Bonus episode recorded live @ Home Care Innovation Forum in Palm Springs, CA
Key topics include:

• Why weekly new revenue is the most important sales measurement and how it provides a real-time view of where new business is coming from.
• Ensuring sales activity stays aligned with referral accounts that are actively generating new business.
• What success looks like for new sales reps, including tracking the number of new referral accounts established.
• Brad's "controlled shotgun" approach to account management:
  • Tier A: 10 key accounts 
  • Tier B: 10–15 growth accounts 
  • Tier C: 15–20 contingency or "just in case" accounts
• The role of sales, operations, and branch leadership in building referral partner relationships and ensuring smooth transitions to start of care.
• Why great sales professionals focus on being present, not just visible, when engaging referral partners.
• How leaders can better equip sales teams with meaningful data that supports conversations and decision-making.
• The growing complexity of patient care and why sales professionals need a stronger understanding of clinical and complex-care scenarios.
• Positioning home care organizations as outcome-driven partners who help referral sources solve patient care challenges.
• Why organizations with service models that solve the widest range of problems are positioned to win.
• What to stop and start measuring:
  • Stop: Overloading sales teams with insignificant data. 
  • Start: Viewing revenue as a measurement of performance rather than the sole metric of success.
• How experienced reps focus on long-term referral source retention and relationship management.
• Why response time may be the most important quality assurance metric in home care sales—and why speed matters.

Extras:

• Connect with Brad Gilmore on LinkedIn or via email: [email protected] 
• Learn more about Family Tree Private Care
• See how Phoebe AI can double your scheduling output
• Home Care Innovation Forum 2027 / Pasadena, CA on May 16-18 for Orgs $30M+