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Trust is the foundation of successful home care marketing, but brand recall seals the deal. When discharge planners face walls lined with identical brochures from countless agencies, what makes yours the one they remember and call?

Our panel of seasoned home care experts dives into the strategies that convert marketing efforts into actual census growth. From structured territory planning using Medicare.gov's facility directory to perfectly timed Google review requests (hint: the two-week sweet spot matters more than you think), we unpack the mechanics of building referral relationships that actually produce results.

Perhaps most valuable is the panel's candid discussion about increasing revenue from current clients—a growth opportunity many agencies overlook. The systematic approach to reassessments after facility stays, training caregivers to spot changing needs, and framing conversations around enhanced safety rather than "upselling" provides a blueprint for ethical census building without requiring new client acquisition.

The conversation doesn't shy away from difficult questions either. How do you maintain caregiver interest when immediate work isn't available? When is it appropriate to walk away from a potential client who isn't a good fit? What's the real value (and conversion rate) of paid lead services like A Place for Mom?

Whether you're launching a new marketing program or refining established strategies, this episode offers both fundamental principles and tactical specifics designed to help your agency stand out in competitive markets. The recurring theme throughout: consistent, authentic relationship building trumps transactional marketing every time.

Continuum Mastery Circle Intro

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