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 I supposed to do with these residents? They need help!”

This is another case of “almost right.” How would your rep respond?

We have been educating on PDGM with our Home Health Marketers since the 2nd quarter. They are well versed in the changes and complexity of the statement shared by the Resident Life Care Director.

The dreaded “R” codes.

They are not acceptable for our operations team in 2020.

I would submit to you – they never were.

These are simply symptom codes – and symptoms are just a manifestation of the underlying cause.

“WHY does the resident have weakness?”

Perhaps they had a stroke (Non traumatic intracranial hemorrhage) – and they are limited in their function, which then manifests itself in weakness. In the past we didn’t ask the why.

“WHY did they fall?”

The stoke diagnosis for that resident increased their fall risk due to decreased balance and strength.

THAT is the REASON for the need of skilled care – Stroke (which is one of the 12 clinical groups for PDGM).

Are your Home Health Marketers “skilled” in having the conversation about how to ask the right questions and get the clinical documentation to support a “good” referral?

If you are from In-Home Care and you are reading this article – GOOD FOR YOU! It means you care enough to be a solid care partner for your referral sources.

I would also share that these residents may benefit from in-home care support too!

Together home health and in-home care will create better outcomes.

2020 brings many changes for Home Health. It starts with the referral. Marketing is the key to success. Identifying clinical information to support the billing team and the plan of care is critical to the success of the agency.

This MUST happen at the point of the referral with MARKETING! Time to empower your Home Health Marketers.

In Home Care Marketers: this is your time too! If you know what PDGM means for your Home Health Marketing friends you can help augment their care to their patients.

If you are looking to gain a competitive advantage, starting with the referral – Join us for our PDGM for Marketers.

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 into the fabric of the materials.

They are smart and passionate, and I love working with them.

I have been impressed by their quick comprehension of the payment changes for their colleagues in Skilled Nursing Facilities and the upcoming changes for Home Health.

I heard a story of one of their offices who finally got an audience with a Home Health. This Home Health previously didn’t “get in-home care,” but the owner and the representative got an audience at a case conference and shared the message of how in-home caregivers could help. They positioned their agency as the answer to outcomes! The Director of Nursing requested the nurses and therapists to put this Home Care agency’s phone number in their cell phones right in the meeting so that when there was a patient who could benefit from in-home care, they could immediately call.

The result:

5 referrals in the first week!

This is a great example of business communication. When you speak the language of your referral sources, you are heard. You are patient/client-centered. I know this because you care enough to read our blogs and listen to our trainings – you want to care for more people with your extraordinary service.

Today, it is not enough to be client-centered. You do NOT want to be the “best-kept secret” in your area. You don’t want to be a secret AT ALL!

You have a desire to impact more lives. Do you know the best way to do that? Help your referral sources get what they want – to thrive in this new landscape.

We need each other. At our Growth Summit in Vegas, we unveiled the Total Patient Care Delivery Model™. This model will deeply serve your referrals sources, your agency, and your patients/clients.

Just like the agency who was struggling to “be heard” by the Home Health Agency at the beginning of this blog made the connection and received referrals…you can too!

How? Become knowledgeable about the payment changes. Understand how they will impact you (home health) or your referral sources if you are in-home care.

Home Health marketers: You MUST understand who are the high-value patients for referrals.

In-Home Care providers: You want to know this too – because the same patients will become the clients you can support. When you know how to best support these 12 high-value patient types, you will be a great care partner. You will become a preferred provider.

There is an easy way to do this. Join us for an exclusive webinar – PDGM for Marketers

Learn the language of PDGM. Discover the high-value patient types, understand how you will interact with your doctors to get the information you need to make a “good” referral.

In-Home Care – those of you who choose to upgrade your language and support your referral sources will elevate your position.

This is your time! We can help. Join us on our PDGM webinar for Marketers

Melanie Stover, OT

Co-Owner of Home Care Sales

 

Owners and Managers want to learn more about the Total Patient Care Delivery Model™?  Join us for our Virtual Growth Summit

 

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 us to have another one, so we are!  This time, we are doing a Virtual Growth Summit.  You can learn more here.

You can also check out what people said about the growth summit below! Jason does a great job on capturing attendees’ stories at these events.

Today, in my blog post I wanted to share with you a question that I get asked from CEO’s all the time about what a sales rep should and shouldn’t do when out selling hospice, private duty services, and skilled home health. Recently, I was asked by an owner, “Should my sales associate be spending time calling bingo at senior centers, Skilled Nursing Facilities, and Assisted Living Facilities?”

My answer isn’t an easy yes or no. You see, every sales representative that I have been blessed to coach or work with each approach these accounts differently. Some reps use this account to fill up their schedule and call this community outreach. If your rep has that mind set, then you have the wrong rep or you must impact their mind set to get it to evolve to one that produces referrals. If the rep just goes in, calls bingo, gives out the prizes, and says “see you next month,” there is no real value of your sales representative’s time.

However, if the rep goes to call bingo at the senior center and asks the coordinator “who didn’t show up for lunch this week?” You can actually see an impact. If the rep gets their names and phone numbers – now you have a rep that uses the bingo to get referrals!

The rep may also ask who missed coming over the last few weeks because of a hospitalization or ask the coordination, “has any one of the seniors had a change in their health?” This again will allow you to see if the rep is using this opportunity to get referrals or if they are using this to do some non-selling activities.

Ask your rep the following question:

Today when you go to call bingo at the ALF how will you walk out the door with a referral in your hand?

Listen to their response. They may have a plan. If they don’t have one, help them make one. Help them to provide direct consumer Marketing to those seniors in attendance. You can ask them directly if they need your services. I’ll give you an example.

Imagine I’m selling private duty services, or hospice services:

I have this cute missing person’s poster that says “Missing, Mrs. Jones, she is a 75-year-old patient who can’t get to bingo!”  She is my friend and I wish someone would help her get up and dressed and bring her to the senior center. I miss her. I read the poster and I ask them, “do you have anyone that is just like Mrs. Jones?”

Who known’s someone that probably needs help at home and yet for one reason or another no one is helping them? As they put up their hands, make your way toward them with one of your brochures. Ask them to write the persons name and room number if they live in the ALF building.  After the event your sales representative can go check in on them.

Here is a home health example:

Before I begin calling bingo, I would ask the audience the following questions. “Who, by a showing of hands has gone to the doctor’s this month?” Make note of who raised their hands. Ask the audience another question: “Did any of you here today have a change in any of the medications that you were taking this last month?” Again, make note of who raised their hands.

Ask one last question before we call bingo. “Did anyone have a fall, or near fall since I was last here calling bingo?” Make a note of who raised their hand. Now, you have a reason to have a conversation with these folks to see if home health is needed.  Remember, you need to know why Medicare pays for home health services.  That information can be found here.

Always ask your sales associate, “what is your plan on how to get referrals from doing an activity” and if they need help to figure it out you have Home Care Sales to help you. We have amazing group coaching programs, High Performance Sales Training and Fast Track Orientation programs to help your organization grow.

 

Cheryl “The Solutionist” Peltekis, RN

 

 

 

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 of:

  • PDPM – October 1, 2019
  • New COPs for the Hospitals and Discharge Planning
  • PDGM – January 1, 2020

The 4th Quarter is a perfect storm!

The theme:

In the chaos, there is an opportunity!

We already see “chaos.”

This week on coaching calls, I heard reps report out some of the misinformation that is being shared to and by referral sources.

One representative reported a CM at the hospital told her – “Another rep told me that starting January 1 you will no longer be taking joint patients in Medicare Certified Home Health. Is that true?” – NOT TRUE

Another representative reported, “Over 50 therapists were laid off from a Skilled Nursing Facility chain” in her territory. And she asked – “How is that going to impact patient care? And what can we do as an agency to help?” – WE CAN HELP!

Another rep reported a client who was also being served by a Medicare PT told their client services director, “I have to get in all my PT because they said in January Medicare will no longer pay for PT in the home.” -NOT TRUE!

These are just three examples of the changes happening in our client’s lives – and they are happening in yours too.

 

How are you responding?

 

Do you know how to position your agency to help our referral sources and, most importantly, serve the patients who will be impacted by these changes?

In the workshop, we covered the basics of PDPM, PDGM, and the new COPs for Discharge Planning. Knowledge is POWER.

We have to combat misinformation with the truth!

Be the lighthouse in the swirling seas of confusion.

I seek to arm the reps I am responsible for as thought leaders in their territories, which is why we spend so much time on industry “happenings and changes.” I believe those reps to present a clear way forward for our referral sources are more trusted and gain more referrals.

This has been proven time and time again.

When your rep faces questions about how we are going to care for a patient during these changes – this is your time to SHINE!

I believe there is a HUGE opportunity in these changes

 

It will change the way you market.

When you become the preferred partner, you will serve your referral sources more deeply – and impact more families, all while helping your agency grow!

If you are looking to gain tools and tactics on PDGM and growth, we have two opportunities for you

The wildly popular Growth Summit that we just did in Las Vegas was AMAZING! And so many people asked did we have a recording? Others shared they wished their partner would have come to the event too. Now it is your chance!! We are doing the best sessions from the event via Video Conference that you can experience via the comfort of your own office. Register HERE.

Upcoming PDGM for Marketers & Liaisons Webinar:

Join us for 90 mins of proven strategy and tactics for your marketers and liaisons to lead the charge in the field and gain the “right” referrals for PDGM!

During these 90 minutes you will receive:

  1. Overview of the payment changes, so your team is knowledgeable on how the specific referrals impact payments
  2. Identification of the 12 clinical groups to impact high-value patient types
  3. Referral checklist to make sure every referral brought into the agency has the right clinical information to maximize your reimbursement
  4. 4th Quarter game plan to ramp up to 2020. Maximize your pipeline to weather the cash flow crunch created by the reduction in the RAP starting January 1, 2020.

Sign up for the PDGM for Marketers & Liaisons Webinar Here

Seniors will be rewarded with private duty aide services paid for when they join a Medicare Advantage Plan.

The expansion of Medicare Advantage supplemental benefits will not be available, nor easy to find. Medicare officials have touted the expansion as historic and an innovative way to keep seniors healthy and independent. Despite that enthusiasm, a full listing of the new services is not available on the web-based Medicare Plan Finder,” the government tool used by beneficiaries, counselors and insurance agents to sort through dozens of plan options.

Even if people sign up for those plans, they won’t all be eligible for all the benefits. Advantage members will need a recommendation from a health care provider in the plan’s network. Then they may need to have a certain chronic health problem, a recent hospitalization or meet other eligibility requirements. This may be a service that home health can continue to provide once the patient needs to be discharged.

Of the 3,700 plans across the country next year, only 273 in 21 states will offer at least one. About 7 percent of Advantage members — 1.5 million people — will have access, Medicare officials estimate.

Among the new benefits that some Medicare Advantage plans said they will offer are:

  • Trips to the pharmacy or fitness center in addition to doctor’s appointments for plan members, depending on where they live or their health conditions.
  • A monthly or quarterly allowance for over-the-counter pharmacy products such as cold and allergy medications, eye drops, vitamins, supplements and compression stockings.
  • House calls by doctors or other health care providers, under certain conditions.
  • A home health care aide for a limited number of hours to help with dressing, eating and other daily activities, possibly including household chores and light housekeeping.

However, plans offering these, and other services will likely have only some of the options and will have different eligibility criteria and other limitations. The same services likely won’t be available in every county the plan serves.

For example, next year an estimated 150,000 Humana Medicare Advantage members in Texas and South Florida — two of the 43 states Humana serves — who cannot be left alone at home will be able to get a free in-home personal care aide for up to 42 hours a year, so that their regular caregiver can get a break. This is about 3.5 hours a month.

Now, that may not seem like a lot, but consider this example: If I received 42 hours a year and I currently used private duty services for my loved one for 15 hours a week; that is just about 3 weeks a year of services paid for by the Medicare advantage plan. That may make me switch to a home care organization that has a contract with that Medicare advantage plan. And more than half of the members in Cigna-Health Spring Advantage plans will have access to free transportation services in all but five of the 16 states and the District of Columbia where the company sells coverage.

In addition to all the information that I just shared with you I want to add a few facts. The Medicare patient population continues to grow, by the end of this year we will have 61 million Medicare beneficiaries. In fact, our Medicare population will have grown by over 6 million in the 5 years alone.  In the next 30 years, Medicare individuals is expected to grow to 92.6 Million. Why? Beneficiaries are living longer. Women 65 years and older today have a higher life expectancy86.6 years. Men 65 years and older today have an average life expectancy of 84.3 years.

This will put continued pressure on the Medicare program as older beneficiaries are known to consume a disproportionate share of healthcare services. This is the reason that the government is pushing to get people into Medicare Advantage plans.

If you aren’t a provider of Medicare Advantage plans let me share with you this fact. As of Jan of 2019: 34% of all seniors participated in a Medicare Advantage plan, AND it is estimated that by Jan of 2020, that number will climb to over 40%.

Want to learn more? Want to figure out how to survive in this changing landscape. Join us for the Virtual Growth Summit.

 

Cheryl “The Solutionist” Peltekis, RN

About the Growth Summit:

Imagine what it would mean for your agency if you could get ahead of the competition by knowing EXACTLY how to position your agency for ALL the PAYMENT CHANGES that are about to happen! Imagine what it would mean for your agency if you don’t learn how to survive and thrive.

It’s time YOUR agency gets ALL the referrals you deserve while you achieve the income and lifestyle you’ve always imagined!

Learn more HERE!

 

 

 

 

October 1 – PDPM in action! How you can take advantage of the SNF changes

For Patient-Driven Payment Model (PDPM) for Skilled Nursing Facilities with Rehabs:

October is here and the Payment Changes are in force!

What are you seeing?

Most of the agencies I am working with are seeing a change in therapy availability – as in many Skilled Nursing Facilities have decreased their need for therapists – and this might be the opportunity you have been waiting for in Medicare-certified home health.

If you have been struggling to find a therapist or perhaps finding a therapist that you can afford, we are seeing more availability now. Maybe you have wanted to have more therapy on the weekends. The contractors that were once in the Skilled Nursing Facilities with Rehab may have more availability to pick up visits for you!

The continuity of care between the Skilled Nursing Facility and Home can be a great asset. I know when I was an Occupational Therapist in the Skilled Nursing Facility world – I knew exactly what that patient could do in the clinic or gym. There were times when I did per-visit work for a Home Health and would have the luxury of caring for that same patient at home. The benefit was that I had a therapeutic relationship in place with that patient and their family. I understood their abilities and their limitations. There was no “backslide” in function once they returned home. We moved forward together. This might be your opportunity to keep that therapeutic rapport in place, too if you are in a position where you would like to explore if there are therapists who might want to pick up visits for you.

Now is your time.

Visit your Skilled Nursing Facility’s therapy department ask the lead therapist if they have therapists who need more productivity or perhaps therapists who were working at the building, but due to changes, they are no longer there but would like to pick up visits for you.

Steps to exploring therapy opportunity if you are looking for therapy flexibility:

  1. Visit the therapy department during your routine sales calls to the SNF
  2. Ask if they have therapists who are looking for “work” or “visits”
  3. Gain the names of the therapist or contracted therapy company
  4. Give the information to your administrator or HR to contact them for possible synergy.

During change, there is always opportunity.

This opportunity, as the payment changes impact the Skilled Nursing Facilities, may be your opportunity to gain staff for your agency, allowing you more options and flexibility.

 

Serve More Seniors!

 Melanie

 

P.S. Some of you might be thinking – WAIT PDGM is coming why are you talking about therapy – our therapy payment is about to go bye-bye too!

The directive that I am giving to all of my personal consulting clients is – do what is best for the patient. We must get all the patients who deserve care – CARE. Fill the pipeline for the 4th quarter so that you have enough cash on hand to weather the cash flow crunch with the reduction of RAPs come January. You will always be right when you are patient-centric!

 

 

 

 

 

Motivational: An Unstoppable Force

Being in sales consulting, you start to hear the same challenges over and over. Each area may have a unique combination of these challenges, but they are always the same. Hospital (or ABC Agency) has cornered the market and won’t refer out of that network, they no longer let us meet with social workers, no solicitation signs, there are too many agencies fighting for the same referrals, and so on…

I don’t doubt that these are serious problems for organizations across the country. There is one problem that just gets to me. It’s the idea that there are too many agencies and not enough patients to go around. That one has a ring of truth for some rural counties in the midwest perhaps, but rarely does it hold up for everyone else.

Let’s have a frank discussion about some numbers.

 

First, based on the CDC’s 2017 Census, there are (at least) 47,000,000 seniors in the US. Roughly 14.9% of the country is over 65 years old. That means that if all 50 states had exactly the same amount of seniors, then there would be 940,000 per state. (yes these are not perfect numbers including Puerto Rico or accounting for North Dakota, but you get the idea. I’m painting a picture here…)

If your business is Medicare dependent (or perhaps will become Medicare advantage dependent soon), do you believe there are enough patients? Sure, over 65 doesn’t mean sick, but even a sixth of those patients is over 150,000 per state on average. For less dense states the numbers change, but most likely the ratio of agencies to patients would remain similar.

 

So, are there enough patients for every agency?  YES!

 

There are enough patients. More than enough. Here is the thing: There are a great deal of patients that are unserved and unidentified. Most agencies are focusing 90% of their efforts on hospital discharge and so caught up in the challenges within that they don’t realize that many of the most vulnerable patients haven’t even made it to the hospital! They are still at their homes, visiting their doctors, living in facilities, or being cared for by a loved one.

It’s up to us! We have to be the unstoppable force that ensures that patients get cared for. How do we do that? We have to focus on education. We have to CREATE referral sources by helping them identify someone to refer. If they don’t know (or have been misinformed) then patients will simply go without.

I think we can all agree that post hospital discharge is often the worst time to get a patient and the more ideal setting is far before permanent damage is done. That scenario is better for the patients, the physicians, your staff, and the families of the patients.

So this week, don’t think of yourself as “just another rep” or “a distraction” to your referral sources. You are an unstoppable force who is out to change lives. If you don’t, who exactly will?

– Jason

 

About the Author:

Jason Lewallen is Vice President of Marketing

for Home Care Sales

He can be reached at:

Email: jason@homecaresales.com

Phone: 615.815.7907

 


PS: Might want to consider…

If you are a home health, hospice, or private duty agency who struggles with:

  • educating your referral sources
  • not having professional handouts with the correct clinical/treatment info
  • not knowing what to say to drive referrals
  • not having time to train your sales team about diagnosis specific info

…then the 52 Wk Roadmap to Referrals program is the answer you have been looking for. Agencies are using this methodology to gain more referrals and position their entire sales team as experts.

It’s a plan for every week of the year and can lead to double and triple the referrals you are currently getting. The investment is a mere $500 per month. That’s less than a fraction of a referral!

Would YOU FIRE your TOP PRODUCING REP?

Have you ever been held hostage by a sales rep? Or a co-worker that makes it unbearable at work?

This week one of our clients did a VERY courageous thing. They FIRED their best performing representative.

So when I say best performing rep – I mean BEST PERFORMING rep. – Bringing in millions of dollars in referrals a year.

This rep thought he was “Untouchable” because he was bringing in so many “good” referrals.

However, he didn’t treat the staff professionally. He was arrogant and unkind to other co-workers and his manager. Staff quit because of him.

Often owners or managers will tolerate behavior that is unacceptable because a representative is “producing” and fear losing business.

 

Cheryl and I have a rule:

“No Jerks” on our teams

 

We build sales reps every day. We will not tolerate an arrogant, non-team player.

When this owner shared his story of a high producing rep that was not a good culture fit, the rep had been given many chances to modify his behavior. His manager reminded him that the office staff, nurses, and therapists are his INTERNAL CUSTOMERS. However, he continued to treat them poorly.

It was time.  He had to go.

 

 “Courage is being scared to death… and saddling up anyway.” ―John Wayne

 

Of course, this owner was concerned. He couldn’t afford to lose all these referrals – How would he recover?

He was being held, hostage!

But he has a heck of a sales manager – She is AMAZING! I knew that, with her leadership, the support of a sales process, and the RoadMap to Referrals program, that the reps who were going to “shift” into that territory would not miss a beat on their sales message and service delivery.

How to do you even begin to THINK about making a change like this?

 

1. Create a tactical plan

When you let go any person there has to be a plan. The plan this company executed was impeccable. It listed all the referral sources, the contact names, the time they were to be contacted and by which team member.

A script was created as to the message for the referral sources.

2. Execute the plan

Within 2 hours of this individual separating from the company all referral sources were contacted, and the new rep was introduced.

 

 

I know you want to know how this story ends…

Did the agency lose their top referral sources?  Was there any drama?…

 

 

The Results:

  • No major disruptions to the referral stream.
  • Several referral sources reported “they were not surprised” because they heard him speak to staff on the phone.
  • All current referral sources committed to continuing to use the agency
  • I have heard some nurses are considering coming back to the agency.

 

Reflections this week from one of the bravest acts I have seen in a long time from an owner:

  1. One person does not “make your agency” this is a team sport
  2. It is always “worst case” in your mind – but not often in reality
  3. When you have a proven process to build sales reps – you have the confidence to make tough choices and build again
  4. The referral sources reactions (or lack there of) validate the decisions

 

While we hope this never happens to you, we know you can make tough decisions and have a good outcome for the agency.

We want every employee to be a perfect fit. The reality is sometimes, they are not, and we have to build again. You can, and you will, continue to grow!

“The best way out is always through.” ―Robert Frost

 

Keep Serving Seniors!

 

Melanie Stover, OT

Co-Owner of Home Care Sales

 

 

 

 

 

Character Matters

Yesterday I got a call from a Sales Manager that Home Care Sales mentored when he was hired for this management position at a Home Care Agency.  He started the call with, “My reputation, and my company’s reputation is going to be ruined.”

After listening to him moan about customer service failures and broken promises with a lot of finger pointing, I asked him this, “What did you do about the mistakes?”  He said, “I’m out selling, and trying to train reps, I don’t have time to do anything about these service failures.”  That is when I shared this advice:

“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.”

Your accounts were promised follow through and trust me many are saying in their heads, “Oh, I’m sorry! I thought you meant what you promised.” Promises are worse than lies! Don’t say what you won’t or can’t deliver! Telling someone absolutely I will… is a promise to deliver and it creates hope for the receiver of this message! Not only does this make you a liar, but it will also destroy most relationships.

Melanie and I both believe this to be true:

Sales = Profound Customer Service

I know there are times that someone at your organization will screw up! After 24 years owning a home health, private duty and hospice… I totally get it! But how you respond to that mistake is how you and your team will be defined!

Follow these Steps:

  1. Own up to the mistake. Take full responsibility without giving any excuses. Tell your account that you will get to the bottom of what happened and that you will come back with a full report.
  2. Discuss with leadership that has the authority to make process changes. You don’t need to go to every member of the office staff and start to point fingers. You need to report the facts of what happened according to the account’s perception back to decision makers. You also don’t want to make any enemies at intake. Boy, that is a rookie mistake that I have seen too many times!
  3. Understand the exact area in your companies process that caused the mistake. Also, understand the steps that your company has taken to make sure that this cannot happen again at, not only this account, but ANY other account.
  4. Report back to the account that had the service failure on what happened. Be fully transparent. Tell them, “We made a mistake. We had our performance Improvement Committee review what went wrong and we have made changes to prevent this from ever happing again.” Providing this type of a report back on how your company has changed any internal processes to prevent it from reoccurring will allow the account to see that you truly care about breaking a promise.
  5. Ask for forgiveness and another chance. If you have a great relationship, most accounts will forgive a mistake as long as it is infrequent. Some accounts will drop off from referring, but only until the next company has a service failure. I would make sure I return to this account quarterly to look to see when it will be my time to capture their referrals once again.

The beautiful part about a customer service failure is that you can really use this as an opportunity to deepen your relationship with your account. You can use this to uncover what is important to them and you can make sure that your words and your actions are congruent! This congruence in words and actions builds amazing trust! You can’t stop 100% of service failures but you can maintain your character and your book of business!

Want to jump start your business in 2020? Want to learn how to work with Medicare Advantage Plans?  Want to learn how to establish a Total Patient Care Delivery Model?  Want to be one of the home health organizations that survives PDGM?  Want to grow your hospice?  Want more private pay patients?  What to see how AI is going to change the way health care is being delivered?

Then hurry! We have expanded our room size, and again we are nearly at maximum capacity.  We started with 75 seats, went up to 100, and now we have increased to 125 seats and these too are almost gone!

Visit  www.homecaresales.com/event to signup for our growth summit in just a little over 2 weeks!

Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

Tuesday Total Motivation: Write it Down

Did you know that statistically, you are more likely to achieve a goal if you write it down? There have been hundreds of studies conducted showing this to be a logical and irrefutable fact. It’s a characteristic shared by most high earners in the world.

Do you write down you goals? The answer is probably no.

Why would I say that? Well, statistics also show that very few people actually write down their goals or create a plan to achieve those goals. So I am going to present to you a proven methodology for you to be more successful based on this principle.

Step 1. Write Down your Goal

I was laughing to myself the whole time I was typing Step 1. In all seriousness, writing down your goals increases the odds of you actually acquiring them astronomically. Write down you goals in full detail. Leave nothing to the imagination. What EXACTLY do you want to accomplish?

Step 2. Consider what has worked previously

Whatever your goal is, you need to be keeping track of the things that work. So if you are in our industry and responsible for driving referral growth, then when you get a referral, you should be asking yourself what caused that referral. Was it a certain conversation? Perhaps bringing the write type of follow up was key? Whatever made that phone ring needs to be capture so you can try to repeat it.

Step 3. Use your successes to build a path to your goals

If you know what has worked to drive referrals historically, it needs to be considered a tool in your tool belt. The more tools you have, the more likely you are to get the job done. You need to drive business and your tools can get you there!

Step 4. You have to “run the numbers”

If you want to get 20 referrals and you have four weeks, you need to figure out how you are going to get those referrals. Does that mean 5 a week? Maybe…or maybe it means you double down on your efforts in order to gain 10 a week the last two weeks. Either way, need a logical path with milestones to achieve your goals.

Putting it into place

Lets say that I want to (or need to) get 6 referrals in the next two weeks. I would start by creating this formula.

Goal: 6 Referrals in 10 business days (or 14 actual days)

Best Success Tools: My best tools are setting up meetings via phone, delivering a follow-up on one of the physician’s patients in our care, and offering at 24-hour admission time.

Milestones: I need at least 3 referrals by Friday to hit my first milestone, but I’d like to have 4.

How I’m going to achieve this goal:

  • List out my closest referral sources
  • Consider which of those have a patient in our care
  • Call and set up an appointment with as many as possible
  • Provide a comprehensive rundown of the patients we are caring for
  • Ask for patients that have similar symptoms or diagnosis
  • Drive home our ability to get that patient under our care within 24 Hours

Now, that may not be as solid as a plan I might have with more tools in my tool belt, but it’s a perfect example of writing down a goal, evaluating your best success efforts, and creating a milestone specific plan to hit those goals. Even writing out this simple plan made me feel accomplished.

I challenge you

 

As we are still in the single digits of the month, take a moment to write down your goal, your best successes, and a straightforward plan on how you are going to achieve that goal. You’ll be surprised at the results!

– Jason

About the Author:

Jason Lewallen is Vice President of Marketing

for Home Care Sales

He can be reached at:

Email: jason@homecaresales.com

Phone: 615.815.7907

 


PS: Might want to consider…

If you are a home health, hospice, or private duty agency who struggles with:

educating your referral sources

not having professional handouts with the correct clinical/treatment info

not knowing what to say to drive referrals

not having time to train your sales team about diagnosis specific info

…then the 52 Wk Roadmap to Referrals program is the answer you have been looking for. Agencies are using this methodology to gain more referrals and position their entire sales team as experts.

It’s a plan for every week of the year and can lead to double and triple the referrals you are currently getting. The investment is a mere $500 per month. That’s less than a fraction of a referral!