This week I am blessed to have an administrator who trained to be a sales representative. Now, this administrator isn’t leaving his role as administrator. He volunteered to manage the sales representative’s accounts while out of work for maternity leave. Our first call was excellent. It started something like this: “OMG, it is so hard […]
Friends, for the last 29 years I have been working in post-acute care. For the last 9 years, I have worked in helping post-acute care providers such as home care, home health, and hospice organizations grow their census. One account type that I most often hear presents a challenge for agencies to get referrals from, […]
Many of you have been using our Roadmap to Referrals: 52 Weeks Sales Plan, and I wanted to share feedback from our physician panel. I met with a group of physicians (11 doctors and three nurse practitioners). They were chosen because the sales reps that are calling on them are using the Roadmap To Referrals […]
Today I ran into Dr. Joe while I was out Christmas shopping. For those of you that are fateful blog readers, you may recall his story. He and his partner, Dr. Kirkland, are both top referring physicians. I have been using the Roadmap to Referrals while maintaining this account over the last several years. This […]
I have spoken to so many agencies over the last month who are really in dire need of staffing. People are trying to get creative with ads that are just so unique. One of the ways they have shared with me that are bringing them great results is humor in the ad. Full-time Home Health […]
As the calendar year draws to a rapid end, many of us are eager to have 2021 be in the rearview mirror. The fourth quarter is the time of the year that sales teams start to plan for the upcoming year. Like most sales executives, you are focused on using the precious few selling days […]
Today I took a call from an owner who started out with this statement, “I’m at the end of my wits with my sales team.” Yesterday the owner said something like, “I can’t help my sales representative get any further.” Over the last month, I received several calls from owners who stated: “We never got […]
I spent a few weeks exploring Europe with friends that I met at a conference back in 2005. It was a trip of a lifetime. Milan fashion week, Switzerland and its magnificent Alps, spectacular Lake Como, Austria, and Budapest with three days in Venice! I posted a few of the photo’s so my […]
A new report from the Medical Group Management Association (MGMA) may not offer many surprises, but it summarizes the financial impact COVID had on physician groups. The organization, which represents group practices of all stripes, found an unexpected surge in physician retirement last year. (One-third of practice leaders reported seeing that trend in their groups.) […]
This week I had to focus my blog on answering a question that I get asked of me over and over by our home health friends. That does not mean that our In-Home Care providers should stop reading. In fact, it means the exact opposite. Evaluation and Management of the Plan of Care is all about home […]
