Advanced Home Health Sales Training 

June 24 - 25, 2021

Early Registration Discount Ends May 20, 2021


Advanced Home Health Care Sales Training Bootcamp

I am super excited to announce the brand-new Advanced Home Health Sales Course that has been in development for over a year! The success of our Sales Training Courses has been phenomenal with Sales Leaders reporting record results for their sales teams.

You are being invited, along with a select group of home health agencies, to take your team's results to the NEXT level! Join Michael Ferris, his top notch training team and a select group of Certified Home Health Sales Professionals for a two day advanced course.

  • Learn Advanced Probing Questions and Solution Presentation
  • Advanced Objections and Problem Resolution Skills
  • Selling to the C Suite, Payers and ACOs - How to Build Your Provider Network
  • Leave with Your Personal 12-month Success Plan to Double Your Admissions
  • Gain Clinical expertise to take your account relationships to the next level
  • Learn Clinical Disease Based Strategies by Referral Partner Types
  • Using Advanced Market Intelligence Data Strategies and Predictive Analytics

Attend 2 Full Days LIVE In-Person or via LiveStream


Early Registration Price $797 (Regular $997) Ends May 20th

Team (2+ attendees) Early Registration Price $697 (Regular $897)


SPECIAL OFFER:
Each registration comes with a complimentary enrollment with instant access (you can take all 8 modules at your convenience) for those who have not completed the basic course OR for those who did complete, but want a refresher.

*Note: prerequisite to attend this class is that the Sales Professional must have completed the 8-week Home Health Sales Training Course or attended one of the 2 day Home Health Sales Training Boot Camps offered in the past. Special pricing available to complete the 8-week course before attending.

Prerequisite for Advanced Sales Training Courses is to have either:

a) Completed 2-day Bootcamp Sales Training Course – live in 2019 or before
b) Completed 8-week Sales Training Course – in 2020 or 2021

In-Person vs. Livestream Attendance


In-person students will receive handouts, printed materials and books on the first day of class. Livestream students will receive handouts, printed materials and books shipped to them prior to the start of class.

In-person students receive breakfasts and lunches daily plus Mastermind Dinner invites – Livestream tuition does not include food or Mastermind Dinner invites. The courses are presented live with opportunity for participation and questions / answers for both in-person and live streaming attendees.


Meeting Rooms are set for social distancing and all precautions will be observed. Seating is limited due to social distancing needs, so book early to reserve your spot to attend in-person.


Anyone who cannot travel after making in-person reservations will be able to attend via live streaming (must be advised with at least 14 days’ notice before the event to receive materials). Once in-person seating is sold-out, we will maintain a waitlist – for either seats vacated by those electing not to attend in person or if we are able to obtain a larger capacity meeting room.


Advanced Home Health Care Sales Training Agenda

June 24 - 25, 2021  8:30 am to 5:30 pm (pacific daylight time)

This is a fast paced course for the Super Star Home Health Sales Professional - built upon the Sales Process and Core Sales Skills from our 8-week Course and past Bootcamps.  See pre-requisite for attendance.

Home Health Care Advanced Sales Training Agenda

Day One – June 24, 2021

(All Times are Pacific Daylight Time)

7:45 – 8:30 Registration and Breakfast

8:30 – 9:30

  • Positivity:  Imagine Greatness
  • You are All Super Star Hospice Sales Professional
  • Welcome, Introductions and Keys to Sales Success
  • Understanding Current Hospice and Palliative Care Environment
  • Review Hospice and Palliative Care Sales Process

9:30 – 9:45 Break

9:45 – 10:45

  • Using social media, videos, email and other electronic marketing
  • Innovative approaches working in today’s market
  • Understanding Electronic Discharge Referral Systems

10:45 – 11:00 Break

11:00 – 12:00

Clinical Disease Based Strategies by Referral Partner Types

Understanding and Executing Disease Based Campaigns

12:00 – 1:00 Lunch – Discussion Topic – Working with Clinical and Operations – Lisa Camaano

1:00 – 2:15

  • What are My Most Valuable Propositions?
  • Killing the Value-Added Opening
  • Group Exercise

2:15 – 2:30 Break

2:30 – 4:00

  • Asking Intelligent Questions
  • Qualifying – Am I in the right place talking with the right person?
  • Discovery Questions Using Market Intelligence and Clinical Knowledge
  • Group Exercise

4:00 – 4:15 Break

4:15 – 5:30  

  • Presenting Solutions and Closing
  • Group Exercise
  • Successful Patient and Family Meetings
  • Handling Objections
  • When to Break Up with An Account

6:30 – 9:30 Dinner Mastermind Outing – Meet in Lobby at 6:30

Outing to Lotus of Siam restaurant with the Training Team and Your Fellow Students 

Day Two – June 25, 2021

8:30 – 10:00

  • Day One Review
  • Using Market Intelligence Data
  • Advanced Account and Territory Management Skills
  • Using Expanded Communication Methods to Leverage Time
  • Account Rating and Targeting
  • CRM Use and Call Documentation

10:00 – 10:15 Break

10:30 – 12:00

  • Selling to the C suite
  • Building Synergistic Networks
  • Working with ACOs, Care Management Entities and Payers
  • Understanding Electronic Discharge Referral Systems
  • Preparing Advanced Role Play Presentations

12:00 – 1:00 Lunch – Discussion Topic – Social Media and Digital Marketing – Morgan Henson

1:00 – 3:45

  • Practice Perform Role Play Presentations
  • Coaching Role Plays
  • Final Exam Role Plays

3:45 – 4:00 Break

4:00 – 5:30

  • Building a Successful Sales Campaign
  • Pulling it All Together: Create a Solid 12-month Success Plan
  • Setting Goals and Questions and Answers

This Program is Designed for the High Achiever and Not for the Faint of Heart

Training Team


Michael Ferris

"Can’t wait to share this course with your Super Star, Highly Successful Home Healtrh Sales Professionals! It’s the culmination of my twenty+ years as the top thought leader and training expert in the field of hospice sales. This course builds upon the proven industry specific sales strategies and processes taught in our 8-week Course or Bootcamps.  I have assembled an all-star training team to provide the coaching and skills to take their production to the NEXT level. Using best practice adult learning theory  I can now offer you the best Advanced Home Health Sales Training at a price that is extremely accessible for all home health providers.”

"This Advanced Course is For Top Performers who want to continue to build their 'A' accounts and their admissions month over month.  Send me your Top Performers and I'll send you back Super Stars!"

Michael has written the top selling books on home health sales and has consulted to and trained for many of the most successful home health programs in the country. 

Our All-Star Awesome Training Team


Andrew “Andy” Yurasko, MBA, MPT

Andy received a BS in Sports Medicine from Mercyhurst University in Erie,PA, a Masters in Physical Therapy from Chatham University in Pittsburgh, Pa, and earned an Executive Masters in Business Administration from the University of Central Florida.

Andy started his career as an outpatient physical therapist and soon discovered a passion for Home Health. In Pennsylvania, he started as Home Care as a staff physical therapist and was soon promoted to management. He was responsible for overseeing the rehab departments in both Pennsylvania and Ohio. Andy developed a love for restructuring companies and developing and changing cultures as a part of the acquisition/integration teams up North. In 2009 he and his family moved to Florida for warmer climates and ownership opportunities.
 
Andy has since gone on to lead numerous start-ups, acquisitions, and integrations as well as co-own multiple Home Health companies throughout the state of Florida. He was always had a love and passion for “selling” Home Care services and has the uncanny ability to wear both sales and operations hats.

Being a licensed physical therapist, he has a true passion for giving the patient an experience to remember.

Lisa Caamano, RN BSN COS-C CHA ACHCE

Lisa Caamano is a registered nurse who has worked in the home health and hospice industry for over 25 years.  Over the last 20 years, she has held executive positions from Director of Nursing to Vice President of Operations.  She holds certifications in both Home Health as an Executive and in Hospice as an Administrator, along with being certified in OASIS and as a certified Palliative Care Educator.  

While having held these executive positions, Lisa has always maintained her connection to patient care.  Her nursing bag and trunk supply has always stood at the ready whether she was serving in the field as a visiting nurse, or designing processes as the Vice President of Operations.

Her passion for the Home Health and Hospice industry, her love of teaching, and her decades of experience brings a unique perspective to home health and hospice marketing staff interested in understanding the needs of their patients, staff, referral sources, and the companies they service.  

Additionally, Lisa’s understanding of the regulatory requirements of state and federal agencies offers marketers the information and understanding they need in order to be able to both service their clients and work harmoniously with their clinical team.  Lisa truly understands the challenges faced by the clinical, administrative, and marketing staff and brings a wealth of information and strategies to assist marketing staff navigate the everchanging and highly competitive market landscape. 

Morgan Henson – Digital Automation & Marketing Specialist

Morgan loves creating efficiencies through systems and automation. She has been creating campaigns in Infusionsoft for the last four years. Her past experiences as an event coordinator, an academic advisor, a marketing coordinator, and a technical support advisor give her a unique ability for implementing campaigns through the lens of these multiple perspectives. When she is not working, she’s educating her son or spending time with family.

Morgan is able to help our students understand how to use digital marketing and social media to promote themselves and communicate with their Referral Partners.  

Bring your questions on how to use video clips in emails, posts, etc. or how to better use remote communication to the event.  She will be hosting the lunch conversation about using digital marketing techniques.

Take your Home Health Sales Skills to the NEXT level! 

You will learn how to increase your admissions, your number of ‘A’ accounts and the techniques and strategies to be a SuperStar Sales Professional. 


Join other experienced and highly successful Sales Professionals all with the same goal – being the very best at what they do, Bring the magic of Home Health to more in the communities they serve!


I look forward to working with you and your team for these amazing new courses designed to empower you and your team to achieve Super Star Success by taking your skills to the next level.


Testimonials

Thousands Of Successful Satisfied Sales Professionals

I can't even start to tell you how much this Bootcamp has made a difference in my approach.  I have been selling home health for 7 years and realize now that I was completely dependent upon having goodies to give out.  Now I am able to build my relationships built on value and have turned many infrequent referrals into solid 'A' accounts.  I made President's Circle this year for the first time.  Let me know when you have an advanced class!"

Mary Elizabeth R.
Home Health Sales Professional

Email Michael@HealthcareStrategica.com if you have any questions.

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