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…

Does your staff say they “bleed your logo colors” like Michelle?

Today, I spoke with one of our favorite clients, and she stated that she "bled white and red" (her Home Health and Hospice logo colors). I've learned something from being from the south and living in the SEC. (no, that is not the security…

Covid 19 has affected all of us. Hear my 2020 story…

Thankfully 2020 has come to an end, but the pain from the last year has lingered on. I wanted to share a look at how one agency owner, who owns a home health, hospice, and private duty organization, survived the year.  The owner I am speaking…