Advanced Hospice Sales Training
June 22 - 23, 2021
Early Registration Discount Ends May 20, 2021
Advanced Hospice & Palliative Care Advanced Sales Training Bootcamp
It's finally here! The NEXT level in Hospice & Palliative Care Sales Training. I am so excited to announce the brand-new Advanced Sales Courses that have been in development for over a year!
You are being invited, along with a select group of hospice 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 Hospice Sales Professionals for a two day advanced course.
Attend 2 Full Days LIVE In-Person or via LiveStream
Early Registration Price $797 (Regular $997) Ends June 8th
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: This is advanced sales training which builds upon the basic training contained in our other courses. Prerequisite to attend this class is that the Sales Professional must have completed the 8-week Hospice Sales Training Course or attended one of the 2 day Hospice 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 Hospice & Palliative Care Sales Training Agenda
June 22 - 23, 2021 8:30 am to 5:30 pm (pacific daylight time)
This is a fast paced course for the Super Star Hospice Sales Professional - built upon the Sales Process and Core Sales Skills from our 8-week Course and past Bootcamps. See pre-requisite for attendance.
Hospice & Palliative Care Advanced Sales Training Agenda
Day One – June 22, 2021
(All Times are Pacific Daylight Time)
7:45 – 8:30 Registration and Breakfast
Tech check for LiveStream attendees
8:30 – 9:30
- Welcome, Introductions and Keys to Sales Success
- Focus: Increasing the Yield from Your Sales Efforts
- Positivity: Imagine Greatness
- You are All Super Star Hospice Sales Professional
- Review Hospice and Palliative Care Sales Process
9:30 – 9:45 Break
9:45 – 10:45
- Understanding Current Hospice and Palliative Care Environment
- What are My Most Valuable Propositions?
- Killing the Value-Added Opening
- Group Exercise
10:45 – 11:00 Break
11:00 – 12:00
- Understanding Electronic Discharge Referral Systems
- Using social media, videos, email and other electronic marketing
- Innovative approaches working in today’s market
12:00 – 1:00 Lunch – Discussion Topic – Social Media and Digital Marketing - Morgan Henson
1:00 – 2:30
- Advanced 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
2:30 – 2:45 Break
2:45 – 4:15
- Presenting Solutions and Closing
- Group Exercise
- Successful Patient and Family Meetings
- Handling Objections
- When to Break Up with An Account
4:15 – 4:30 Break
4:30 – 5:30
- 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
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 23, 2021
8:30 – 10:00
- Day One Review
- Selling to the C Suite
- Building Synergistic Networks
- Working with ACOs, Care Management Entities and Payers (VBID /DCE)
- Understanding Electronic Discharge Referral Systems
10:00 – 10:15 Break
10:30 – 12:00
- Clinical Disease Based Strategies by Referral Partner Types
- Understanding the LCDs and Disease Based Campaigns
12:00 – 1:00 Lunch – Discussion Topic – Working with Clinical and Operations
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 Hospice 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 Hospice Sales Training at a price that is extremely accessible for all hospice 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 hospice sales and has consulted to and trained for many of the most successful hospice programs in the country.
Our All-Star Awesome Training Team
Andrew “Andy” Yurasko, MBA, MPT
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
Morgan Henson – Digital Automation & Marketing Specialist