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What It Takes: Desire to help others guided successful career change

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By Avis Thomas-Lester
Washington Post Staff Writer
Monday, July 5, 2010

Toni Reinhart was working as an information technology manager 10 years ago when she decided she wanted to shift to a career that would give her the opportunity to help others. She was researching businesses to open when she came upon a Web site for a national agency that provides in-home health aides to ailing and elderly patients. A decade later, Reinhart, 55, is the proud owner of Comfort Keepers Northern Virginia, a licensed home-care agency with five office workers and 70 home health aides. Last year, Reinhart's franchise grossed $1.2 million and netted in the mid-six figures. The Dulles Regional Chamber of Commerce voted Reinhart's company the outstanding mid-size business in 2007. She lives in Reston with her husband and two dogs.

WHY SHE'S SUCCESSFUL

Reinhart was a successful IT manager before starting her own company. "I have always had the ability to learn what I need to learn when I need to learn it, which was how I survived as an IT trainer for so long ... I am an introvert, so going out and trying to meet people and talk to them is very intimidating to me. I think the biggest thing is to identify that thing that is holding you back, face it and do it. I heard a motivational speaker the other day say action overcomes fear ... Whatever fear was holding me back, once I identified it, I took action."

BIGGEST OBSTACLE

The fear of marketing her service to doctors. "I have a fear of rejection ... Usually when people meet me they like me, but when you are cold calling, you are interrupting them when they are doing something. You really have to [take advantage] of those few minutes to advance that relationship. It's tough to do. Even if you ask very successful salespeople, they will tell you that cold calling is tough. You are always afraid they are going to be mean to you."

FIRST JOB

Reinhart grew up in Hagerstown and Northern Virginia. Her father owned an insurance company and her mother worked as a receptionist for WTTG-TV (Channel 5) after the five kids all entered school. "My brother used to deliver papers, and he broke an arm or a leg or something and I delivered papers for him. I did babysitting. I modeled at Lansburgh's department store when I was in high school. There was a spread in The Washington Post. They took us to the zoo to take pictures ... I never had money, but I was very well dressed. We got great discounts."

WORST JOB

She attended Northern Virginia Community College, but dropped out of George Mason University. "I married early, divorced early. I was a very late bloomer. I was probably too pretty for my own good because life was more fun than school." After leaving school, she sold lingerie. "It felt like my whole life was nothing but folding up panties and putting them back in the right place. Hour after hour of folding up panties -- that's all you ever did."

BEST JOB

Comfort Keepers. "Sometimes in the morning, I'll come in and there will already be a crying daughter sitting here not knowing what to do, and I know I can help. To have that kind of impact on people's lives is what I wanted. I know how hard it is. People are so grateful. They really need help, and they don't know where to turn. Being able to offer that comfort is what gets me through the hard times."

WHAT MADE HER START HER OWN BUSINESS


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