I have spent the last 30 plus years working closely with physicians. I will never forget my first real job because I started it on my 16th birthday. I was hired as the weekend EKG technician at Northeastern Hospital. I had 5 different cardiologists as my bosses. I learned at a young age what each one […]
I can still remember… …back in 2009 when my organization had suffered 3 consecutive years of financial losses due to my competition winning referrals by building relationships with my referral sources. Many agencies today believe that they do not need to have a person who acts as a community liaison, salesperson, or account executive and […]
2020 has been a whirlwind of a year! We have worked with many agencies owners who have followed our inside sales process and they have continued to not only succeed in hitting admission goals but exceed them by hitting the highest record of referrals ever. Just the other day, Mike from our sales department ask […]
FACT: One of the hardest things to do is to get referrals from hospitals and short-term rehabilitation centers. So many things can impact the ability for us to break into facilities. We can get our sales representatives to build relationships but so many other factors contribute to why they would be willing to refer to […]
Like many agency owners I was not looking forward to learning a new payment system. When CMS finalized a new case-mix classification model, the Patient-Driven Groupings Model (PDGM), effective beginning January 1, 2020, I was less than enthusiastic. The PDGM relies more heavily on clinical characteristics and other patient information to place home health periods […]
The Question from an owner: “I need to select a consultant to help me grow my business. What should I look for when selecting who can help us grow?” Answer: You need someone who is at the helm of driving business right now through the COVID pandemic, someone who has a proven track record of […]
While telehealth services were booming in the early days of the COVID pandemic, there are signs that interest in telemedicine may be waning. I believe that the cause is that the most vulnerable senior population does not have access to the technology to have a billable virtual visit. This opens a great new opportunity for […]
Just this past week I went out to breakfast at the Jersey Shore where outside dining is the only option. My family and I were seated next to 2 elderly women who were speaking quite loudly so that I (and really anyone within the dining area) could hear their conversation. I was not necessarily eavesdropping but […]
Many owners of organizations will reach out to me and ask the exact question. They all want to know how long it takes to get that first referral in the door. So instead of just making up a number or taking that number from someone else’s article, I decided to study the data from sales […]
Last week I wrote about how opening your own company is hard work. You get through setting up the organization and now you have all the pieces in place but one. Where are the clients? Where are the referrals? Last week I shared the first two steps to success that I wrote about in my […]
