[0:20] Hey, hey, hey, everybody. Sorry for the delay. If you've ever been on the phone with a legal team, you know that they are gonna squeeze every minute that they can out of a call so they can bill you for it. So Brian and I were tied up with some ERTC — not Allutional or Small Business Advantage stuff — but I apologize for my delay. Can everybody hear me and see me? I know Bethany's here. Let me bump her up to the organizer. We've got a great call for you today. Hey, Donald, and Guy, Jared, and Kenneth, and Mark, and Paulino, and Phyllis, and Kat. Okay, yep, everybody can hear. Bethany, can you hear me too? I want to make sure my screen is showing. Nobody's talking to me in chat, which makes me really nervous.

[1:04] Bethany: Yes ma'am, I can hear you.

[1:06] Vanessa: There we go. Mark says I'm loud and clear. I'm always loud, but not always clear. That's fantastic. Thank you. So thank you for your patience. Thanks for hanging out, Bethany. Sorry to leave you in the waiting room. So, in the spirit of researching the best industries for us to target for the Allutional Benefits Platform program benefits package, I was very surprised to see that the home healthcare industry is prime. And we're going to get into it. So we're going to analyze the home healthcare industry to build a highly profitable outreach campaign targeting caregiving agencies. You would think folks in healthcare would have amazing benefits. Unfortunately, that is not the case. The people providing healthcare often cannot afford the help themselves. This is a perfect fit. How Allutional solves the massive turnover crisis for agency owners, right? And remember, home healthcare isn't hospital workers, right? And we'll talk about it. And outreach strategy — we're gonna talk about a three-touch cold email sequence as we do. So as we go through, please pop in any questions along the way. And Bethany, if you see something and I am not responding to it, let me know. I know I'm in questions, but this still doesn't have a chat box. Right, I haven't figured out how to chat. Guys, so you're coming just directly to me and Bethany right now, but we do see you.

📌 The Home Healthcare Industry — Who's Being Left Behind

[2:44] Vanessa: Okay, so the people providing daily healthcare to the nation's most vulnerable populations are often the ones with the least access to healthcare themselves. My mother had in-home care before she passed. My husband actually — his best client was diagnosed with ALS, a very tragic case. And we've been with him, we've worked with him for about 10 years, and we've gotten to know his home healthcare providers very well. So I have personal, intimate relationships with some of these home healthcare providers, and consistently — anecdotally, but consistently — they're underpaid and don't have a benefits package. They're doing the Lord's work, some of the hardest stuff in the world, things that I couldn't even do for my mother. I was so thankful to have Letitia come in and take care of her every day. She was a blessing. And to know that while they were giving so much to take care of other people, they couldn't take care of themselves was awful, right?

[3:55] So 87% of home healthcare and personal care aides are women, many acting as the primary breadwinner. This has been my experience. Also, I've only seen women in the field with the folks that I've known that have needed the service. The median annual earnings for many direct care workers place them near the poverty line. That's annual — $16,200 annual average income for the people who come in and take care of our loved ones in their worst, most difficult days. And one in six direct care workers completely lack access to vital employer benefits such as health insurance — the irony, right? And there's an industry-wide turnover rate. This is punishing, often thankless work, so as you can imagine, it's very difficult for home healthcare agencies to retain quality staff, right?

[4:52] So the silent killer of home care agencies is — you get a good employee and maybe they get burnt out, maybe they can't handle it, they can't take care of themselves, etc., and so they leave. Maybe they go to a different healthcare agency or maybe they go work some other minimum wage job that isn't as difficult, right? So replacing a single caregiver costs an agency thousands of dollars in recruiting, onboarding, and lost client revenue, right? If they just up and quit and the client base isn't being cared for, the agency can't bill for that covered time, right? So there's an immediate impact and a long-term impact. And the constant churn is the number one operational challenge for agency owners.

[5:43] And so why does this fit perfectly? I think you can anticipate. It provides a massive retention tool for hourly mobile workers without the crushing costs or minimum participation requirements of traditional health insurance — not to mention all of the other great benefits, right? So the secret to closing agencies is pitching the single $39.95 plan that solves the problem for both the owner and the caregiver simultaneously.

📌 HealthSense for Caregivers and BusinessSense for Owners

[6:06] Vanessa: So the caregivers — those are the employees, right? They are gonna benefit from the HealthSense plan. Unlimited, zero-dollar co-pay telehealth accessible directly on the road. They're traveling from house to house, taking care of these folks. They're not sitting at a desk, and they can't spend all that time sitting in a waiting room. Mental health support — this is an incredibly difficult, high-stress, high-stakes job that they're in. Having mental health support is invaluable. And of course, the coverage extends to their whole family. If we're talking about single moms, which a lot of them are, or sole breadwinners — being able to cover their kids is huge, right?

[6:48] Now, for the owner, our BusinessSense plan is pretty standard for all the businesses, right? The identity theft protection, safeguard personal assets, business security, dark web, legal services, contract review, etc. Tying in healthcare with your business — the legal landmines are so much more than for a plumber, right? So the legal benefits here for the owner really hit hard. And the ability to retain and take care of their employees.

[7:28] So targeting agency owners — we've got three pillars. We want to hit them with the big one: retention. Focus entirely on the 80% turnover pain point. We're not going to pitch insurance because we are not insurance, right? Everybody, we've beat that horse, right? We aren't insurance, we are a benefits package — comprehensive and so much more than telehealth. You're selling a tool that keeps caregivers loyal and stops the bleeding. This can help them in a myriad of ways, right? There's zero admin work. There is no lift for the business owner short of just giving us the emails. And Bethany has spoken about — she will work with Allutional to white-glove onboard if the business owner doesn't want to go through the simple steps of just loading the name and email and facilitating. Bethany has even volunteered that we would take that lift off of them, completely white-glove concierge service. And the personal hook — use the $1 million in business protections and legal services as the ultimate hook to capture the owner's personal interest in taking the meeting. Because again, healthcare needs that legal coverage. They've got a lot of exposure with their caregivers going out into folks' homes, there's a lot of liability, so we want to keep them tight.

📌 Three-Touch Cold Email Sequence — Home Healthcare Outreach

[8:57] Vanessa: So when we talk about emails — we've got some sample emails. So “Stopping Caregiver Turnover at [Agency Name]” — you know, “Vanessa's Home Health Care,” right? You want to personalize it. Seeing your name in lights in the subject line — that's how I refer to it. If I see my name up in lights on a subject line, it really grabs my attention. And I know the tricks, I'm teaching the tricks, right?

[9:25] “I know some home care agencies are fighting an 80% turnover rate right now and replacing staff is destroying margins,” right? So we are addressing — we know what's hitting you where it hurts the worst and we're here to help, right? “I help agencies offer a massive retention tool, a comprehensive benefits suite, including $0 co-pay telehealth, mental health support, and family coverage for just $39.95 per month.” We're not saying that this is telehealth or healthcare or a health solution. We are front-loading the “benefits package” but we're identifying some key features of how we're going to help retain the customers. “Plus, it includes a million-dollar ID and legal protection specifically for you as the business owner,” right? So it's a one-two punch — retention, help your people, but here are some big key factors that we know affect you as the business owner. I can also take care of that also. “So you have five minutes to see how this works without any minimums, okay?” So I think this is a really strong first email. Of course, customization, change of voice, etc., is totally up to you. But reaching out with retention and legal services upfront is the recommended approach.

[10:30] All right, second — we're going to hit the no-admin promise. “No HR staff, no problem. For [Vanessa's Healthcare Agency] — I know your office staff is already stretched thin managing schedules and compliance.” Okay, we're going to address upfront — front-load nobody wants to do more work, right? Nobody wants a solution that makes somebody's job harder. People want a solution that only improves, they don't want a downside. So we are going to acknowledge “you might think this is a great idea, but you don't wanna put extra burden on your HR folks. Maybe you don't have HR, etc.” So we know that. And so that's why “we handle all the marketing and administration for your new benefits suite at no cost. Your caregivers get 24-7 telehealth and you get a powerful retention tool that keeps them loyal to your agency instead of jumping ship for 50 cents more an hour,” right? This is exhibiting understanding of the industry, of the culture, of what agencies are dealing with. I mean, imagine — your margins are so tight you can't give them a 50-cent raise and you're losing employees because of it, right? “Should I send over more info on how we can set this up for you?” Make it easy for these folks to say yes, to get the conversation rolling.

[11:53] And follow up — we're familiar with this, right? “I haven't heard back, so I may have the wrong contact regarding employee retention and benefits. Is there someone else I should be chatting with? Could you let me know or CC them here? Otherwise, just let me know if you're interested in the details of our $39.95 flat rate retention tool that includes $1 million in business protections for you.” Right, making it easy to segue to another person, to get it off their desk, right?

[12:22] So don't sell via email, right? This is our golden rule. Your only goal is to move the conversation into a phone call, to an exchange, a personal one-to-one conversation, however that comes to be. So they respond to you, you respond immediately. Like you're watching your email, you see it come in, it's hot. “Great to hear from you. I'm free at 2 p.m. today or 10 a.m. tomorrow for a quick five-minute chat to see if this is a fit for your agency — what works best?” That way you can get them into a conversation, much better than endless back and forth of “oh, what's good for you, what's good for you, what's good for you?” Give them concrete times that you are available. So of course the 2 p.m. and the 10 a.m. are placeholders — make sure that you're available at those times and get on the horn, right?

[13:11] And then there's a post-call follow-up. After you speak with them, thank them. “As discussed, I'm attaching the breakdown showing exactly what your caregivers get” — the HealthSense plans — “and the million dollars in protections for you” — the BusinessSense plans. “Let me know when you're ready to enroll.” So you have the conversation — obviously you want to drive them to your lead capture page and get that information in for Bethany and team to seal the deal for you. If you're comfortable walking them through the process and going those steps forward with it, absolutely yes, you don't have to turn it over, but you absolutely can. If your entire conversation is going to your lead capture page, walking them through it and having their name, number, email, etc. opting in on that page, that's absolutely fine. And then Allutional can then take the reins and walk through all the HealthSense benefits and the BusinessSense benefits for you — you don't have to. So it's really where your comfort level lies, but the drive is to not sell via email. Start a relationship in some form or fashion — a reply to an email, a phone conversation, etc. — that delivers them to your lead capture page. Then you take it as far or as short as you are comfortable.

📌 Q&A — Personal Allutional Testimonials and Guy's Healthcare Observation

[14:40] Vanessa: Any questions about this in general or Allutional? What can we help you with? I will be publishing the research and campaign, etc., in the members area for everybody. But now I'd like to open it up and help you guys with whatever y'all need, and I've got Bethany here with us too. Are there any requests or suggestions for our next industry to do a deep dive in? I'm finding it very surprising doing the research into the market, into who is most impacted by what we have to offer. I think the healthcare — home healthcare industry — was surprising to me, but the more I dug into how their caregivers are struggling and how agencies — you know, we want to take the best care of their employees as possible, right? — and retain quality, caring, nurturing home healthcare aides to provide the best service for the members of our community who need that support, right? So giving them the tools to help ease the burden of their employees while also retaining quality employees for their staff — it really hit me as such a powerful approach. An industry that needs it, knows they need it, and can benefit pretty immediately. The data shows that you should get good responses from this outreach.

[16:47] Bethany: Looks like nobody has any questions. I was going to add on also on what you're already touching on here — I've had a few agents reach out to me asking about the process for reaching out to not just associations. So just so you guys know, you absolutely can reach out to small or large businesses directly. And that seemed to be something that maybe there was some confusion on. So just so everyone is clear, you absolutely can reach out to businesses. It did not have to be an association. And it is a little bit less — once you, I mean, of course when you have the association, we look at the volume, right? And that makes sense. But there's a lot of work that goes into associations. We've all seen it, we know how it is. With a business, you only have to sell once, right? Where with an association, we have to sell to each individual business owner or slash member of that association. So just keeping in mind that that is another option and I wanted to throw that out there for anyone who wasn't aware.

[17:51] Vanessa: Oh, that's awesome, Bethany, thank you. It looks like Guy had a question. Kind of a comment — he said “yeah, very interesting. I've talked to my family and friends in various lanes of healthcare and many do not have great coverage.” And that's a great point, Guy. It's not even that they don't have any coverage. Having bad coverage, or limited coverage, or expensive coverage, or that — what is it, catastrophic coverage — for 40 bucks a month to get your little piddly stuff taken care of. You guys know a few weeks back I had impetigo and cellulitis, a skin infection on my face. Guys, it was terrible. But you remember Bethany helped out and did an Allutional Q&A call. And in combination — because my insurance, which I have, did not cover telehealth, okay? But because I had Allutional telehealth and my insurance, I had the absolutely free phone call telehealth face-to-face call, right? They looked at my nose on the screen — it was gross. But then they called in a prescription, and my insurance prescription — and in combination with the discount plan, right — I paid $5 for the entire experience. And I had oral antibiotics and topical antibiotics to me within — let's see, the call, we started at 10, I was done with my appointment by 10:30. By 2 o'clock I was already medicated. And that makes a big difference. If you know anything about impetigo, staph, and cellulitis — it can get real bad, real, real fast. And I get it once every couple of years, on my nose. So if I wasn't treated quickly and appropriately and efficiently, it could have eaten away my whole face. Like, it's serious. So the combination of having that supplemental care with Allutional made a huge difference in my life — not having to pay out of pocket my co-pay, deductible, etc., or wait for a doctor to be able to see me, etc. I was just medicated within four hours.

[20:16] Bethany: Well, and we've also talked — like Sherry, she had a medication that — she has great health insurance — and even on top of that, she was able to save $15 additionally each month by using our Allutional medication discounts. So that's another big thing. I mean, I know some people are like “oh, it's only $15” and it's like, yeah, but that adds up, man.

[20:39] Vanessa: Yeah, and think about older folks in our community, in our society. $15 per prescription? Let's just say on average — I'm not quoting that you can say $15 on everything, don't take it that way. My husband is — let's see — blood pressure, cholesterol, he's got his meds, because he just turned 50. And with 50 came about 50 prescriptions. Saving on every single prescription adds up. And I don't know about you, but the economy's not hitting me in a way that I'm loving right now. And with gas going up and groceries going up, if my prescriptions that I have to have to live — my husband's prescriptions to live — go down, thank you. Like, I need that $15, $30, $45, $100 a month. It makes a difference.

[21:31] Bethany: Absolutely. And when you look at it — I mean, it saved $15 a month on one prescription. And so that's already a third, or over a third, of your monthly of what you're paying for everything that you get with Allutional. So that's a pretty big selling point. Like, you know, to your point, Vanessa — if you use two or three, just that covers and pays for your Allutional membership, not including everything else that you get with it, right? Digital and telehealth. But on top of that, the things that we've discussed are really the things that we should be pushing — things that you can use every day, like Insta Deals and shopping rewards. And then of course, the legal services are a big selling point. Now, again, we have to remember that the legal services and the telehealth are for when something goes wrong, right? So we want to make sure that we're pushing for the things that you can use even on your best day.

📌 Association Commission Structure — Clarification from Bethany

[22:37] Bethany: Yes, I love that. And I did want to add, since we've got a little bit of time — if that's okay — I've had a few questions also about associations and the commission structure of how everything flows with that. So I just wanted to add some clarity there for anyone who may have those questions. And of course, feel free to drop some more in the chat if you have anything for me. But I know I've been asked about the way that that works. So with the association, when you sign an association, they get $3 for every membership under them. The business owner who signs up for BusinessSense does not get any kind of commission. It is simply just the association. And that's how you're roping them in, right — “hey, for every one of your members that signs up, you're going to get $3.” So that's a thing to make sure we had some clarity on. So yeah, if a business owner signs up themselves and their employees, they are paying like a normal customer. Also, the association does not get a BusinessSense account. We create an association account — like a house account — for them on our internal accounts, just for tracking purposes and all of that, but that doesn't actually give them an account. They would still — any individual that is a member of the association, or the head of the association — would still need to purchase a BusinessSense account separately. We do not give that to them — that's not what it's set up as.

[24:10] Vanessa: Right. Yes. So think about it this way — an association is an entity. An entity doesn't get telehealth services or the legal services. An individual signs up for that account, and then that individual is the telehealth, mental health, shopping, etc., the ID protection, the dark web monitoring. But the association is an entity, and then the entity is enrolling individuals or businesses. So people who are running the association are the individuals who would buy their plan. And then the association entity earns the commission when the individuals buy the plan. Does that summarize it well, Bethany?

[24:57] Bethany: Yes, that is exactly correct. And making sure that we know that we do not charge the association anything each month either — unless, of course, like Vanessa said, they have their own account, then we would charge them for their own account. But we don't charge the association a monthly fee. We are actually paying them, basically, to give us their list. And it's like “hey, we gave you a commission off of anybody that signs up from your association.” That's how we're wanting to make this relationship work. So yeah, I just wanted to make sure there was some clarity on that for everyone. I've gotten a few questions about it, so I was like, maybe I should just cover this. And make sure we're all on the same page of how that works. And of course, then your commission as the agent is based off of your structure, which is separate from the commission to the association and does not come out of your commission either. I wanted to make that clear — that that's something completely separate and doesn't take away from you guys.

[26:00] Vanessa: Right, commissions are in addition to, not shared amongst. There you go. Great question, great answer. Love to give that answer.

📌 Marketing Guidelines Update and Wrap-Up

[26:11] Vanessa: All right. Well, how's everybody doing? If we don't have any other questions, no other updates specifically or in general, we can give you back your day. Thanks for joining us. We should be able to — I know that the schedule with the first and third got a little wacky last week because I had to be out of the office. College showcase softball for my kid had me in the glamorous world of Dalton, Georgia. Not that it's not Maui, it's not the Poconos, but it's how I spend my summer. But you know what — this is her last year playing travel ball before she goes off to college, and I am really, really trying to relish and enjoy and be present because I've taken it for granted. She's been doing it for 10 years. I've been sitting out next to the dirt on the other side of a chain link fence for 10 years, and I am going to miss it when it's gone. So thank you all for your patience and grace for our rescheduling from the third of the month to the fourth of the month last month. So this is our first Thursday of the month. We hope you have a great Fourth. We're gonna not see you next week, but we will see you on the third Thursday of the month coming up in two weeks.

[27:28] All right, Bethany, everything good with you?

[27:31] Bethany: I think so. I was gonna add one last thing for you guys. I've gotten a lot of requests for reviewing your marketing materials. And while I am happy to take a look at some of the things that you guys are coming up with and excited to see everything moving in that direction, I do want to preface with — it is just me that is checking everything right now. So when you send me a laundry list of things, it may take me a little while. So what I'm thinking about doing is just sending you guys our marketing guidelines. I'd love to know if that's something that you guys think is fair, to where you can cross-reference and make sure that everything follows those guidelines. And then I'm happy to take like one final glance to make sure we're on the same page, more in compliance. But I've gotten quite a few requests recently and it's putting me a little behind on getting back to you guys. And I don't want to slow down your process of getting things out. I know that you guys are excited and wanting to get that out. So I'd like to just send you guys the marketing guidelines that I have to abide by and you guys have to abide by, that kind of gives you a starting point. And then the last thing can be I'll do a glance over, but I'm not having to do a deep dive and we have a lot of the back and forth of changes that need to be made.

[28:49] Vanessa: Oh yeah, Ken says that'd be super great. So we can do that. And Bethany, what do you say that our plan for our next call is that we go over those marketing guidelines together on the call?

[29:01] Bethany: Are we gonna answer any questions? So there might be something in the pipe that we might be doing that week. I don't wanna speak too soon. We have some things that we've been putting into the works and it's kind of like a brainstorming phase right now. So I don't want to commit to that, but I definitely think it is important for us to have a call about that. So guys, if we do it on our next call, then maybe we can do it here soon. In the meantime, I'm happy to provide that to you guys. It is long — I get it. And I know that some of it seems very silly, believe me. I'm gonna agree with you guys on a lot of the “that doesn't make sense, why can't we say comprehensive?” I get it. But unfortunately, we do have a partnership and an agreement that we have to abide by. So in the meantime, I'm happy to get that to you guys. And then Vanessa will kind of tentatively agree that maybe our next call can be that.

[29:56] Vanessa: Awesome. If not that one, then soon. But you're saying you can send out the guidelines to folks directly, even without a call.

[30:08] Bethany: Correct, yes. So in the meantime, if anyone has any questions about that, I've got some of you that have already sent them in. I'm gonna be responding to your emails and letting you know that that's kind of the way we're gonna go right now. But if anyone else has any questions or would like for me to send that to them, just shoot me an email and I will be happy to get that marketing guidelines over to you. Like I said, it's probably about 18 pages — just gonna be honest. So that's why when I'm getting a lot of requests to review your marketing materials and it's an entire marketing plan that was created, going through it and cross-referencing can be a little time-consuming. And I don't want to not do it for you guys. I just want to make sure we're doing the most efficient thing that we can.

[30:56] Vanessa: Fantastic. Yeah, Donald wants to get his Facebook ads moving, so this is perfect. All right. Yeah, Donald, you are on my list. I got your emails as well, and that was kind of the one that made me be like “I need to reach out and let everybody know” because I definitely don't want to hold anybody back. Excellent. Yeah, our goal is bravely moving swiftly forward. All right. Well, I want to thank everybody so much. I've got Brian calling me on the other line. Bethany, thanks for everything and we will see everybody very soon. Thank you. Bye. Bye.