remove limiting beliefs and connects them to their full potential. You can follow Coleen on IG to get connected: @thecoleengreco. www.coleengreco.com7 A s business owners, we have a drive and a passion that cannot be contained. We strive for excellence, growth, and efficiency. We balance demands for our time, our money, and our teams. We work diligently to keep a pulse on the ever-changing economy, political climate, and needs of our clients. At the core of our goals, we share a common thread: to consistently deliver the highest quality product or service at a fair price, guided by principles of ethics and integrity. We pour our hearts and souls into our businesses, and just when we think there’s no more to give, we pour more. Everything just described, everything you have, and everything you do can be distilled into one word. Energy. Energy is the driving force behind every thought, every action, every pivotal decision. Reading this article requires energy. Thinking about this topic requires energy. We are born with all of the energy we will ever have, ever need. It is an infinite supply. It is a premium product. As business leaders, the crucial question emerges – how can we optimize our energy to allow us to do everything we do? How do we fuel our bodies to allow the energy to move around our body as swiftly and efficiently as possible? If we can’t have more of it, how can we protect the energy we do have in such a way that allows us to accomplish our goals? The best business leaders of our time had an investment strategy for their energy. These same leaders had a deep understanding and respect for this “currency” exchange and, on a regular and consistent basis, rebalanced and restored energy as circumstances required. The question becomes, how can you take a page from their playbooks and protect your peace, avoiding burnout? The first step toward treating energy as currency is simply having a sound investment strategy in place. Drawing parallels with managing financial markets, evaluating energy expenditure involves aligning it with the most impactful connections, ensuring it yields maximum returns. When we have $1 to spend, we want it to perform. When evaluating your energy, how can you align it to the most impactful connections so it does the most for you? What steps have you taken to take inventory of your existing assets? Your relationships? Your employees? Your investors? Your clients? Your future clients? Their families? YOUR family? Start by documenting all of the assets asking for your energy on a daily basis. This list should be as comprehensive as possible because it is with this list that we then begin to prioritize and diversify these assets. How do we do that?8 NOT ALL ASSETS ARE CREATED EQUAL. Some may be asking for your energy with the intention of not returning any to you. Whether this action is in the form of money, time, your needs or wants. Once we can visualize the landscape of the energy consumers, we can begin to evaluate which need our energy on a daily, weekly, monthly, or quarterly basis. Remember. Not all assets are created equal! Assign a numeric value to your energy. Energy consumers such as your investors would be assigned a high value, for example. That is a relationship that can only be managed by you. No one else. I recommend to my clients they come up with an A, B and C list. A= relationships that can only be touched, managed, and engaged with/by you. B= relationships that can be managed by someone else but require your oversight. C= relationships that can be managed by someone else and do not require your involvement And let’s not forget that your energy savings account needs consistent deposits. You’d never spend all of your revenue or your entire paycheck without saving some of it right? So, let’s start with that. Take 20% of your allocation and save it. PAY YOURSELF FIRST! If you started off this way, then I’m really proud of you! Most people would see what’s left over and take that for themselves. Be the change you want to see! PAY YOURSELF FIRST!!! You’ll soon be able to see that in order to keep your business, your relationships, your mental health, and the health and well-being of your staff in top shape, you have to have a healthy respect for your energy and valuing it as currency is a sure fire way to avoid burnout and keep your business on pace for continued growth. As you begin to evaluate your relationships and prioritize them as an A, B or C relationships, also note they do not need to stay there. Maybe you have a relationship that requires monthly management but quarterly engagement from you. That’s ok! Or you have someone that you thought might be really strategic to your business in the beginning but ended up becoming an energy depleter and taking a lot from you without adding much value. This is a dynamic exercise and when done regularly, protects your peace and dare I say, protects you from yourself! CURRENCY EXCHANGE Like all sources of currency, the value changes on the day. Changes based on your health, your environment, the weather, the market – so many factors. I like to think of currency exchange in 3 different forms: 1. Forecasts and projections: I’m going to invest energy into this relationship without guarantee of a future payoff. 2. Day Trading: I’m going to give my time to a person or a project in exchange for something that directly benefits me. 3. Invest to grow: I’m going to invest my energy now, allow it to build and morph as the market changes with expectation of large reward. Just like in the global markets, each currency has different values and so you can allocate your energy based on what fits your goals and objectives - both long and short term. RE-EVALUATION/RESTORATION In every strategic plan and investment strategy, there comes a time where the plan requires re- evaluation to make sure your plan is balanced and still working toward your goals. Set regular time aside to make sure the investments you’ve made with your time and energy are still serving you. It can be easy to get caught up in routines, but staying ahead of market projections and changes (seasons, deadlines, 9 legislation changes, etc.) so when your schedule seems a bit more predictable, make sure you are rebalancing your energy, refocusing your time, and recommitting to your goal so that you can reap the rewards. A few key points to remember when you are re-evaluating your energy investments: 1. Make regular deposits. Just as you would with your finances, reserve an allocation for self- care. By paying yourself first, and truly investing in your own personal health and well-being, you are giving a top-quality product back to your family, friends, colleagues, investors, and clients. We very often pay ourselves last, and self-sacrifice yields sub-optimal results. 2. Rebalance/reclassify: sometimes, your energy allocation needs to be rebalanced or reclassified. An energy investment that you thought might pay off became stale or failed to yield fruit. Reclassify this investment and make sure your energy is deposited into higher yield relationships. 3. Restoration: revisit other possible deposit areas for your energy for future opportunities. Sometimes it’s a matter of timing, and it might be time to make magic! Seeing energy as currency is far more than a metaphor, it’s a way of life, and for business owners looking to stay on the path to growth, remain competitive, and realize efficiencies in their business, they have to visualize energy as their most important asset. Without your energy investment in optimal shape, cracks start to form in the foundation of a business, and competitors are waiting for those moments to swoop in and take over. Proper investment strategy, deep knowledge and respect for how energy is exchanged, and consistent rebalancing of our investments are key checkpoints to master in the ever-evolving culture we live in today, where burnout and bankruptcy are commonplace. Rise above the statistics by putting these core checkpoints in place to make sure 2024 is not only profitable but also steeped in a purpose that serves you. Social: IG and FB: @thecoleengreco LinkedIn:www.linkedin.com/in/ coleengreco/ YouTube Channel for my TV show and podcast “Joy Unleashed”: https://www.youtube.com/@ thecoleengrecoNext >