Dear Friend,

It's Down to Four

The National Football League is now down to four teams vying for a trip to the Super Bowl in Miami on February 7th. I was in New York last week where Jets fever was getting going and now I am writing this to you from New Orleans where Saints mania is in full swing. I am sure that Indianapolis and Minnesota fans are equally excited. Great story lines, the Saints have never been to the Super Bowl, the Jets weren't supposed to make the playoffs, the Vikings have the oldest quarterback to start a playoff game (Brett Favre) and the Colts were on auto pilot to go undefeated until the last two weeks of the season.

We are planning a big Super Bowl party for the students coming to the Square One Boot Camp (February 8 – 10) and can't wait to see a really good game! Join us in Chapel Hill and take your sales skills to the next level.
Click here to read more...

The 7 Keys of Highly Effective Home Care Marketing: Part 1 of 2
by Mike Ferris

The new year is upon us, and one thing is certain: competition is getting fierce in home care. Existing agencies are expanding and new ones are opening. Even in the certificate of need states, the level of competition is heating up. So what do you need to do to make 2010 the start of your next big successes?

The marketing plan developed by each home care organization will determine, in large part, its success over the next five years. We may not know the future of Medicare rules, regulations or payment rates, but we do know that competition for those patients will continue to be intense.
Click here to read more...

Make a Good First Impression!
by Polly Rehnwall

Take a look at your admission packet. The folder is bulging with pamphlets, fact sheets and forms, all with a mishmash of logos, fonts and layouts. It's a mess!

Step 1: Sort the information - You know the drill: Some surveyor made a comment about some missing information six years ago, and it's now evolved into a form that's sacred for no good reason. First, take all your admission forms and sort the information into categories: program, insurance, privacy/records, consent, basic demographics, rights/responsibilities, etc.

Step 2: Streamline the repetitions - Your goal is to eliminate all repeated and redundant information.Click here to read more...

IT'S NOT TOO LATE!
JOIN US IN FEBRUARY FOR
SQUARE ONE BOOT CAMP!

FEBRUARY 8 - 10, 2010
Courtyard Marriott Chapel Hill ($129 per night)
Chapel Hill, North Carolina
(800) 321-2211 for reservations

CLICK HERE TO REGISTER.

The last few Square One Boot Camps have sold out weeks ahead of the event and from advanced registrations, we expect this one will sell out early, too. DON'T MISS OUT!

We have a strict limit of 18 students per class to ensure the low student to instructor ratio and hands-on training. Send us your liaisons and we will send you back highly trained home care and hospice sales professionals.

Here's what some of our recent graduates have to say about their Square One experience:

"This program is great for anyone that is going to be involved in the marketing or sales function at their organization.  The fact that it is focused on home care and hospice is unique and extremely beneficial.  I came knowing very little and left a lean, mean, home care marketing machine."
~ Daniel Gouveia, Visiting Nurse Service of Greater Rhode Island

"One of the best sales training classes I have attended.  Small class size is excellent for teaching and learning.  Instructors were very understanding and always there to help.  5+ stars!!”
~ Don Turney, Liberty Home Care

"I have had prior sales experience, but this sales training was very beneficial because it showed me how to specifically market Hospice services.  I have a better marketing plan and specific tools to be successful."
~ Laura Pipito, The Community Hospice, Inc.

CLICK HERE FOR MORE DETAILS (INCLUDING THE AGENDA) AND TO RESERVE YOUR SEAT!

Building Your Team - Preparing for Interviewing
by Katherine Northcutt

One of the most important tasks of a Sales Manager is to build a great team focused on growing referrals. Identifying, evaluating, and selecting internal and external talent are essential skills for leading an extraordinary sales team.

Let's go into more detail on preparing for the interview. Interviewing for sales positions can be very challenging, but good preparation is the key. In the past, candidates have been hired for many reasons, some that had absolutely nothing to do with the potential to grow referrals!

Here are the steps to making sure you are not hiring the wrong people:
Click here to read more...

February is Cardiac Awareness month. How are you/your agency preparing?

Click here to take survey....

Use Your Leverage: What is Holding You Back?

Do you want to grow your admissions this year and become THE big dog that you can be?

What's holding you back?

We all say we want big results. But then we get stopped, over and over again. We think we are stopped by circumstances, by other people, by bad timing and bad luck.

This is never the case. We stop ourselves.

What is observably true is that we let ourselves be impacted by our circumstances. We have an idea, a goal, a plan and we start to put things into action. And then something happens.
Click here to read more...

In each Legendary Sales Leadership Letter we answer your questions. Send them to us or call (800) 653-4043 and we'll make sure that yours are answered in a future issue.

Here is this week's question answered:

Question:
How do I know when to take a prospect off my list?

Answer:
It is important that once you've assigned a prospect to your list that you work it effectively until one of 3 things happens: the prospect moves, dies, or retires, the prospect becomes an account, meaning they start referring, or you and your manager decide that the potential you once saw in the account is not in fact there.
Click here to read more...