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Stronger HELF uptake begins with team buy-in

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Before residents and families can recognise the value of HELF, the people introducing it need to believe in it themselves.

 

What is the strongest influence on HELF uptake is your own team?

Higher Everyday Living Fees (HELF) create an opportunity for residential aged care providers to offer services residents value while strengthening the organisation’s financial results.

For many providers, turning that opportunity into a sustainable part of the residential care model raises a more fundamental question: what really influences whether residents and families choose to engage?

One of the strongest influences sits within the organisation itself. Before residents and families can recognise what HELF could add to their experience, team members need to recognise its value themselves.

The first sale needs to happen with your own team. The first sale is always within your business.

This is one of the most important and frequently overlooked influences on HELF uptake.

     If your team are not sold, no one’s sold.

What your team believes shapes what families hear

Many people working in aged care are highly empathetic, care-oriented professionals. They want residents and families to feel supported, particularly at a time that may be emotional, unfamiliar and overwhelming.

For some team members, introducing an optional paid package can feel at odds with that caring role. They may have personal concerns about affordability, fairness or whether residents will use everything included.

Those beliefs inevitably influence the conversation.

     There is no such thing as private thoughts. 

Learn more Discover the two conditions for stronger HELF uptake and three ways leaders can strengthen team buy-in. Download and read our eBook. [Link]

What opportunities for stronger HELF conversations lie within your organisation?

Our TRUST Opportunity Map™ helps identify where your team’s conversations can be strengthened with a focus on enhancing resident experience and increasing revenue.

Let’s discuss where your teams could evolve their approach, from the first enquiry through to ongoing resident and family conversations, and what leaders can do to support that growth.

 

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Read more in our resources

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Learn more about how we are helping Aged Care teams grow revenue >>>

 

Read some of our other blogs:

The Power of Trusted Advisor Conversations in Aged Care >>>

HELF Opt-In Isn’t About Cost >>>

Support at Home Success >>>

Incoming Enquiries (Aged Care) >>>

Support at Home: Stop Selling ‘Go-To’ Services >>>

 


Piece written by Charmaine Keegan, author of over 20 eBooks, is a sought-after guest speaker, panellist, and keynote. She is a Certified Trainer of many modalities including: Extended Disc, Myers Briggs, Situational Leadership, Values Navigator, NLP (how we operate), Hypnotherapy (unconscious communication), Timeline Therapy (recognising your beliefs about sales and money – and recognising that of your customer).


She has studied the psychology of human behaviour and is considered an absolute authority and true expert on sales, communication and Influencing techniques.