#34 People don’t care how much you know until they know how much you care. Jane Francis, EVP of Business Development at Senior1Care in Indiana, is newer to home care, but she brings deep experience in nursing, sales, leadership development, and scaling businesses. She took over a newly acquired, underperforming Medicaid office and transformed it into a 75% private pay operation, achieving 100% year-over-year growth. Along the way, she rebuilt the culture, redesigned processes with people at the center, and is now applying these strategies across six offices. Jane shares her process, the people who inspired her, and the decisions behind Senior1Care’s cultural turnaround, despite being an established successful company.Jane Francis on LinkedInSenior1Care Books: Leadership: Rocketfuel by Gino Wickman  Leadership: Mindset by Carol Dweck Sales: Sales Simplified by Mark Weinberg Marketing: Blue Ocean Strategy by W. Chan KimCulture: Culture Code by Daniel CoyleAging: Forever Young by Mark HymanChapters:00:00 Introduction to Jane Francis and Senior One Care01:51 Lessons Learned from a Diverse Career12:53 Joining Senior One Care: A New Chapter13:47 First 90 Days: Building Relationships and Trust18:32 Shifting the Business Model: From Medicaid to Private Pay22:49 Leadership and Culture: The Secret Sauce29:44 Operational Improvements: Structuring the Intake Call35:18 Re-structuring Office Roles and Responsibilities 40:57 Re-building a Strong Leadership Structure45:34 Focusing on People for Profits52:25 Creating a Growth Mindset Culture56:43 Navigating Change in Established Companies01:00:59 Innovating Home Care for Longevity01:03:20 Future Trends: Holistic Aging 
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