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Sales Tip of the Week: Constantly Educate!

Whatever you do, never forget the importance of constantly educating your clients and referral sources. Repetition is key to remembering, and if you don't educate, your competition will! Plus, continually educating your clients and referral sources further solidifies your place as the "expert" in their minds. So never miss an opportunity to educate.

Here are a few tips and reminders:

1. You need to constantly educate your clients as it will build:
   • Trust
   • Rapport
   • Credibility
   • MOST IMPORTANTLY: Differentiation from the competition
2. Don't assume that because you visited with a referral source before they remember the services that are available and the benefits to their patients
3. Don't stop educating clients after the first visit because you assume that they will remember - it's not true!
4. Educate clients and referral sources on:
   • Home Care or Hospice indicators
   • Overall services your agency provides
   • Home Care Compare outcomes
   • New Medicare legislation
   • Specialty services
   • Benefits for clients
   • Diseases
   • Your admission process
   • And more!
5. Remember: just because home care or hospice is your life, doesn't mean it's everyone else's!