All Things PPP & SBA: Tuesday, February 9, 12:30 PM PST | 3:30 PM EST 
Fix your first PPP, move further into recovery with PPP2, and check out SBA’s push to provide better access to capital for small businesses. Kim Bunting will walk us through the changes and new programs available for small businesses through SBA.
Kim Bunting is a pioneering serial entrepreneur. Specializing in the utilization of public/private partnerships, she has raised over $100 million in government and foundation backed funds for her own and other social enterprises. The innovations and ground-breaking results of the four businesses she has launched have been recognized by the US President’s Committee, National Governors Association, the US Conference of Mayors and others. She has served as an appointee to two Texas Governors, worked for Dallas Mayors Kirk and Bartlett for eight years and has served as a consultant to legislators in the development of regulations for federal legislation.
Game Changers: Thursday, February 18, 12:00 PM PST | 3:00 PM ESTSome not so unusual situations can be total game changers when it comes to payroll and taxes, knowing how to advise your clients ahead of time will solidify your agency’s pro status with them. Divorced parents working with one nanny, nanny shares, families who provide benefits or reimbursements, these fairly common scenarios can mean hundreds or even thousands of dollars to your clients and caregivers if not set up properly. Join us as we go over the right way to set these placements.
As a proud mother of three young children, including a set of twins, Rachel joined the HomeWork Solutions team in January of 2019 to become their Agency Partner Specialist. Rachel has a solid 15 year foundation in the in-home childcare industry. She has worked as a nanny, has operated her own boutique nanny placement agency, and as a working mom, she has also been a nanny employer. Rachel served as the Operations Manager for the International Nanny Association, and subsequently as a Placement Specialist for a larger agency, and a national NCS agency, before becoming the Agency Partner Specialist at HomeWork Solutions. Rachel is a big proponent of developing and adhering to high industry standards. She is the founder of FairAndLegalPay.com, a coalition designed to raise awareness about the need for legal pay in the industry, and to empower individuals to educate others about why it is so important. She holds membership in the International Nanny Association and has also served on their board of directors. She regularly attends, and often speaks at, industry conferences including those put on by iNNTD, Nannypalooza, the INA, APNA, and USNA.
Mastering the Sales Call: Thursday, February 25, 12:00 PM PST | 3:00 PM EST 
Building instant rapport and converting a client sales call to a viable job order is the first step in building any business–this is where Ginger Swift excels. As part of the APNA board, Ginger had the opportunity to listen to dozens of sales calls with agencies around the country. While most of them have a great script, what she has realized is that most aren’t asking the right questions or in some cases any questions. Join Ginger as she shares everyday scenarios, role plays how to sell your “typical” client and shares her tips on how to position your business so that every family will only want to work with you.
Ginger Swift started ABC Nannies over 25 years ago after a successful, albeit short sales career. Her first sales job was in temporary staffing. Ginger’s territory consisted of half of Washington DC and she canvassed every single building – literally by going floor to floor in every office building. After successfully growing her territory by over 100%, she was recruited away by one of her favorite clients, a small and growing software company. Ginger was hired at Sentient Systems to recruit and onboard all the programmers and salespeople. The company grew from 40 to over 80 in less than a year. Once there were no open positions, Ginger successfully created a new position for herself selling consulting services which they had not done before. In less than 2 years, she brought on the World Bank, Morgan Stanley, Johns’ Hopkins Hospital, among others. Her favorite “win” was getting a contract with the US Government competing against Anderson Consulting (now Accenture). At the age of 25 she was making well over six figures. From the age of 21, Ginger knew that she was going to start a nanny service and her sales career was a means to an end. Ginger left her corporate job to start ABC Nannies. She was able to grow ABC Nannies with what she credits as the keys of growing any service-based business–relationship building, referrals and repeat business. Over the past few years, Ginger has had the opportunity to hear many APNA member’s sales calls as they have applied for membership. She has noticed an opportunity for better rapport building during those calls, and a need to ask the right questions.