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Conquer the Summer Slump: A Guide for Home Health, Home Care, and Hospice Agency Owners

Don’t let the summer slump slow down your agency’s success. With these strategies, you can overcome the seasonal dip and keep your agency thriving.

Let’s dive into how to avoid the summer slump and maintain a successful home health, hospice, or home care agency.

    1. Rev up your sales & marketing: Time to double down on your sales and marketing efforts! Boost your sales & marketing efforts during the summer. Don’t slow your sales calls just because “everyone” is on vacation! Use this time to your advantage and gain access to people who don’t “normally do” the referrals, BUT they are due on vacation! Time to ask great discovery questions! Often they will tell you the “secrets” of the account! Get insider information and attract new patients to keep referrals flowing.
    2. Create summer programs: Develop specialized functional programs that your sales representative can deliver that cater to summer needs. Be the post-acute care educator! By providing tailored services, you’ll keep patients engaged, improve their quality of life, and stand out from competitors.
    3. Strengthen referral relationships: Nurture relationships with hospitals, physicians, and community organizations. Educate them and be the patient advocate so that you can grab the mind share of your referral sources! Collaborate to identify potential patients and establish a seamless referral system. Strong relationships ensure a consistent stream of referrals.
    4. Embrace technology: Leverage technology to overcome the summer slump. Explore telehealth options and remote patient monitoring for efficient care delivery. Use digital platforms to streamline communication. And what about AI? Well, it is boosting the productivity by 20% of all the sales teams we work with – how are you leveraging it?
    5. Invest in staff training: Take advantage of the summer season to invest in staff training. Today’s representative requires many more skills than the pre covid rep! We teach reps how to fill up your nurses when you have SOC and when you are booked up until next week – how to engage your referral sources so that they still consider you their 1st choice even if you can’t accept a patient/client today! Enhance skills in specialized areas like Dx Sell – Diagnosis-Based Sales or an industry-specific sales process. Well-trained staff delivers higher-quality care, improving patient outcomes and generating positive referrals.

You can conquer the summer slump and maintain a thriving home health, hospice, or home care agency by ramping up sales & field marketing, offering specialized programs, nurturing referral relationships, embracing technology, and investing in staff training.

Adapt, innovate, and continue providing exceptional care throughout the summer season and beyond!

Together we GROW!
Melanie

P.S. Want to discover the secrets of how we transform sales representatives into top producers? Jump on Mike’s calendar, and he will show you how!

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An Engaging Tale of Frustration and the Map to Referral Success

I’ve got an intriguing story to share with you today that’s sure to captivate your attention. It’s about a tenacious home care agency owner who found himself in a puzzling situation. Let’s call him John.

Imagine John, a driven and determined owner who had dreams of caring for seniors, but he realized he had to conquer the sales and marketing world for his home care agency in order to do that.

Unfortunately, his sales representative, whom we’ll affectionately call Mark, appeared to be stumbling through a verbal obstacle course when it came to asking for referrals.

Talk about frustrating!

John, bless his heart, was caught between wanting to provide guidance to Mark and feeling a tad bewildered himself. It was like watching a suspenseful thriller where the plot thickens, and the protagonist is desperately searching for a way out. The suspense was real!

But fear not, for in the midst of this perplexing tale, a shining beacon emerged—the legendary RoadMap to Referrals! It was like a guiding light, leading Mark (and John) through the labyrinth of gatekeepers and sales challenges toward the treasure trove of referrals.

Embracing his inner Sherlock Holmes, John enrolled Mark in the RoadMap to Referrals program. It was a stroke of brilliance, a eureka moment!

Armed with new educational techniques and strategies, Mark embarked on a journey of discovery, armed with the tools to navigate past gatekeepers, identify promising accounts, and deliver a compelling educational message that left everyone wanting more.

As time went by, John couldn’t help but be amazed. Once a sales wordsmith in training, Mark had transformed into a persuasive force to be reckoned with. It was like witnessing a thrilling plot twist where the underdog emerges as the hero, leaving the audience in awe.

But hold on tight because that’s not all! Not only did Mark’s sales numbers soar higher than a shooting star, but the agency’s reputation reached new heights, leaving competitors in the dust. John marveled at the plot twist, pondering why he hadn’t discovered the RoadMap to Referrals earlier. It was a lesson in perseverance and sales mastery all rolled into one.

So, my friend, fret not if you find yourself caught in a similar enigma! Instead, seek out the RoadMap to Referrals that can infuse your team with the skills and the words to say needed for referral success.

Remember, life is an adventure filled with twists and turns. So embrace the challenges, unleash your potential, and let the RoadMap to Referrals be your guide to unlocking a world of referral opportunities.

Want to get your own “RoadMap to Referrals?” Sign up for a call with Mike to discover how: https://calendly.com/mike-home-care-sales/5x-your-referrals

Wishing you a journey filled with success,

Cheryl and Melanie

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The Gatekeeper Conundrum: How Jim Conquered the Doctor’s Office and Found His Purpose

Picture this: a determined home care sales representative armed with a genuine desire to help seniors struggling to make headway in the daunting world of doctor’s offices.

Weeks turned into a frustrating blur as he battled with the notorious gatekeeper, that elusive figure guarding the doctor’s precious time.

Then, just as despair set in, he stumbled upon the High Performance Sales Academy (HPSA) and discovered the secret to turning the gatekeeper’s “NO” into “GO” back and see the referral nurse!

Join me on this exhilarating all-to-common journey as our hero learns to navigate the wilds of sales, unlocking his true potential and finding his calling.

 

The Frustration Mounts

 

Our protagonist, let’s call him Jim, had heard whispers of the doctor’s patients who desperately needed the services he offered. Armed with his brochures and business cards, he approached the doctor’s office, only to be greeted by the dreaded gatekeeper.

Weeks went by, with each attempt resulting in Jim being met with polite deflections and never-ending excuses. His confusion grew, and he questioned his strategies, wondering how to overcome this seemingly insurmountable obstacle.

 

 

The Light at the End of the Desk

 

Just when Jim was about to throw in the towel, he was doing some research online and discovered the High Performance Sales Academy. With skepticism and a hint of desperation, he enrolled in the program, hoping to find the answers that had eluded him for so long.

Little did he know that the academy would equip him with the tactics he needed to turn the gatekeeper into an advocate and open doors that were previously bolted shut.

 

 

Unleashing the Power of Qualification

Armed with the wisdom gained from HPSA’s Step 1 of the sales process, Jim approached the doctor’s office with renewed vigor. He quickly learned to qualify the account by utilizing six essential questions that helped him identify potential opportunities.

This newfound knowledge became his secret weapon as he engaged the gatekeeper in meaningful conversations and earned their trust.

 

 

The Roadmap to Referrals

Having successfully engaged the gatekeeper, Jim knew he needed to make each interaction count. So, with HCS’s Roadmap to Referrals as his guide, he navigated the delicate process of sharing his educational message by diagnosis.

Armed with the words to say and a wealth of knowledge from the quick references, Jim left no stone unturned in his quest to get his message across and secure his first referral.

 

 

Momentum and Confidence

With his first referral in hand, Jim felt a wave of momentum and confidence wash over him. The arduous journey he had undertaken was finally paying off, and he realized that helping seniors receive the care they deserved was his true calling.

The frustration and confusion he had experienced earlier had now been replaced by a newfound sense of purpose and fulfillment.

 

 

A Sales Journey of Triumph

 

Jim’s journey serves as a testament to the power of perseverance, knowledge, and a touch of humor. Armed with the tools the High Performance Sales Academy provided, he conquered the seemingly impenetrable fortress of the doctor’s office. He found his purpose in helping seniors access the care they deserve.

So, the next time you face a daunting gatekeeper, remember Jim’s story and the transformative power of determination and industry-specific knowledge. After all, you never know what lies beyond that desk until you take the plunge and follow a proven process to get you there.

In the grand tapestry of life, sometimes we stumble upon our true calling in the most unexpected places. For Jim, the High Performance Sales Academy provided him with the keys to unlock his potential. May his journey inspire you to overcome your own challenges, embrace the unknown, and find your own path.

“Ready to unlock your true potential in sales? Take the first step today and enroll in the High Performance Sales Academy. Don’t let the gatekeepers hold you back any longer!”

Inspiring Sales Excellence, Transforming Senior Lives!

Sales, Compassion, Impact: Shaping the Future of Senior Care

Melanie

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What to do in a short week

Happy Thanksgiving!

Welcome to a short week!

Soothe Crack

It is often we find ourselves in this position. We have a three day work week coming up, and we have to prioritize our marketing efforts.

I have felt the “crunch” of a short week. You have too much to do and not enough time. Perhaps you have had that feeling also where there is just so much to check off your to-do list that you feel overwhelmed.

The answer to overwhelm is prioritization.

In setting up our teams for success, we follow this simple cadence that has delivered results.

It will work for you too.

  1. Monday: Prewritten “open for the Holiday Blasts” emailed out for the holiday. (make sure you have staff and are “open” for referrals)
  2. Tuesday AM: Follow up on the Focus 50 accounts from your High Performance Sales Academy Step One.
  3. Tuesday PM: Step 3 of the High-Performance Sales Process – “WIN” The referral generator – follow up and report out on any referral from Friday- Tuesday. Make sure to use this as a patient vignette in your follow-up “Ask”.
  4. Wednesday: Sales Message of the week to generate conversations for high-value patients or clients.
    *52 Week RoadMap of Referrals members November 21st week on your calendar: Holidazzle – Help them to prepare and get ahead of any challenges that may keep them from truly enjoying the holiday.
  5. Friday (if working): Clean up anything outstanding. Follow up on any referrals from the week. Finish your week strong! Make one extra call today!

A short week is your opportunity to compress time and maximize your productivity in 3 days!~

Happy Thanksgiving! Here at Home Care Sales, we are thankful for you and the many ways you help seniors and the fragile around you!

Take Action! And Serve More Seniors!

Melanie

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Marketing and Sales Lessons from my 7-year-old twins on Halloween

Halloween was just a week ago.

I know it seems like FOREVER ago, but only a week.

My twins are 7, and they are really into Halloween.

Don was DJ Marshmallow (I know he is a pretty big deal. You will have to google it later)

Dylan was Harry Potter.

We live in a quiet neighborhood on the golf course with about 25 houses. Most owners are seniors, and 5 of us families who have kids. We didn’t know if anyone would be “doing” treat or treat this year, but we thought, well, let’s try it and see!

About 75% of the houses didn’t have their lights on – the universal signal that “we don’t have candy for you,” so it was a little dark, and because I am not winning Mother of the Year, I forgot a flashlight.

Dylan said to me:

“Mom, I love Halloween but being out here in the dark – I am scared. You are not scared of the dark, and I want to walk with you.”

I told him “Dylan – I am here with Don and you, and it’s OK – I wouldn’t let anything happen to you. So just walk beside me instead of running ahead with your brother.”

Sales Lesson #1: You are always braver when you know someone has “done this before” and was “OK.” Follow the plan. We lay out our marketers’ plans months in advance. We have been down this road and we know it produces referrals! It will for you too! Confidence!

We finally came to some houses with tables outside with bowls of candy, and the neighbors were sitting in rocking chairs on the porch. The boys were so excited. Earlier in the day, we talked about manners and to say “Thank you” when they gave you candy. Don stepped up right away – took one piece of candy and said, “Thank you!” and went off skipping.

Dylan was timider. “He said, Mom- they are so far away – do I have to say Thank you?” I said – Yes, just like we practiced but LOUDLY so they can hear! To which he did, “THANK YOU!” And the neighbors yelled back – “Your Welcome.”

Sales Lesson Number #2: When you practice what you will say – It is EASY, and you can make modifications on the fly when you know the structure! Weekly Sales Messages are KEY- knowing what you are going to say BEFORE you walk in the door or pick up the phone – is key to your success!

Once we got home, of course, the big Halloween Candy Trade began.

2 Laffy Taffys for 1 snicker – 2 Twix for 2 boxes of Milk duds the trades went on and on.

Which brings us to Sales lesson #3: Know your Ideal Patient Type. We all have our “sweet spot.” The patients and clients we LOVE to work with AND are good for the agency. OWN it!

These kids had no problem saying I want “snickers” you need to own it too. “We specialize in Parkinsons! Which Parkinsons patient is struggling with ADLs?”

With all that is going on in the world, it was great for one night to have some semblance of “normal.”

 

It was good for the kids and our senior neighbors who stayed socially distanced but got to see and interact with the kids plus all those cool costumes!

Wishing you a Bountiful November! I hope you had some fun during Halloween!

Keep serving seniors!

Melanie

P.S. If you are looking for a “plan” we got it! Click here to find a time on Mike’s calendar that works for you and he can show you the system!

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3 Secrets for Double-Digit Growth Year Over Year 2019 vs. 2020

We just buttoned up Quarterly Business Reviews and Plans with one of our Mastermind clients.

EVERY Marketer grew their office double digits year over year for quarter 3 2019 vs. quarter 3 2020! The Marketers for this agency have a strong finish to the end of 2020.

I couldn’t be more proud of them and their willingness to pivot HARD and achieve results better than 2019 (2019 was a solid year, too!). This agency has not let COVID and the lack of access nor the lack of staff (due to quarantine) slow them down!

I asked each Marketer the same question during our zoom meeting:

“What do you attribute your success to during the 3rd Quarter?”

Here are the 3 Secrets that I heard:

1. Delivering Value EVEN when working from home!

How do you deliver Value when you are remote? There were many questions early in COVID – Could they do it? Would their referral sources accept them being “remote”? They said I am not a copywriter. They needed a lot of support to be confident in reaching out via phone, email, text, video. Following the structure of the Inside Sales Process and RoadMap of Referrals gave them the tools to each week go out and deliver value in the form of education and high-value patient targeting. Using the Home Care Sales Trigger Questions on the Quick Reference cards to reach in and get the ideal referral on caseload NOW!

2. Showing up: Consistency in reaching out – even when it feels like “no one is listening.”

One of the reps said, “It feels like sometimes I am talking to the wall” Voicemail that delivers a sales message of the week is fantastic but not getting a return call or feedback is hard. What is great is when you do connect, the referral source says – “Oh, I loved that email about Mrs. Jones and her Parkinson’s that sounded just like my mom.” It’s WAY BETTER when that is coupled with a referral!

3. Drill it: Education and Motivation every day!

Another rep shared her story of the funk she found herself in a couple of weeks ago. She was tired; a few of her friends had actually died from COVID. She was concerned for her mother, who is elderly. She said:

“I had to take a hard look at how I would pick myself up and get motivated again and the way I decided to do that is to INVEST in MYSELF! I decided every morning I was going to get up and log onto HomeCareSalesPro.com and do a Lesson. When I do a lesson, I FEEL CONFIDENT! And CONFIDENCE SELLS! SO TRUE!”

What does this success in the numbers look like for this agency?

 

 

Over $110,000+ in profit increase in Q3 2020 vs Q3 2019

Which owner would like that profit over the last 90 days!

Which marketer would like that bonus check?

We ALL would!

 

You want momentum like this too! YOU CAN!

Join us for an exclusive FREE webinar:

The Blueprint – The Top 3 COVID Driven priorities for sales leaders to Gain Referrals

Set yourself up for SUCCESS! FINISH 2020 STRONG!

Register today! Click here!

See you there!

Melanie

P.S. This is your chance to help more people. Get your blueprint and set yourself up for success! Click here and sign up NOW!

P.S.S. You want to be part of the Mastermind and connect with other high-quality owners like this agency’s owners? Click here and lets have a discussion!

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How to work in these crazy times – dealing with overwhelm

I was recently speaking with the owner of an agency who said to me:

“I am exhausted. Look at my calendar. There is no time for me. I am slamming and jamming through the day from one meeting to the next. I don’t have time to think strategically. I am struggling. What’s worse is I see my staff struggling with the same issues.

They are tired of being on zoom for 6-7 hrs a day in meetings. They tell me our clinical and caregiving staff is getting “burned out,” and I am afraid they might be running into the ground. I am worried.

My staff IS the agency. No nurses or Aides or Caregivers – NO AGENCY

Day to day, I don’t know my staff situation because of COVID and having staff out on quarantine. COVID tracking is taking up a tremendous amount of time and resources.

We have plenty of referrals – that’s good – the reps are following your inside sales process – that is not a problem.

The problem is I am overwhelmed and tired.

And it feels like everyone else is too.

I need help. I need a plan. Not just a couple of morale boosters but a plan to honor my staff. And help me get out of this “funk” of groundhog day that has been my life for that last 6 mos.”

 

I told this owner – He is not alone.

 

I, too, feel the collective “tiredness” of the whole world.

We are in a sustained trauma.

We can’t see our friends. We have to reserve spots online to go to church.

Our “Social framework” is broken.

For the Owner. He is tired.

I shared with him some productivity hacks to gain some of his time back. So that he can have room to think. Think about the future – winter is just a month away for him.

Everyone will be “back inside,” and that means even less socialization for him and his staff.

We have all heard the estimates on the costs of employee turnover:

  • 6 to 9 months of salary. (That’s well over half what you pay an employee in a year. For an employee making $100,000 a year, the turnover cost could be as high as roughly $75,000. Ouch.)
  • 16% of annual salary for jobs with traditionally high turnover, such as entry-level jobs.
  • 20% of annual salary for jobs requiring mid-level experience
  • 213% (not a typo!) of the annual wage for top-level executive positions, including C.E.O.s *

(Statistics according to https://www.peoplekeep.com/blog/employee-retention-the-real-cost-of-losing-an-employee
)

We can all agree employee turnover is expensive.

(Add on top of that all the “COVID-exposure quarantines AKA COVID exposure “vacations” as one owner calls it)

His marketing team is delivering more referrals then he can serve! He is TURNING DOWN REFERRALS! — YIKES!

He needs current staff to stay and “do more” even when they are already tired! (He also is hiring as fast as he can)

Employee centric management will shape pandemic recovery success.

For this owner, we are creating a plan. A step by step Employee Engagement plan for him to help him honor his staff, increase morale, and connect to the human first.

The Framework is C.E.F.T.

C- Compassion. Offering comfort, and empathy to staff during this challenging work/life/kids a homeschooling balance

E- Experience. Your staff needs to “DO” Something! The activity needs to be engaging, and your team will become involved in the reward system. E is also for EASY – Yes, the activity needs to be engaging, but it needs to be EASY too- the staff has enough “work” to do.

F- F.U.N. We ALL NEED MORE FUN!!!

T – Timely. This cannot be a 1 and done. This is an ongoing plan of engagement and honoring of staff. We have all tried gift cards – for them only to become an expectation. This plan has “surprise” and “chance” worked in so that his staff doesn’t “expect” the reward (much like a slot machine – you keep coming back because you don’t know when it will pay out!)

The result of this plan will be that he can give it to his administrators to roll out each month and engage his staff. Engage and delight his team that his agency cares. Cares enough to create the social framework they lost during the pandemic.

This agency will create deeper relationships with its staff, which will allow them to serve more patients and increase their revenue.

We are all in this together.

Giving the owner the Freedom to Grow.

During this time of Overwhelm, we are here to help.

If you want to gain access to this Employee Engagement Plan – we invite you to be part of our Beta roll out in our Mastermind. Click here, fill out the application, and see if it’s a good fit for both of us!

Melanie

P.S. Overwhelm is real. You can move out of it with structure. With structure comes FREEDOM! You got this – We can help!

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50% of Patients who are referred home health – Don’t get services???

Over this past week, you may have seen several industry sources sharing that nearly 50% of all Home Health referrals from the hospital are not started for care.

One of our mastermind members has seen an explosion in referrals from the hospital.

That is GOOD! Revenue is UP!

While the increase in referrals is AWESOME!

Here is the BAD part.

It has created 2 problems.

  1. Incomplete patient information – i.e., more non admits
  2. Not enough staff and putting HUGE pressure on existing staff to do more– i.e., Recruiting and retention.

Incomplete information: Incomplete patient information has always been a challenge. And when the patient leaves the hospital, it’s hard to “track them down” if the contact information is not correct.

How can your marketers or office staff help?

For our Mastermind Program, we are adding a module on transitions.

Here is a piece from that module:

V. C. E.

Verify:

Verify patient contact information and emergency contact information when the patient is STILL in the hospital.

Call:

Call the patient (if you can’t get in the hospital) AND the emergency contact to welcome them to your agency when the patient is STILL in the hospital or as soon as you get the information.

Educate:

We have created a “What to expect” brochure that is patient-centered and is a perfect resource to have the D/C planner hand out or email to the patient or family that describes the next steps so that the family knows who to call and gives them peace of mind during their transition

 

Recruiting and Retention

This is the “other side” of the sales and marketing coin. When your team does their job – you will have staffing problems. This agency owner and mastermind member always tell his branch administrators – keep hiring and let it be a sales problem! He means by that keep hiring nurses, therapists, and HHAs to the point that his agency has “open visits” and then put the pressure on sales and marketing to get more referrals!

Right now – EVERYONE has VIRUS FATIGUE, and it is compounded by an increase in referrals, and in this team, that means the current nurses, therapists, and HHAs have to do more visits.

This Mastermind agency is killing it with recruiting. They have more applicants in the last 6 mos than we have seen in the previous 7 years of working with them. But the referrals are growing faster than they can onboard.

How can Marketing help? What can you do as an owner?

This Mastermind agency uses its marketing team to deploy several retention and appreciation strategies we collaborated on to increase morale and let them know they are appreciated!

The staff has reported:

“Feeling cared for”

“Like we matter.”

“Thank you for making my day brighter.”

and one intake staffer reported:

“OMG, I can’t believe you noticed how hard I was working. Thank you!”

It goes a long way to help keep your staff committed to your vision and your agency.

Cheryl and I are building a new recruiting and retention module for the mastermind group.

We are pulling together the best practices and tactics we have experienced as consultants in the industry for the last 20+ years so that the mastermind group can have a vault of recruiting and retention strategies that will allow you to plug and play the best practices at your agency. SO easy – just pick out the ones you like and implement them.

We are in beta right now!

If this sounds like something you would like to be a part of – go to www.homecaresales.com/mastermind to fill out an application, and let’s jump on a call to see if it is the right fit for both of us!

Melanie

P.S. Even though we are all socially distancing – Cheryl and I are COMMITTED to having MORE FUN in the mastermind this year too! Wait until you hear the fun community activities we have planned for the group!

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How to manage a Sales Rep in 3 easy steps

I just completed a session for HCAOA annual virtual conference.

“LOVE Home Care – HATE Sales Management”

 

The theme – Rediscover the Magic of Home Care!

That is a great theme and an extension of that theme “Rediscover the magic of your sales rep.”

Many owners that we have worked with have shared with us (maybe you have thought this too)

Sales reps are SOOO hard to manage. I don’t know-how
I don’t want to manage my sales rep – I don’t even like sales!
I don’t like it SO much – I don’t even have a sales rep anymore.

Cheryl wrote this week about the value of a sales rep for your agency.

If you were not persuaded by her encouragement to have salespeople, let us go with the facts.

According to the Home Care Pulse Benchmarking study – I shared this in my presentation.


It is a fact!

When you have more salespeople, it will produce more results (read revenue!).
But you just can’t have a sales rep and like magic, have them produce! You have to have the strategies in place to hold them accountable, and that is where we come in – Home Care Sales has been empowering reps and holding them accountable for the last 20 years, and we have had to learn the hard way!

Lessons learned so that we can share with you the easy way!

In today’s blog, I will break it down for you in 3 easy steps so that you can eliminate the drama, focus on high-value client referrals, which will allow you to IMPACT MORE LIVES while INCREASING YOUR INCOME!

ONE: Alignment Agreement – We used to call this an expectation document

Five action items or less that you and your Rep agree upon agree

Examples include: Documentation, calendaring/ planning, expenses

This one document has saved me so much heartache. Recently one of our mastermind members used this document they have access to it in our resources vault. They went through the interview process- and with the offer letter to the Rep gave them a copy of the expectations.

The potential rep turned down the position because she felt like she could not commit to the number of sales calls. While this agency owner was sad, he put all this time and effort into the potential candidate. I told him – he dodged a bullet!

If she would not commit to meeting expectations on the front end, he would have been chasing and hounding her to complete the activity level and met with 100 excuses on why she could not achieve them.

TWO: Planning

The MOST HATED word in sales. Planning.

I don’t know of any rep or manager who LOVES to plan. They like to “do,” but you know you would head off to CA from AL without your GPS. You sure don’t need to jump in your car or on your phone without:

  1. Targeting High-Value Client Types
  2. Your Sales Message of the Week
  3. Your Home Care Sales Trigger Questions ™ that are going to reach into the current caseload and get you the EXACT referral you want NOW!

We do this through the Roadmap of Referrals program where we give the reps the sales message of the week and the Home Care Sales Trigger Question all DONE FOR YOU (click here to see it in action with Mike)

THREE: ScoreCard and Coaching AKA – Holding reps accountable

What are the metrics that you want to see?

  • Hours
  • Revenue
  • Referrals
  • Home Assessments
  • Admissions
  • Number calls completed

This Scorecard is filled out by the Rep each week, and the Scorecard is delivered to the manager or owner.

This accountability focuses on the “right activities that are going to drive the right results.”

This Scorecard is available in our Achieve program (want to learn more? Click here and have Mike show you)

Coaching is key to connecting with our reps. Its where you deepen the bond, create a “safe space” to problem solve, and offer suggestions.

We use the acronym of GROW:

Goal
Reflection
Opportunity
Win

Accountability – Empowerment = Blame

Empowerment – Accountability = Low Performance

Accountability + Empowerment = High Performance!

 

 

With structure comes FREEDOM!

You can do it! You can be the sales leader!

We can help

Roadmap of referrals

Achieve

Mastermind

Keep Serving Seniors!

Melanie

PS Thanks, HCAOA! If you are not part of HCAOA – click here http://www.hcaoa.org/ to learn about this great organization!

 

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Are you using Population health and social determinants in your sales presentations for your agency?

Population Health and Social determinants of health.

Sounds super sexy right?

I just finished a recorded session for NAHC annual conference that will be aired October 20th – click here to sign up for the virtual conference: http://2020annual.nahc.org/

The session was:

“Private Duty – Positioning as a Key Partner in Effective Population Health Management”

I was a part of it with Cindy Campbell – HMA Healthcare Informatics, BSN, RN, COQS, Director Operational Consulting WellSky Advisory and Outsources Services (formerly Fazzi Associates) and Dr. Lucy Andrews, DNP, MS, RN Founder, and CEO: At Your Service Home Care, Chair CAHSAH.

It was an excellent presentation, and I would like to share some of the “AhHa” moments with you!

Cindy set the stage and slapped us in the face with this slide – it was a sit up and pay attention moment. As an OT, of course, I know about functional limitations, but holy moly – $740 billion per year by 2025! Cindy got us off to a great start!

Our hypothesis is that home care generates substantial cost savings for complex chronic patients with functional limitations and supports a compelling business case for home care value in population health management.

Lucy went onto discuss the three strategies from The American Healthcare Association.

  1. Screening and information: Providers systematically screen patients for health-related social needs and discuss the impact these challenges may have on their health with them
  2. Navigation: Providers offer navigation services to assist patients in accessing community services
  3. Alignment: Providers partner with community stakeholders to more closely align local services with the needs of local patients

Cindy shared an example of a Heart Failure Program.

  • Provide a combination of ADL/IADL support as needed, include transportation, medication reminders, and RPM with LVN/RN call center support as State license permits and condition warrants.
  • Measure and use data wanted by your hospital or payor partner
    • They want READMISSIONS LOWER for high recidivism, high cost, ‘FREQUENT FLYERS’ for example:
    • YOUR POPULATION OUTCOME = achieved fewer readmissions, e.g., 5% reduction in 30-day rehospitalization in CHF patients
  • Track and manage interventions to prevent rehospitalizations
  • Share your successful decrease in readmit to hospital with specific patient populations.
  • Consider the integration of innovative RPM, virtual visit, and connectivity platforms within your programmatic offerings.

My portion of the course was about business development.

I shared the steps to take to gain more referrals through population health programs.

I also shared case studies of current and past clients:

  • Nurse owned HH and PD in which the hospital referred and paid 4 hrs a day for 30 days for high-risk readmission patients.
  • Nurse owned HH and PD is exploring a hospital to home program and is in step 4 out of 7 in the Home Care Sales Exploration Model.
  • An In-Home Care provider who aggressively pursued the Medicare Advantage opportunity for personal care and transfers

I am so grateful to be in the company of colleagues – Lucy and Cindy – who are at the top of their games sharing their insights!  We get the chance to take a peek at how other agencies are working.

That is the benefit of working in partnership, having a great network, seeing what is working for others, asking great questions, and sharing information/ solutions.

If you are looking for insiders’ advantage – Join our Mastermind

It’s a great way to connect with some of the industry’s leading experts on recruiting, retention, pop health, protecting your brain health, and many other topics we bring to the group to enhance your wealth and your health!

Click here to fill out the application and see if it’s a good fit for both of us!

Impact more lives!

Melanie

P.S.  Do you have educational sales materials that present your agency as the solution for CHF, COPD, or Alz by managing the disease process at home?  We do – jump on a call with Mike (click here for his calendar) to tour you around our sales education pieces for referrals sources – so that you can get the high-value referrals which will allow you to blow out your goals!

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