3-DAY EVENT: NOVEMBER 1ST - NOVEMBER 3RD - VIRTUAL EVENT
We will share with you what we have learned leading and managing sales & field marketing teams for 23 years for some of the best agencies in the country!
What would it be like if you had a blueprint that showed you exactly how to get the most out of your “marketer” or Salesperson (even IF that salesperson is YOU!)
...So that you get maximum production and profit with the ideal referrals for your agency & all while taking the drama out of sales management?
COVID hit us HARD
It was 2020, and we went from coaching teams of salespeople to, in 7 days, having every sales rep we worked with told to go home. We were unsure what to do, but we knew we had to support our caregivers, the clinical teams, and the offices.
We may not have been getting referrals like we were just a week ago, but we knew we had a role to play, and that is when the R3 rep was born. HCS was known as a results-oriented – driving sales team type of firm. Often, the reps we coached and managed were top-performing, high-impact lone wolves. In those first few months of working with the teams to create value for the agencies we served – we had to retool. The reps needed new skills, and sales mediums became phone, email, and videos overnight.
We needed to care for our internal staff, caregivers, and clinicians as well as try and recruit staff to help the ever influx of patients and clients who wanted to be at home and not in an SNF or Hospital at all costs.
Over the next three years, we continuously evolved and upgraded skill sets in the field marketing and sales teams we coached and trained the trainer programs we delivered.
Now we have a new kind of rep who is “winning,” and we build them. They are more well-rounded and integrated into the teamwork of the clinical/operations departments.
For those owners and admins who are in the field of marketing themselves, they find this “style” of selling to be more in alignment with their “soul” as a provider.
For the owners and admins who manage and lead these new teams, it’s a different experience than just three short years ago- the rules have changed.
This is the first live event since our last Growth Summit in 2019. We have tons of lessons to share, and this virtual event felt like the perfect way to give back to the industry we love that has been our life work and given us so much!
Preview of Event:
Click on the topic below and scroll down to read more
-
Owners Who Sell
-
The Biggest Mistakes
-
Referrals, Recruiting, and Retention
-
What Matters to Referral Sources
-
RepMastery Framework
-
Non-Negotiables in hiring
-
Orientation and Training
-
The 4-Letter Word
-
What Are They saying?
-
Ways to Pay
-
Mapping Out a Timeline for Success
01
THE NEW "R3 REP"
The post-COVID rep that can convert even during the referral rollercoaster (and why many owners and admins are hiring the wrong reps for today’s landscape – it could be you!)
Who is this for?
Owners, CEOs, and Administrators who are responsible for growing the agency through your own efforts or managing field marketing and sales representatives. We invite you to E3 if…
You know there is a better way to get more production out of your rep but you are not quite sure about the right path. Activity doesn't mean PRODUCTIVITY!
The “old” marketing techniques don’t work. Today's Reps must be R3 reps! (Referrals, Recruiting, Retention). You are looking for ways to “build” yours (or you if you are in that role)
You know how to get the best out of your office, clinical, and caregiver team, but these marketers - Whew! They are a different type to manage and it's HARD!
If you read this and thought "HECK YEAH! THATS ME!"
Then we invite you to join us at E3
What you will get in 3 days
Over 3 days you will dive deep into how to get the most production and profit out of your “marketers”, “Liaisons”, “Customer Service” - WHATEVER you call them at your agency - the team members who are RESPONSIBLE for calling on referral sources and gaining referrals when you have staff and when you don’t they flip into recruiters all the while caring for your current staff with retention - like an acrobat!
Please follow the next steps
DAY ONE: ELEVATE
It's time to Elevate the conversation about Home Care, Home Health, and Hospice and GET a Seat at the Post-Acute Care Table!
- Learn what is an R3 rep and why they are “winning” now.
- Owner / Administrator as “marketer” - discover how to compress time and use your unfair advantage! (You can make twice the impact in half the time)
- The simple strategy for GROWING referrals, recruiting, and retention, engaging your rep across the continuum
- The BIGGEST MISTAKES to AVOID with your “marketers” and salespeople
- What matters most to your referral sources (and what you should NEVER do!)
- Top data-driven conversations for referral sources to become a resource and increase your professional identity!
This is a “make it happen” day. Use our proven R3 framework and craft your own R3 rep plan and process customized to your own agency!
DAY TWO: EXPAND
Now that we have the foundation of an R3 Rep, it's time to discover how to lead and manage your R3 rep!
- Discover The simple RepMastery framework for owners/ administrators to eliminate the drama and hold reps accountable (The framework does all the heavy lifting)
- Learning the non-negotiables during the hiring process will quickly weed out the reps that will not be a good fit.
- Get clear on an orientation and training timeline that will quickly get your reps to production.
- Design a coaching meeting framework that will keep the conversation “in between the ditches”- focused and efficient.
- Explore WAYS to PAY your Salesperson (and the comp plans to AVOID!)
As you fill out your own blueprint, you will have clarity and confidence in your next steps!
DAY THREE: ENGAGE
Our last day together is designed to put your ideas into action
- Discover the top methods to gain high-value patients/ clients. Choose your top 3 for your agency’s blueprint.
- Create word tracks to capture ideal referrals that deliver high hours for private pay, longer lengths of stay for hospice, and high-value patient types for PDGM in Home Health.
- Map out a timeline with a detailed action plan.
You are Unstoppable!
You are Ignited and Fired up!
Two Event Options
E3: Elevate, expand, and engage live
$
97.00
Three Days of High Level Training:
It's time to Elevate the conversation about Home Care, Home Health, and Hospice and GET a Seat at the Post-Acute Care Table!
Now that we have the foundation of an R3 Rep, it's time to discover how to lead and manage your R3 rep!
Our last day together is designed to put your ideas into action
E3: ELEVATE, EXPAND, AND ENGAGE VIP
$
199.00
Simple, fast and just for you
It's time to Elevate the conversation about Home Care, Home Health, and Hospice and GET a Seat at the Post-Acute Care Table!
Now that we have the foundation of an R3 Rep, it's time to discover how to lead and manage your R3 rep!
Our last day together is designed to put your ideas into action
VIP ONLY BONUSES
Pre Event Training On How To
Get The Most Out Of This Virtual Event
Access to the recording and library
of tools post-event
Special Laser Coaching and Q&A session with Melanie
RESULTS 100X GUARANTEED
YES! We are personally guaranteeing your success.
To ensure you have nothing to lose and only significant profits to gain, we promise that if by the end of our first day together, you don't think you will see a 100x RETURN ON INVESTMENT, you can notify our team, excuse yourself from the event, and we will reimburse you 100% of your ticket.
Your Virtual Event Host:
Melanie Stover, OT, MBA, MS/ISM
Melanie started Home Care Sales twenty-two years ago from her dining room in TN. As an Occupational Therapist who worked for VNA, she saw first-hand that home health was where the rubber met the road and the IMPACT home-based services made with patients and families. She believed that Home Health, Home Care, and Hospice were some of the “greatest secrets” in healthcare. She KNEW with an educational approach, she could expand the knowledge base of referral sources AND get people the care they deserved! YOUR CARE!
She has served as a coach, mentor, and sales leader to some of the best agencies in the country – she is known for her diagnosis-based selling techniques and for bridging the gap between clinical/ops and sales.
Her practical, proven protocols that give representatives and owners repeatable referrals and results are key to her success. Rooted in her clinical background, she elevates the conversation of home health, hospice, and in-home care to new levels, helping agencies get a “seat” at the post-acute care table, expanding their presence and influence so that you can do what you do best – care for more patients and clients!
Her ”selling = profound service” and “Your mission is BIGGER than their “No”” mindset, along with her referral generating systems, have helped her clients double and triple their revenues with raving referral sources year after year!
Faq