Description
A Hospice Growth, Sales & Marketing Two-Day Master Class Boot Camp
Richmond, Virgina, September 11th and 12th – Growth is a CHOICE!! 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 that is 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. This is the foundation from which everything is built. Practical skill building on how to drive referrals from ten key referral segments, support tools and 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, well worth the investment to assist your organization meet your mission and business objectives.
Description:
Most organizations want to grow, but not all organizations do what is necessary to grow. This growth and sales master class provides not only “Best Practices” in the field of sales, marketing and business development but 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 what is demanded in today’s competitive hospice industry. As the evolution of value-based payment continues, 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 great value, insight and most importantly having each and 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 the areas of 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:
- Where and how a referral really occurs. A CMS study explores new knowledge and information.
- A proven sales process that describes 7 keys steps to obtaining a referral. And it all starts with a powerful cold call, followed by qualifying the account and delivering value to obtain a referral.
- What are the success factors required to become a High Performing “Super-Star” Account Executive.
- What potential impact does a value-based payment system have on hospice and the required growth strategies to be successful?
- A Playbook and strategy on how to develop a Physician Advisor Board and better engage community physicians.
- A Playbook and strategy on how to develop and execute a Senior Living community Engagement and Growth Plan.
- A Playbook on how to drive referrals from Skilled Home Care Companies and Private Duty Personal Care Companies.
- The power of differentiation. The development of programmatic and clinical differentiators that will assist you add value to your patients/families, referral sources and set you apart from the hospice down the street.
- Why the referral the inquire to admission process; specifically, the pending list is a hospice salesperson’s best friend.
- Creation of a Quarterly Growth Plan specific to everyone with actions targeted at serving more patients and growing.
Most all hospices want to grow, but not all hospices 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, Manger/Director of Intake and Admissions and people responsible for growth in the organization.
Our Boot Camp helps sales, marketing and admission individuals advance their organizations mission 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: Wednesday and Thursday, September 11th and 12th 2024
Where: Virgina Society of of Certified Public Accounts, 4309 Cox Road, Glen Allen, VA 23060 – Ph. 804-270.5344
Accommodations:
There are a number of hotels with a wide range of prices within a short drive to the venue. We recommend Google Hotels located close to zip code 23060
Agenda
Wednesday, September 11th – 8:30am – 4:30pm
- Introductions, Overview and Your One BIG Thing!
- Setting the stage.
- Making sure you get your money’s worth.
- 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.
- 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 really is the job of a sales/marketing representative and what it is not?
- Discussion on public’s perception of death and why this drives 100% of your organizations focus to referral sources.
- Why advertising does not work.
- 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.
- Managing The Business Using Data
- The keys 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
- 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!!
- Sell hospice (the why?) 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 understand 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.
- 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.
- Day Wrap up.
- Major Takes Aways
- Review for tomorrow
Thursday, September 12th. 8:30 am to 4:30 pm
- Practice round.
- Cold Call
- Weeding the garden
- Barrier busting
- Selling on Value to Ten Vital Segments-Continues
Segment #1: Hospitals
- The hospital as 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)
- Continuing Care Retirement Community
- Skilled Nursing Facilities
- Assisted Living Communities
- Independent Living Communities
- 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
- Referral Inquiry and Admissions. The life blood to your organization’s ability to grow.
- The anatomy of the referral inquiry to 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
- 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 goal: build a book of business to yield15 to 20 admissions per month.
Pricing for the two-day Intensive is:
- Regular registration: $979.00 per person
- Three or more registrations from the same organization: $879.00/person
- Continental breakfast, coffee, beverages, and lunch provided.
- Networking opportunity.
For more information, call Kurt at 734.658.6162
