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VISToday Newsletter
Volume 1, Issue 5
From The Desk Of Roy!

Recent response to a question from one of my clients!

Q: Do I need tons of money to get started in medical staffing?

A: No you do not! I always tell my clients to have enough money to pay for your legal
business requirements and whatever marketing material you'd like to have.  Once you
secure a contract and begin staffing the facility with an employee, you then simply
contact a factoring company.  Downside is you will have to give up some of your net
profits to make payroll, usually between 1 to 3% not too bad for a start-up though.  
Finding the right factoring company to work with is the tricky part.  That is why I have
aligned myself with a company that has over twenty years in the business and if you are
in a crunch may even provide you the fund you need in as little as two days.  


The clients contacted me and I sent them a package of information to get factoring
process started.  The client had poor credit, so I referred them to an associate who was
able to enhance there business credit and allow them to get the best deal possible
using the factoring company.  The factoring company currently handles the invoices
and payroll as well.  My client was then able to focus on marketing and getting new
clients.  It was a win, win situation for all.

Roy: Contact me to get your free package to use factoring to handle all your billing
needs and free up your cash flow:

A simple approach to closing your first staffing contract

I have noticed a trend among entrepreneurs starting there own medical staffing
agency.  The trend seems to be tied into “analysis paralysis” too much time is spent
trying to answer all the questions a hospital may ask you.  

I tell all my clients that you will never be totally ready and you will not totally know what
you need until you get out there.  Why? Well, because every facilities requirements are
different.  Sure, you have many similarities, but those often become nuances when
compared to what each facility feels they need in order to stay ahead of government

Analysis paralysis is a huge problem and getting my clients moving required me to
come up with ingenious ways to force them to get out there and close there first
account quickly.

How? Well first I needed to make sure they did have all the legal requirements to satisfy
the basic needs of starting a medical staffing agency.  They needed to have proper
insurance, legal structure was done and they possessed a contract for the facility along
with the ability to find employees.  I also made sure they had ready available
documents, I covered this angle by offering it in my website

I told my clients forget about all you learned concerning marketing.  The medical field is
a different animal.  More specifically I concluded that the medical field can be seen as
inversely proportional to the rest of the nation’s economy.  

Once the legal stuff was out of the way I did the following:

Plan to visit the largest facilities in your region.  Do not spend time in the small offices,
simply put the energy you spend must be value added.

Next, carry the following marketing material with you.  Business cards, contract and
price list, that’s it, don’t carry fancy color brochures or enhanced video tutorial of the
awesome service you can perform.  

Become familiar with the gatekeepers and decision makers of each of the facilities you
will visit.  You can do this by cold calling and asking who these people are.  

Each major Hospital has different divisions within it, although you may discover that the
facility has contracts with other staffing agencies and may even may have a contract
with a VMS company (Vendor Management System) if this is the case you simply call
the VMS company and ask to be placed in there vendor list to cover shifts.  

Approach the major facilities as a backup initially, don’t try to position yourself to get rid
of your competition.  You don’t know how long your competition has been there or what
kind of relationship they may have.  An aggressive yet soft approach often wins in
getting a contract.  

If you spend time in these major facilities, get to know the decision makers and offer
your services as a backup you will get a contract. O’h I almost forgot the most important
thing.  Offer the decision maker to send one of your employees for free for 8 hours to
test your company, but make sure they sign the contract before you send the
employee.  Tell them that it is simply a formality in order to be able to send an

They sign the contract, you send the employee and know you have a reason to keep
visiting and I guarantee they will use you in the future.  Spend a little upfront to get a lot
in the back-end.  

For more information about starting or expanding your medical staffing agency you can
contract Roy Vera, R.T., MBA at or visit him at his
website at

Medical Staffing Resources

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Incorporate Your Business


I have noticed that information is very limited online. I actually stumbled upon
your website by accident when reading some ezine article you published. I dont
mind spending money on information.

Before that, I looked everywhere for almost 6 months and I had always reached
a dead end. I am very determined ........ Thank you Roy!


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