The Gatekeeper Tapes Part 2: The Social Worker, How to Keep Them Happy!

Home Care Marketing & Sales Mastery by Approved Senior Network®

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Breaking through the noise in healthcare marketing requires more than persistence—it demands a fundamental shift in approach. This eye-opening training video reveals the stark contrast between ineffective marketing tactics and strategies that genuinely resonate with skilled nursing facility staff.
Watch as we demonstrate a typical failed interaction: rushing into a social worker's office, using inappropriate terminology (calling patients "clients"), focusing exclusively on services rather than solutions, and completely disregarding the professional's limited time. The cold shoulder that follows is inevitable and all too familiar to many healthcare marketers.
Then witness the transformation that occurs when the same representative returns with a solution-focused approach. By introducing a specialized "discharge package" designed specifically for patients transitioning home from skilled nursing facilities, the conversation shifts dramatically. What makes this approach successful is its laser focus on addressing a genuine problem—patient regression after discharge—rather than simply promoting services.
The training emphasizes critical practical wisdom that's often overlooked. When a social worker expresses interest, schedule your next meeting immediately rather than promising to "call later." Be transparent about reasonable budgets for lunch-and-learns, as healthcare professionals appreciate partners who prioritize patient care over marketing extravagance. Most importantly, position yourself as a valuable resource by acknowledging their expertise while offering specialized insights they might not have considered.
Ready to transform your healthcare marketing approach from getting the cold shoulder to securing meaningful partnerships? This training provides the blueprint for making that shift immediately.

Continuum Mastery Circle Intro

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Chapters

1. The Cold Shoulder Encounter (00:00:00)

2. The Successful Approach (00:03:16)

3. Key Marketing Insights Revealed (00:06:49)

4. Tips for Effective Scheduling (00:08:41)

5. Budget-Friendly Lunch and Learn Strategy (00:09:24)