Private Duty, Home Health, and Hospice Sales Representatives: I learned a secret that increases referrals!

I remember back in Middle School, I had to read the book “The Death of a Salesman” and at the time I thought the book was just total crap. But recently, as I cleaned my office, I came across the book and looked through it with different…

How to put 1st things 1st

My twin boys are in the 1st grade and at their elementary school, this is one of their success habits. When they come home from school, they will say to me, "Mom, we have to put 1st things 1st and do our homework before we go out and play." This…

Yeah! You got your first private duty referral from a doctor’s office, now what?

You have done the hard work. You got your first referral from a large doctor’s office and now you set up your meet and greet at the patient's home.  It goes well, and you get a patient signed on for 24 hours of care a week. This is great…

This One Technique Will Help a Sales Manager to Unlock Their Team's Potential

Do you Roleplay with your sales team? Many people have an aversion to any type of roleplay. The discomfort usually comes from a feeling of not knowing what to say or being embarrassed that a dumb mistake will make you look like a fool…

Selling Home Care in -15 degree weather (Ridiculous Pictures inside)

This week I had the opportunity to launch a new Home Care representative.  Here’s the good part – they are AMAZING! Here’s the bad part. It was -15 degrees when we were making Home Care sales calls.  And I look like the stay puff…

Mistakes Sales Rep’s make that drive me crazy!

I have been working now for 26 years in post-acute care, specifically home care, home health, and private duty and over 10 years using my operational experience to support business development.  I have done so many sales calls with reps,…