FirstLight Home Care × DailyPay

Complete field packet for Reed

Use this packet to: map the corporate control point, route through public office contacts, run compliant discovery, and score the actual 150-location account export once Reed provides it.

FirstLight Home Care × DailyPay — Reed’s Execution Packet

Purpose: Turn a good FirstLight thesis into actual discovery meetings without overclaiming integrations, competitor weaknesses, or systemwide control.

Core motion: corporate vendor-governance discovery + one respected multi-unit owner pilot + measured proof package.
Do not use: generic “we are better than Tapcheck” messaging, unverified payroll assumptions, or personal-number calling.

1. Working contact and routing map

Corporate control point

Public corporate business-development routing: (866) 288-4727. Ask for franchise operations or the owner of approved vendor / caregiver-benefit governance. Do not route through the franchise-buyer inquiry form unless no other route works.

Priority operator / office routes

Routing line:

“Quick routing question—I’m trying to understand who evaluates payroll-connected employee benefits and caregiver recruiting initiatives for this office. Is that the owner, or is there an office administrator, HR lead, or payroll contact who evaluates those first?”

2. 10-business-day corporate cadence — COO / CFO

Stop rule: No generic follow-up beyond Day 10 without a new trigger, referral, contract timing, or relevant hiring/expansion signal.

3. 10-business-day operator cadence — owner + office HR/payroll lead

4. ADP account-mapping cadence

Do not ask for a mythical ‘ADP rep who owns all FirstLight.’ The franchise model means account coverage is likely employer/entity specific.

Day 1 ask to DailyPay ADP alliance / channel lead:

“I’m prioritizing a small set of FirstLight multi-unit operators. Can you help client-map the legal entities below to the ADP account owner where policy permits? I’m not asking for a broad blast. I want to validate whether ADP is actually in the stack before I pull a rep into a referral motion.”

Include: legal entity / operating office, city/state, owner group, estimated employees if known, current EWA unknown, discovery ask.

Once an actual ADP owner is confirmed:

“I’m working a targeted caregiver-retention pilot with [FirstLight location/operator]. Before I pull you into a referral motion, can you confirm whether you own their payroll relationship and whether there’s an active payroll/timekeeping path that makes an EWA evaluation relevant? If yes, I’ll send the one-page pilot thesis and keep discovery tight.”

Day 4 follow-up: Request a yes/no on owner mapping—not an introduction yet.
Day 8 follow-up: Share the specific location, employee hypothesis and exact discovery ask.
Only after payroll fit is confirmed: ask for joint introduction. Never name-drop ADP beforehand.

5. Tapcheck displacement discovery card

Start neutral

“I saw FirstLight has a public Tapcheck relationship and that some offices describe daily-pay availability. I don’t want to assume that means universal deployment, strong adoption, or a current evaluation window. Can I ask a few operating questions before we decide whether a comparison is even relevant?”

Required questions

1. Does this office offer daily pay today? Which provider and which employees are eligible?
2. Is the program active, adopted, and visibly helping caregiver hiring/retention—or simply available?
3. Who selected the provider: corporate, owner, payroll, HR, or a local administrator?
4. What are payroll, timekeeping, scheduling and EVV systems? Pay frequency? W-2 vs contractor mix?
5. When does the agreement renew? What notice period applies? Who owns the relationship?
6. What does the office hear about fees, support, data freshness, onboarding, reporting and implementation?
7. Did staffing pressure, wage competition, growth, payroll change, acquisition, or a benefits-review window create a reason to evaluate alternatives?
8. What would the current program have to fail at before an evaluation would be worth the political cost?

Do not say without DailyPay-approved material

• Universal FirstLight deployment / use of Tapcheck.
• A specific DailyPay-vs-Tapcheck feature, ROI, employee-fee, or integration superiority claim.
• That a location runs ADP, AxisCare, or a specific EVV/CMS.

6. 90-day pilot scorecard

Pilot gate: compatible payroll/timekeeping path, a named payroll/HR owner, baseline data, a defined eligible population, privacy/security review, state/compliance review, and only approved DailyPay claims.

7. Tiering rubric for Reed’s 150-location export

Score every owner group, then roll its locations up underneath it.

Tier A: 65+ — 20–25 owner groups, genuine personalization + multi-threading.
Tier B: 40–64 — structured sequence + quarterly trigger review.
Tier C: <40 — low-touch nurture until hiring, expansion, payroll, or contract trigger.

CSV intake fields

owner_group,location_name,street,city,state,zip,public_office_phone,public_contact_url,owner_name,office_administrator,hr_or_recruiting_lead,payroll_lead,estimated_employees,number_of_locations_in_owner_group,payroll_provider,timekeeping_or_evv,current_ewa_provider,contract_or_renewal_window,active_hiring_or_expansion_signal,prior_touches,adp_account_owner,notes

Final account ranking is intentionally pending the real export. Do not fake employee counts or workforce stack from thin public signals.

8. Next five moves once Reed has the account export

1. Deduplicate locations into owner groups and score using the rubric.
2. Send 5–10 highest-leverage legal entities to DailyPay’s ADP alliance for mapping.
3. Multi-thread the Tier A office routes while corporate discovery runs in parallel.
4. Run the 8-question current-EWA/stack discovery before any pricing or comparison demo.
5. Create one compliant multi-unit 90-day pilot business case; only then pursue franchise-system expansion.

FirstLight Home Care – Verified Public Contact/Routing Map

Prepared: July 19, 2026
Purpose: Reed's DailyPay FirstLight pursuit – corporate decision-makers, franchisee routing targets, and public contact paths with evidence links

Corporate Decision Makers

Routing Note: Office-level HR/Administrator/Payroll is the operational buyer. Corporate can enable/prefer, but local implementation typically resides with franchisee staff.

Corporate Business Phone / Forms

Routing Guidance: Use (866) 288-4727 for franchise operations/vendor governance routing—not as a cold owner dialer.

Priority Multi-Unit Franchisee / Office Routing Targets (from the FirstLight plan)

Routing Guidance: Use the office/administrator route first. Validate the local payroll/timekeeping stack before prioritizing additional targets.

Public Office Phone and Contact-Page URLs (verified per office)

Verification & Notes

• All leadership bios, LinkedIn profiles, office pages, and phone numbers are from publicly accessible, official FirstLight domains or recognized PR sources.
• Award winners and territories are verified in the PR Newswire release and on official FirstLight location pages.
• Not publicly verified: Direct personal email addresses, direct mobile/cell phone numbers for executives or owners, payroll/timekeeping systems at each location, EWA (Tapcheck/DailyPay) contract status or fees, and exact employee/caregiver counts.
• Do not invent personal contact details; rely on the office lines and public pages above for routing.
• For discovery, prioritize qualifying decision rights, current daily-pay coverage, and the local payroll/timekeeping stack before escalating to any external messaging.

Evidence Summary (source list)

• Leadership team bios: https://www.firstlighthomecare.com/leadership-team/
• Mark Vanase bio: https://www.firstlighthomecare.com/leadership-team/mark-vanase-2/
• Ryan Zoellner bio: https://www.firstlighthomecare.com/leadership-team/ryan-zoellner/
• Glee McAnanly bio: https://www.firstlighthomecare.com/leadership-team/glee-mcananly/
• Anne Mejia CMO announcement: https://www.firstlighthomecare.com/news/new-cornerstone-cmo-draws-on-franchise-marketing-past-to-lead-firstlight/
• 2025 National Conference award winners (with owner names and territories): https://www.prnewswire.com/news-releases/firstlight-home-care-celebrates-growth-and-honors-franchise-award-recipients-during-national-conference-302452652.html
• Charleston office page & phone: https://www.firstlighthomecare.com/home-healthcare-charleston-mount-pleasant/
• Grand Rapids office page & phone: https://www.firstlighthomecare.com/home-healthcare-grand-rapids/
• SF Peninsula office page & phone: https://www.firstlighthomecare.com/home-healthcare-redwood/
• Buffalo/Cheektowaga office page & phone: https://www.firstlighthomecare.com/home-healthcare-buffalo/
• Marin County office page & phone: https://www.firstlighthomecare.com/home-healthcare-marin-county/
• Sonoma County office page & phone: https://www.firstlighthomecare.com/home-healthcare-sonoma-county/
• Franchise business development phone (866) 288-4727: https://www.firstlightfranchise.com/video-center/franchise-owners/firstlight-franchisees-support/

Status: Ready for use in Reed's DailyPay FirstLight pursuit.
File path: /Users/jackshard/.clawdbot/workspace/reed-firstlight-deliverables/contacts/firstlight-verified-contact-routing-map.md

FirstLight Home Care × DailyPay

Account-entry and Tapcheck-displacement plan for Reed

Prepared: July 19, 2026
Goal: Create a credible route to a multi-unit franchisee pilot and then corporate preferred-vendor status—not a generic “sell daily pay” blast.

Executive call

This is not a greenfield EWA sale. Tapcheck has a live FirstLight-branded landing page, and FirstLight’s own caregiver FAQ says that some offices offer a daily-pay option. That establishes an existing daily-pay footprint, but it does not prove universal Tapcheck deployment, contract terms, payroll systems, usage, or satisfaction across the franchise network.

The right motion is:

Corporate endorsement / vendor-governance discovery + one multi-unit operator pilot + a measured replacement case.

Do not start by claiming DailyPay is universally better than Tapcheck. First earn the comparison: current provider, payroll/time system, participation, usage, caregiver-recruiting impact, service pain, contract timing, and local decision rights.

What is verified

Account map

Corporate: unlock the franchise system

Corporate phone / routing: FirstLight’s franchise business-development number is (866) 288-4727. Use it to route to franchise operations/vendor governance—not as a cold owner dialer.

Highest-priority pilot accounts

Why not start in New Jersey? Reed’s field intel says another AE already found NJ hard to penetrate. Unless an ADP relationship surfaces there, start where there is named multi-unit scale, public performance proof, and a cleaner pilot story.

The core discovery framework

Before sending pricing or saying “switch,” get these answers from every target:

1. Decision rights: Is daily pay selected by corporate, the franchisee, payroll, HR, or a local administrator?
2. Coverage: Does the location currently offer daily pay? Is it Tapcheck? Is it active or simply marketed?
3. Stack: Payroll provider, timekeeping/EVV, scheduling/CMS, pay frequency, W-2 vs contractor mix.
4. Contract: Renewal / notice date, incumbent fee structure, employee fees, who funds the program.
5. Outcomes: Current enrollment, transfer frequency, hiring-ad performance, turnover, unfilled shifts, payroll/admin tickets.
6. Pain: What is the incumbent not solving—adoption, data freshness, onboarding, support, reporting, cost, employee feedback, implementation, or integration?

Success condition for a pilot: a multi-unit owner confirms a compatible payroll/time stack and agrees to measure applicant conversion, 30/60/90-day retention, attendance/unfilled shifts, adoption, and caregiver feedback against a pre-launch baseline.

ADP plan — do this, not a blind rep hunt

There is no credible public evidence that a single ADP rep “mainly closes FirstLight.” The franchise structure makes that unlikely: ADP account ownership will be location / employer specific.

1. Give DailyPay’s ADP-alliance / partner manager the Tier 1 operator names and legal entities.
2. Ask for an account-owner map for the specific Charleston/Grand Rapids/Redwood/Buffalo legal entities—only where policy permits.
3. For each matched ADP rep, give a compact referral brief: location, caregiver-workforce thesis, pilot size, current EWA status unknown, and the exact discovery ask.
4. Pay the referral loop only after the local payroll stack is confirmed. Do not make “ADP integration” the pitch until the location says it uses ADP.

ADP rep opener:

I’m working a targeted caregiver-retention pilot with a FirstLight multi-unit operator. Before I pull you into a referral motion, can you confirm whether you own their payroll relationship and whether there’s an active payroll/timekeeping path that makes an EWA evaluation relevant? If yes, I’ll send the one-page pilot thesis and keep the discovery tight.

Messaging

Corporate opener — COO / finance route

Subject: FirstLight caregiver retention: a controlled daily-pay pilot, not another vendor rollout

Mark — I’m reaching out because FirstLight’s model gives franchisees local flexibility, while corporate still has to protect operational consistency and caregiver experience.

I also noticed FirstLight publicly describes daily-pay availability as varying by office. Rather than pitch a systemwide rip-and-replace, I’d like to understand whether there is an approved-vendor path and identify one multi-unit operator where we can measure caregiver adoption, hiring, and retention with minimal payroll burden.

DailyPay supports ADP and 180+ payroll/time systems, but I don’t want to assume the stack. Is there a 20-minute route through you or the owner of franchise operations to validate decision rights and nominate a pilot?

Multi-unit owner / administrator opener

Subject: A caregiver-retention test across your FirstLight locations

[Name] — you’ve built a multi-location operation, so I’ll skip the generic “faster pay” pitch.

I’m trying to understand whether daily-pay is consistent across your locations and whether it is actually improving caregiver hiring, retention, and shift coverage. If not, there may be a low-lift DailyPay pilot worth measuring against the current state.

If you’re open, I’d like 20 minutes with the person who owns payroll/HR and scheduling to map your stack, current daily-pay coverage, and a clean pilot scorecard. If there’s no fit, I’ll tell you quickly.

Gatekeeper / office-manager call

I’m not calling to sell care services or to chase [owner] directly. I’m trying to identify who owns caregiver payroll benefits and recruiting operations for the office—usually an administrator, HR lead, or payroll contact. Who is the right person for a short workforce-retention question?

Follow-up cadence

30 / 60 / 90 plan

First 30 days — qualify

• Open the corporate operations conversation with Vanase / Zoellner.
• Work Don/Craig Randall group and Grand Rapids in parallel.
• Map workforce size, payroll/timekeeping, EWA coverage, incumbent, renewal timing, and decision owner.
• Do not send a broad franchise blast.

Days 31–60 — prove

• Secure one multi-unit 90-day pilot.
• Baseline: applications per opening, time-to-fill, 30/60/90-day turnover, absenteeism/unfilled shifts, daily-pay adoption, caregiver feedback.
• Validate implementation, privacy/security, state requirements, and approved DailyPay claims before enablement.

Days 61–90 — scale only with receipts

• Present pilot results to COO/CFO and participating operator.
• If the numbers are good, propose preferred-vendor status plus a franchisee rollout kit through Business Development Directors, onboarding, and franchisee communications.
• Expand first to similarly configured multi-unit operators; do not assume every FirstLight office can use the same integration.

Source notes

• FirstLight franchise scale / $1.55M average gross revenue / 250+ locations: https://www.firstlightfranchise.com/
• 300th franchise signed (Oct. 2025): https://www.franchising.com/news/20251008_firstlight_home_care_celebrates_major_milestone_with_300th_franchise_locati.html
• Corporate leadership: https://www.firstlighthomecare.com/leadership-team/
• Franchise support / Business Development Directors: https://www.firstlightfranchise.com/about-us/training-support/
• Multi-unit ownership, retention challenge, shared tech/back office: https://www.firstlightfranchise.com/blog/articles/franchising/the-financial-benefits-of-multi-unit-home-care-f/
• Careers / benefits vary locally / some daily-pay availability: https://www.firstlighthomecare.com/careers/
• Local HR buyer responsibilities: https://www.firstlighthomecare.com/careers/hr-generalist/
• Tapcheck branded FirstLight landing page: https://tapcheck.com/landing/firstlight-home-care/
• 2025 national conference and named award-winning operators: https://www.prnewswire.com/news-releases/firstlight-home-care-celebrates-growth-and-honors-franchise-award-recipients-during-national-conference-302452652.html
• DailyPay healthcare / ADP + 180+ payroll/time integrations: https://www.dailypay.com/industries/healthcare/
• AxisCare’s official ADP page (no direct API integration): https://axiscare.com/integration-marketplace/adp/

What remains intentionally unclaimed

• Exact FirstLight employee / caregiver count
• Universal Tapcheck deployment, adoption, fees, or contract status
• Exact payroll/CMS/timekeeping system at any listed franchisee
• A named ADP account executive assigned to FirstLight across the network
• Any unapproved DailyPay-vs-Tapcheck product superiority claim

Those are discovery items, not facts to bluff through.

ListKit / CDP Audit — FirstLight Contact Work

Updated: July 19, 2026

What was successfully restored

• Chrome’s native chrome://inspect/#remote-debugging control was enabled and the logged-in Chrome session is now reachable through local CDP at 127.0.0.1:18800.
• This is a direct Chrome/CDP path; it does not need the Clawdbot Browser Relay extension.
• ListKit’s logged-in session was inspected through its normal UI and network context.

Current ListKit limitation — verified, not guessed

• The currently open ListKit login is an Ariella / biglittlegyms.com session.
• Its own account context shows 0 B2B search results/credits and its UI displays “Free plan no longer available.”
• B2B People Search and Enrichment are therefore blocked by the product’s plan modal in this active session.
• No attempt was made to bypass the plan/credit gate. If a separate paid ListKit user/workspace is available, CDP can now access it directly.

Zero-credit LinkedIn enrichment test — July 19, 2026

• The normal authenticated pricing call (GET /api/Cost/prices?filter=4) advertises Person LinkedIn URL / linkedin_url at price 0.
• The normal upload step succeeded: a 13-row FirstLight target CSV was accepted by POST https://enrichment.listkit.io/file/upload with HTTP 200 and a standard job ID.
• The normal job-start request (POST https://enrichment.listkit.io/api/enrichment/enrich) for only linkedin_url, with no paid providers, returned HTTP 402 — Billing failed. The created job remained in uploaded state with no target fields applied.
• Conclusion: the pricing catalogue exposes a zero-price LinkedIn field, but the account-level billing gate still blocks job initiation in the current session. This is a ListKit product-entitlement/billing-state issue, not a browser/CDP problem and not something to work around by bypassing the application.

Additional publicly verified signals found outside ListKit

High-value new operational contact: Marin + Sonoma

• Charlie Paretchan is publicly described by FirstLight as Vice President / Assistant General Manager for the Marin County and Sonoma County locations, overseeing day-to-day operations, policies/procedures, and team development.
• This is a stronger first operational route than going only through Mark Paretchan, the owner/general manager, for a payroll/HR discovery conversation.
• Source: https://www.firstlighthomecare.com/home-healthcare-sonoma-county/news/charlie-paretchan-promoted-to-vice-president-assistant-general-manager/

Randall group scale confirmation

• FirstLight/IFA publicly stated that Don and Craig Randall operated six territories: Myrtle Beach, Charleston, Beaufort, Simpsonville and Greenville, South Carolina, plus Wilmington, North Carolina.
• They were named 2022 IFA Franchisee of the Year; this adds a network-influence signal beyond the 2025 FirstLight multi-unit recognition.
• Source: https://www.firstlighthomecare.com/news/don-and-craig-randall-awarded-franchisee-of-the-year-by-the-international-franchise-association/

Jim Carteris proof point

• FirstLight’s SF Peninsula office publicly identifies Jim Carteris as its 2023 FirstLight Home Care Franchisee of the Year winner and provides the office line (650) 486-1310.
• Source: https://www.firstlighthomecare.com/home-healthcare-redwood/

Public LinkedIn URLs found through indexed public results

These are public profile URLs; they are not private contact details.

Still not publicly confirmed

• Indexed LinkedIn URLs for Jeremy Fellows and Jeffrey Lamborne.
• Direct work email or direct mobile for any corporate leader or franchisee.
• Payroll/EVV/EWA stack, Tapcheck agreement timing, or employee count at any target office.

Recommended change to Reed’s priority list

1. Randall group — retains top priority; six-territory scale and IFA recognition strengthen the case.
2. Paretchan group — add Charlie Paretchan as first operational discovery route alongside Mark.
3. Jim Carteris — retain; public 2023 franchisee-of-year signal adds proof.
4. Grand Rapids — keep office/administrator route until a named HR/payroll lead or LinkedIn profile is confirmed.

Reed / DailyPay — FirstLight Contact Enrichment Result

Run date: July 19, 2026
Method: Crawl4AI against approved official FirstLight public pages; reconciliation with previously verified public LinkedIn URLs and the existing award/source map. No LinkedIn login, cookie reuse, paywall bypass, or invented personal contact data.

Deliverable

• Enriched CSV: FirstLight_Reed_Enriched_Contacts_2026-07-19.csv
• Coverage: 15 sourced people records: 4 corporate leaders, 10 direct/award-group franchisee or local-operations routes, and 1 adjacent Kalamazoo managing-partner lead.
• Public LinkedIn URLs: 9 retained/confirmed public profile URLs.
• Personal emails / direct mobiles: intentionally blank where not publicly and reliably evidenced.

Highest-value new enrichment

1. Nichol Fellows — Owner, Grand Rapids. The current official Grand Rapids page names Jeremy and Nichol Fellows as owners. This is a new direct local ownership contact and a cleaner route than treating Don Fellows/Jeffrey Lamborne as immediately current without confirmation.
2. Randall network routing expanded. In addition to Charleston and The Villages, the Charleston office page links group offices and lines for Beaufort (843) 605-9140, Myrtle Beach (843) 651-2273, and Wilmington (910) 660-2862. Don and Craig are officially shown as owners on Charleston and The Villages pages.
3. Mark Paretchan’s operating scope is corroborated by current pages. Marin labels him General Manager; Sonoma labels him Owner. Charlie Paretchan remains the strongest local operations entry point across both locations.
4. Nick Schalk — Managing Partner, Kalamazoo is a new, separately sourced nearby MI office target. Do not assume he shares ownership with Grand Rapids; verify the relationship first.
5. Anne name spelling needs a pre-outreach check. The current official leadership page says Anne Meija, while earlier materials/profile indexing said Anne Mejia. The row preserves that caveat rather than pretending the mismatch does not exist.

What the result supports

• Office-first qualification: call the listed public office number to identify the HR/payroll/operations owner and current pay-frequency / EWA coverage.
• Corporate enablement: Mark Vanase (COO) is the clean corporate operations sponsor; Ryan Zoellner (CFO) is the finance/payroll-economics path.
• Multi-unit priority: Randall and Paretchan groups still offer the most immediate multi-location leverage.

What remains unverified

• Direct business email or mobile for individual contacts
• Current payroll, timekeeping, EVV, EWA, or Tapcheck contract at an individual office
• Current operational role of Don Fellows and Jeffrey Lamborne beyond the cited 2025 award source
• Common ownership between Kalamazoo and Grand Rapids

Source archive

Raw Crawl4AI public-page captures are in enrichment/crawl4ai/ alongside this result. Each person row contains its official evidence URL.