Hallmark Movies, Educational Foundation, and PDGM...

I love the holidays! Candy canes, sugar cookies, and Hallmark Movies NONSTOP. That's right, Mr. Manly Man, Jason Lewallen, loves watching sappy Christmas movies for the entire month of December. Try to get me to watch…

No more Referrals for “Generalized weakness” or “Recent Fall” – What are you going to do with these residents now?

At our Home Health Sales Meeting this week, one of my Sales Reps reported a Resident Life Care Director said to her, “I heard you are not going to accept ANY residents for generalized weakness or because they had a recent fall. What am…

Home Care, Home Health, and PDGM: Why it Matters

Last week I was training ten owners and Directors of Ops for a large Home Care Company that I have been training and consulting with for the past nine years. Every year we evolve their training, and this year has had payment changes woven…

Cooperation Between Sales and Operations

Sales vs Operations I have written about this so many times that it really starts to exhaust me. However, the message still hasn't completely permeated our industry. We still find ourselves at a standoff between your sales…

Questions from home health, private duty, and hospice owners about what a sales rep should and shouldn't do...

As a leader and Coach of private duty, home health, and hospice services, I am on a mission of getting patients post-acute care in their home. Some of you know that we had our Growth Summit a few weeks ago, and so many people have asked…

Opportunity in Chaos – Referrals for you

This week I spent the day with 16 fantastic Home Care reps and Directors of Operations discussing the current landscape and changes in COPs and payments for some of our favorite friends and referral sources. Home Care Sales in the time…