Losing accounts

Every year your organization will lose 20% of the accounts that referred to you last year! Why?

It can be any of a million reasons. Service failures, mergers and acquisitions and the new owners have an organization they work with, or the referring person changes jobs. Because of this fact, we need to make sure that we have representatives…
Character matters

Character Matters

People with good intentions make promises. People with good character keep them! Be more concerned about your character than with your reputation. You express the truth of your character with the choice of your actions. "Oh, I'm sorry, I…
Communication problem

How a Communication Breakdown Can Create a Cycle of Loss for Your Agency

What happens when an expectation isn't defined and written down? It can cost you thousands of dollars! If you don?t have your sales team members' expectations written down, shared with them, and mutually understood, then this simple breakdown…
costing money

The Single Little-Known Secret That is Costing Your Agency an Insane Amount

Most home care services and hospice facility owners have experienced an under producing salesperson. The worst part is when an agency goes upside-down on the investment and is paying more than what the owner is receiving in new patients. Let…

Important Lessons to Learn From Other Members of the Post-Acute Spectrum

Looking for new referral sources? Some of your best referral sources are right under your nose! We are all getting used to the phrase "continuum of care." While it may have been buzzword worthy a few years back, now it?s a common reference…

A Big Mistake That Keeps Even Smart Sales Managers From Hitting Their Goals

Every year your home health agency will lose out on 20% of the accounts that were referred to you last year! Wondering why? It could be due to any one of these reasons - service failures, change of management or changed positions of the referring…