Motivational Monday: This Setback is a Setup for a Comeback

I'm going to describe a few setback scenarios. If any of these describe you, I want you to read on, but only after you say this phrase aloud: "I am on a mission" - Setback Scenarios - You are struggling to get enough referrals. Your…

Are your Home Health Marketers ready to educate your referral sources on PDGM?

PDGM? - the most significant change in the Home Health payment system in the last 20 years is right around the corner. While you are getting your Ops team ready ? what about your MARKETERS? Who will bear the brunt of communicating the…

Look Out: New Trend Developed from SNF Referrals

New trend has developed in 2019 with SNF referrals Yesterday I attended a post-acute care provider collaboration meeting. The hospital that holds the meeting invited their 6 preferred providers for Home Health and their 10 preferred Skilled…

How to Build Solid, Open-Ended Questions that Make You Sound Different Then the 1,000 Other Marketers

As a Home Health / Home Care / Hospice marketer, it may seem important that you spend your conversation time telling your referral sources about your services, but what is more important is to develop the ability to ask good questions. What…

6 Questions Referral Sources Ask Themselves When Making a Decision on Who to Refer to Next

I am sure many of us would like to know what our referral sources are thinking sometimes. I certainly would! Unlocking their thoughts and reasoning would surely lead to more referrals. Even without being a mind-reader, we can make some…

Motivational Monday: An Important Observation from a Classically Trained Salesperson

I just had a fantastic call with what I will now refer to as a friend of mine, Amy. She has a sales background and is just moving into the Home Health and Hospice space. It was nice talking to another "classically" trained salesperson, as…