Webinar Series August 24 th, 2017 Using GoToWebinar Upcoming Webinars Homecare and hospice agencies and HIPAA, who would have thunk it! Tuesday, September 12th, 2:00PM Eastern / 11:00AM Pacific 5-Star Ratings in Home Health: Not Good Enough for the Long Haul Thursday, September 28th, 2:00PM Eastern / 11:00AM Pacific Hospice Quality Reporting Data and Trends Wednesday, October 11th, 2:00PM Eastern / 11:00AM Pacific Home Health Final Rule CY2018 and Home Health Grouper for 2019 Thursday, October 26th, 2:00PM Eastern / 11:00AM Pacific Bullet Proof your accounts! Post-Acute Collaboratives. 3 Secrets to delivering great value to your referral sources that keep competitors at bay Thursday, November 16th, 2:00PM Eastern / 11:00AM Pacific 1
Introductions What is DeVero? Fastest-growing solution for home health, hospice, and other care at home providers What is HomeCareSales? We help agencies achieve census growth and increased revenue through proven referral formulas for success. We are a clinician owned firm specializing in Home Health, Hospice and In-Home Care Sales and Field Marketing Education, Training and Strategy The Making of a Home Health, Hospice or In Home Care Sales Expert Melanie Stover, OT, MBA, MS/ISM Thank you for investing your precious time! 5 2
Melanie Stover > Clinical Sales Expert who has helped thousands of reps and agencies over the past 20+ years with specific skill development and referral source protocols to grow census and impact more patients and clients lives through HH, HC and Hospice. > Co founder of the High Performance Sales Academy An industry specific comprehensive educational system for representatives to become experts and trusted resources 6 Sales = Profound Service 7 The Why - Personal Compass > Why are you doing this? > Who do you want to serve? > Why does this matter? 8 3
UNSTOPPABLE un stop pa ble /ənˈstäpəb(ə)l/ adjective impossible to stop or prevent 9 Key Element #3 Knowledge 10 Knowledge Your services Fast Track Orientation Benefits Policy Manual other payer sources information Specifically your agency Ideal Client/ Patient/ Referral Source What does your ideal client patient referral source look like? Age Insurance Dx Services received Where do they live Where do they come from What is their name 11 4
Knowledge A Student of the industry A Student of your referral sources and their industry/ business What do they want? When was the last time you asked them? What industry changes are they facing? What payment changes are they facing? 12 ad vo cate noun ˈadvəkət/ 1. a person who publicly supports or recommends a particular cause or policy. 13 Key Element #2 Skill Development 14 5
Skill Development With Practice comes Proficiency 15 Skill Development - Try It Now 3 Open Ended Questions to Identify Areas of Opportunity 16 Skill Development Try it Now Top 3 ways to ask for a referral in a meaningful way Home Care Trigger Questions 17 6
re source ˈrēˌsôrs,rəˈsôrs/ noun: resource; plural noun: resources an action or strategy that may be adopted in adverse circumstances. the ability to find quick and clever ways to overcome difficulties. the possibility of aid or assistance. 18 Key Element #1 Implementation 19 Roadmap to Referrals Expand the Pie Help people get the care they deserve! 20 7
Roadmap to Referrals Unique Selling Points What are your differentiators? >Agency >Leadership >Representative >Team 21 With Structure comes Freedom! 22 Roadmap to Referrals Create a calendar with a sales message of the week that brings value and a ready made Home Care Sales Trigger Question that triggers a pt or client that you want to serve 23 8
Next Steps 1. Complete the mirco learning Try it now 2. Identify educational opportunities 3. Create a plan to obtain education in areas to strengthen your expertise 4. Use your Unstoppable mission to overcome objections/rejection and impact more patients lives! 24 Invitation Sales Alignment Assessment FREE for Devero Webinar Attendees I Invite you to discuss your Sales Alignment and How to leverage your agency and your representative into an Expert in your community! Limited to the first 57 people who email Email: Melanie@homecaresales.com to set up a time to connect 25 Join Us! High Performance Sales Academy Live Event Las Vegas October 4-6, 2017 Sign up today HomeCareSales.com Click on High Performance Sales Academy 26 9
Speaker Information Melanie Stover Home Care Sales Melanie@homecaresales.com www.homecaresales.com 888-451-1747 27 Questions? Coming your way through email: Webinar recording Handouts HomeCareSales information DeVero information 10