FAQ About Sales Training for Home Care
PROGRAM OVERVIEW
What is GoCarePro?
GoCarePro is a complete sales training and referral growth system for home care agencies. It includes a 12 week live training program, ongoing mastery meetings, branded sales materials, referral tracking tools, KPIs and expert support for marketers who need better results from in person referral marketing.
Who is the GoCarePro program designed for?
Home care agencies that depend on professional referral relationships.
Ideal for:
• New marketers
• Experienced reps who are producing inconsistent results
• Agencies that want more private pay clients
• Agencies that need structure, accountability and proven strategy
• Owners who want to manage the sales function without micromanaging
How is GoCarePro different from other home care training programs?
It is built by home care marketing leaders with decades of field experience.
It does not teach generic sales theory. It teaches the specific referral building behaviors that produce weekly, predictable referrals for private duty home care.
TRAINING FORMAT
How long is the GoCarePro program?
The core program is a 12 week training course delivered live on Zoom, plus 3 additional months of one-on-one coaching. Each session is 60 minutes and includes implementation assignments.
How many participants are allowed per class?
Only 6 participants per class. This ensures instructor attention, feedback and role play depth.
What does each weekly session include?
• Live instruction
• Downloadable workbook
• Templates for immediate use
• Role play and skill development
• Recorded replay for on demand review
• Weekly implementation homework
• Instructor evaluation and feedback
Do participants receive a certificate?
Yes. Every graduate receives a certificate of completion.
Are sessions recorded?
Yes. Replays are available so reps can revisit training or catch up if they miss a session.
CONTENT AND CURRICULUM
What topics are covered in the 12 week course?
Core content includes:
• The referral pipeline model for home care
• How to increase weekly billable hours using field marketing
• How to open new accounts
• How to grow existing accounts
• How to create value for referral partners
• How to build multi-layered relationships inside facilities
• What to say, when to say it, and how to follow up correctly
• Handling objections
• Understanding compliance and what is allowed or not allowed
• How to conduct inservice presentations
• How to track sales activity for predictable results
• How to expand private pay referrals
• Weekly implementation behaviors
Does the training cover compliance and regulations?
Yes. The curriculum includes HIPAA, gift limitations and general compliance expectations for marketers in home care.
Does the program include role playing?
Yes. Role play and instructor feedback are central to the training. Reps practice scenarios used in real senior care referral environments.
ONGOING SUPPORT AFTER THE 12 WEEKS
What happens after the 12 week course ends?
Graduates enter GoCarePro Mastery which includes:
• Two live strategy meetings per month
• Peer collaboration and Q and A
• Case study breakdowns
• Action steps for the next two weeks
• Instructor guidance
• Notes and resource handouts
Is there one on one support?
Yes. Participants get monthly one on one meetings with instructors for personalized guidance.
Is there an expert forum for ongoing questions?
Yes. Members have access to an expert forum where they can submit questions between meetings.
TOOLS AND MATERIALS INCLUDED
What branded sales materials are included?
• Flyers
• Digital leave behinds
• Presentation slide decks
• Seasonal and holiday themed materials
• Explainer graphics
• Canva editable templates
What are the monthly themed leave behinds?
These are predesigned, print ready and digital materials built around themes that drive referral conversations. Examples:
• Fall prevention
• Alzheimer’s Awareness
• Veterans
• Caregiver Appreciation
• New Year goal setting
• Hospital to home
• Winter safety
Do you provide a distribution plan for leave behinds?
Yes. Each theme includes suggested drop off schedules and strategies for referral impact.
Do you help with accountability tracking?
Yes. Agencies receive:
• Referral activity spreadsheet setup
• Daily visit logs
• Contact and follow up logs
• Conversion tracking tools
• Visual dashboards
• KPI tracking sheets
• Monthly success plans for each rep
Does the program include referral reporting setup?
Yes. Reporting is built in via spreadsheets and activity logs. Agencies can see all visits, follow ups, assessments and conversions.
REFERRAL STRATEGY AND OUTCOMES
Will this program help us get more private pay clients?
Yes. Private pay expansion is a core goal. Training includes strategies tailored for private pay environments, trust building and long term relationship development.
How fast will we see results?
Most agencies report improved activity, confidence and referral engagement within the first 4 to 6 weeks. Referral lifts begin to appear as consistent behaviors take hold.
Does the program include KPIs?
Yes. Each rep receives:
• A personalized success plan
• A KPI list
• Benchmarks based on industry standards
• Monthly review and adjustment
Is GoCarePro suitable for experienced marketers?
Yes. Even experienced marketers benefit from:
• Advanced strategy
• Accountability systems
• Expert troubleshooting
• Private pay oriented approaches
• Structure that eliminates plateaus
INSTRUCTORS AND EXPERT TEAM
Who teaches the GoCarePro training?
Training is led by:
Annette Ziegler
20 years in home care marketing. Known for relationship building, communication strategy and referral partner development.
Lisa Marsolais
Home care industry veteran with extensive experience in marketing, advertising and VA related care. Known for operational detail and practical field strategy.
Dawn Fiala
Former Director of Marketing for Devoted Guardians and Director of Operations for Home Instead. Scaled revenue by more than 3 million. Known for sales systems, hiring, retention and in person referral growth.
Will instructors provide direct feedback to my marketer?
Yes. Every participant gets real time coaching, monthly one on ones and role play feedback.
AGENCY PARTICIPATION AND LOGISTICS
Do owners or managers need to attend?
It is recommended but not required. Owners often attend the first session to understand expectations and accountability.
What do you need from us to get started?
• Completion of the GoCarePro application
• A brief call with the ASN staff
• Understanding of your agency’s goals, locations, referral history and marketer experience
How do I apply?
Submit the form on the GoCarePro site. You will receive a call and email from the Approved Senior Network staff.
Where is GoCarePro located?
Approved Senior Network
3605 Broad Street
St. Charles, Missouri 63301
Phone: (888) 404-1513
GENERAL FAQ
Is this training suitable for franchises and independents?
Yes. Agencies of all structures use the program.
Is the program online or in person?
Training is live on Zoom. All materials and sessions are delivered digitally.
Is there a refund policy?
This is determined on a case by case basis.
Do you help marketers who are brand new to the industry?
Yes. The program is highly supportive for beginners and includes compliance training, scripts and clear weekly behaviors.
Do you help agencies that have multiple marketers?
Yes. Many agencies enroll two or more reps for consistent strategy and coordinated execution.
Why Does Ongoing Sales Training Matter When it Comes to Home Care
Ongoing sales training combats skill decay, boosts rep performance, and drives ROI. Learn why continuous training outperforms one-time workshops. Watch our video here: https://gocarepro.com/why-does-ongoing-sales-training-matter-when-it-comes-to-home-care/
What Does A Home Care Marketer Do?
A home care marketer is far more than someone who hands out brochures. In today’s competitive senior care landscape, they are the bridge between your agency and the healthcare professionals, referral partners, and families who need your services. Their job is to build trust, open doors, and keep your agency visible in a crowded marketplace. Put simply: a skilled home care marketer is the growth engine of your business. https://gocarepro.com/what-does-a-home-care-marketer-do/
How Do You Measure Sales Training Success?
Measuring sales training success goes far beyond tracking attendance. The real metrics that matter are outcomes—how many assessments are booked, how many new referral sources open, how many care hours are delivered. When training moves the needle on these business drivers, it proves its value. In this deep dive, you’ll learn a rigorous, outcome-focused framework for measuring sales training success, grounded in enablement research and industry best practices. https://gocarepro.com/how-do-you-measure-sales-training-success/
What Training is Required to Be a Salesperson in Home Care?
A home care marketer is the frontline growth driver for a senior care agency. Unlike traditional marketers, they work directly in the field—building relationships with hospitals, rehabilitation centers, social workers, and community organizations. Their job requires more than charisma and persistence. It requires specialized training in healthcare, compliance, communication, and sales to be effective. https://gocarepro.com/what-training-is-required-to-be-a-salesperson-in-home-care/
