Duration: 17m 48s
Description
Eric Hicks had a long history of working in the senior care industry, but when his stepmother had a stroke, the issue became very personal. Eric provides a personal account of his search to solve a very common issue found in the nursing home industry… nobody wants to be in a nursing home. Jessica Cornelius, Franchise Development Director at Right at Home, discusses Eric’s journey as a Franchisee with Right at Home.
Background and Intro
Eric Hicks became a Right at Home franchisee in April 2005 and now owns four territories. He went to West Virginia University and graduated in 1985. After seven years of working in pipe valves and fittings, he started working in geriatric care, running therapy departments in nursing homes. Eric learned how nursing homes work, their finances, etc., and eventually started managing seven different nursing homes from a sales perspective. Through this process, he learned one main theme… Nobody wants to be in a nursing home; they would prefer to receive care in their homes.
Choosing Right at Home
In late 2003, Eric’s stepmother had a stroke and now the issue was on his doorstep. His two brothers looked toward him to find a solution. Eric talked to many people about getting home care for his mother, but it was going to be private pay, and many organizations didn’t accept private pay. He started looking around and Right at Home caught his eye. He contacted the founder of the company and decided to visit him. It was a good match. The founder was engaged and knew the business. It was at that time that Eric decided to bring a Right at Home franchise back to West Virginia.
A Typical Day
When Eric started the franchise, his background was in sales, so he knew he needed to get people through the door, and he attributes his success to keeping his focus on sales. He believes that when the owner is out there selling and meeting with referral sources, it means a lot more, the people feel you, your presence, your passion. Also, you sell with more conviction when you have to put up money to start a business. The first year, Eric made a rule that he was not allowed to be in the office between 10 am and 3 pm. He had to go out and shake at least 10 people’s hands regularly. That allowed him to be in the black in six months. His office person was onboarding, interviewing, etc.
A Typical Day Now
Eric’s days have evolved quite a bit over the years. He has had to step back from being involved in every single facet of the business, learn to delegate, and have reporting systems to help him understand the business. Eric adds that the key to any business being successful is communication, both professional and personal. So each office has a 10-minute stand-up meeting, conveying info on new clients or issues, and sales, nursing, and staffing. Eric also listens to the calls every day, so he understands what’s happening in each office and their objective for the day. Also, when you have a plan for the day, you are much more motivated. The rest of the day is emails, balancing finances, and visiting each office every two weeks. Eric adds that he wants his staff to be able to share how they feel with him.
Most Valuable Support
As a tenured franchisee, Eric feels the most valuable support he’s receiving right now is having corporate take care of the website, i.e., creating, optimizing, driving people to it, and reviewing analytics. The website is a critical piece of his business. He also appreciates receiving national updates on where the industry is going. When you buy a franchise, you’re buying the name, a set of advisors, and a group to market on your behalf. Eric notes that he has been fortunate enough throughout the years, that the people at Corporate have been very knowledgeable, and they have taken an interest in his success.
Advice to a Prospective Franchisee
Eric notes that people need to understand that Right at Home is an active investment. His motto is “If it is to be, it’s up to me.” Eric gave this analogy, “I liken it to a plane, when it takes off, you know, you’ve got to go full throttle,100%, to get a plane off the ground. But once you get to cruising altitude, you know, you can’t go full throttle or you will burn out your engine, just like will burn out ourselves. But that first year to 18 months to two years, you are going to have to go full throttle. But if you work hard, stay diligent, and keep moving forward, then this can be a very rewarding opportunity, both from a professional sense and from a financial perspective.”
Interested in franchise opportunities in West Virginia, click here.
If you would like to listen to other franchise owners’ stories, click the links below:
Meet the Family | Jim Gall 1.23.24
Meet the Family | Regi Mathews & Family
Meet the Family | Renee Concialdi
Meet the Family | Vishal Patel
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