The “So What” Marketing to Home Health

The “So What” Marketing to Home Health

So what makes your home health care agency unique?

So what makes the services you offer stand out amongst your competition in a crowded marketplace?

So what differentiates your home health care services from those standard services offered by your competition?

So what helps you specifically target medical professionals in order to establish a strong base for patient referrals?

“So What Marketing” is what makes one home health agency succeed while others falter. If you can make the “So What” rule apply –if you can make physicians understand who you are and what makes you unique in the home health care marketplace– you are on your way to establishing and expanding your client/patient population base and increasing your bottom line.

Focusing your business in this manner will require some thought and insight into your current operation before diving into creative solutions. You must begin by asking yourself: What does your agency do well? What do patients and their families say you do exceptionally well? What are your success stories from the field? Find the answers to these and other important questions about your current operation by collecting information from your staff and their case studies, as well as your patients and their family members who have used your agency’s services. Read the accounts and make notes on the similarities in the stories you hear. Focus on areas in which your agency shows strength and a distinct competitive advantage.

Examine your nursing staff. Get to know their backgrounds and their areas of expertise. Do you have a core group of health care professionals amongst your staff with similar skill sets? For instance, is there a group of wound care specialists at your agency? Cardiac care nurses? Nurses trained in diabetic care? Keep in mind that a number of nurses with similar professional experiences and expertise represent an important market niche in a field, which you can then market to physicians.

As the marketing representative for a home health agency, it becomes your job to know and clearly communicate the strengths, expertise and the nursing care concentrations within your company. You must be able to walk into any physicians’ office–from an orthopedist to a neurologist to a cardiologist to a gerontologist–and promote your agency’s services as the perfect fit to meet the specific needs and care requirements of that particular physician’s patient base.

A case study we often use is the podiatrist.

Our hypothetical diabetic patient with a diabetic ulcer on his foot is referred to Home Health from a podiatrist. The hypothetical patient needs a physical therapist (PT) to learn to walk in his home from the shag carpet in his living room to the linoleum in his kitchen and back again (navigating over multiple surfaces). The ulcer on his heel has left our patient with issues with his balance. In a case such as this one, OT can also be invaluable by providing more comprehensive and complete self-care activities, such as doing feet inspections with adaptive equipment–bringing the foot upside down to look for additional ulcers. Our hypothetical patient, like many diabetics, is older and somewhat overweight. He is unable to turn his foot in this uncomfortable position. Left alone, he will be unaware of progressively deteriorating conditions on his foot. In this instance, the OT trains the patient how to use adaptive medical equipment, such as a long-handled mirror to see the bottom of the patient’s feet.

Our patient may also benefit from home health care services that provide a safety evaluation of his home. For instance, a simple scatter rug with fringe can be a dangerous accessory to a diabetic with a walker, a cane or an ulcerated foot. A home health nurse can assist in the management of our patient’s medications, can teach syringe care, and can label foods in the kitchen with red (“bad”) stickers and green (“good”) stickers. Our hypothetical patient, for example, didn’t know that orange juice, loaded with vitamin C, is actually a poor choice for his diabetes, as it is a sugary drink that can spike a diabetic reaction.

As a marketer for the home health agency, it becomes your job to use these types of patient vignettes –or others like it– to teach physicians the benefits of using your home health care professionals to provide a complete package of services to treat his/her patients when they leave the physician’s office.

Do you specialize in cardiac care after heart attacks? Does your staff heal wounds faster than other home health agencies? Do your nurses put in extra time at patients’ homes going over medications and organizing dosages for the next day? Do your nurses go the extra mile? Your sales team can promote these benefits when meeting face to face with physicians, office staff or hospital personnel. These “extras” often do come up in discussions with the decision makers and should be pointed out.

So what does make your agency stand out? It is your job to find a clear and concise answer to that all-important question and to be able to target your response to whomever is asking. So What Marketing done right will, indeed, make you a top contender in the home health marketplace.

 

Standing out in the crowd can be difficult, but there are great tools that can help you succeed. Check out our High Performance Sales Academy and and The Roadmap to Referrals – 52 weeks of patient vignettes and Specific Referral Generating Questions can set yourself apart today!

Melanie Stover OT, MBA, MS/ISM

Co-Owner of Home Care Sales

10 Ways to Build Rapport With Prospecting Accounts

One tool which you can use to influence someone?s beliefs or change their approach to referring to your organization is improving your rapport with the account.? Today I want to share with you 10 ways to create a rapport.

10 Ways to Build Rapport With Prospecting Accounts

  1. Bring up mutual interest. ? observe their jewelry, pictures, or clothing and find something that you can authentically show an interest in. My favorite is dogs.? If I see a dog picture or a dog charm, or t-shirt or mug with a dog, I got my mutual interest.
  2. Give a small gift.? I usually bring my qualified accounts something to thank them for answering the survey questions. Remember to stay within all laws.? You cannot do anything to induce or entice referrals.? I usually bring them an item to snack on and a few pens or other small promo item under $1.
  3. Give them a referral. ? When I can, I like to ask for their business cards and ask if I can share it with my organization.? We might have a patient looking for a facility or a physician and I love to have information to share with our patients.? Don?t forget this is a great way to further learn about what payers they accept.? It will show you the type of patients that they currently work with.
  4. Insult Someone. ? I know, I can?t even believe that I wrote that, but, believe me when I say I have done a few thousand of sales calls and I can?t even tell you how great this works.? Saying something like, ?Man, what?s up with those shoes??? It sounds like an insult but what it actually does is allows the other person to tell you a story about why they purchased or why they choose to wear those shoes that day.? This provides another opportunity to get to know them on a deeper level.
  5. Tell a Story. ? Patient Vignette, about poor Mr. J, I just left his house and he is finally hiring a personal care aide to spend 8 hours a day with him while his daughter works.? The poor guy has had several falls and ended up in the hospital a few times and it was so sad.? Then ask if they know anyone like Mr. J.? Remember to follow HIPPA.
  6. Give them Information. ? Therefore, we push our clients to using the 52 Week Sales Plan.? It provides great educational flyers and monthly health observance flyers that your accounts can share with their patients.? You can learn more on our website!
  7. Pay them a Compliment.
  8. Make a Startling Statement. ? Drinking coffee can prevent depression is an example of a startling statement.? It could lead to a great conversation and you could just see them drinking coffee and say, hey I just read a great article about Drinking Coffee Can Prevent Depression, so you are on the path to a fabulous day!
  9. Give Good Service. ? Make your visit have a useful purpose, and keep it short to not interrupt work flow at the account.
  10. Then listen some more. ? Too many reps want to ask for the business, and they ask but they keep talking and never give the account to answer their first question. Don?t ask for a referral this way ? ?Do you have any patients who you are fearful that they won?t take their medication correctly?” Or they need help with wounds, or they have a risk for falling?? Stop with just the first patient type!

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Building relationships is the cornerstone of winning referrals! Our High-Performance Sales Process teaches you how to build rapport by visiting www.homecaresales.com.?

Cheryl Peltekis, RN ?The Solutionist?

Co-Owner of Home Care Sales

Sales Process Work ? With Structure Comes Freedom

This week one of my clients?had me come to their organization to see what their sales representatives were doing on sales calls. The sales representatives were asked to take me to an account that they would most likely get their next home health referral from. The AE was excited to introduce me to the first account. When we arrived at a large family practice, I was pleasantly surprised by how well received the AE was with the staff. Her skills of building the relationship and getting past the gatekeepers were better than most AEs that I have seen in the field. I was getting excited because I could see that she had already established a great relationship with the account.

About a minute after we arrived, the doctor appeared?at the front desk and as soon as he saw my AE he came around the desk and gave her a friendly smile and a warm greeting. My blood was pumping now because I was thinking ?Yes, this is going to be such a great account for the AE. Look at her with her smooth savvy ways. She had this account eating out of her hands.?

This was so much fun! I love seeing an AE own an account. I loved to see that this AE had won over and knew the name of every person that she made eye contact with. Good for her! Then, the doctor asked the AE, “Tell me, did you go and make sure you were on the list of providers at XYZ, and ABC, and DEF facilities?” My AE proudly said, ?Yes, doctor. We are on everyone?s lists!?

The AE next took out her monthly observance flyers (Yeah! My brain screamed, she is following her 52-week sales plan). She asked permission to replace them and she was told surely. She then walked to the bin that was kept right next to the check-in counter. It said to grab one for all the patients and family members. Again, I was impressed by how the AE was getting the agencies information out in front of every patient and family member.

Now, this is where the AE took a nosedive. She said, ?Okay, it was great to see you,? as she prepared to end the call. I quickly jumped in and I said to the doctor, “Dr. Jones (not real name), could you please tell me how many patients you refer each week?” Now I was hoping for a high number, I was yelling in my mind, ?Please say 5 a week.? Guess what he said? I don’t refer any patients. My patients get referred to the hospital or SNF when they get discharged. I then asked, “Would you like to learn how we could potentially get a patient on services before they end up in the hospital?” He said, “Oh no, I can’t be bothered with all that. I am not interested in learning anything else.? We said our goodbyes and the doctor quickly went into an exam room.

The reason I share this story?is I found out in 2 mins that this AE, thought that this was going to be the next account that would refer, would never refer! If only this AE was following the sales process!

Step one is to qualify the account. Is this account willing and able to give you a referral? I had the AE open her computer, go into her CRM and remove the account from her weekly call list. I had her put them on for 3 months from now for another qualifying visit because maybe something will happen by then that will change the mind of this doctor, or his partners. (BTW, we did speak with his partner too, and he didn’t refer either).

This AE did such a great job with relationship building but she wasted 6 months of resources, the most valuable one being her time, on an account that would never refer!

Sales process works!?With structure comes freedom! Learn more about our High-Performance Sales Process by visiting?www.homecaresales.com. Email me if you have any questions, or if you want me to do a ride along day with your team. You may be quite surprised by what we learn! Cheryl@homecaresales.com.

Cheryl Peltekis, RN ?The Solutionist?

Co-Owner of Home Care Sales

Relationships building is an art!

Service providers are selected because of relationships. If you want to improve your business at one of your accounts, then you need to ask yourself this question. ?What I can do to improve the relationship between this account and my organization?? Yes, this is going to be hard work, but it will have immense rewards if you truly build a relationship with these accounts that resets the market expectations in your favor.

For example, stop faxing orders and face to face forms to the doctor?s office. Instead schedule a 10 min session with the physician to bring the orders to him personally for him to review and sign the documents. Your sales rep is already going to this account anyway, why not make this sales call a chance to talk with the physicians? This will save their practice time and money.

Another example teaches them about Advance Care Planning, CPO, and TCM billing practices.? Offer health education series to your faculties. Hold house rules meetings at your facilities to ensure that your organization is providing the highest level of customer service to the facility staff as well as the patients that live there.

One other thing I have to mention.?Many sales reps feel that they can start to decrease the amount of times they visit an account because they are referring each and every month. Well, I conducted a study with one of my full-time sales reps and the only thing that changed was the amount of sales calls to the account. We used the same clinical team and high standard of customer service, but the result of the study was shocking.

Just using one account as an example, the sales rep was making weekly calls and we were getting 6-8 home health referrals a month with a 90% conversion rate on admitting clients from this?referral source.? The sales rep decreases visits to biweekly, and the total number of admits was cut in half. We continued this visit pattern for 2 months. By the end of the second month, we had only 2 admits.? The impact on the agency was 6 less patients serviced by just one account. This was about a $40,000 loss in revenue.

Lesson learned! Visit your accounts weekly or someone else will move in! Go be amazing.

It?s The Relationship That People Commit To! Not The Product!

Whether you recognize?it or not, all prosperous home health and hospice agencies?regardless of the services they provide?have one thing in common: their owners and sales representatives know how to build and maintain relationships.

The truth is that sales representatives too often get caught up in the particulars of the services they are selling to notice how critical it is to build relationships not just with your customers, but also with your vendors, employees and ? yes ? even your competitors.

The truth is that business relationships are just like any other relationship. They require some work to maintain and they must be mutually beneficial. As in any relationship, you must be willing to give, share and support, not just take or receive.

Here are some quick pointers on how to improve your relationships:

  1. Encourage Honest Feedback: An open, honest relationship demands clear communications of how each party is performing. I encourage my clients to interview their accounts frequently to ensure that the client is receiving the services at the level that they perceive as excellent!Encourage constructive criticism and be brave enough to suggest ways clients can help you perform better.
  2. Listen More Than You Talk: We all want to eulogize our strengths, our virtues in hopes of impressing others to ultimately get more business. But, being a good listener highlights your qualities much better than being a big talker.I coach a Sales Representative in Virginia and we did a little brainstorming session on why his top 5 accounts refer to him. When I asked the sales rep, ?Why do they work with you?? his response was this. ?Cheryl, I really don?t know. We have had a couple of service failures and yet if I walked in there tomorrow and told them I can only take a new patient that is a Chinese Male, his clients would find him a Chinese Male to refer.? I asked him why he feels that way. He simply responded, ?Because they are my friends, not just my clients. They want me to be successful because they like me and wouldn?t want to lose the weekly fun encounters that we both look forward to.?The relationship is what they value the most in him. Yes, they value his advice and his skills in handling the referrals, but a lot of sales reps can do what he does. What sets him apart is that he takes the time to listen to them and really understand where his clients are coming from.When we interviewed these 5 accounts, they said most often that they value his role as a sounding board, and a few even call him a shrink! That’s the kind of behavior that leads to home health care referrals and long-term business success.

    The sales rep told me, ?The one thing that I remember you telling me on one of our first coaching calls was, be the sales rep that the office is so glad to see walk in the door, and that is what I do on each and every single visit! I leave my worries outside and make a positive, fun visit with both ears wide open, so I know what to ask about next week!?

  3. Make a Routine: Know the best time to stop in each account and keep your routine. Make sure you visit your top accounts at least once every week so they can be prepared for your brief fun visit!
  4. Be Honest: I know we want to be the industry experts. But when asked questions that you don’t know how to answer, always say so. Don?t try to spin a response to sound like you know their industry. Instead, tell them you have had no experience in that situation and let them know what goal you are trying to accomplish.This way you can truly learn how to position your organization to truly meet and then exceed the client?s expectations. They really will appreciate your honesty. Honesty is the foundation for a great relationship.
  5. Take Notes: Keep detailed notes on everyone you meet. This will allow you to remember your talking points from week to week. If you have a CRM, use it as a tool and not as a task! That?s the beauty of a CRM.
  6. Give More Than You Receive: Be sure to contact people when you are NOT in need of something. Don?t just make a sales call to get what you need.Take the information to the account that can make them look good to their patients and customers! Bring them monthly health observance information or information on new wound care products that your team may have just received.Bring white papers about home health and hospice or on how telemonitoring reduces hospitalizations. Take time to learn about their business since it’s important to them as your business is to you.Take a minute to understand your clients? needs and provide opportunities for them to help fulfill this whenever possible. Try to understand what they’re trying to achieve with their business.From time to time, whenever I get an opportunity, I refer my clients to someone who can help their business, even when I gain nothing from it. Clients really appreciate it when they realize that you’re looking out for them.
  7. Be Authentic: Don?t be afraid to be vulnerable. Let people see who you are. It builds trust and respect. Being too professional is a bore. Wouldn?t you rather enjoy yourself?Learn to have fun when making your sales calls. Smiles are contagious. People love to be around positive fun people. Make sure you choose the right attitude!The choice is all yours! If you can?t be a people person, then do yourself and your company a favor and get a new job that doesn?t involve helping patients identify your incredible services!
  8. Make It Personal: Sometimes it is good to send an actual physical letter, or a card of appreciation as opposed to an email. Send notes to new clients thanking them for their business.I send emails of appreciation often, for no reason at all. And, send something during the holidays keeping within stark and referral kickback laws. Never forget who got you where you are. And never, ever think you can say thank you enough to clients, customers, colleagues, and even vendors too.
  9. Meet Face-to-Face: Invite your contacts to an event that you would both enjoy. You will naturally deepen the relationship and get to know each other better. You could also make plans to catch up at or join someone at a networking event.

For some people, networking events are challenges and having at least one friendly face there can give them the confidence to network better. Plus, you will strengthen the relationship.

By: Cheryl Peltekis, RN ?The Solutionist?

 

 

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 that are out continually adding new accounts that refer to us.

Ask any Sales Representative out there, and they will all tell you how much they love to do cold calls! They like to be out doing prospecting visits all day long! Not! Sales reps by far hate to do prospecting calls and we as sales managers commit one of the worst mistakes because we do not recognize this as a sign and symptom of failure.

Me being an RN, I have to diagnosis each rep that I work with to look for what illness I have to treat! Not really, but the prospecting phobia is widespread in sales representatives. Prospecting is like asking someone to tell you no! No one wants to hear no we do not refer all day!

Sales Representatives then avoid doing this, and we avoid teaching this skill. As owners or sales managers, we fail to provide our reps with the needed skills! One easy way to conquer this necessary skill is to classify prospecting into two different sales skills.

Also, into two different sales calls: Survey + Differentiating = Prospecting.

If we tackle each skill separately, we will develop a rock-solid account building machine! The survey visit must be done to ensure that the account qualifies for your representative to be prospecting the building at all.

Provide your rep with a survey form or home health referral source form for them to use if they prefer to have a script in front of them or provide them with probing questions to obtain the information, they need to ensure that this is an account that is willing and able to refer to them each month.

This survey visit must be practiced with each rep monthly with role-playing scenarios for each account type that the rep will call on. Have the most common objections ready to role-play with the rep to challenge their answers!

Make sure that when they get done asking their five questions in 2 min (those of you that are HPSA graduates precisely know what I mean) that they are BAAFAAing. That is not a spelling error, just an acronym for Book an appointment from an appointment!

For example, if you are saying you are surveying to see how the account is currently working with hospice, home health, or private pay, you can use that to set up your next call.

You could say this for example, ?I would love to share with you what other (state account type) ALF?s said during the survey, I will stop by next week same day to review them with you and it will only take again about 2 min?.

It is incredible how curiosity about what?s happening in the competition makes them want to speak to your sales representative. The first time you go back to an account that you did your survey visit, and they are willing and able to refer to you is called your 1st prospecting visit or Differentiating visit.

This sales call is to provide them with a reason they should refer to you? What are your unique selling points that your rep can present? I would suggest you have a list of 10 ready for each rep to use as needed, but if not, it is okay you can always buy the High-Performance Sales Academy, and you will learn how to differentiate your organization there for sure!

The website is HomeCareSales.com. Remind your rep, not to brochure vomit all over the account at this visit and to always set up a reason why you are coming back to see them next week! An example of what to say during this sales call would be,

?Thank you for completing the survey last week about how you currently work with home health to prevent hospitalizations. I wanted to let you know that the other ALF?s in the area reported that they like to work with my agency because we have an incredible dementia care plan that can help keep dementia patients out of the hospital. We believe that staff needs to be trained differently to identify issues with patients that have cognitive deficits. Our agency trains our clinical team on the top issues related to dementia care to keep your beds full. An example is we train our aids in feeding demented patients, and how to identify pain in a non-verbal patient. Do you have a patient that we can discuss today who can benefit from our dementia care program??

Conducting your sales call in this manner is a beneficial way to build your relationship with a new account. Training your staff in this area is also, quite easy, it is available online. Now, you have a program, ?Dementia Care Program?. You now have a differentiator to share with them.

You have been respectful of their time because your sales calls are short and to the point without brochure vomiting all over. You have identified that you will bring value to solving a problem of keeping their beds full and you have made your organization stand out from all the other ones!

Spend time with your team and have a defined expectation of how much time each representative should spend on prospecting new accounts each week. Ensure by checking their calendar for next week that they have identified targets to go out and survey, as well as make sure they can verbally articulate these sales calls as well as the differentiate sales call!

I know I wish there were resources available to me and my team back in the day, so I created them for you. If you are struggling, I have your solution. The High-Performance Sales Academy is the answer!

If you are purchasing for just yourself or one rep, please go directly to homecaresales.com, and you can begin immediately! If you would like group pricing, we offer group licensing, at a low monthly price with a min of one-year commitment! Email Jason to obtain group pricing at Jason@homecaresales.com.

I believe together we can educate every doctor, NP, Discharge planner and social worker out there, on how we can help people who are currently suffering from an acute illness or a chronic condition to receive the services they so deserve! Your services!

If you?re an owner, I want you to know we have a growth summit coming up in Las Vegas, 2019 fall! I am giving away 10 tickets! FREE tickets! If you want to be considered to receive a free ticket, please email me

Cheryl@homecaresales.com. I am looking forward to becoming your organization’s partner in success!
Cheryl Peltekis, RN ?The Solutionist?
Co-Owner of Home Care Sales

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 thought you meant what you promised.” Promises are worse than lies! Don’t commit what you can?t or won?t deliver! Telling someone that you absolutely will ?..is a promise you make. It creates hope for the receiver of this message! If you fail to deliver, it not only makes you a liar, but it also destroys many relationships.

Sales = Profound Customer Service. I know there are times that someone at your organization will screw up! I 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 get back to them with a full report.
  2. Discuss with leadership that has the ability 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 to the decision makers the facts of what happened according to the account?s perception.
  3. Understand the exact area of your company?s process where this mistake took place. Also, understand the steps that your company has taken to make sure that it doesn?t happen again ? with this account and also with other accounts.
  4. Report back the details of what happened to the account that had the service failure. Also, let them know what measures your company has taken to ensure that it doesn?t reoccur.
  5. Ask for forgiveness and another chance. If you have a great relationship, most accounts will forgive a mistake, if it is infrequent.

Some accounts will drop off from referring, but only until the next company has a service failure. If I were you, I would make sure to revisit this account quarterly to check whether it?s my time to capture their referrals again.

by Cheryl Peltekis, RN ?The Solutionist?

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 in communication can pave the way for your agency?s failure.

As a home care or hospice facility owner, you must have a clearly defined, written expectation of your salespeople. If you don’t have one, the odds are that “more” is your expectation. Whatever your census may be, “I want you to get more” is not an acceptable expectation. As a matter of fact, it guarantees that your salespeople will fail.

That rule applies to a company with a census of 20 or a company with a census of 2,000. Without a finish line, how will anyone win? And… Do you know what one of the key traits of a salesperson is??THEY WANT TO WIN!

If you are a home health care or hospice facility owner who has not clearly defined your sales goals, you are most likely going to experience (or may have already experienced) a great deal of turnover and frustration. You don’t want that. Your salespeople don’t want that.

So to keep it short, here?s some solid advice ? Set obtainable goals! Winners and losers often experience inertia in their sales. When they are up, they push harder. When they are down, they lose proverbial “oomph.”

Whether you are a home health care marketing manager or a hospice care agency owner, you should be their biggest supporter! That loud and proud mama that praises their kid at the game so obnoxiously and over the top, that everyone knows that parent loves their son or daughter.

So, if you have to release them to their next opportunity then do it knowing that you did your part to ensure their success. Give them the?tools,?training, support and obtainable goals. Then you can rest easy knowing that you are setting them up to win.

Do you have the tools to support a great salesperson? Do you know how to create a compensation model that will attract and retain winning salespeople? Home Care Sales will be addressing this and related topics at the upcoming Growth Summit?on Oct 3-5 in Las Vegas.

If you don’t want to miss your opportunity to adequately prepare your agency for success in 2019,?secure your spot today.

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 alone growing the business.

This is what leads to distrust. Many home care and hospice agencies that hired a sales force that didn’t produce results will not hire again for years. However, the real pain doesn’t come from not having a salesperson for a time. It comes when you realize you are losing your influence in the market. Most likely, you are losing your influence to none other than other agencies’ representatives. Another salesperson is getting your money AGAIN!

Fortunately, it doesn’t have to be that way, but you have to shift your perception. You are not hiring an untrustworthy swindler. You are hiring a service educator. Without someone going to the market to help patients and home health care referral sources to understand the amazing work your agency does, you are simply going to lose business.

Maybe not today, but you will remain vulnerable to a great service educator working for another agency. So don?t wait until someone comes in and sweeps up all your referral sources. At Home Care Sales, we can help you protect your hard earned reputation and build a census that ensures seniors will not go without the care they deserve!

We have developed the High-Performance Sales Academy that will provide your sales team instant access to our online learning platform. You can ensure that they are fully armed with all the tools they need to be successful and continue to improve for a full 365 days.

Bundled in that program is a transformational live event where we will work with your team face-to-face to ensure they have strategies that will work for their market place. And, this?High-Performance Sales Academy?will cost you less than a single Medicare referral or 80 billable hours of home care services!

So what are you waiting for? Block your seat before it is taken.

 

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 to the varying degrees of acuity in a patient?s journey through life. The reason this continuum is vital is that it binds us with entities that once ignored us (and that -?if we are honest?- we used to ignore).

Take for instance home health care and hospice facility. At one point, they may have been seen as competition for very sick patients. We now understand that we are standing in different parts of the continuum and the same applies to private duty and home health agency. They may have a minor service overlap, but ultimately they should not be in competition as they solve different problems and provide completely different services in most respects.

Many hospice care and home health care owners know they should (in principle) partner with others in the continuum, but most fail to actually achieve a solid home health referral producing a relationship. The reason is simple. They do not truly understand each other.

In some cases, you may have a good idea what the other person has been through, but if you knew what they needed from you and found a way to provide it, don’t you think they would send you patients?

Creating a referral producing relationship requires trust, authentic exchange, and a solid reason to meet in the first place. If your caregiver gets in a fist fight with another company’s nurse…well, avoiding a lawsuit is as good of a reason as any. However, wouldn’t it be easier to just set up a meeting with them and listen?

The good news is that we have a shortcut of sorts. With our upcoming?Growth Summit, we are creating an environment where the continuum can share and grow from one another. It’s for Home Health, Hospice care, and Private Duty owners and its focus is to solve many shared problems and ?help bridge that gap in the continuum.

Contract negotiation, intake practices, recruiting and retention, and better leadership skills are all shared challenges. The attendees will leave with a solid, written action plan for each session and most likely make some life-long industry friends.

Uncovering the challenges we share as a post-acute community, and finding the solution in our care continuum, counterparts will unlock unimagined referral possibilities.

Plus you can save $100-$200 on your access to our game-changing event and have the tools necessary to be successful in 2019. Join us at the Growth Summit?on Oct 3-5 in Las Vegas. Secure your spot now.