Welcome to Healthcare Strategica, LLC

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NEW! Relaunch 8-week Sales Training Courses!

Learn Skills and Tactics to Grow Referrals in Today’s Environment and Build Relationships that Will Prosper in the New Normal!

Industry Specific Sales Training

We must produce more with less cost per admission, the best way to drive down the cost is by having your sales team  generate more admissions month over month.

IMPORTANT CHANGES: ADDED FEATURES, FUNCTIONALITY AND VALUE!

NEW PRICING 

$249 (1-19 Licenses)

$199 (20+ Licenses)


Much has changed since I last communicated with you and I wanted to bring you up to date and I think you will be excited about the content of this email. I have always said, find out what is important to your customers and know what they need and want. I was out of commission due to an emergent health situation and had to put a pause on the launch of our new best of class sales training. This gave me time to hear from you and make some very important changes that will make it that much better.


New LIVE CLASS launch date is June 2nd, 2020 for Hospice Sales Training Course and June 4th, 2020 for Home Health Sales Training Course. Once you register, the student will receive their personalized access code for the 8-week course, plus a special on-demand webinar letting them know what to expect, how to prepare and get the most out of the class. They will receive a survey to tell us what is most important to them, about their background and skill level and to ask any questions.

You let me know just how tough it is financially right now for you and, just how stretched for time you are. Also, how important referral partner relationships are and the flow of consistent quality referrals.

There was also some confusion about how the courses work and why they make so much sense for your organization. When you compare our offerings to any others available, you will see that you get a proven, successful process delivering much greater breadth of training and resources. This means you get more for less! 


The LIVE CLASS is a special opportunity to participate in the core curriculum as it is delivered, but here’s how it works:

  • LIVE CLASS group will be able to participate live for each of the 8-week classes on Tuesdays (June 2nd, 9th, 16th, 23rd, July 7th, 14th, 21st and July 28th) at 2:00 pm eastern (11:00 am pacific) for HOSPICE and Thursdays (June 4th, 11th, 18th, 25th, July 9th, 16th, 23rd and July 30th) for HOME HEALTH. (Note: Week off for 4th of July week to celebrate America)


  • If a student cannot attend any of these scheduled class times during the 8-week course, the class will be available in the On-demand library within 24 hours (normally by that evening) and they can participate at their convenience. Students may review a class that they attended live as well if they want.


The On-Demand 8-week course will be offered for new student registration after June 15th and will be the permanent version offered. Students will be enrolled and will receive their personalized access code for the 8-week course, plus a special on-demand webinar letting them know what to expect, how to prepare and get the most out of the class. They will receive a survey to tell us what is most important to them, about their background and skill level and to ask any questions.


  • The students will have access to the 8-weekly courses starting on day one, after completing the first course, they will have access to the subsequent courses one week apart. This makes sure they follow the design and get the full benefit of the use of what they learned in their accounts between lessons.


  • If your student has a vacation or illness or whatever interruption, they will be able to resume the course and continue at their pace and on their schedule.


Here are the Eight Top Reasons to Sign Your Team Up Today: 


1.   Value

            We were able to cut pricing to the bone to bring amazing value to you right now, when you need it most and into the future. This is as a reflection of what is most important to you today and into the future.


New Pricing Structure:

$249 per student (1-19 licenses)

$199 per student (20+ licenses)


Enterprise Program Details:

(Note:  you may purchase as many student licenses as you wish, they do not expire and can be used as you onboard new sales professionals. For example, if you have 8 team members to train today, but would like to have the value added elements of the Enterprise Program, then buy 10 or more and you will have your current group trained plus have extra licenses for new hires and the added benefits of the Enterprise Program.) 


10 – 19 Sales Professionals registered ($249 per student)

  • Sales Leadership tips and techniques to make sure your team gets the most out of the course
  • Weekly reporting of your team’s progress, successes, quiz results
  • Weekly sales management tips to support your team in using these new skills each week
  • Metrics to measure their success
  • Conference call with sales leadership to discuss the team’s success and provide tips and techniques to pull through skills learned to deliver legendary sales success. (One-hour call scheduled anytime after week three of your first students in course)


20+ Sales Professionals registered – only $199 per student


All of the above plus:

  • Michael Ferris will speak at you sales meeting (virtually) before start of 8-week course to set the stage, provide the team ability to ask questions, state goals for each, gain their confidence and build excitement. Time allowing, we can discuss any      current initiatives or challenges. (Up to one-hour call – value $500 - subject to availability)
  • Michael Ferris will speak at you sales meeting (virtually) around the end of or after the 8-week course to discuss the team’s success and provide tips and techniques to pull through skills learned to deliver legendary sales success. (Up to one-hour call – value $500 - subject to availability)


Note: Customized Webinar Sales Training Courses are available and priced based on number of students and customized content. Contact Michael Ferris at Michael@HealthcareStrategica.com 


How did Healthcare Strategica manage to cut the prices this low?


  • Healthcare Strategica has made a major investment in technology and a state-of-the-art Learning  Management System (LMS) platform. Many of the administrative tasks are automated which eliminates labor costs for us. Learning library, resources, quizzes, surveys and additional resources are all automated.  Student reminders, scheduling, reporting and tracking are also automated.  This allows us to take a longer-term view and establish processes that provide you added value, enhanced communication, and ongoing information about your sales professional’s progress. As a result, you get significantly more for a lot less!


  • We also cut $50 per student off our best new pricing for the first 1000 students enrolled; this is a reflection of Michael Ferris’ love for what we do. Due to your sales professional’s added success they enable more members of your communities to receive the gift of hospice and home health. We are giving back $50,000 to the industry in a direct credit to you on an individual student basis. (after first 1000 students, prices will increase by $50 per student) 

2.   Time Saving Solution / Long-Term Partner Relationship:


You told us that you don’t have enough time.  Your leadership team and sales management are strapped for time under normal circumstances and in current environment is impossible. This sales training system is designed to provide you the best training available for your team with the least amount of time from your management team.


The goal is to be your long-term outsourced sales training and management support partner. With our new system we will set you up to be able to issue log-in instructions for each new hire as a part of your best practice sales professional onboarding. This way each of your sales team members will have the exact same industry specific sales training and onboarding experience and it is all self-directed with accountability requirements and reporting. You can budget about $200 per new sales team hire for onboarding and we take care of it for you! Pretty cool, right?


3.   The Original and Best Training Available:


This is the original sales training developed by Michael Ferris for hospice and home health over the last 20 years. Compare our track record of success with any other offers and discover that you can get the absolute best training, the original for 40 – 60% off the price of others. 


4.   Optimal Adult Learning and Retention Design


12 Class hours over Eight-weeks: 


The course is delivered over Eight-weeks for a reason. In our legendary live, on-site training classes we have eight basic modules, the building blocks of the sales process, and students participate in group exercises to use what they have just learned. It’s a building process and it works! 


In each exercise they are asked to come up with specific type of account and person they are calling on. We encourage them to use real accounts and the market intelligence data they have to direct their strategy. What I AM SO EXCITED ABOUT is that in this course we go through more theory, examples and techniques and then during the week until the next lesson, their homework is to go out and use what they learned, live in their territory, multiple times in different types of accounts and report back success and questions. This delivers the optimal adult learning experience! They read it, see it, hear it and most importantly do it in their own specific environment! It is delivered by the number one trainer in the country who has the proven ability to resonate with our industry’s sales professionals.


5.   Industry Specific:


There are lots of sales training programs out there to choose from. How do you choose the right one for your organization?


First and foremost, generic sales training does not apply to hospice and home health. So many of the skills and techniques taught in a non-industry specific sales training are just not applicable. Plus, the training does not resonate with your sales professionals.

  

Within our industry, there are mainly training programs designed for both home health and hospice. There are very specific differences between selling these service lines. Who you sell to, how you sell to them, the verbiage used, value propositions are all different. I can promise you that service line specific makes a big difference in results. 


Hospice specific or Home Health specific is very important to the sales professional’s success. As a result, we have two separate courses designed to provide the skills, tactics, strategies and processes to deliver results. There are many similarities between the courses but are very specific to service line where essential.


See Below: Added new module available to anyone selling multiple service lines.


6.   Learning Library and On-Demand Availability: 


All weekly classes are available On-demand to meet your team’s scheduling needs. Can be reviewed as needed by students. There is a one-week delay between classes to make sure they use the skills learned during the week and continue to build upon the prior weeks, each successive week. Also, allows for any student needs for vacation, illness, other priorities.


Investment in Learning Management System (LMS) which is a platform to provide controlled access to all of the many features or our training system. This allows for students to access their courses, answer quizzes, report successes and challenges from their week of using skills learned, ask questions, view added videos (role plays and other presentations), access learning library, see their progress; all in an automated fashion. The FAQ library is built by the students as they ask their questions and for help with challenges.


The reporting functionality allows us (for the Enterprise clients) to keep you up-to-date with your sales team member’s progress, results, etc. We also provide you with the ability to access important sales management information to best support your team at each step of their progress.


Sales management support is automated and available on-demand. We want your investment in our best practice sales training to pay the highest return on investment while leveraging your time and talent.


7.   Certification


Each sales professional will receive our new certification designations after their successful completion of the 8-week course. Each receive a certificate suitable for framing, a digital badge to use on their social media and one of the following official certifications:


  • Certified Hospice Sales Professional™ (CHSP)
  • Certified Home Health Sales Professional™ (CHHSP)


8+ Extras

  • Extra Module for Sales Professionals Selling Multiple Service Lines – if you have your team selling both hospice and home health, we recommend picking the sales training course for the service line where you want to most boost referrals or where you believe the individual needs the most help. Then they can participate in the extra course on how to adapt or translate some of the key differences between service lines. 


  • Extra Module for Care Transition Coordinators / Facility Liaisons – how to use your skills in the hospital or facility settings.


We will be adding Extra Modules for many topics and will ask you and your sales team for requests for new Extra Module content.

SIGN UP TODAY!

New!!! Webinar Series Sales Training Programs

Hospice & Palliative Care Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

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8-week Hospice Sales Training Course Information and Agenda 

 

We have taken our best of class hospice & palliative care specific sales training bootcamps and are offering them via Live Webinar to enable you to continue to train your sales team in today’s world of limited travel and social distancing. The hospice & palliative course will be offered live every Tuesday starting June 2nd through July 28th, 2020. Each class will have participation exercises, homework assignments, quizzes and question and answer opportunities.

Each participant will receive their own course materials and individual coaching and feedback. At the conclusion of the course each student will receive a certificate of completion, an invitation to join the exclusive Sales Mastery Group* and opportunity to join the 52-week Sales Training Excellence Course*.

* Only available to Certified Hospice Sales Professionals that have successfully completed the 8-week Sales Training Course – additional fees may apply.


Each session will be available on-demand and if unable to attend the live webinar, you will be able to view it on-demand and participate in exercises, questions, coaching and quizzes. If you start after the first webinar date, you will be provided with access to those classes missed so that you can get caught up or you may elect to attend via the on-demand sessions. 


8 Week Hospice & Palliative Care Sales Training Course Agenda


Welcome to Hospice Sales Training - Pre-course Module

   

1) Week One: Introduction to Sales

a. Understanding Hospice & Palliative Care

b. Hospice & Palliative Sales Process

c. Who Are My Customers?

d. How to Work Remotely and Leverage Your Time and Resources NEW CONTENT!

     i. Working remotely

        1. Using the telephone to prospect

        2. Gather important qualifying information 

        3. Setting appointments

        4. How to use mail and email to prepare the prospect

     ii. Use internal sales to leverage your time

     iii. Using your CRM solution to manage your activities

e. Exercise

f. Homework Assignment

2) Week Two: Best Practices to Leverage Your Time and Target

a. Account and Territory Management

b. What are the data telling me?

c. Account rating and targeting

d. Exercises

e. Homework Assignment

3) Week Three: Value Propositions

a. What is a Value Proposition?

b. Crafting targeted Value Propositions

c. Value Added Openings

d. Exercise

e. Homework Assignment

4) Week Four: Asking Intelligent Questions

a. Qualifying Questions

b. Probing Discovery Questions

c. Most important skill

d. Exercise

e. Homework Assignment

5) Week Five: Presenting Solutions

a. Presenting Solutions

b. Closing

c. Gaining Commitment

d. Exercise

e. Homework assignment

6) Week Six: Handling Objections 

a. How to handle all objections

b. Exercise

c. Homework

7) Week Seven: Successful Patient and Family Meetings

a. Manage the sign-on visit for success

b. How to discover your patient or family’s goals

c. How to present hospice using best practices

d. Managing the handoffs to guarantee best results

8) Week Eight: Put it All Together 

a. Develop and script sales call using skills learned

b. Final homework assignment

c. 90 Day Sales Campaign

d. Set Goals and Plan for Success

e. Course wrap-up


Each session will be available on-demand and if unable to attend the live webinar, you will be able to view it on-demand and participate in exercises, questions, coaching and quizzes.


Custom programs can be developed for larger organizations – please inquire to Michael Ferris at michael@healthcarestrategica.com

Register today to secure your space in the initial class – attendance is limited to only 100 students in the first live class.

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.

Home Health Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

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8-week Home Health Sales Training Course Information and Agenda


We have taken our best of class home health specific sales training bootcamps and are offering them via Live Webinar to enable you to continue to train your sales team in today’s world of limited travel and social distancing. The home health course will be offered live every Thursday starting June 4th through July 30th, 2020. Each class will have participation exercises, homework assignments, quizzes and question and answer opportunities.


Each participant will receive their own course materials and individual coaching and feedback. At the conclusion of the course each student will receive a certificate of completion, an invitation to join the exclusive Sales Mastery Group* and opportunity to join the 52-week Sales Training Excellence Course*.


* Only available to Certified Home Health Sales Professionals that have successfully completed the 8-week Sales Training Course – additional fees may apply.


Each session will be available on-demand and if unable to attend the live webinar, you will be able to view it on-demand and participate in exercises, questions, coaching and quizzes. If you start after the first webinar date, you will be provided with access to those classes missed so that you can get caught up or you may elect to attend via the on-demand sessions.

 

8 Week Home Health Sales Training Course Agenda


Welcome to Home Health Sales Training - Pre-course Module


1) Week One: Introduction to Sales

a. Understanding Home Health & Home Care

b. Home Health Sales Process

c. Who Are My Customers?

d. Exercise

e. Homework Assignment

2) Week Two: Targeting and Territory Management

a. Account and Territory Management

b. What are the data telling me?

c. Account rating and targeting

d. Exercise

e. Homework Assignment

3) Week Three:  How to Leverage Your Time and Resources NEW CONTENT! 

a. Working remotely

b. Using the telephone to prospect

      i. Gather important qualifying information 

     ii. Setting appointments

     iii. How to use mail and email to prepare the prospect

c. Use internal sales to leverage your time

d. Using your CRM solution to manage your activities

e.  Exercise

 f.  Homework Assignment

4)  Week Four:  Value Propositions

a. What is a Value Proposition?

b. Crafting targeted Value Propositions

c. Value Added Openings

d. Exercise

e. Homework Assignment

5) Week Five: Asking Intelligent Questions

a. Qualifying Questions

b. Probing Discovery Questions

c. Most important skill

d. Exercise

e. Homework Assignment

6) Week Six: Presenting Solutions

a. Presenting Solutions

b. Closing

c. Gaining Commitment

d. Exercise

e. Homework assignment

7) Week Seven: Handling Objections

a. How to handle all objections

b. Exercise

c. Homework

8) Week Eight: Put it All Together

a. Develop and script sales call using skills learned

b. Final homework assignment

c. 90 Day Sales Campaign

d. Set Goals and Plan for Success


Each session will be available on-demand and if unable to attend the live webinar, you will be able to view it on-demand and participate in exercises, questions, coaching and quizzes.


Custom programs can be developed for larger organizations – please inquire to Michael Ferris at michael@healthcarestrategica.com


Register today to secure your space in the initial class – attendance is limited to only 100 students in the first class.


Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.


Live Bootcamps

Essential Hospice Train the Trainer Webinar

Essential Hospice Train the Trainer Webinar

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Next Live Bootcamps are July 21-24, 2020 at Westin Lake Las Vegas Resort


Note:  Our location is away from the strip, at a non-casino location, in the desert on a lake.  We have meeting rooms set up to allow 6+ feet between attendees.  All precautions will be taken.


Registration is now open.

Essential Hospice Train the Trainer Webinar

Essential Hospice Train the Trainer Webinar

Essential Hospice Train the Trainer Webinar

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Recorded Webinar - Train the Trainer Patient and Family Meetings for Maximum Success

Only $129 per site

Register Today

There are two times in the hospice patient’s experience that drive satisfaction, success and improve the experience for all involved. At time of first contact and at time of death or discharge.

Hospice Sales Professionals are tasked with meeting with the prospective hospice patient and or their family to explain hospice services, answer their questions and in many cases have them sign hospice consents. Some agencies use a Program Representative to conduct these meetings while others may make the Admission Nurses include this in their admission visit. Best practices would use a Program Representative but in all cases all of the above need to understand how to conduct this vital first meeting with the patient and family.

There are five distinct parts to a Patient and Family Meeting:

1) Introduction and Understand Their Goals

2) Answer Questions

3) Review/Sign Documents

4) Set Expectations 

5) Handle Any Objections

Who should attend:

* Hospice & Palliative Care Leadership

* Sales Professionals

* Hospital Liaisons

* Admission Nurses 

* Clinical Staff 

What you get:

1. One hour Train the Trainer Instructional Webinar

2. Question and Answer Session

3. 10 Page Handbook set up for your internal staff training use

4. Slide Deck for Internal Training Use Only

5. Access to the Experts

Guaranteed to drive more hospice admissions at the appropriate time, increased patient / family satisfaction, increased staff satisfaction and census growth.

Note: During the current Pandemic it is essential that these initial meetings are conducted in the most efficient manner. Also, if you are conducting them over the phone or via video conferencing, it’s essential that you have a common, concise content. 

Sign up today to join this essential hospice and palliative care webinar.

Recorded Tuesday, March 31st, 2020 at 2:00 pm eastern / 11:00 pacific

NEW Publication - Home Health Sales Guide for PDGM Success<!

Best Selling Home Health Sales Guide

 

September 2019 New Release by Michael Ferris - The Definitive Guide to Home Healthcare Sales includes all of the best practice sales skills, strategies, tactics and processes that have proven to create Home Health Sales Superstars PLUS the information, strategies and tactics that will support their success in 2020 and beyond.


Every member of your home health sales team should have their own copy of this guide intended to be carried in the car and referred to frequently.  This is the third book in this industry acclaimed, best selling series and it focuses exclusively on home health care.  Order your copies today!

  

Who should own this book?  Anyone selling home health services!


  • Learn the Proven Home Health Sales Process
  • Ask Intelligent Questions and See Amazing Results
  • Present Your Services as the Solution to Your Referral Partners needs, challenges, frustrations and problems
  • Organize Your Time and Your Accounts
  • Set SMART Goals
  • Understand How PDGM Works and What’s Important to You  
  • Learn How to Make Yourself More Valuable to Your Agency and Your Referral Partners 


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About Us

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Our Experience

  

Each member of our Advisory Group has over 10+ years of experience in their field of expertise. Led by Michael Ferris, with 24 years of experience in post-acute healthcare, you will be well served by experts that can best meet your needs. 

  

Why Us?


Most organizations in our industry are not good at using consultants. Many lack the ability to execute on the recommendations made by consultants. We are able to provide you with the outside viewpoint to enable you to maintain the long-term strategic vision and empower the implementation of best practices. We earn your business every day, month and year by making sure you are on the right course, implementing necessary changes and monitoring results.

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Our Approach

  

We’re Strategic Advisors, not consultants. In most cases we work with a monthly retainer to advise our clients on the strategies necessary to survive and thrive in today’s complex healthcare arena. We will do an assessment of your organization, identify areas for focus, perform a gap analysis and work with you to implement a plan. To the extent your organization lacks the subject matter expertise or simply don’t have the bandwidth, we will help you identify the best consultants for the specific need.


We’re there to identify the strategic focus, identify gaps, find any necessary help to aid in the plan execution, oversee any consulting relationships to make sure projects are completed on time and budget. Our involvement is continual, and we are available as needed to provide the strategic advisory services to the senior leadership, board of directors or health system.

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Order Your Copy of the Definitive Guide to Healthcare Sales

  

Book info:

Definitive Guide to Healthcare Sales: Achieve Superstar Sales Success written by Michael Ferris is the first book to provide an actionable guide for the healthcare sales professional selling post-acute and pre-acute services. If you are currently selling in this space or considering a career in healthcare sales, you need to own this book!


Healthcare organizations should arm each of their sales professionals with a copy to use on a day in, day out basis in the field. Decades of sales experience in the space, what works today and what does not, make this a must have for your sales team. 


If you sell any post-acute or pre-acute service lines, this book was written for you.

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Healthcare Strategica, LLC

(919) 260-3315

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