Presents its March Webinar:

"Selling Private Duty to Physicians"

March 28, 2013 - 4:00 pm Eastern

With Dr. M. Tray Dunaway and Stephen Tweed

Research conducted by Leading Home Care … a Tweed Jeffries company shows that Physicians are NOT the best referral sources for private pay, non-medical home care.  In fact, physicians are down the list of places you can make sales calls to get private pay referrals. 

However, we still get loads of calls and questions from business owners and sales reps about how to make sales calls on physicians, and how to get referrals that turn into admissions.  So let’s go there.  Let’s ask the Doctor. 

In this interactive web conference, Stephen Tweed teams up with M. Tray Dunaway, MD, to explore the business of practicing medicine, and how doctors work and think.  Then Dr. Dunaway will give you his secrets to success in selling home care to physicians.  He’ll explain why doctors don’t understand private duty, and what you can do to bridge that gap.  He’ll describe in detail the best ways to get past the gatekeeper, how to develop rapport with the doctor, and how to describe your ideal client. Then he’ll teach you how to close the sale.

Objectives: As a result of this program, you will be able to …

1.  Discuss how to identify high potential physician referral sources in your local market

2.  Describe how to get past the gate keeper and have a meaningful conversation with the doctor

3.  Explore more effective ways to education physicians about the difference between home health and private duty

4.  Describe how to present your programs and services, and close the sale.

Register today!

About your Guest Presenter: M. Tray Dunaway, MD holds a BS with distinction from Duke University where he graduated Phi Beta Kappa, Summa Cum Laude. He received his MD from the University of Pennsylvania and his post-graduate work in general surgery was completed at the University of Virginia and the University of South Alabama. He started a solo practice in Camden, South Carolina and practiced as a board certified surgeon and a Fellow of the American College of Surgery for 17 years. Beginning in 1986 he added two partners over the next six years and then merged his practice to become a founding and principle partner in a multi-specialty practice.

Today, Dr. Dunaway is a full time professional speaker and consultant working with hospitals, health systems, and home health agencies on working more effectively with physicians.  He has worked closely with Leading Home Care … a Tweed Jeffries company to design and deliver the powerful workshop, “Selling Home Health Care to Physicians.”

About your Presenter:  Stephen Tweed, CSP, has spent the last 25 years working with home care companies that want to grow and with  home care leaders who want to get ready for the future.  He is currently Chairman and CEO of Leading Home Care …a Tweed Jeffries company.  He regularly conducts industry surveys and research to identify the best practices in business strategy, sales & marketing, and leadership for home health care, hospice, and private duty home care.  Stephen is the author of Strategic Focus: A Gameplan for Developing Competitive Advantage, and six other books written especially for home care and hospice.

Stephen is the Founder of The Academy for Private Duty Home Care™, and Publisher of Private Duty Today, the leading electronic newsletter for owners, administrators, and CEOs of private pay, non-medical home care companies.

Register Now! Note: Registration is free for Premium and Mastermind Members of the Academy for Private Duty Home Care. Please log-in to your account and go to the Online Learning page for the registration link or contact Jill Scott at jill@leadinghomecare.com for the registration link.

Also Note: For multiple locations, the price is $99 for the first registrant/office and $79 for each registrant/location thereafter.  For pricing on five registrants/locations or more, please call Jill at 804-814-9098.