The Legendary Sales Leadership Letter

SPECIAL EDITION
May 29, 2009

"You are growing the most when you are the least comfortable."
~ Coach Gary Henson ~

In This Issue:
Exciting Times This Week!
Making Use of Every Resource
AdmitRight™ Nashville Still Has Seats Available
About Us

Join Our Mailing List

Our Top Picks
(Click below image for more information or to order)

Complete AdmitRight™ DVD Set

LEGENDARY RESULTS: Managing Referrals & Increasing Admissions (Vol. 1 - Referral Management)

LEGENDARY RESULTS: Managing Referrals & Increasing Admissions (Vol. 2 - The Admissions Process)

Field Guide to Selling Hospice Services

Field Guide to Selling Home Care Services

Square One Bootcamp

Sit in on a class for FREE!

52 Week eSales Training Course

17 Proven Methods to Grow Referrals for Legendary Results in Home Care & Hospice (eBook)

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Want More? Click Here

Mike's Message

Dear Friend,

This has been another very exciting week! In addition to being at home (nobody wants to see consultants during a holiday week), many wonderful things are going on and I wanted to share them with you.

My oldest son, Ted, who many of you have met over the years at conferences or Bootcamps is getting married on Saturday. We are very excited for him and his wonderful fiancé and since many of you know him, thought you would want to share in our happiness.

My daughter, Becca (aka Nanerpus), was named the MVP of her high school lacrosse team last night and we are very proud of her achievement. As she told her coach, "this means so much to me because it is the first 'real' award I have won in sports. Usually, I get the 'Energizer Bunny Award' or something like that!"

The Carolina Hurricanes finished a great season after reaching the Eastern Conference Finals. Good luck to the Penguins and their fans in the Stanley Cup Finals! I would especially like to single out the number one Penguin fan in the hospice world, Andrea Stoll of Valley Hospice. Good luck against the Wings! The matchup should provide a great culmination to an exciting NHL season. Good luck to both teams.

Making Use of Every Resource

Whenever a new Legendary Sales Leadership Letter goes out, invariably there are those who are out of the office and have turned on the "Out of Office AutoReply" function in Outlook. Most are very bland and have an alternate or emergency contact listed. In perusing a few of them the other day, I noticed that some actually had some nice personal information.

Here are a few:

"I am taking a much needed and earned vacation and will return tanned and raring to go on June 1st."

"I am finally taking that long-overdue vacation. Please call my office at XXX-XXX-XXXX and someone there will be able to assist you. Thank you for your understanding. I should be much tanner when I get back!"

"I am out of the office in Ireland -- I will be returning on May 27. I will be checking e-mail then."

Another indicated a personal family emergency and gave alternate contact information.

This reminded me that in electronic marketing you want to make sure to maximize every impression and every contact (good idea with all that we do). So, if you are going to be using an Out of Office AutoReply, why not take the time to make it personal and or get some marketing benefit from it? You will want to make sure your AutoReply is read for content based on who will be receiving the message. For example, if you have referral partners who email you, make sure it is positive and reinforces the relationship/trust factor.
Some ideas for you to consider:

- If you are going to be at a conference, share some of the great information you expect to gain from attending. You work very hard at conferences and unless you help people understand that, they think you are just off partying at another exotic locale!

- If you will be speaking at the conference, get credit for doing so. Your referral partners and your organization will be proud of your achievement and the recognition by your association as the expert.

- If you are going to the beach, or having a family reunion, thank those who made it possible!

All of this to say, make use of every possible contact with your customers. And remember, you have internal and external customers.

AdmitRight™ Nashville Still Has Seats Available

We have seats available for the upcoming AdmitRight™ Workshop in Nashville on June 9 - 10.

AdmitRight™ is the one program that combines both Polly Rehnwall and Michael Ferris with two days of proven how-to strategies and tactics to improve your sales, sales management, referral management and admissions management results! Hospices and home cares that have implemented these strategies have seen remarkable results. Most hospices have reported increases in admissions of about 17% when implementing the complete program over the following year.

You should be in attendance on June 9 - 10 if you are serious about growing your admissions and census.

New! This AdmitRight™ is the first to offer a home care track on day two that is home care-specific. The past AdmitRight™ programs have been focused exclusively on hospice.

AdmitRight™ is being held at the airport Marriott for ease of travel. All of the discount air carriers serve the market and low fares are still available.

The first attendee is only $599 and additional attendees from the same organization are $499. The first attendee receives a complimentary set of the two volume best selling, Vol. 1: Legendary Results: Managing Hospice Referrals and Vol. 2: Legendary Results: Managing Hospice Admissions ($198 value). The 4-disc DVD set with the entire program (taped in Dallas in November 2008) is available for $599 (if you can't attend) or if you are attending, you can register for the workshop and DVD set for $799.

Click Here for All of the Registration Information Today.

See You in Nashville!

Thanks to all of you for all that you do every day. You make an enormous difference to your organization and your community!

Happy Selling!

Best,

Mike Ferris
Director
Marketing, Sales and Customer Service Consulting Division
mferris@simione.com

P.S. Congratulations to all of you who also have June weddings and graduations! May they be filled with much joy and pride.

About Us

Marketing, Sales and Customer Service Consulting Division

Supercharge Your Referrals, Revenues and Profits!

Headed by two industry powerhouses -- Michael Ferris and Polly Rehnwall -- Our Marketing, Sales and Customer Service Consulting Division is designed to give you the easiest experience possible by providing the most comprehensive solutions to supercharge your referrals, revenues and profits!

If it only took one phone call to deal with all your marketing and sales needs, would you make it?

In an environment of growing competition and shrinking margins, you have to increase volume and improve market share in order to be successful. That means having a skilled sales team, quality marketing strategies and a customer service model that improves your conversion of referrals to admissions.

With every type of solution we provide, you won't just beat the competition -- you'll establish your competitive advantage for years to come!

Our Proven Process:

- Evaluate and assess talent, model and process
- Design customized solutions
- Assist with implementation
- Coach your staff
- Train your sales people
- Support your organization's continued success

Delivering optimal results begins with an evaluation of your sales, marketing and customer service program in order to design solutions custom tailored to your agency and your area. Our experts know home health and hospice, bringing years of marketing and sales experience and best practices to you.

Customized Solutions:

Have one or a few specific needs? We can guide you through creation and implementation quicker and with more success than anyone else. Below is just a small sample of our capabilities:

- On-site Sales, Marketing, or Customer Service Consulting and Training
- Referral and Admission Management Consulting and Training
- Square One Sales Boot Camp
- Marketing Program Development
- Interview Sales Candidate Video Training / Corporate Videos
- Collateral Materials, Sales Letters, and Advertising Consulting
- Mystery Shopping / Market Analysis

With just one phone call, you can tap into all the resources and knowledge of the home care industry's touchstone consulting powerhouse -- Simione Consultants.

We have an ability no other company can offer -- the only one-stop shop to handle all your marketing and sales needs.

Simione Consultants, LLC was the first organization of its kind dedicated entirely to home care -- a commitment we continue to maintain today. For more than 40 years, we have demonstrated we understand and are responsive to the changing and diverse business needs of home care and hospice organizations.

Value Driven, Success Outcomes

More than 800 home care organizations have trusted the team of experts at Simione Consultants, LLC to get them through the challenges of yesterday and today, and to gain the leading edge for tomorrow. We provide expert assistance to hospital-based and hospital-affiliated agencies, visiting nurse associations, hospices, small proprietary agencies, and large national chains. The size, capabilities and commitment of our uniquely qualified consulting staff offer unparalleled industry insights and innovative yet practical solutions. Our track record of engagements with successful client outcomes is unmatched.

This newsletter and all content and information contained herein are the property of Simione Consultants, LLC and may not be reproduced in any form without the express written consent of the publisher.

4130 Whitney Avenue | Hamden, CT 06518 | (800) 949-0388 | (203) 287-9288 |
(203) 287-1309 FAX

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