Square One Boot Camp

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Square One Boot Camp

November 14-16, 2017 Hyatt Place Downtown Nashville

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About Square One Boot Camp

#1 Rated Home Care and Hospice Sales Training In the Country

Graduates regularly achieve consistent referral growth for their agency

Square One is hands-on, industry specific sales training designed to train and integrate proven sales skills and strategies. Transform your Rep or Liaison into a highly successful sales professional - no matter their level of experience.

November 14-16, 2017
Hyatt Place Downtown Nashville, TN
Click here to book discounted room
"Since I returned from the Simione class and began applying the processes and systems, our census has been steadily climbing and is at record high levels."
- Kevin Hohnbaum

"Awesome class! Boot camp was a great training program to provide a whole new way to try to gain referrals/business."
- Jennifer Potter

"It is amazing the results thus far, people have just handed us referrals! Thank you for invigorating our sales calls!"
- Mark Kuhner

Boot Camp Trainers

Nationally Acclaimed Home Care and Hospice Sales Experts

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Mike Ferris
Principal - Simione Healthcare Consultants
Mike is a nationally recognized expert in Home Care and Hospice Sales, Marketing and Customer Service. He has a unique perspective from having consulted to many of the most successful home care and hospice organizations and has witnessed what works on a national basis. Mike and his team deliver insight, consulting and training programs based on their combined experience and expertise. Services also focus on the management of referrals to maximize admissions and increase referral partner loyalty. Mike has written numerous columns featured in major industry publications, as well as delivered keynotes and speeches at hundreds of industry conferences.... (click for more)
Speaker Image
Kara Justis
Director - Simione Healthcare Consultants
Kara serves as Director in Sales, Marketing and Referral Management at Simione Healthcare Consultants. She has extensive sales and sales management experience in hospice and information technology. In the hospice industry, she has distinguished herself as a National Sales Manager where she was responsible for development and execution of corporate sales and marketing strategy and related budget. Kara designed and developed of all sales, marketing and admissions related processes and predictive tools. She has extensive experience in the redesign and... (click for more)
Speaker Image
Melynda Lee, MBA
Senior Manager - Simione Healthcare Consultants
Melynda joined the Simione team in 2016, bringing extensive experience in sales, marketing, communications, administration and strategic planning. She previously served as a home health and hospice leader in Florida and Georgia since 2008, including progressive roles with Visiting Nurse Health System, HomecareCRM, Heartland Hospice/HCR ManorCare, and Tidewell Hospice. She has been a member of the board of directors and education committee of the Georgia Hospice and Palliative Organization, and founder/co-chairperson of the Greater Atlanta Hospice-Veteran Partnership. She also served for 10 years as a sales and marketing leader with a regional media group at the New York Times... (click for more)
Julia Maroney, RN, MHSA, HCS-D, COS-C
Director - Simione Healthcare Consultants
We strive to help both experienced teams and those new to the field learn more to improve their operational effectiveness. Home care and hospice teams must develop strong bonds and discipline with processes across clinical and administrative priorities to succeed...
(click for more)

Training Agenda

NEW! A pre-Conference day with 2 tracks: Sales Reps and Sales Managers is added to the acclaimed 2 Day Square One Boot Camp Sales Training

08:30am - 9:15am

Introductions and Key Concepts

9:15am - 10:15am

The Sales Process that Works

10:15am - 10:30am


10:30am - 12:00pm

Effective Targeting and the Right Metrics

12:00pm - 1:00pm


1:00pm - 2:30pm

Recruiting, Hiring, Retention
Incentive Programs that Work
Coaching Sales People

2:30pm - 2:45pm


2:45pm - 3:45pm

Technology Solutions: CRM, EMR, Digital Marketing

3:45pm - 4:30pm

Managing Compliance, Ethics and Regulations

4:30pm - 5:00pm

Set Powerful Goals and Plot Your Plan for Success

08:30am - 10:00am

Introductions, Industry Overview, and Key Concepts
Coverage and Eligibility
Who are our Customers?

10:00am - 10:15am


10:15am - 12:00pm

Medicare PPS
Home Health 101 Reimbursement
Hospice 101 - Reimbursement

12:00pm - 1:00pm


1:00pm - 2:30pm

Clinical Operations and Quality
Compliance, Ethics and Regulations

2:30pm - 2:45pm


2:45pm - 4:30pm

Key Performance Indicators
A Day In the Life

4:30pm - 5:00pm

Set Powerful Goals and Plot Your Plan for Success

08:30am - 10:00am

Introductions, Goals, Review Key Concepts
9 Part Home Care and Hospice Sales Process

10:00am - 11:00am

Differentiation/Features and Benefits/Know Your Referral Partners (Activity #1)

11:00am - 12:00pm

Introductions / Value Added Openings (Activity #2)

12:00pm - 1:00pm


1:00pm - 2:30pm

Asking Smart Questions: Qualifying and Needs Discovery (Activity #3)

2:30pm - 3:30pm

Asking Smart Questions Part Two: Asking for Referrals (Closing) (Activity #4)

3:30pm - 5:00pm

Role Play and Coaching #1

8:30am - 10:00am

How to Handle Any Objection (Activity #5)

10:00am - 10:30am

Break (check out of hotel)

10:30 am - 11:00am

Diagramming Your Approach, Making Quality Sales Calls

11:00 am - 12:00 pm

Role Play and Coaching #2

12:00 pm - 1:00 pm

Lunch (Lunch presentation discussion)

1:00pm - 3:00pm

Account and Territory Development/Prospecting/Time Management

3:00pm - 4:00pm

Test and Review / Lightning Round (Activity #6)

4:00pm - 5:00pm

Set Powerful Goals and Plot Your Plan for Success

Can't Make It This Time?

We will keep you updated on future events

What Makes Us Different

Unique Training Environment and Proven Results Unlike Any Other in the Industry

-Class sizes are limited so each attendee can receive coaching, personal sales tools, and a training tailored to their territory and experience level.

-Highly interactive lectures, skills practice, and adult learning activities better help attendees learn how to consistently increase referrals.

-Students leave with a specific action plan to help them get a running start with their new skills when they get back to the office

Some Training Impressions

Attendees Talk about Their Experiences

We value the feedback of our attendees. It's what drives us to continually improve our course, making sure to update with the latest best practices and adult learning techniques.

The video to the right shows you just a handful of student testimonials over the years.

To see what managers and their reps have to say about the course, click Simione Testimonials

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