If you’ve ever wondered what really happens inside a home care sales training program—and whether it actually works—this behind-the-scenes conversation between Valerie VanBooven RN BSN and Annette Ziegler gives a clear, practical look.
Learn more at https://gocarepro.com/growth
GoCarePro Sales Training isn’t just theory. It’s structured, hands-on, and built for real-world results.
A Small, Focused Learning Environment
Right from the start, the program is designed to be interactive and personal.
- Classes are intentionally small (about 5–6 people)
- Participants come from a mix of experience levels
- Everyone gets time to share, ask questions, and learn from each other
The first session focuses on:
- Getting to know each participant
- Understanding their background and goals
- Introducing the structure of the program
It’s not overwhelming—it’s a guided introduction to what effective home care marketing actually looks like.
The First Step: Mastering the Basics
Before anything else, participants learn how to clearly communicate what they do.
Key skills taught early on:
- Creating a strong elevator speech
- Confidently introducing your agency
- Explaining services in a clear, compelling way
From there, training quickly becomes tactical:
- How to identify and research skilled nursing facilities
- How to qualify referral sources
- How to plan efficient daily routes (instead of “driving all over town”)
Tools like zip code mapping and route planning help marketers:
- Save time
- Increase daily visits
- Stay organized
This is all about “learning the ropes” of real field marketing.
A 12-Week Program That Builds Momentum
The training runs for 12 weeks, with one session per week.
But it’s not passive learning.
Each week includes:
- A new sales or marketing topic
- Practical, real-world assignments
- Group discussion and feedback
This structure keeps participants engaged and moving forward consistently.
Accountability That Drives Results
One of the biggest differentiators is accountability.
Participants are expected to take action between sessions.
Examples of weekly homework:
- Visit 5 referral sources
- Try to get past the gatekeeper
- Practice asking for business
- Report back on wins and challenges
Then, during the next session:
- Everyone shares their experiences
- Successes are celebrated
- Obstacles are problem-solved as a group
This creates:
- Motivation
- Peer learning
- Real confidence in the field
And importantly—no pressure or grading. Just consistent encouragement and guidance.
Real Results (Often by Week 6)
One of the most powerful takeaways?
People who follow the process start seeing results quickly.
- Many participants report getting referrals by week six
- Others book lunch-and-learns or meetings
- Confidence increases dramatically
The pattern is clear:
- Those who do the work → get results
- Those who don’t → struggle to grow
Training for Owners AND Marketers
A surprising insight from the conversation:
Many home care owners don’t fully understand what marketing in the field should look like.
That’s why this training is valuable for:
Owners:
- Learn what to expect from a marketer
- Understand key performance metrics
- Improve accountability
Community Liaisons/Marketers:
- Learn exactly who to talk to
- Know what to say
- Gain confidence in every interaction
Tools That Make You Stand Out
One major advantage of GoCarePro training is the done-for-you tools.
Participants don’t just learn—they leave with resources they can use immediately.
These include:
- Creative “leave-behind” materials (beyond brochures)
- Monthly themed marketing ideas
- Customizable flyers (just add logo and phone number)
Examples:
- Stress Awareness Month flyers
- Older Americans Month materials
- Seasonal and holiday-themed outreach ideas
This ensures marketers always have:
- A reason to visit referral sources
- Something new to talk about
- A way to stand out from competitors
Creative Marketing That Gets Attention
The training also encourages creativity.
One standout example shared:
- A participant used coloring pages for a community campaign
- Got local media coverage
- Promoted the agency AND helped seniors
- Generated actual business from the effort
The takeaway?
- Marketing doesn’t have to be boring
- Creativity + consistency = visibility + referrals
A Focus on High-Value Cases
A newer addition to the training is a focus on:
24/7 (24-hour) cases
Why this matters:
- These are often the most valuable clients
- They provide consistent revenue
- They are considered the “bread and butter” of many agencies
Training covers:
- Where to find these opportunities
- How to position your agency
- How to “roll out the red carpet” for these clients
- How to maintain and replace them when needed
Ongoing Support (Not Just a Class)
Another key benefit is access to ongoing support.
Participants get:
- Direct access to the trainer for questions
- Encouragement between sessions
- Help with real-life challenges
Some even continue to share wins long after the program ends:
- First clients
- First assessments
- First 24/7 cases
The Big Takeaway
GoCarePro Sales Training is not just about learning—it’s about doing.
What makes it effective:
- Small, interactive classes
- Step-by-step guidance
- Weekly accountability
- Real-world assignments
- Practical tools and resources
- Ongoing support
And most importantly:
When participants apply what they learn, they see real growth in referrals and confidence.
Final Thought
Success in home care marketing isn’t about luck.
It’s about:
- Showing up consistently
- Knowing what to say
- Taking action every week
This training gives agencies the structure and tools to do exactly that.
