A 1,000-Page Beginning to a $2M Home Care Agency | Ep. 10 | Home Care Millionaire Podcast

Описание: In this conversation, we talk with Thomas Smith, a Visiting Angels owner in Delaware whose first challenge into home care was not a client or a caregiver… it was a stack of paperwork that grew into 1,000 pages just to get licensed.

Thomas and his wife opened their office in Middletown, Delaware, in a part of the state where leads were coming in but almost no one was willing to serve them. They were not in a major metro area, they did not have unlimited resources, and they opened just as the industry faced some of its most challenging years.

In this episode, Thomas talks about:
Why they choose to plant their agency in central Delaware instead of chasing a bigger city.
What that 1,000-page start taught him about persistence and working with the state.
How he thinks about keeping a steady pipeline of both caregivers and clients in a small market.
The moment things began to turn financially, and the agency started moving toward the $2M mark in annual revenue.

If you have ever wondered whether your market is too small, your start is too messy, or your paperwork pile is too big, Thomas’s story will give you honest encouragement and a few ideas to try.

Episode Chapters:
00:00 – Welcome to The Home Care Millionaire Podcast
03:09 – Thomas Smith's Home Care Journey: Starting in Delaware and the Certification Process
04:43 – The Impact of COVID and the Importance of a Full Pipeline
08:05 – Adding Office Members for Growth and the Two Million Dollar Goal
11:00 – Knowing Your Territory and Serving 55 and Over Communities
11:51 – Single Most Important Factor for Success: Having a Dedicated Office Team
14:01 – Building Relationships with Supportive Services like Hospice
15:31 – The Importance of Knowing State Laws and Legislative Advocacy
17:17 – The Heart of Home Care: Going Beyond the Office to Show Care
18:00 – The Goal of Home Care: Quality of Life and Remaining Independent
19:55 – Team, Pipeline, and Medicaid Relationships
23:27 – Home Care as a "Death and Dying Business" and the Need to Replenish Clients
24:34 – Strategy for Recruiting and Retaining the Best Talent
27:05 – The Most Rewarding Part: Moving Towards a Legacy Situation
31:34 – Closing: Building Wealth, Creating Freedom, and Leaving a Legacy

Notable Quotes

“You cannot just think about one side of the pipeline. You have to keep both caregivers and clients coming in if you want the business to last.” — Thomas

“This is not just about chasing numbers. We are involved with people’s lives, their families, their good days and their worst days.” — Thomas

“You cannot grow past a certain point if the people in your office are not willing to step in when it counts.” — Thomas

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Your next big win starts here. Serve with heart, lead with faith, and remember… compassion is your calling, and wealth is your reward.