Hospice Growth & Sales Two-Day Master Class Boot Camp – Orlando

A Hospice Growth, Sales & Marketing Two-Day Master Class Boot Camp

Orlando, Florida, Thursday, Nov. 20th and Friday, Nov. 21st –   Growth is a CHOICE!!  Most organizations want to grow, but NOT all organizations do what is necessary to grow!  This is a unique and powerful Master Boot Camp that brings together all the essential elements to “turbo-charge” your professional hospice sales model and your organization’s growth engine!   In this Master Class Boot Camp, hospice professionals will learn the essential elements required to serve more people, grow, and give the gift of hospice! In today’s competitive hospice marketplace filled with mergers, acquisitions, and changes, it is essential to strengthen and develop the skills necessary for growth.  Learn where and how a referral really occurs. Understand how to Create a Culture of Growth. Discover how to engage business development and clinical staff together to support healthy growth.  These are the foundations from which everything is built.  Practical skill building on how to drive referrals from ten key referral segments, support tools, materials, and techniques such as the act of delivering a powerful cold-call, “barrier-busting,” creating a culture of growth, creating a pro-active 90-day pending list, and much more are taught. The Days of Muffin Marketing are over!! Learn to sell on value!   As you explore the details and agenda below, you’ll find that it is a robust and comprehensive event worth the investment in assisting your organization in meeting its mission and business objectives

Description:
Most organizations want to grow, but not all organizations do what is necessary to succeed. This growth and sales master class provides “Best Practices” in sales, marketing, and business development and current growth success strategies from around the country.  Understand how to engage your entire organization to strengthen your growth engine.  Value-based selling and the ability to function as a “hospice consultant” is demanded in today’s competitive hospice industry.  As value-based payment evolves, learn the growth strategies your organization needs to focus on.  Hospice Advisors has created this Boot Camp to be a hard-hitting workshop designed to deliver significant value and insight and, most importantly, have every participant leave with an “actionable” plan.  This includes a wealth of practical referral development strategies, tactics, tools, and materials across key referral segments. Specifically, learn how to differentiate your hospice in clinical, programmatic, professional, and partnership so that you are unique!!

Our passion is helping hospice and palliative care organizations acquire the skill sets, knowledge, and tools to grow. During your time with us, you will learn and receive:

1. Where and how a referral really occurs. Everything else is built from there. A CMS study explores new knowledge and information.
2. A proven sales process that describes seven critical steps to obtaining a referral. It all starts with a powerful cold call, followed by qualifying the account and delivering value to obtain a referral.  Learn how to “weed the garden. The goal is to have your sales staff become “Rock-Stars” and identify and develop in a year 10 to 14 “A” accounts.
3. What success factors are required to become a high performing “Super-Star” Account Executive? Motivation is overrated !! What is vital is good old fashion discipline.
4. What potential impact does a value-based payment system have on hospice, and what growth strategies are required to be successful?
5. A Playbook and strategy for developing a Physician Advisor Board and better-engaging community physicians.
6. A Playbook and strategy for developing and executing a Senior Living Community Engagement and Growth Plan.
7. A Playbook on how to drive referrals from Skilled Home Care Companies and Private Duty Personal Care Companies.
8. The power of differentiation. The development of programmatic and clinical differentiators that will assist you in adding value to your patients/families and referral sources and set you apart from the hospice down the street.
9. Why the referral inquire to admission process is one of the most powerful growth tools. Specifically, the pending list is a hospice salesperson’s best friend.
10. Create a quarterly growth plan specific to everyone, with actions targeted at serving more patients and growing.
11. If you have a Palliative Care Program or are considering the development of one, make sure your Palliative Care Program doesn’t become a run away train

Most hospices want to grow, but not all are willing to do what is necessary to grow. This Master Class will give you all the essential ingredients to grow!

Who should attend
Hospice Owners, CEO Executive Directors, Sales/Marketing Staff, Nurse Liaisons, VP/Directors of Marketing, Manager/Director of Intake and Admissions, Clinical Leaders and people responsible for growth in the organization.

Our Boot Camp helps sales, marketing, admission and clinical individuals advance their organizations’ missions and business-related growth objectives. Please explore the two-day agenda, and I am sure you will agree that it is robust, comprehensive, and well worth the investment.

When: Orlando, Florida, Thursday, Nov. 20th and Friday, Nov. 21st.

Where:  Trellis 925 in Plaza Venezia

7594 W Sand Lake Rd,

Orlando, FL 32819

804.270.5344

 Accommodations: 

There are several hotels that have a wide range of prices within a short drive of the venue.  We recommend google hotels, located close to zip code 32819

Boot Camp Instructor

Kurt Kazanowski has over 25 years of hospice experience and has held positions as Chief Growth Office and Chief Executive Officer. Kurt has worked for such organizations as Hospice of Michigan, Seasons Hospice and Palliative Care and VITAS.  He is currently the Managing Partner for Hospice Advisors, a hospice consulting and training firm he established in 2015.

Prior to working in hospice, Kurt spent 14 years working in the executive positions at Trinity Health, a prominent Catholic Health System.  His unique blend of hospital and hospice experience gives him a wealth of industry knowledge.  He started his career as a nurse.

Hold onto your seats as Kurt’s high-energy and passionate approach to teaching will leave you motivated and inspired.

Agenda

Thursday, November 20, 2025- 8:30 am – 4:30 pm

1. Introductions, Overview, and Your One BIG Objective!

• Setting the stage.
• Making sure you get your money’s worth.

2. Creating A Culture of Growth

• What does a “Culture of Growth “look like?
• What makes a hospice a great hospice?
• The process of how we build (over the two days) an organizational traction/growth plan.
• Strategies and tactics for creating a culture of growth.

3. A Competitive Landscape

• The landscape and challenge
• What successful hospices all have in common
• The voice of the customer (VOC) and the public’s perception of end-of-life
• The marketing and sales checklist – what you are doing and what you are not doing is related to a healthy marketing and sales department.
• What is the job of a sales/marketing representative, and what is it not?
• Discussion on the public’s perception of death and why this drives 100% of your organization’s focus on referral sources.
• Why advertising does not work.

4. Hospice Value-Based Payment-Preparing Growth Strategies

• What is Value-Based Payment
• Current state of affairs with value-based payment and Medicare Advantage Organizations.
• Six growth strategies to consider in a value-based payment environment.

5. Managing The Business Using Data

• The key sources for data.
• What does your data tell you about your territory?
• Hospice Advisors data observations
• Data is needed to measure success and understand your business.
• Daily culture and discipline of data

6. Developing a Professional Sales Model

• Fundamentals of success: “Happy Feet on the Street”
• Understanding where a referral truly occurs.
• The 7-step sales process
• The Golden Circle “Start with the Why” A POWERFUL cold call!!
• Selling your hospice with (the why?) and not the features (the what?)
• Managing your Territory and Accounts

Step #1: The Anatomy of a Cold Call

• Understand the four components of a cold call.
• Role-play a cold call.

Step #2: Qualifying the Account/Identifying the Value Proposition

• The questions to ask to qualify the account.
• What drives the value proposition?

Steps #3-#6: Driving Referrals

• Learn how to deliver your value proposition.
• Essential collateral and support materials.
• Assisting your referral source in understanding what a hospice patient looks like.
• Using your team to drive referrals.
• Techniques and approaches in asking for a referral.

Step #7:  Weed the Garden

• Learn to determine whether to continue working an account or “weed-the-garden.”
• Master an approach and phraseology to “call the question.”

Prospecting-Feeding the Pipeline

• The three best ways to prospect.

7. Selling on Value to Ten Vital Referral Segments.

• What is your LOS goal?  Higher or lower LOS
• Philosophy of Segment Marketing
• Top 10 segments
• How to determine the value proposition per segment.

8. Wrap up the day

• Major Takes Aways
• Review for tomorrow

Friday, November 21, 2025.  8:30 am to 3:00 pm

1. Practice round.

• Cold Call
• Weeding the garden
• Barrier busting

2. Selling on Value to Ten Vital Segments-Continues

Segment #1: Hospitals

• The hospital is a mini-city
• How to qualify the hospital.
• The hospital playbook: 11 tools and approaches.
• Developing a Clinical Nurse Liaison Program.

Segment #2: Senior Living Communities (5-sub segments)

1. Continuing Care Retirement Community
2. Skilled Nursing Facilities
3. Assisted Living Communities
4. Independent Living Communities
5. 6-resident Personal Care Homes.

• How to qualify the account
• Growth tactics
• The Senior Living Community Engagement Plan

Segment #3: Physicians

• Start with your Medical Directors and Providers
• The need to develop your clinical business development skills.
• Growth tactics
• The Physician Advisory Board (PAB) Playbook

Segment #4: Skilled Home Care Companies

• Delivering value
• The use of the Oasis M1033 question.
• Growth tactics

Segment #5: Personal Care/Private Duty Home Health Companies

• Delivering value
• An undervalued segment.
• Growth tactics
• Personal Care/Private Duty Playbook

Segment #6: Disease Management Associations

• Delivering value
• The approach
• Growth tactics

Segment #7: Potpourri of Professionals

• Using your personal and professional network
• Strategies and tactics to sell.
• Managing the relationship
• Value of Networking Groups.

Segment #8: Faith-Based Communities.

• How best to qualify the account?
• Strategies and approaches
• Growth tactics
• One creative model

3. Referral Inquiry and Admissions. The life blood to your organization’s ability to grow.

• The anatomy of the referral inquiry to the admission process
• Knowing you are capturing all your referral inquiries.
• First to bedside wins.  A strong sense of urgency
• The eligibility process.
• The power of the 90-day pending list
• Drawing upon the collective wisdom of the organization.

4. The Power of Differentiation.

• What is a true differentiator?
• How to discover what differentiators are best for you. Where to start and how to develop regardless of your hospice’s size.
• Real examples

5. Putting it all together to create your organizational territory-specific growth/traction plan.

• The Quarterly Growth Plan
• Building your own weekly, monthly, and quarterly plan utilizing our template
• Discuss your plan, timelines, and how to reach projected goals!
• Ultimately, the goal is to build a book of business to yield 15 to 20 admissions per month.

Pricing for the two-day Intensive is:

• Regular registration: $997.00 per person
• Three or more registrations from the same organization: $897.00/person
• Continental breakfast, coffee, beverages, and lunch are provided.
• Networking opportunity.

For more information, call Kurt at 734.658.6162