ARTICLES
Stuck on What to Say? Here's How Home Care Sales Reps Are Breaking the Awkward Silence
We've all been there. You walk into a SNF or doctor's office for your weekly visit, and suddenly your mind goes blank. You've already given them your brochure, explained your services, and asked if th... ...more
Sales Management ,Sales Representative
April 24, 2025•3 min read
What if your agency could double referrals without hiring a single new rep? The answer might surprise you.
Investing in a sales and marketing representative is a pivotal decision that can transform your agency's growth trajectory—but only when done right. As agency owners know all too well, hiring is just ... ...more
Sales Representative ,Agency
April 07, 2025•3 min read
Beyond Brochures: The 8-Week Blueprint for Predictable Referral Growth
When I moved from occupational therapy to healthcare sales 24+ years ago, I discovered something crucial: The best way to grow your service line isn't by focusing only on your services – it's by under... ...more
Home Care Sales ,Patient Referrals
February 05, 2025•3 min read
Total Care Conversations: The Secret Weapon of Top-Performing Home Care Sales Reps
Are your home care sales reps still dropping off brochures and bringing lunches? In today's healthcare landscape, that's like trying to navigate a smartphone with a flip phone manual. ...more
All Categories ,Sales Management &Sales Representative
January 30, 2025•3 min read
Sales Success Unveiled: Learn the Frameworks That Work
Today, we’re delving into the powerful world of frameworks and structure and how they can supercharge your results. ...more
All Categories ,Sales Management
October 19, 2023•3 min read
The Art of Home Care Sales Management: A Roadmap to Full Rep Productivity
Today, we’re diving into an essential topic for every home care, home health & hospice agency owner, administrator, or manager – how to become a better sales manager and unlock your reps’ full product... ...more
All Categories ,Sales Management
October 18, 2023•3 min read
Hiring Home Care, Home Health, & Hospice Sales Reps: Your Path to Revenue Reinvention
Are you ready to ignite your revenue and step up your home care game? ...more
All Categories ,Sales Management
October 13, 2023•4 min read
From Struggles to Success: Helping your Rep Navigate the Referral Landscape 🌟
I was just with a bunch of owners and one of them said to me… “AGHHH- The Dr didn’t show up to my rep’s lunch and it Cost me $300.” ...more
All Categories ,Sales Management
September 30, 2023•3 min read
The “So What” Marketing to Home Health
The “So What” Marketing to Home Health So what makes your home health care agency unique? ...more
All Categories ,Sales Management
September 07, 2023•5 min read
Who has the money problem… your clients or YOU?
Home Care Marketers report their #1 objection is, “My referral sources or prospects tell me they can’t afford my Home Care Services.” ...more
All Categories ,Sales Management
August 26, 2023•22 min read
How do you help marketer when you are behind in referrals
One of the teams we have been asked to manage is behind this month. Have you ever found yourself more than halfway through the month and behind? ...more
All Categories ,Sales Management
August 19, 2023•2 min read
Are you experiencing a Summer Slump?
I had a call this week with one of our old clients (Robert) who said: “I am just in a summer slump. I don’t know what is going on. I think I am doing the right things, but the numbers are not growing... ...more
All Categories ,Sales Management
August 15, 2023•3 min read
Effective Sales Management Is The Pathway To Hitting Census Goals
There comes a time when every agency needs to hire a new sales manager. ...more
All Categories ,Sales Management
August 07, 2023•3 min read
Conquer the Summer Slump: A Guide for Home Health, Home Care, and Hospice Agency Owners
Don’t let the summer slump slow down your agency’s success. With these strategies, you can overcome the seasonal dip and keep your agency thriving. ...more
Home Care ,Home Health Hospice All Categories &Sales Management
June 16, 2023•2 min read
An Engaging Tale of Frustration and the Map to Referral Success
I’ve got an intriguing story to share with you today that’s sure to captivate your attention. It’s about a tenacious home care agency owner who found himself in a puzzling situation. Let’s call him Jo... ...more
All Categories ,Sales Management &Referral
June 02, 2023•2 min read
The Gatekeeper Conundrum: How Jim Conquered the Doctor’s Office and Found His Purpose
Picture this: a determined home care sales representative armed with a genuine desire to help seniors struggling to make headway in the daunting world of doctor’s offices. ...more
All Categories ,Sales Management
May 17, 2023•3 min read
You Are Either Excited About 2023 Or Terrified…
You are most likely one of two types of people. You are either excited about 2023 or terrified. ...more
All Categories ,Sales Management
December 21, 2022•0 min read
Hallmark Movies, Educational Foundation, and Perspective…
I love the holidays! Push Video Wallpaper Candy canes, sugar cookies, and Hallmark Movies NONSTOP. That’s right, Mr. Manly Man, Jason Lewallen, loves watching sappy Christmas movies for the entire mo... ...more
All Categories ,Sales Management
December 17, 2022•3 min read
5 Mistakes That Sales Reps Make That Cost Them Referrals
Sales reps are the lifeblood of any business and the ones that most often drive revenue and census growth. ...more
All Categories ,Sales Management &Referral
December 06, 2022•4 min read
What to do in a short week
Happy Thanksgiving! Welcome to a short week! ...more
Home Care ,All Categories &Sales Management
November 20, 2022•2 min read
Insights: I have an account that was referring 4 patients a month. They quit referring. What should I do?
So you know we always have these accounts that typically they were in that history where the maybe they’re referring four to five patients, a month to you. ...more
All Categories ,Sales Management
November 05, 2022•3 min read
How To Get Past the Gatekeepers At The Hospital
One of the biggest challenges your organization faces is in getting enough referrals to remain profitable. That is a simple truth. Many times, organizations think they can get enough business from jus... ...more
All Categories ,Sales Management
November 03, 2022•5 min read
Insights: It’s the last week of the month and I don’t have enough referrals
So a lot of reps will come to me that last week of the month and they’re like oh my God I’m not going to hit my numbers what am I going to do? ...more
All Categories ,Sales Management &Referral
October 22, 2022•3 min read
Do they REALLY offer patient choice? (Spoiler alert – NO – Let me show you how they did it for my Mom)
As you know, my Mom has had a bone marrow transplant. Twenty-five days in the hospital with very limited mobility. Bed, recliner, bathroom in her room, and a BOAT LOAD of meds. ...more
All Categories ,Sales Management
October 13, 2022•8 min read
Insights: Is there a good way to get into an independent living facility?
You know, we have an incredible program called Community Calls. Community Calls is one of those programs where, if you could figure out, ask yourself this question, think of it this way. ...more
All Categories ,Sales Management
October 08, 2022•7 min read
How Home Health and In-Home Care can gain Referrals for Diabetic Patients
Sales representatives often ask questions about trying to attract patient types that they know their organization is great at treating. ...more
Home Care ,Home Health All Categories &Sales Management
October 05, 2022•5 min read
Is it worth making marketing calls to the hospital on a Saturday or Sunday?
I am in Cleveland Clinic with my Mom, who is having a bone marrow transplant. ...more
Marketing ,All Categories &Sales Management
September 27, 2022•3 min read
Insights: When we have to turn away a referral because of staffing, how do we maintain credibility?
You know, unfortunately, one of the problems that we bring to our clients is that when they’re using our tactics, such as the roadmap to referrals and the high performing sales Academy, they end up br... ...more
All Categories ,Sales Management &Referral
September 24, 2022•3 min read
Which referral sources do I focus on to get the most referrals?
Which referral sources do I focus on to get the most referrals? ...more
All Categories ,Sales Management &Referral
September 14, 2022•4 min read
Insights: How do you retain your staff during difficult times?
This is the year of retention. Hi, I’m Melanie Stover one of the co-owners of home care sales and we’re talking retention. ...more
All Categories ,Sales Management
September 10, 2022•5 min read
