Right at Home franchise owners have access to data on everything from new inquiries and referral sources to sales activity, client conversions and revenue. RightFocus brings key performance information together so owners can better understand what is happening in their business and where they need to take action.
The platform includes benchmarking and transparency reporting, allowing franchisees to review their own performance and compare key metrics across the Right at Home system. That information can help owners identify missed opportunities, manage their teams and make decisions based on actual results rather than assumptions.
“The data keeps us honest,” said Brent Morgan, who owns Right at Home territories in Arizona with his wife, Andrea. “We have to actually look in the mirror and say, ‘Okay, this is the data we’re seeing. Are we happy with it? Why aren’t we seeing the results we want based on the data?’ Then we dig back into the KPIs.”
Tracking the sales pipeline helps owners see how prospects move from inquiry to client and where that process may be slowing down. Shana Willis, director of sales and marketing for a Right at Home franchise office in Englewood, Florida, looks at how long referrals take to convert.
“From the sales pipeline perspective, it's really helpful because it's showing us the data from when that referral came in and how long it actually has taken us to close that to a client,” she said. “Are there some steps in that process from inside sales to outside sales that we're missing or we could improve upon because it's taking six weeks versus some of the other ones taking a day or two?”
Windermere, Florida-based franchisee Nikki Magyar uses RightFocus to identify prospects who should be moving forward but have not started care. That visibility gives her a chance to determine what may be slowing down the process and address it with her team.
“Mostly, we’re focusing on conversions, even the low-hanging fruit,” Magyar said. “We have contracts with companies like Humana and the VA, but then we’re not starting care. I look at that and ask, ‘Why? What are we doing right now?’”
RightFocus can also support accountability by giving owners and managers information they can use when coaching sales and intake employees. Magyar sets weekly KPIs for her salespeople and tracks activity across her team. Willis uses similar information to determine when an employee may need additional coaching.
“If you’ve spent six weeks going to this account, and in six weeks we’ve seen one referral, maybe it’s a little role-playing that needs to be done, or shadowing and going in and having another set of eyes and ears in the actual account to help build that relationship and see what we’re missing,” Willis said.
Instead of relying on a general impression of an employee's performance, owners have specific numbers they can use to start those conversations.
RightFocus also allows franchisees to compare performance across territories and the broader system. The transparency reports can help owners learn from high-performing franchisees.
“If somebody is doing something really well, reaching out to them and learning, ‘What are you doing? How are you doing this? How do I become better?’” Andrea Morgan said. “You can learn from other owners as well.”
The Morgans have also found territory-level reporting valuable since adding a second territory.
“As a whole, we look great,” Brent Morgan said. “But when you look at territories, you can see ‘Wow, this one is not pulling its weight.’”
Franchisees can then use those insights to adjust where they spend their time and money. Magyar, for example, reviewed the results her office was getting from Google leads and found they were not making as much of a difference as the team expected. She redirected more resources toward in-person sales activity.
Willis has similarly used performance data to change how her team divides its time between two territories.
“We’re spending three days a week more heavily focused on that area and two days in our other area, where we’re already well established,” she said.
The goal is not to review every available number. Franchisees said they identify the metrics that matter most to their businesses and make reviewing them part of their normal routine.
“Not all data is equal, and it doesn’t need equal attention,” Brent Morgan said. “We quickly learned what the key indicators for growth are, and these are the reports we focus on most.”
RightFocus gives franchisees another tool within Right at Home's support system to make those decisions. Based in Omaha, Nebraska, Right at Home has more than 700 franchise locations in the U.S. and five other countries. Its independently owned and operated offices provide in-home companionship, personal care and assistance to seniors and adults with disabilities who want to continue living independently. Tools such as RightFocus give local owners another resource to manage their businesses while carrying out the brand’s mission to improve the quality of life for those they serve.
If you're interested in taking the next step in making a difference in your community as a Right at Home franchisee, visit https://rightathomefranchise.com/.
Right at Home
SPONSORED
Right at Home's proprietary RightFocus dashboard gives franchisees real-time visibility into sales performance, lead activity and key business metrics.
Right at Home franchise owners have access to data on everything from new inquiries and referral sources to sales activity, client conversions and revenue. RightFocus brings key performance information together so owners can better understand what is happening in their business and where they need to take action.
The platform includes benchmarking and transparency reporting, allowing franchisees to review their own performance and compare key metrics across the Right at Home system. That information can help owners identify missed opportunities, manage their teams and make decisions based on actual results rather than assumptions.
“The data keeps us honest,” said Brent Morgan, who owns Right at Home territories in Arizona with his wife, Andrea. “We have to actually look in the mirror and say, ‘Okay, this is the data we’re seeing. Are we happy with it? Why aren’t we seeing the results we want based on the data?’ Then we dig back into the KPIs.”
Tracking the sales pipeline helps owners see how prospects move from inquiry to client and where that process may be slowing down. Shana Willis, director of sales and marketing for a Right at Home franchise office in Englewood, Florida, looks at how long referrals take to convert.
“From the sales pipeline perspective, it's really helpful because it's showing us the data from when that referral came in and how long it actually has taken us to close that to a client,” she said. “Are there some steps in that process from inside sales to outside sales that we're missing or we could improve upon because it's taking six weeks versus some of the other ones taking a day or two?”
Windermere, Florida-based franchisee Nikki Magyar uses RightFocus to identify prospects who should be moving forward but have not started care. That visibility gives her a chance to determine what may be slowing down the process and address it with her team.
“Mostly, we’re focusing on conversions, even the low-hanging fruit,” Magyar said. “We have contracts with companies like Humana and the VA, but then we’re not starting care. I look at that and ask, ‘Why? What are we doing right now?’”
RightFocus can also support accountability by giving owners and managers information they can use when coaching sales and intake employees. Magyar sets weekly KPIs for her salespeople and tracks activity across her team. Willis uses similar information to determine when an employee may need additional coaching.
“If you’ve spent six weeks going to this account, and in six weeks we’ve seen one referral, maybe it’s a little role-playing that needs to be done, or shadowing and going in and having another set of eyes and ears in the actual account to help build that relationship and see what we’re missing,” Willis said.
Instead of relying on a general impression of an employee's performance, owners have specific numbers they can use to start those conversations.
RightFocus also allows franchisees to compare performance across territories and the broader system. The transparency reports can help owners learn from high-performing franchisees.
“If somebody is doing something really well, reaching out to them and learning, ‘What are you doing? How are you doing this? How do I become better?’” Andrea Morgan said. “You can learn from other owners as well.”
The Morgans have also found territory-level reporting valuable since adding a second territory.
“As a whole, we look great,” Brent Morgan said. “But when you look at territories, you can see ‘Wow, this one is not pulling its weight.’”
Franchisees can then use those insights to adjust where they spend their time and money. Magyar, for example, reviewed the results her office was getting from Google leads and found they were not making as much of a difference as the team expected. She redirected more resources toward in-person sales activity.
Willis has similarly used performance data to change how her team divides its time between two territories.
“We’re spending three days a week more heavily focused on that area and two days in our other area, where we’re already well established,” she said.
The goal is not to review every available number. Franchisees said they identify the metrics that matter most to their businesses and make reviewing them part of their normal routine.
“Not all data is equal, and it doesn’t need equal attention,” Brent Morgan said. “We quickly learned what the key indicators for growth are, and these are the reports we focus on most.”
RightFocus gives franchisees another tool within Right at Home's support system to make those decisions. Based in Omaha, Nebraska, Right at Home has more than 700 franchise locations in the U.S. and five other countries. Its independently owned and operated offices provide in-home companionship, personal care and assistance to seniors and adults with disabilities who want to continue living independently. Tools such as RightFocus give local owners another resource to manage their businesses while carrying out the brand’s mission to improve the quality of life for those they serve.
If you're interested in taking the next step in making a difference in your community as a Right at Home franchisee, visit https://rightathomefranchise.com/.
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