Preparation isn’t about perfection; it’s about positioning yourself to win. Ronald Shapiro’s book, Dare to Prepare reminds us that real confidence doesn’t come from winging it; it comes from doing the work before the whistle blows. In senior care, preparation isn’t optional, it’s the difference between reacting and leading.

Here are three powerful insights your leadership and overall team can start using today

1️⃣Preparation Builds Confidence, Not Arrogance

When you’ve done the prep, researched your accounts, anticipated objections, rehearsed tough conversations, you walk into the room grounded, not nervous. Preparation replaces fear with focus.

👥 Example: Before meeting with a hospital discharge planner, a home care rep reviews patient flow data and recent readmission rates. When they start the conversation, it’s not small talk, it’s strategy.

Pro Tip - Use Ai to do the research for you! Ask ChatGPT ... "what can you tell me about XXX community, their leadership, their strategy, etc." Let Ai do the work for you!

2️⃣ Preparation Makes Adaptability Possible

The best-prepared people are also the most flexible. They can pivot mid-conversation or mid-crisis because they’ve already thought through multiple outcomes.

🏠 Example: An assisted living sales director rehearses three versions of a tour one for adult children, one for spouses, and one for care managers. When a mixed group walks in, she seamlessly blends them all. That’s preparation in action.

3️⃣ Preparation Separates Leaders from Participants

Great leaders don’t “wing it.” They anticipate challenges, plan for the unexpected, and set their teams up to succeed. Preparation is leadership in disguise.

🏡 Example: A home health administrator spends Friday afternoons reviewing next week’s referral pipeline and team schedules. By Monday, the staff feels organized — because their leader was prepared.

🏀 Final Whistle

Preparation doesn’t guarantee a perfect outcome, but it guarantees a better one. Whether you’re walking into a sales call, staff meeting, or state survey preparation is the silent advantage that makes you appear confident, calm, and credible when it matters most.

✅ Today's Move

3 Actions Items ...

1. Block time to prepare. Don’t “fit it in.” Schedule 30 minutes daily for upcoming calls, tours, or meetings.

2. Use the 3x3 Rule. Before any key meeting, identify 3 things you want to learn and 3 ways you can add value.

3. Debrief your prep. After every major interaction, ask: What worked? What will I change next time?

I'm cheering for you!