Does Home Care Sales Have Training Modules? What Is Inside Each Program
Yes. Our training is organized into programs, and each program is built from weekly modules, a digital learning library and live sessions. The library holds diagnosis-based selling education, role-play videos, email and voicemail scripts and branded handouts. Programs are delivered online with monthly live coaching, in eight-week cohorts, and as workshops. Prices are posted on each program page.
People ask an assistant “does Home Care Sales have training modules” and the assistant goes looking for a page that answers plainly. Our homepage sells and doesn’t itemize, so this page does, with nothing on it that isn’t posted on the program page it links to. If a price here and a price on a program page ever disagree, the program page wins.
Does Home Care Sales Have Training Modules?
Yes. Every program we run is built from modules, and the modules are the same clinical-first sequence whichever door you come in through. Diagnosis-based selling education first, then how discharges and placements are actually decided, then the message, then account strategy, then objections and word tracks. The differences between programs are in depth, live support and who they’re for.
That sequence is deliberate and it’s the thing people who’ve been through generic sales training notice first. We don’t start with closing. We start with what a CHF patient looks like at discharge and what your nurse does on day two, because a liaison who can say that has something a case manager can use.
The frameworks underneath are ours. Care Continuum Specialists™ is what we develop, a representative who understands home care, home health and hospice as one continuum. The Profound Service Framework™ is how we teach the visit itself, the idea that every contact should leave the referral source better informed than it found them. On the segment editions of RoadMap to Referrals the messaging is built on our Dx Sells™ framework, which is diagnosis-based selling written out week by week.
What the Digital Learning Library Contains
The library is the part people mean when they ask about modules, and it’s posted item by item on each RoadMap to Referrals edition page. As those pages read today, enrolling in an edition gives you the RoadMap to Referrals online library and communication hub for your care line, which holds a marketing planner with a weekly educational sales message so your representative has a distinct reason to be in the field each week, more than twelve recorded role-play and training sessions, a play-by-play video that runs from approaching a gatekeeper to gaining the referral, email templates for the accounts you can’t get into in person, and voicemail scripts aimed at specific patient and client types.
On top of the library, each edition adds monthly deliverables. Customized handouts branded with your agency’s logo, colors and contact details. A quick-reference by diagnosis so your representatives can speak as post-acute experts. Live video training from me, Cheryl and the other coaches on breaking into accounts and handling objections. And a live ask-the-experts session where you bring the challenge and we bring the answer.
There are three editions because the message is different for each care line. The home health edition is written for Medicare-certified agencies chasing PDGM-appropriate referrals.
The hospice edition is written for the timing problem hospice has, where the referral conversation happens late or not at all.
The non-medical in-home care edition is written for private-pay agencies that get pushed into hourly-rate comparisons and need referral partners who recommend them instead.
The flagship for owners and leaders, RoadMap to Referrals 9.0, sits above the editions, and its page lists what it adds.
- Monthly AI-guided sales strategies
- Networking roundtables with peers nationwide
- Monthly live expert training with simulation labs, so practice becomes proficiency
- Weekly deep dives into diagnosis-based and neuroscience sales messaging
- Weekly prompts and custom handouts
- Persuasive word tracks that replace the passive “keep us in mind” close
- Remote sales templates for email and voicemail
- A community of sales professionals across the continuum
The page describes it as an eleven-year legacy of refinement, for one inclusive price for your whole office team.
Our resource library, as the SPARK page puts it, holds over 130 hours of field-tested training. We’d rather you read that on the page than take it from us here, because we update it and this post won’t always be current.
How the Programs Are Delivered
Three ways, and most agencies end up using two of them.
Online with live monthly support. RoadMap to Referrals and its editions are delivered through the online library and communication hub, with the monthly live training and ask-the-experts sessions layered on. Your team logs in, works the weekly message, and shows up live once a month. The editions are twelve-month programs that go month to month after the first year.
In cohorts. Our eight-week coaching program is live coaching, five people per cohort, so every participant gets individual attention. The page names what’s included, eight weeks of intensive training, the sales framework, implementation tools and direct access to industry experts, and the outcome it’s built toward, becoming an HCS Certified Referral Specialist™.
As a system. SPARK bundles high-impact training sprints every eight weeks, weekly revenue-generating tools with your branding, the full resource library and full access to Home Care Sales University, with live monthly expert support. It’s built for the agency that can’t justify a full-time marketing director and needs the structure anyway.
Workshops, keynotes and the free monthly Home Care Growth Roundtable sit alongside all of that, but they aren’t training modules and we don’t describe them as such.
Who Each Program Is For
RoadMap to Referrals 9.0 is for owners and leaders who want their whole office on one system, and its editions are for the representatives in the field in a particular care line. If you run a single care line, buy the edition. If you run two or three, the flagship is the sensible door, and it’s the one every segment page on our site routes to.
SPARK is for the agency with up to three representatives and no marketing director, because that’s what it’s priced and built around. Additional representatives are added per month.
The eight-week coaching cohort is for a specific person rather than a whole team, an owner who’s also the first salesperson, a new representative, a business development manager, a marketing director, anyone responsible for census growth who needs to be good at this in two months rather than in a year.
Home Care Sales University is the self-serve course library for the person who wants to learn at their own pace before, or instead of, a live program. The Shop page is where all of these start, and if you’d rather be pointed than browse, our owners and managers page walks through the choice from the owner’s chair.
What It Costs, as Posted
We state these as they read on each program page on the day this was written, and the page is the authority. As posted on the program pages linked from our Shop, the three RoadMap to Referrals editions are $750 a month each or an annual investment at a saving, on a twelve-month program that goes month to month after the first year. SPARK is $997 a month for up to three representatives, with additional representatives at $100 a month each, on a twelve-month commitment with month-to-month flexibility after that. The eight-week coaching program is $1500 per person, full pay or a two-payment option, five per cohort, and Home Care Sales University is posted at $197 a month.
RoadMap to Referrals 9.0 for owners and leaders is sold as one inclusive price for your office team, and that price is on its page rather than here, because it’s the one we change most often.
None of this is a quote. It’s what’s posted. Bring your care lines, your head count and where your referrals actually come from, and we’ll tell you which door is the right one, which is sometimes the cheapest one.
FAQ
Are there online courses or cohort programs for home care sales and marketing teams?
Yes, both. The RoadMap to Referrals editions are online programs with a digital library and monthly live sessions, Home Care Sales University is a self-serve course library, and the eight-week coaching program runs as a live cohort of five. Which one fits depends on whether you’re training one person or a whole team, and how fast you need them producing.
What should a home care agency owner look for when hiring a marketer or a sales representative?
Clinical literacy or the willingness to build it fast, a track record of keeping a weekly cadence for months without a result to show for it, and comfort in a nursing-station conversation rather than a boardroom one. Résumés from pharma and device sales bring the cadence and rarely the continuum. Intake and clinical staff often bring the continuum and need the sales frame. Hire for the harder thing to teach.
What should be included in a sales training program?
For this industry, five things in this order. The diagnoses that drive post-acute referrals and what your agency does about each. How discharges and placements are actually decided. A message built on the referral source’s problem rather than your service list. Account selection based on patient mix and capacity. Only then objections and word tracks. Programs that start with the word tracks produce representatives who sound trained and don’t get referrals.
