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Home Based Sales Consultant – Boston (Boston – MA)

A Place for Mom was founded in July of 2000 by Pamala Temple, John Temple, and Brian Trisler. Pamala spent over fifteen years in senior housing corporations at the executive level. During her career, Pamala met many families in need of a better way to search for elder care resources. Thus, A Place for Mom was formed by combining passion to help seniors with knowledge and experience of the senior housing industry. The company’s founding principle is to provide personal and professional assistance to families in the search of eldercare options.

Today the company employs over 450 employees in over 40 states across the country. In addition to being the nation’s largest elder care referral service helping over 60,000 seniors and their families each month, A Place for Mom has been recognized for its explosive growth.

A Place for Mom has won numerous awards including being one of the fastest growing private companies in the state of Washington for five years running. Nationally, A Place for Mom was ranked #239 on Entrepreneur’s Hot 500 Fastest Growing list and #1295 on the Inc. 5000 Fastest Growing Companies Private Companies list in 2007. The company also made the Inc 500 list again in 2008 and 2009. A Place for Mom also made the Deloitte Fast Technology 500 and 50 in 2008 and 2009.

As A Place for Mom continues to grow and evolve our mission remains constant: to help every senior find the right elder care solution.

Part of achieving our mission, is to hire additional Eldercare Advisors to work with families. The position is an excellent blend of consultative sales, advising families who are in search of senior housing options for a loved one, relationship-building and community outreach.

Our ideal candidate is a self-motivated, detail-oriented, entrepreneurial individual. You must also be a caring and compassionate person with a desire to help people through stressful times during their search for eldercare. Additionally, you are comfortable working in a fast paced exclusively web-based environment where you are directly rewarded for your hard work. Senior care industry experience is preferred. Sales experience is essential.

Company Management Philosophy

A Place for Mom is an exciting, fast paced, innovative company. We believe in hiring intelligent, highly motivated sales professionals and providing them with the opportunity to become “the” Eldercare Advisement Expert in their area. Eldercare Advisors are supported by “coaches” who serve as their manager and mentor. Coaches at APFM have excelled in the position of Eldercare Advisor so they are well prepared to provide great coaching, training and support.

Eldercare Advisor Position Description

Job Responsibilities of an Eldercare Advisor

The Eldercare Advisor position is structured as fifty percent outside sales (outreach sales calls and networking) and fifty percent insides sales. The inside sales component of the job is assisting families over the phone, by conducting a needs assessment, providing them with appropriate referrals to senior care options and helping them set up tours and move through the decision making process. The Eldercare Advisor then notifies each property or service provider and will follow up with the family and our partners until a decision is made. Advisors participate in invoice monitoring.

The service the Eldercare Advisors provides is free to families as APFM is reimbursed by our partners. Ninety-five percent of our inquiries are from adult children who are looking for senior care for their aging parents. Our Eldercare Advisors are the match-makers between families in need and the senior housing communities.

The outside sales portion of the job is critical for the long term success of any Eldercare Advisor as it is a requirement of the position that every Advisor generates half of their business from their own referral sources. Advisors are also required to be very knowledgeable about every elder care option in their area and regularly tour properties and service providers each week. These partner knowledge visits are required of all advisors from the first week they return from training and weekly thereafter. Visits are critical to making high-quality matches and having the property sales managers engage with you during the referral process.

The outside sales portion of the position or “professional referral development” consists of calling on local professionals such as physicians, agencies and other people who can refer clients to you who are in need of eldercare. A Place for Mom provides an extensive database of professionals to call on but many advisors also find new sources of referrals through community networking and outsides sales calls. The outside sales portion of the position does not start until the beginning of the fourth month of tenure. This is to ensure every advisor has adequate partner knowledge before they begin to ask for referrals. Professional referrals are paid at a higher rate and therefore advisors spend approximately 40% - 50% of their time on this key outsides sales activity.

Primary Goals for Eldercare Advisors

• Become the elder care expert in their area by conducting weekly Partner Knowledge Visits.

• Pre-qualify and refer families to APFM senior housing partners.

• Meet monthly quota for move-ins.

• Generate half of own leads through professional referral development (outside sales calls).

• Conduct themselves with the highest ethics and integrity.

Eldercare Advisor Training and Coaching

You don't have to have senior housing experience to be a GREAT Eldercare Advisor. The company provides extensive training in eldercare as well as a great coaching structure to help you succeed. All new Eldercare Advisors attend APFM's comprehensive three day training in Seattle (Mom University). This training is provided at no expense to the new advisor. The Seattle based training focuses on elder care options, family advisement and APFM systems and processes. Advisor training continues for three months upon return to your market. During the first month Advisors participate in extensive online and phone based training with follow up and review with your Early Success Coach.

Compensation

Eldercare Advisors are employees (not independent contractors) of A Place for Mom and are compensated based on performance through a commission + bonus program. We have a draw against commissions of $1700 per month ($850 per pay period) which is recoverable through commissions and bonuses. This pay-for-performance payment structure gives Advisors the opportunity to achieve significant income levels after the first 6 months of the job. Eldercare Advisor's income is primarily based on the number of family move-ins that occur each month. The average commission per family move-in is $650.

Activity Expectations

• This is a full time (40 hour per week) position. Evenings and weekends are good times to get in touch with families and are a key way to ensure your efficiency and success. We expect Advisors to work at least one evening during the week and work a few hours every other Saturday to make family calls.

• Advisors should flex their schedule during the week to accommodate the night and weekend work.

• Attend regularly scheduled conference call clinics with your Coach.

• Communicate daily via phone and email to families, to partners and professionals.

• Conduct weekly Partner Knowledge Visits and develop and maintain relationships with partners in your community

• Sign up non-partners in your community quarterly (goal is set by your coach).

• Consistently meet or exceed your monthly sales goals.

• Make a minimum of 40 outside sales calls per month (after completing professional referral development ramp up).

• Obtain half of your moves from professional sources by the end of the first year.

These requirements have been developed to ensure your success at A Place for Mom.

Home Office Requirements

One of the great benefits of working for A Place for Mom is that Eldercare Advisors work from their home offices with flexible (but full time) hours. We require a private area for an office and a computer with high speed internet access. Eldercare Advisors are required to have no outside distractions/interruptions during working hours and required to make the appropriate accommodations so they are available to work in an uninterrupted environment. Appropriate child care for all working hours is a requirement of this position. Before a new hire attends training in Seattle their home office must be fully functional with a computer that meets the specifications of A Place for Mom. Advisors are required to track and report their time worked. Time must be tracked daily by the advisor and submitted each pay period to their coach. The company also employs a special phone system and software that does not require a separate land line.

Benefits

APFM offers a comprehensive benefits package which includes, medical, dental, vision and 401(k).

Stock Options

Eldercare Advisors have three ways to qualify for stock options. The A Place for Mom stock is privately held at this time which means it cannot be sold until the company is purchased or goes public. The options vest over a period of four years.

• Eldercare Advisors who qualify for the annual incentive trip receive options.

• Eldercare Advisors who win awards at the annual President's Award ceremony receive options.

• Any EA who achieves four (4) or more move-ins over quota in any month will be eligible to receive stock options.

Frequently Asked Questions

Will there be other Eldercare Advisors in my city/market?

A Place for Mom does comprehensive analysis of which cities and markets need additional Eldercare Advisors. The analysis includes general population, senior population, inquiry levels, and the number of senior communities. Most markets today have multiple advisors, who form a “market team.” Other markets are just forming and you may be the first advisor in your market for awhile. Our goal is to have multiple advisors in all US primary and secondary markets. As a team of advisors increases, A Place for Mom’s visibility increases which has a positive impact on advisors' success.

Do I need to understand how to use technology/computers to be successful?

A Place for Mom is primarily a paperless company, therefore using a computer and software applications are a requirement of the job. You will need to be proficient using the Internet, typing while talking on the phone, using Microsoft Outlook, Google Maps, instant messaging and our customer relationship management software, You've Got Leads. We will teach you how to use our customer relationship management software, Google Maps, and PowerPoint as well as our phone system. Please let your recruiter know if you have concerns about your level of computer proficiency or experience.

What expenses are reimbursed by APFM?

A Place for Mom reimburses for expenses you will need to incur. Below is a summary of our reimbursed items. .

• Internet Service Provider Fees.

• High Speed Internet Access (excluding cable TV fees).

• Purchase of a new computer for the position is reimbursed at $50.00 per month for up to two years.

• Long distance phone calls – APFM utilizes a hybrid-VOIP system eliminating long-distance charges.

• Office Supplies – up to $25/month.

• Mileage is reimbursed at .10 cents per mile for partner visits. The increased commission in Outreach is in place to compensate for additional mileage reimbursement.

• Marketing materials and business cards are provided by APFM.

• Events/Ads/Tradeshows – as pre-approved by your coach.

Items not covered under the Expense Policy:

• Telephones as APFM has a national VOIP system and provides headsets to its employees

• fax machines (not needed)

• Office furniture

• Cell phone usage (not needed for the job)

• What additional equipment do I need?

o A Place for Mom is a virtually paperless company; therefore additional equipment is not necessary

When will I get paid?

A Place for Mom pays employees twice per month on the 5th and 20th. Payroll is prepared by each Eldercare Advisor and submitted into payroll by the 1st and the 15th. All employees are encouraged to sign up for direct deposit. Eldercare Advisors are paid commission on move-ins to our partner properties, and commissions are paid after our partners pay APFM their fee.

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