Join us for the 6th Annual Home Care Sales & Marketing Society Conference! Get tactics and techniques that are gaining more patients and clients today! This year we are offering a new twist on our sessions - 2 break out tracks one for Field Sales Tactics and one for Internal Operational Excellence - Intake, Admissions and Inquiry!
Pre-conference - Wednesday October 5th 1PM - 5PM
Presenter: Michael Giudicissi, CEO, Home Care Sales by Power Shot Training
Momentum Selling
Join Michael Giudicissi, the found of Top 20 Selling for our brand NEW home care selling program... Momentum Selling! This class is ideal for salespeople, administrators, and clinicians that would like to be more effective in generating referrals. Don't miss it!
In this class you’ll learn:
- Introduction to Momentum Selling
- Choosing Accounts
- What you need to learn
- What sets you apart
- How to handle the “sales call”
- How to get and keep momentum
- And much more!
MAIN CONFERNCE - Thursday October 6, 2016
9:00 AM: Welcome
9:15 – 10:45 AM Sales Strategies to capitalize on the ever changing health care market
Readmissions, bundles and ACO’s “Oh My”. Let us show you the sales yellow brick road to help navigate all the changes in the home care marketplace. Home Health, in home care, and hospice all has a part to play in this story.
10:45 – 11:00 AM Break
11:00 AM – 12:30 PM Are You the Leader Your Company Needs?
Presenter: Michael Giudicissi, CEO, Home Care Sales by Power Shot Training
Self reflection is the first step in evaluating how to become an effective leader. Join MG to learn how to become the best leader you can be for your organization!
12:30 – 1:30 PM: Lunch Break
1:30 – 2:45 PM Super Hero Customer Service! Presenter: Cheryl Peltekis, RN, VP Home Care Sales by Power Shot Training
Today the market expectations are changing faster than ever. We need to be Rock Star solid in how we handle our accounts! Cheryl Peltekis, RN, will show you why customer service is so important and share a few tips that you can implement immediately!
Session Objectives:
1. Learn and apply what every client/account wants from us!
2. Powerful essential tools that you can use immediately to improve how to manage yourself, manage your interactions with accounts, and manage your customer!
3. Practice how to manage Challenging Customer Behaviors.
2:45 – 3:00 PM Break
3:00 – 5:00 PM Operational Sales Excellence Track: How to increase and track Patient / Customer Satisfaction - Helping get you to 5 Stars!
Presenter: Melanie Stover, OT, MBA, MS/ISM, COO, Home Care Sales by Power Shot Training
This session is for agencies who are concerned about their HCAHPS scores and patient satisfaction. Melanie will share her experience in creating a system to ensure patient/ client satisfaction through the use of internal staff. This step by step process identifies any challenges early and helps improve the response of the organization. Creating a higher level of patient satisfaction. One agency using this method increased their patient satisfaction scores in just 30days!
Session Objectives:
1. Learn the step by step process for process improvement and patient/ client satisfaction
2. The best questions to ask to gain a “true” response from the patient or client
3. How to put the answers to “work” to better your agency!
Sales Techniques Track
1:30 – 2:45 PM Customers Only Want 2 Things
Presenter: Beau Sorensen COO at First Choice Home Health & Hospice
Customers Only Want 2 ThingsWith over 10,000 home care providers nationwide it can be hard to differentiate yourself when you are on sales calls. As a result, it’s not just enough to satisfy your customers, you have to make them loyal. This session will help you identify the two things that every customer wants and specific actions that you can take to rapidly accelerate your growth and get better results.
2:45 – 3:00 PM Break
3:00 – 4:30 PM The new FAD in Home Care Sales
Presenter: Michael Giudicissi, CEO, Home Care Sales by Power Shot Training
While there are no tricks to be successful in homecare sales, there is a new FAD that practically guarantees your success! Michael Giudicissi will take you thru the continuum of Focus, Accountability, and Discipline that works to build referrals regardless of your sales methodology. Stop looking for tricks and start a new FAD with your sales force!
4:30 – 6:30 PM Networking
Friday October 7, 2016
9:00 AM Welcome
9:15 – 10:45 AM Best Practices for Intake and Inquiry
Presenters: Melanie Stover, OT, MBA. MS/ISM, COO Home Care Sales by PowerShot Training, Inc. and Cheryl Peltekis, RN, VP Home Care Sales by PowerShot Training, Inc
In sales you work so hard to get the referral – learn the best practices from agencies across the country to get that patient or client on census!
Learn key phrases
• Gain commitment
• Gain another referral right now
• Follow up to capture the patient or client if they do not convert the 1st time
10:45 – 11:00 AM Break
11:00 AM – 12:30 PM Ask the Experts!
The speakers will be here to answer your burning Home Care questions!12:00 – 12:45 PM Lunch - Sponsored by Home Care Sales by Power Shot Training, Inc.
12:30 – 1:30 PM Lunch Break
Technology Track Proven Sales Technology tactics to leverage your time and reach
1:30 – 2:45 PM A Sales Rep’s Guide to More Referrals Through Social Media
Presenter: Cheryl Peltekis - Power Shot Training, Inc
In this session, sales professionals will learn how increased interaction with their referral sources on social media can position them for referral growth. We’ll discuss what to focus on, how to deliver a compelling message, and how this commonly ignored medium can help influence referral sources to choose your agency over your competitors.
3:00 – 4:30 PM 2016 Online Marketing Update: The Best Ways to Generate Home Care Leads Online
Presenter: Valerie Van Booven RN BSN, President, LTC Expert
Marketing your home care agency is made up of 2 parts.
Part 1 is in-person networking.
Part 2 should be online marketing.
Learn how the most successful home care agencies generate more revenue year after year using very specific techniques of combining online and offline marketing.
In this presentation we will discuss all options for lead generation in the home care market!
Sales Compliance and Tactics Track
1:30 – 2:45 PM Marketing and Sales in the era of Health Reform!
Presenter: Liz Pearson Esq.
This presentation will review and update participants on legal compliance in the era of partnering and collaboration brought by health care reform. The presen¬tation will provide an outline of the myriad of laws that affect marketing home care in general and specifically to developing ongoing partner and referral rela¬tionships, including the Anti-Kickback Act, Stark II, Anti-inducement, and more, as well as safe harbor exceptions that can address legal concerns. Real-time examples of success¬ful partner relationships will be provided and also potential programs that can add credibility
2:45 – 3:00 PM Break
3:00 – 4:30 PM The Enlightened Path to Home Care Sales
Presenter: Eric Crump, Vice President of Business Development
AngMar Medical Holdings
A powerful statement of framing the basics in a clever way. It has 3-20 minute segments.
1. Being Authentic
2. Recognizing Numbers
3. Knowing your Unique Product
2:45 – 3:00 PM Wrap-up Inspiration!
HOTEL room reservations:
Ballys has special pricing on their rooms while they last! Register today to reserve your special pricing!
https://resweb.passkey.com/go/SBHCM6
Or call 800-358-8777 The group name is Home Care Marketing Meeting or code: SBHCM6
For multiple attendee discounts, call Melanie Stover 901.335.2374
Cancellation/substitution policy
Cancellations must be received in writing no later than 30 days prior to the event. If you cancel within 30 days of the conference or after materials have been distributed your registration will not be refunded. Registrants who do not cancel and do not attend are liable for the full registration fee.
Transfers/substitutions of conference attendees are permitted at any time. However, for administrative purposes, please notify the conference registrar at 901.335.2374 as soon as changes are made.
Email melanie@homecaresales.com for cancellations. Phone cancellations are not accepted.