Senior Care Sales Solutions Academy

Senior Care Sales Skilled Home Health Academy
What You Will Learn

Turn Referrals Into Results. Master the Skills That Grow Admissions.

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Whether you’re new to skilled home health sales or ready to sharpen your approach, this academy will teach you how to become the go-to referral partner for hospitals, physicians, and post-acute care providers in your market.

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Core Foundations

• Discover Your Why - Define your deeper purpose in healthcare and learn how to communicate it in a way that resonates with physicians, discharge planners, and case managers.

• What You Really Sell - Move beyond listing clinical service, learn to communicate the value of improved outcomes, reduced hospitalizations, and coordinated care.

• The Power of Storytelling - Craft and deliver compelling stories that create emotional connections and open the door to meaningful conversations.

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Referral Partner Strategy

• Identify High-Value Referral Sources - Learn how to identify and prioritize hospitals, SNFs, PCPs, specialists, and other key referral channels based on need and potential volume.

• Understand What Matters to Them -Tailor your messaging to meet the needs of medically complex patients, busy case managers, and providers concerned about readmission rates and compliance.

• Marketing That Works - Discover strategies to break through the noise, how to stay top-of-mind in competitive markets and become the preferred provider.

• Create Reciprocal Value - Develop partnerships based on trust, clinical excellence, and shared patient outcomes, not just brochures and lunch-and-learns.

Sales Tools & Techniques

• Pre-Call Planning - Use the “Marketing Optimization Tool” to prepare with clinical data, patient examples, and outcome metrics that matter to your referral audience.

• Track & Measure Your Activity - Implement a proven activity tracking system to stay consistent, focused, and accountable to performance goals.

• Advancement vs. Continuation - Learn to recognize when you're advancing the sale, or just checking a box. Shift toward intentional, outcome-based sales interactions.

Execution & Skills Building

• Creative Door-Opening Strategies - Discover unique ways to gain access to decision-makers, even in high-security settings like hospitals and large practices.

• The 5 Whys Framework - Uncover the root motivations of your referral partners and identify how your agency aligns with their goals.

• Messaging Makeover - Refine and optimize how you present your services, whether you have 60 seconds in a hallway or a scheduled 20-minute meeting.

• Time Mapping & Time Management - Maximize productivity with tools that help you prioritize high-value activities without sacrificing work-life balance.

• Follow-Up Strategies - Learn how to follow up effectively after a conversation or patient referral to ensure action and conversion.

• Train Referral Partners - Teach physicians and discharge planners how to recognize eligible patients and make effective, appropriate referrals.

• Emotional Intelligence in Sales - Use clinical empathy and emotional quotient to build trust with overwhelmed healthcare professionals and patients’ families.

• Role-Playing & Real-Life Practice - Participate in hands-on exercises to refine your messaging, objection handling, and closing techniques.

• Develop Open-Ended Questions - Ask strategic, clinical, and qualifying questions that open doors and uncover unmet needs.

And so much more...

This academy is built specifically for Skilled Home Health Marketers, Liaisons, and Business Development Leaders who want to grow census, increase hospital and physician referrals, and elevate the reputation of their agency.