Course curriculum

  • 1

    Client Inquiry Course Digital Downloads

    • Client Inquiry Course Content Outline
    • Agency Manager/Administrator Initial & Ongoing Training Requirements
    • Agency Manager & Administrator Initial & Ongoing Training Checklist
    • Module 1 - What is a Sales Call? - PDF Slides
    • Module 1 - Exercise - Home Care Mystery Shop
    • Module 2 - Client Inquiry Roadmap - PDF Slides
    • Client Inquiry Roadmap
    • Module 2- Client Inquiry Roadmap Worksheet
    • Module 2 - Exercise - Features and Benefits
    • Module 3 - Track, Trend and Nurture Leads - PDF Slides
  • 2

    Module 1 - What is a Sales Call?

    • Module 1 - What is a Sales Call?
    • Module 1 Quiz
  • 3

    Module 2 - Client Inquiry Roadmap

    • Module 2 - Client Inquiry Roadmap
    • Module 2 Quiz
  • 4

    Module 3 - Track, Trend and Nurture Leads

    • Module 3 - Track, Trend and Nurture Leads
    • Module 3 Quiz
    • Before you go...

Course Overview

The Art of the Client Inquiry - Online 4-Hour Course is the only online client inquiry course approved by CDPHE and instructed by the only trainer with Colorado home care agency regulations and operations experience. This course provides 4 CEUs towards ongoing training for Agency Managers & Administrators in Colorado.

The biggest opportunity for home care companies to increase business is improving the ability to close client inquiries on the phone. On average, home care companies close less than 40% of all potential customers who call a company. This leaves 60% of phone calls never converted into a client. 

Do you want to turn that dial higher to be able to close more client inquiry phone calls resulting in more scheduled client assessment or patient evals? 

 This course takes an deep dive into the client inquiry process for home care companies. We walk through the exact sales process that I developed over years of working as a corporate trainer and then operator of a Denver home care office. This process helps home care operators to learn critical components to the client inquiry: be fast to respond, gain control of the call, invest in a caring connection, tell genuine stories, overcome objections, script and talk about features and benefits and then close the sale. 

These experiences from years and years of working with some of the most successful home care companies in the country have helped to fill this need for client inquiry training. In taking The Art of the Client Inquiry online course, you have helped to take steps to review your process and increase sales.



I am offering to you this The Art of the Client Inquiry online course. The course is approved by and meets the Colorado Department of Public Health and Environment (CDPHE) requirements for the 4 CEU Hours for Agency Managers & Administrators as required in Chapter 26, Section 7.5A for Administrators and Section 8.3 for Agency Managers.

Here’s what you get if you join The Art of the Client Inquiry now:

  • Instantly available 24/7, the 100% online course is accessible anywhere with an internet connection. This is not available from anywhere else. You can start any one of the course video modules, press pause when you get a new client inquiry on the phone or if you need some avocado toast, and resume watching with the click of a button. The flexibility of this course being offered online 24/7 gives you the freedom and flexibility to complete and review on your own schedule.
  • 3 Video Modules. Valuable content developed over a decade of healthcare experiences has been grouped into 3 modules. Each module provides specific information on a component of client inquiries. All video modules together provide the participant with a fundamental understanding and actionable ways to improve the client inquiry process. 
  • Brand new updated content for 2020. There is fresh content to incorporate 2020 changes like COVID-19, remote client inquiries, CRM software, etc. These are all covered in this course.
  • Competency Quiz. At the end of each module there is a short quiz. Completing this quiz will demonstrate course competencies that are required for your completion certificate.


(3 Video Modules Screenshot)

The Art of the Client Inquiry consists of 3 video modules, entitled: What is a sales call?, Client inquiry roadmap and Track, trend and nurture leads. Each module contains valuable, real-world experience content learned from years of training home care offices as a home care corporate consultant, as well as an Agency Manager receiving hundreds of monthly client inquiries.  

In Module 1: What is a sales call?, we take an in depth look at the history of sales calls both inside and outside home care. For home care, there is a consistent sales process that starts with the sales funnel. The sales funnel is the sum total of all your marketing, advertising and boots on the ground efforts to get the phone ring. Then comes the CLIENT INQUIRY! What should you do when the phone rings? After that, there is a the client assessment or patient evaluation. Followed by the conversion to a NEW CLIENT!


Module 2 is Client Inquiry Roadmap. This is the secret sauce. After years of working with successful agencies across the country, I've boiled down the client inquiry to the key essentials. By focusing on these essentials and a process for a client inquiry, you put yourself in a position to close the call at a greatly increased rate. 

Next is Module 3: Track, trend and nurture leads. In this module we go in detail about the data around client inquiries and also some of the programs available to home care companies that can help capture and interpret client inquiry information. Also, we'll look at the systems for what to do with callers who don't immediately sign up for a client assessment or patient evaluation but you want to keep them in the pipeline for when they are ready to move forward with your company. 

Complete all 3 Video Modules and the Competency Quizzes and you will receive your very own Certificate of Completion.  This will show you have completed the CDPHE approved 4-Hour course for  Agency Managers & Administrators.  Please be sure to place the certificate in your Personnel File to show CDPHE you have taken the course.

“Ok, sounds great but HOW MUCH?”

My hope is that more detail about what to expect in the course has peaked some interest.  But, as an operator of a home care agency I know you’re thinking that every dollar adds up. With the options available for training, the course has to be valuable to you and be offered at the right price. I’m confident you’ll agree this course has value and is priced right. 

Before I tell you the price I want to make sure you know that this is the first ever CDPHE approved 4-Hour initial course for Agency Managers and Administrators that focuses directly on improving your client inquiry, resulting in more clients for your company. 

Also, it is very important thing to know when joining the course there is no risk to you. I’m offering a 100% MONEY BACK GUARANTEE. If you complete the course and think this has not helped you be a better Agency Manager or Administrator, then simply email me for a full refund. That’s how confident I am that this is the best course available and that it will bring value to your business. 

If you decide there is even a chance of improving your client inquiry sales process for your home care company, don’t you think it’s worth it to give it a shot. I remember searching far and wide for someone who had trained about client inquiries to take the time to help me get better. 

Ok, now the price. Because this is the first ever offering in the state of this online 24/7 course, I’m very excited to bring you this course. It is being offered at $247. The $247 gives you full access to the entire course. Being an online 24/7 course, this allows you to immediately get started and work at your own pace. No need to wait until the next time a course is offered in person, in a conference room that is miles away, having to battle traffic and decide whether to eat chicken quesadillas or the veggie burger. 

This is a marathon, not a sprint. I want to be a long term partner in your success. This course is the entry point for our relationship, but I am offering some goodwill for a brand new course to start a deeper relationship with you. As I develop more content, I’m going to be offering these courses and materials to you first. 

“I’M STILL NOT 100% THIS IS FOR ME…”

It’s natural to have questions or concerns when thinking about taking a course that is supposed to ‘help’ your business.  If you are considering taking this course please review the responses below to some commonly asked questions. These questions might help you make a decision on if the course is right for you.  

Are you qualified to offer this training?  Yes, you might say more qualified than any other CDPHE approved trainer. First, this course is CDPHE approved and The Business of Senior Care is a CDPHE approved training company. Second, no other trainer has had the actual experiences of running a home care agency in Colorado. I was the Director of Operations here in Denver for one of the largest home care agencies in the country, overseeing the transition into Colorado licensure and successfully operating a home care agency for many years.

How is your company unique? The Business of Senior Care aims to achieve two goals for clients: to understand the regulations facing home care agencies in Colorado and being a resource to drive growth for home care operators.  Having these two unique goals is fundamental when developing course content and continually asking myself, “How will this help home care agencies grow?”  I believe there are always opportunities to earn more clients and more billable hours, including with understanding regulations and the impact on your agency. 

How do I know this isn’t a waste of time? With your busy schedule of running a home care agency, the last thing you want to be worrying about is training that wastes your time. One of the ways that The Art of the Client Inquiry is completely unique is that it gives you the freedom to complete the course on YOUR schedule.  You don’t have to take a day away from work, go to a hotel or convention center, eat some rubbery chicken, be wishing you could be anywhere else and not get that working time back.  This course flexes with your busy lifestyle by being online and available 24/7.

Have you provided training or consulting before? I have already helped numerous home care agencies in Colorado with the fundamentals of regulations for both Class A and Class B licensure.  Additionally, I worked at the Corporate Office for Home Instead Senior Care for many years helping home care owners open theirs doors, market services, recruit new clients, hire staff and grow their business.  I have been doing consulting for home care companies for more than a decade and continue to be passionate about this fast growing industry.

Do I offer other trainings in order to get all my CEUs from your company? A common request is for an Agency Manager or Administrator to want to complete all required credits during the year from 1 company.  The Business of Senior Care is continuing to develop new and innovative content with the goal of being the 1 stop shop for Agency Managers and Administrators.  With new content continuing to come out it will soon be possible to take any and all required courses from us!

Also, I’m so confident that you will be satisfied with this course that I am offering a MONEY BACK GUARANTEE. That’s right. If you complete the course and don’t feel like it was a valuable use of your time and you don’t have a better understanding of our Colorado home care agency regulations, then simply email me requesting for a full refund.  There’s no risk for you in taking the course.

“NOW WHAT?”

You HAVE to act today.

The Art of The Client Inquiry is only $247!

-Lucas

The Business of Senior Care

P.S. You may be receiving emails from me about this course and other courses over the next few weeks and months.  I want to develop a relationship with you and help you grow your home care agency. I will be bringing you testimonials, case studies, topic specific presenters and more home care agency knowledge.  Please watch for updates and be sure you’re email address is signed up here!



Get Started Now

The Art of the Client Inquiry is available for purchase 24/7. Get instant access.

Buy Now - $247