Hi everyone. I am Melissa. I am a coach with home Care Evolution and today I’m going to talk to you about how you can work smart without working hard and getting no results. So how are we going to do that? You want to structure your week so that when you’re setting up your week as that business development, you’re putting that plan together. Where am I going to go? What am, what am I going to do? And we talk about this and fast start lesson two, but I’m going to go in a little bit deeper with a tip of what you should be doing when you are setting this up so that you are more specific and you make this very easy for yourself. And then it starts, once you start doing this, it becomes second nature.
So first things first, you want to use some sort of form when you are creating this process. And I always tell my clients to, to also use their top account list because you wanna be going to between 20 and 25 accounts every week. You wanna have 35 to 45 meaningful conversations. So you’re gonna be seeing accounts like home, healthcare, hospice, hospitals, skilled rehab, trying to think of assisted living, memory care. Those are gonna be ones that are gonna be on your top account list. And you wanna pick the ones that have the most of the kind of client that you want. And you need to determine what kind of client do I want. You don’t wanna take just anyone. You want to focus on a specific type of client. So one that needs 20 hours or more, that’s that home bound client. That is that client that just discharged from a rehab or a hospital that is a client that is, is using home healthcare, hospice services or in an assisted living or memory care. So these are all, that’s why those are also your referral sources. So that’s gonna be the 20, the 20 to 25 accounts that you’re focusing on. And then you wanna take your week. And so if we’re looking at a 40 hour week, you wanna split it in half. 20 hours of that week needs to be marketing, having meaningful conversations with three to five key contacts in each of those accounts.
The other half is going to be your meetings, your networking events, your community events, your sponsor sponsoring things that an event or A-A-C-E-U, things like that. And so you need to, to separate that time. Now, if you’re, let’s say at an assisted living, you’re doing a, a grab and go event there, and you’re interacting and working with all of these other key contacts that are there, that is not just, oh, I went to that account and had a meaningful conversations and I’m good to go. That’s the event. That’s the other half of what we were supposed to do. But you need to maybe before or after that event come in and have those meaningful conversations and meaningful conversations. What what is meant by that is you not dumping your information on them. It’s understanding what they have. How are you a resource? So look at yourself as that business development as a resource, not a marketer.
When I think of marketers, I think of commercials, like you’re just dumping your, this is what we can do. Here’s the information that I’m leaving, right? As business development, as a resource, you’re helping them in solving the problem immediately while you’re there. And so that’s what you want to do. So when you’re setting up your weekly schedule, that’s what you’re, you’re being specific on that. You want to figure out what is the purpose, what value and what am I bringing to these accounts when I go? And that value isn’t a brochure, isn’t coffee, those are all things that anyone can do, but what it can you do that nobody else can do? And maybe that’s bringing a plan of care and collaborating on services with them, getting updates, filling in those gaps. Maybe it’s giving them an update of how that client started and a testimony from the caregiver, the client or family. You’re using those things as reasons to be there. And then you wanna piggyback off of that. ’cause again, you’re a resource. Do you have anyone else like this? I’m here now. I’d love to help you. We’ve got available caregivers. And so that’s that, that first half that you’re doing meaningful conversations and then you’re going and trying to find those networking events, those community events, doing activities, meetings, the lunch and learn should be those one-on-one, meetings, outcome meetings, things like that. Again, interactive. But you’re doing these activities to get in front of key contexts and individuals in your communities. And so you got to make sure that you’re keeping that happy balance and you’re not just doing, you know, 60% of all these fun activities, but we’re not having good, meaningful, full conversations. So when we’re as business development, we need to focus and balance it on. Are we having meaningful conversations that’s good for us both? That’s bringing resources and value for us both. Do they see me being essential? And then are we also going out there and doing the fun things that people are remembering us for and getting in front of the people we wanna be in front of? And so that is how you should be scheduling your weeks every single week and do that on a Monday. Take an office day. No one wants to see you on a Monday anyways, and then schedule it for the remainder of the week so that you are using your time wisely. If you do that, you’re gonna blow away the competition.