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NAHC Reports Continued Challenges and Changes to Health Care Reform


Updated: 02/14/11


A One-Day Workshop for Home Health Agency Sales and Marketing Professionals.

The Westin Tampa Bay

7627 W Courtney Campbell Causeway
Tampa, FL 33607 United States

The Westin Tampa Bay is offering a special discounted rate of $139 per room (plus tax).  The cutoff date for reserving a room at this discounted rate is February 11, 2011.


Nothing happens until someone sells something. That's just as true in home health care as any other business. Research shows that your two best referral sources for Medicare Home Health are physicians, and hospital discharge planners. With Patient Choice rules, it’s harder to get referrals from hospitals. So now you need to focus on selling your services to physicians.

In this highly interactive learning program, Dr. Tray Dunaway and Stephen Tweed will demonstrate effective skills for getting past the gatekeeper, having a meaningful dialog with the doctor, presenting your programs and services, and asking for the referral. You’ll learn proven best practices for generating more referrals that turn into admissions from physicians and their staff members.

HCAF Discount!

Use the HCAF promo code to receive a discounted rate! Click here to access the promo code (members only!)

Who Should Attend

Owners, Administrators, CEOs, Marketing Directors, Sales Professionals from Medicare Certified Home Health Agencies.


As a result of this program, participants will be able to…

  • Describe the Seven Step Relationship Selling Process.

  • Identify the most likely prospects for home health referrals.

  • Explore five ways of getting past the gatekeeper.

  • Examine four secrets to developing rapport and build stronger relationships with doctors and their staff.

  • Develop special skills for communicating with physicians.

  • Effectively present your programs, and services to create competitive advantage.

  • Master the five levels of persuasion.

  • Generate a significant return on your sales training investment by bringing in new Medicare referrals that turn into admissions and more than pay for your investment in this program.

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