Healthcare Sales Training
Your census grows one relationship at a time. Let’s make every visit count.
Sales training for home health, hospice, and home care agencies.
Home health, hospice, and home care. Physician and senior-community referral focus, John as lead trainer, boot camp overview, fractional sales management tie-in.
Brochures don’t send referrals. People do.
A discharge planner with three minutes to spare. A physician’s office manager who has seen a dozen reps this week. A family at a kitchen table trying to figure out what Mom needs. That’s where your next client comes from.
Too many agencies hand a new rep a stack of brochures and a list of offices, then wonder why referrals dry up by month three. The rep makes drop-offs instead of visits, chases the same busy offices as everyone else, and gives up before trust has time to form.
We train reps to do it differently: show up prepared, bring something useful every time, and become the agency referral sources think of first.
Your Reps Will Walk In Knowing
- Who really makes the decision, and how each referral source gets paid
- Where home health ends and private duty begins, and how to sell into that gap
- How to get past the front desk and earn fifteen minutes with the person who refers
- What a hospital case manager needs from you before the patient goes home
- Why the fifth visit matters more than the first, and what to bring to every one in between
- How to ask for the referral without sounding like a salesperson
Built for Every Corner of Your Referral Network
Physicians and specialists. Hospital case managers and discharge planners. Skilled nursing and rehab facilities. Assisted living and independent living communities. Elder law attorneys and financial advisors. Families and past clients. Your reps learn a playbook for each one.
The Home Care Sales Training Boot Camp
Five weeks. One finished territory. Ready on Monday.
Five live 90-minute sessions on Microsoft Teams, led by John Dalton, who has spent more than 30 years in healthcare sales, recruiting, and sales training. Reps work their real territory between sessions, so the homework is fieldwork.
- Week 1: Home Care 101 and Your Account List. Who the customer really is, how each service is paid for, and the first accounts on your list.
- Week 2: Physicians and Senior Communities. Physician tiers, the referral life cycle, and a playbook for hospitals and facilities.
- Week 3: Trust and the Art of Questioning. Building trust call by call, asking the right questions, and handling objections head-on.
- Week 4: Intake and Goal Setting. Meeting the family, what intake needs from you, and goals you can measure.
- Week 5: Capstone and Graduation. Tier your accounts, map your territory, plan your routes, and present your finished plan.
Every graduate leaves with:
- An actionable plan and the knowledge to implement it
- A 120+ account list rated A, B, and C
- A territory map and the first two weeks of planned routes
- A CRM Call Log, Account Daily Tracker, and Account Profile sheets, ready to use
- A Certificate of Completion
Next cohort: Wednesdays, January 13 to February 10, 2027, 9:00 to 10:30 a.m. ET
Tuition: $999 per seat. Early-bird: $799 through December 11, 2026. Agency and multi-rep pricing available.
What Graduates Say
I have been able to use some of the tools that you taught me so far. Tell them who to look for. Tell them who I’m looking for… This has made me more confident.
Once I find out the primary care physician sent the referral, I take a report back to them saying, hey, we’re taking care of your patient… If you have any other people you’d like for us to take a look at, this is who we can better help… It’s definitely going to make me hold myself more accountable… especially doing the four days and having Friday as a cleanup… I wouldn’t have thought about pairing up doctors if it wasn’t for… coming and going to this
I need to know if I want to contract someone, I need to know how it works. That’s why I did this course… Right now, I have my next week planning ready.
From Our Google and Facebook Reviews
I was recruited and trained by John as a community liaison for a home care agency. With no previous background in this field, I wasn’t sure what to expect. John’s weekly meetings and endless knowledge of the business made my transition into this role less stressful and more successful than I had ever expected. Shadowing him showed me the ins and outs of the business and helped me build confidence in myself.
He has educated and provided me with the tools to succeed in improving the business as well as using those same tools in everyday life… I could not have been better prepared for a successful improvement in my career.
Top notch organization! John Dalton, Company President, is a leader in his community and very professional. John is a results driven person and he delivers on his promises.
Want More Than a Boot Camp?
Questions Agency Owners Ask
How much time does this take my reps out of the field?
Ninety minutes a week for five weeks. Everything else they do is in their own territory.
Home health, hospice, or private duty?
All three. Reps learn how each one is paid for and referred, so they can speak confidently to every source.
My reps are experienced. Will they get anything out of it?
Yes. Seasoned reps often gain the most from the structure: tiered accounts, a disciplined call log, and a dated next step on every call.
Who tracks results after graduation?
Your agency does. We give your team the tools, and fractional sales management is available if you want ongoing support.