Can you REALLY move the needle in one week?

I often hear owners and representatives say, "Oh, this will take a while for me to start to get referrals from this account."   When given the right tools, this is simply not true.   More than any other profession,…

Providing direction, delegating, and removing obstacles to get work done

This week I got to spend time coaching one of my most favorite owners of all times. We first met when I was speaking at the annual nurse entrepreneurs conference two years ago.  I remember him quickly standing and walking towards the side…

How to overcome objections and get the results you need - without losing money

It doesn’t matter if you are a marketer, sales representative, or clinical liaison, you will face many objections when you are out selling services. As a matter of fact, I struggled with what objections to write about here! Each of my clients…

Ron was looking for a Sales Meeting Framework - he found it - you can too.

Recently, I received a call from an owner who was frustrated with his marketing team. We are going to call him Ron. Ron had a very successful agency, but he struggled to “get his team in alignment.” He felt like he didn’t have…

How do you like the word vendor?

"Warning this is a little bit of a rant here inside." ven·dor /ˈvendər,ˈvenˌdôr/ noun a person or company offering something for sale, especially a trader in the street. "an Italian ice-cream vendor." We have heard from our…

How to Evolve from a Sales Associate to a Health Care Consultant for your Referral Sources

Training Sales Representatives has been one of the most rewarding things I have done in my life.  One of the first things that I learned about sales in private duty, home health, or hospice, is that I am not selling anything. I am doing the…