Home care referrals shouldn’t depend on who brought the donuts last. Let’s change that. Join Sarah Barker, Founder of Senior Care Sales Solutions and a Certified Senior Advisor (CSA®), and Ruby Mehta, Vice President of Sales at CareSmartz360, for a practical session on moving from routine outreach to intentional business development that builds stronger referral relationships and a more consistent path to growth.
If you own an agency or lead operations, growth, or business development, this is for you. No generic outreach tips. Infact, just a practical way to rethink how you earn referrals.
Visits, food and brochures build recognition – not necessarily referrals. Learn what a more intentional approach looks like.
Understand the problems facing referral partners, older adults, families, and position your agency around outcomes instead of hours.
Look beyond the usual sources and build relationships across the broader senior care continuum.
Prioritize the right accounts, connect intake and follow-up to referrals, and measure movement instead of motion.
Visibility without any value creates recognition, and not necessarily referrals. Agencies that will build relationships before they need them are most likely to become the name professionals think of first.
This is not another list of outreach tactics. It’s a practical look at what referral partners actually need and how home care leaders can become a resource instead of one more vendor. Sarah brings years of senior care sales, business development, training, and coaching experience. If your team is making more visits but not seeing more referrals. So, the question to ask is: are we simply making more visits or building relationships that create real value?
Sarah Barker – Founder, Senior Care Sales Solutions
Sarah is a Certified Senior Advisor (CSA®) and military veteran specializing in business development, sales strategy, training, and coaching across the senior care continuum. She works with home care organizations, senior living advisors, and aging life care managers on referral development, intake and conversion, recruiting, and growth, helping them move from selling services to becoming solutions providers.
Ruby Mehta – Vice President of Sales, CareSmartz360
Ruby Mehta is a senior health-tech leader with over 15 years of experience helping home care agencies grow, improve operations, and navigate an increasingly complex industry. She works closely with agencies across North America and brings an agency-focused perspective on how stronger referral relationships, intake, and follow-up work together to support growth.
Because referral growth isn’t a visit count. It is a business strategy.
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