...to a Special Edition of Stephen Tweed's Leading Home Care Report. This special report is for CEOs and senior executives of America's leading home care companies. I bring you my observations and perspectives from the 2006 National Association for Home Care & Hospice Convention and Exhibition in Baltimore, Maryland.

This year's update is in a brand new format. Instead of giving you all the details in this newsletter, I'll give you the hot topics, and then link to my BLOG at Home Health Care Leadership Minute.

You'll be able to give our readers your reaction to the convention in the comments section of each posting. If you have an item you'd like to post, hit reply and send me your article.

Enjoy the Journey!

Stephen

• The Claude Pepper Award Winner: Governor Mitt Romney of Massachusetts
• The Exhibit Hall is a Great Learning Place
• Selecting, Hiring, and Managing Home Care Sales Professionals

To Read the BLOG articles, Click Here!

These are the questions we hear all the time from new AND experienced sales people in home care. Now, we have the answers for you.

I've teamed up with Michael Giudicissi, former Vice President of Business Development for a major home care company, to bring you the latest ideas and information on how to make more effective sales calls in home care. Based on a new book by the same title, Making the Approach: Advanced Sales Training for Home Care Professionals is a three-part audio learning program for your entire sales team.

Session #2 – The Second Call – Thursday, November 9, 2006

Now that you’ve made that first call, what are you going to say or do to get back in the door? In this session, Michael and I will guide you through planning and making the next call. You’ll get great ideas to answer the question, “Why are you calling again?”

You’ll get powerful information on how to build trust, position your company, and handle issues or objections. Then, you’ll hear powerful tips on asking for the sale.

For many new sales reps, making that follow up call is the biggest challenge in home care sales. This teleseminar will give you what you need to know to overcome that hurdle and make the approach you need to get the business.

Session #3 – The Third Call and Beyond – December 14, 2006

In this session, you’ll get ideas and insights on how to feed your referral sources and prospect information . . . NOT with donuts! Too many sales reps in home care fall into the pharmaceutical trap of only being able to get in the door by bringing lunch. Krispy Kremes^® are not the key to a doctor’s heart. There are better ways to get your message across and build customer loyalty.

In this session, Michael and Stephen will give you the tools to build “The Respect Factor – the unbreakable relationship,” and describe how to aim for customer delight. You’ll find out how to make your customers your sales force, and how to “Lock Up Your Territory.”

To participate in this advanced sales training teleseminar series, contact your state home care association, or register directly online at www.leadinghomecare.com.

Register today ... through your state association ... or online at Leading Home Care!

Stephen is a past-President of the National Speakers Association, a 3500 member international society of experts who speak professionally. He is also the father of a 37 year-old son who is physically disabled and uses the services of home care on a daily basis.

Meet the entire Leading Home Care Team