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Are you still winning referrals, or have you drifted off the road to success?

2020 has been a whirlwind of a year!

We have worked with many agencies owners who have followed our inside sales process and they have continued to not only succeed in hitting admission goals but exceed them by hitting the highest record of referrals ever.

Just the other day, Mike from our sales department ask me to jump on a call with one of our customers to see if I could help her with making a selection on which product we offer would make the biggest impact on her organization. I gladly got on a call with her.

I spoke with the owner, I will call her Mary. Mary shared with me that her patients billing hours are down. Mary reported that at the beginning of Covid Mary’s Home Care was able to hit their new patients serviced monthly goals, but they failed to reach their total hours serviced each month. She shared that it was related to several things but the top 2 reasons I want to share with you here.

One: Mary reported that even though more and more people where being referred for services that there was a challenge with recruitment and retention of skilled workers.

…there was a challenge with recruitment and retention of skilled workers.

Two: Mary shared that many seniors who were immunocompromised slashed their hours of care. Those patients still wanted to have aide services for food shopping and pharmacy runs but they were afraid to let the caregivers in the house.

I was able to quickly help Mary with the second objection she faced by offering tips to help get caregivers in the patient’s doors. I shared with Mary soon Home Care Sales would also be able to help with the number one problem reported to Melanie and myself when we recently conducted marker research calls with our clients. That number one problem is Recruiting and retention.

Melanie and I are currently studying industry experts and working with mentors to provide our members with an incredible program to help with recruiting and retention. We are building a network of experts to support you on this journey and can not wait to release our new program.

Our Millionaire Mastermind members will get access before we release this program to the community. Home Care Sales has spent hours over the course of the last few weeks conducting market research calls with past clients. You may have been one of the owners that we spoke with and let me say thank you right now to you for all that you have done to help with bringing the programs that you want and need into existence.

Remember, if you are an agency owner or executive, and you would like to mastermind with other agency owners you can click on this link, Mastermind Application, and Melanie and I will invite you to a call with us to see if you are a good fit. We are currently recruiting for a new group of owners. We are only accepting 20 members at this time. We are sorry if you submit too late and we have to turn you down.

Our past members have experienced incredible results. Several have opened new business lines, expanded territories, and exceeded revenue goals. See what current members have said about being in our Millionaire Mastermind Group!

 

Cheryl


Remember:

Friends, 2021 is less than 4 months away.  You have a chance now to increase your revenue to offset 2021 revenue reductions.  Go check out how www.homecaresales.com can help you!

Want to make it quick and easy to learn more? Reach out to Mike at Mike@homecaresales.com to set up a demo (or go here: https://calendly.com/mike-home-care-sales and secure a time to talk to him)

What is your most persistent problem over the past year?

Cheryl and I are conducting market research, and one of the questions we are asking is:

What is your most persistent problem over the past year?

The overwhelming response COVID.

Like any great clinician who is an active listener, we know that COVID is the big overarching problem (like Diabetes is the disease process). How it manifests in your business will impact you in different ways (What are the symptoms? )

The follow-up question:
“Tell me more.”

Gives us more information on how this “disease” process is impacting your agency

We heard 3 categories.

Perhaps you have experienced this too.

Recruiting. The “other side of the sales and marketing coin”

When your marketing is dialed in, you will need more staff. Or when there is a surge in referrals. And that leads to recruiting. Many owners shared that they are struggling with having enough staff, caregivers, and skilled professionals. Recruiting a “bench” of caregivers and skilled per visit staff allows the agency to grow and scale quickly. (It also gives you the ability to “test out” a staff member before hiring them full time)

More referrals. Many owners were struggling with gaining more referrals or the “right” referrals. Referrals that produce a high-value patient or client. One that not only can we serve well but one that is profitable for the agency.

Community. Everyone’s social network is “broken.” As owners, we are taking on the role of pulling our companies and our staff together. Providing them a space to connect and collaborate and have a positive experience during a time of psychological “Corona Fatigue.”

We have all struggled during this pandemic.

We have clients – and your agency may have experienced this too.
Who saw a nosedive in the numbers in March and April?

We created tools and formulas to help owners and marketers skill up and become virtual overnight. So that they could rise and thrive in this environment.

COVID may have stopped referrals for a month, but it was not going to keep them down.

Today I am thrilled to share the clients we work with closely are above pre COVID numbers and keep GROWING!

I am super proud of our teams skilling up, and we have modified programs like Road Map of Referrals to give marketers the scripts and templates to take on this new challenge of remote marketing so that you can impact more patient’s lives AND make more revenue.

It’s doing well while doing good!

If you want to see how we are modifying the Successful Roadmap of referrals to “remote marketing,” jump on a call with Mike, and he can “tour you around” HomeCareSalesPro.com.

Melanie

P.S. If you are an owner who is looking for answers to recruiting, more referrals, and community development? We have the solution for you – go to www.homecaresalesmastermind.com, fill out the application, and let’s have a chat to see if this group of owners is a good fit for you and us.

Competing For Facility Referrals

FACT:

One of the hardest things to do is to get referrals from hospitals and short-term rehabilitation centers.

So many things can impact the ability for us to break into facilities. We can get our sales representatives to build relationships but so many other factors contribute to why they would be willing to refer to us.

Today, I asked one of my friends, Dr. Larry Spector, what he thought was important to a facility to gain referrals.

Dr. Spector is the leader of one of the largest and most successful post-acute care collaboratives I have been blessed to work within the country. He is also a medical director for several skilled nursing facilities and short-term rehab organizations.

I’d like to share a little bit of our recent conversation:

“Hi Cheryl, thank you for the introduction.

There are several important factors that lead to more referrals to a Home health company from a Skilled Nursing facility.
The first is the ease of the process. What I mean is, how easy and convenient is the process of the referral to the Home Health company from our case manager to the representative of the HH.

If the Home Health continues to decline patients due to insurance issues, geographic issues, or any other issues then the CM will move on to another partner. To be part of our collaborative we expect every company to care for our patients with minimal questions asked.

Second is the overall performance of the Home Health company. Our collaborative reviews the readmission rates and other metrics including length of stay and time to start of care.

“We feel metrics are the only way to compare all of our collaborative partners.”

 

The last factor is the communication between Home Heath and our hospital system. We expect our collaborative members to communicate via email or phone messages any updates about the care of our patients. We expect a timely informative email if the patient is going back to the hospital. We also need communication if the patient is refusing care or if there are issues with medicines or equipment.

The reason our collaborative is successful and large is because of the teamwork between our hospital system and partners that provide care for our patients in the community.”

Dr. Spector has worked with one of our Mastermind members recently. I wanted to share with you how he has helped them to improve patient care and work more closely with Kaiser HealthCare Systems.

I asked Dr Spector, “please share with me how have you helped the Mastermind Client that I referred to you?”

“The first discussion we had was how to develop and improve the relationship with a very large hospital system like Kaiser. I educated the client on what the hospital system is looking for in their partnership and how they can improve their referrals from Kaiser. There are certain metrics and information that the hospital system is looking for from their partners and we developed strategies on communication and how to provide the information the hospital system is requesting.

“I have been working with this client for 4 months and we have decreased the readmission rate of the patients significantly.

 

I meet weekly with the Home health leadership and we review the readmission cases on a real-time basis and review some of the opportunities that can prevent further readmissions. We develop strategies to help the clinicians succeed in some of the more difficult cases,

In some of the more difficult cases, I have spoken with the clinician on the case and we have developed strategies to educate the patients on their conditions and develop treatment plans. The feedback from the nurses has been very positive.

I have also developed protocols for CHF, COPD, wounds, and other infections to help the home health team develop schedules and medication education to provide their patients. Specifically, I have discussed COVID 19 strategies to help the clinicians care for the patients that are either discharged from the hospital ED or after a short stay from the hospital. I have also eased the concerns of the clinicians with PPE education and education about the virus.

I am also providing education sessions for home health on certain disease processes to help the nurses understand the medications and pathophysiology of the diseases they more commonly treat in the community.

I have enjoyed working with this client and I am impressed with how they have improved their metrics so quickly. Their team has worked very hard and Kaiser has been very pleased with their care of their patients.”

I additionally asked one more question I want to share with you:

“Dr. Spector please share with me how you can help other home health agencies around the country to improve patient care and decrease rehospitalizations?”

“One of my main passions in medicine is to educate those around me to help care for their patients.”

 

“I am on my medical school admission committee and I also teach first- and second-year medical students at my medical school. I enjoy working with those that provide care at any level. I currently believe medicine is at a crossroads and that sometimes we are so busy that we deliver our care as completing a task rather than taking the time to review the whole case.

In my experience, when care is task-oriented many things get missed which is directly related to higher readmissions. The ability to review cases with a physician and develop strategies has been proven to reduce readmissions and deliver better care for our patients.”

Finally, if any of you would be interested in having Dr. Spector review patient readmissions, and help you see where you may have done something different to improve your patient’s outcomes, you can reach out to Dr. Spector by sending him an email to LWSWGS@aol.com.

Thank you, Dr. Spector, for providing us this time to interview you and share your expertise with our loyal subscribers. Remember to check out information to join our mastermind group at www.homecaresales.com/mastermind.

Cheryl

 


Remember:

Friends, 2021 is less than 4 months away.  You have a chance now to increase your revenue to offset 2021 revenue reductions.  Go check out how www.homecaresales.com can help you!

Want to make it quick and easy to learn more? Reach out to Mike at Mike@homecaresales.com to set up a demo (or go here: https://calendly.com/mike-home-care-sales and secure a time to talk to him)

What Sally the hurricane taught us about setting expectations in sales and marketing

We live on the gulf coast.

It’s a beautiful place, quiet; I have written about the 200+-year-old live oak tree in the past.

We have lived in south FL too – Fort Lauderdale and Miami. We are no strangers to hurricanes.

But Sally was my boy’s 1st hurricane. I have twin boys who are 7, and while we just had Marco and Laura in the gulf, they didn’t bring us hurricane wind.

Don is particularly concerned with “natural disasters.” He doesn’t like the drills at school, and he says it “freaks me out Mama. I just think about hurricanes for days after the drill”.

Sally was coming in at a category 1 – my husband Chris and I have a pact to not stay for another 4 again, so at a category 1, we were sheltering in place.

We talked to the boys about “being ready.”

We set out

  • Flashlights & Lanterns
  • Generator
  • Gas
  • Non-perishable food
  • Water in the bathtubs to flush the toilets

All the furniture outside was put in the garage or tied down.

We had everything in place to ride out the storm.

We set the expectation with the boys that we were going to lose power. The first 72 hrs are on “us,” and then the line workers and everyone else will come to help.

Don and Dylan were ready.

The rain came first – a lot of rain. Water was being pushed in from the ocean and from the sky. The live oaks root system is pretty shallow, making them vulnerable to being toppled over when the ground is soaked and loose.

The wind started to howl.

Don said it sounded like people screaming on a rollercoaster. It did.

The windows rattled. He was scared but not “too scared, Mama. You told me this would happen”.

The electric went out next – we turned on the flashlights and started up the generator. We don’t have a big generator but enough to plug in the frig, so we don’t lose the meat in the freezer, plug in our phones and, of course, the most important – MAKE COFFEE!

We watched the storm blow our trees, move the furniture that was “tied down,” create new leaks in our roof, but the boys handled it all with calmness. They got buckets and pails to catch the dripping water; Dylan was on “mop duty” to wipe up the water we missed.

Everyone had a job, and we all got through it together!

Once the storm passed, we ventured out into the yard. LOTS of trees down. 100ft pine trees snapped in half, tons of live oaks toppled over. Dylan said, “I have always wondered what the tree’s bottom side looks like now, I know!”

Trees were blocking the ability to leave our neighborhood.

We live in an older community where about 50% of our neighbors are over 65. I got out my phone and started calling our older neighbors to make sure they were ok.

Chris grabbed his chainsaw and started cutting through trees that were blocking our neighborhood roads.

The boys got their toy John Deere tractor with the wagon, and we went behind Chris to help move limbs.

All the neighbors came out to help cut up and move trees off the road in case of an emergency that someone needed to leave, or the first responders had a way into the neighborhood.

We spent the day cutting, carrying, and piling branches and limbs. We stopped when it was starting to get dark. On the walk back to the house, Don said. “Mama hurricanes are bad, but the good part is everyone comes out and helps each other, so that is the good part of a hurricane. But I still don’t like Sally! She is terrible!”

Very astute, my little 7-year-old. Yes – everyone does help each other.

Lessons learned from Sally:

  • Set expectations – if your agency needs time to evaluate COVID patients – tell your referral sources why and how long.
  • Be Prepared – If you lack staffing in a specific area, make sure you know and be prepared with your communication message.
  • Help each other – Sales and Marketing is a “team sport” you and your ops team together are stronger and can move “trees off the road together!”

We are all Stronger Together!

Make it a great week!

Melanie

PS. If you want to “be together with us,” The RoadMap to Referrals is a great way to be “Stronger Together” Click here to jump on Mikes’s calendar to see a demo of how we help each other!

 

*Image from NBC News. All Rights Reserved.

3 mistakes that Home Care, Home Health, and Hospice Executives make that impact performance

Many owners like me work so hard to open, grow, and succeed in their organizations. The problem with most of the owners is not really a problem but just a small commonality that many of us have. We care so much about the service, that we forget to care about where the next referral is coming from.

Believe me when I say that I too started this way in 1995.

The first mistake that I see over and over again today (in 2020) is THIS SAME BELIEF.

#1 Customer Service will grow your agency.

Yes, I too believed that if my patients received great customer service that I would be able to grow my agency. I believed that word of mouth would be all that I needed. And folks…word of mouth referrals will grow your agency. But it is not enough you need to do more.

You may have a patient that loves you end up in the hospital, where a competitor of yours has a relationship with that discharge planner. The discharge planner then tells the patient “you need to use our agency because we can communicate with them and make sure you are doing everything correctly.”

Next thing you know…you know you lost the referral.

#2 Not Setting or Tracking Goals

Once you begin setting weekly and monthly goals you will soon realize it is not an easy thing to keep track of every week and every month. The tracking that is required is fraught with obstacles and distractions.

Laziness, ego, weakness, and immediate gratification will all try to pull you away from tracking your accomplishments every day. You MUST fight them! You will even have to fight people who do not want you to track goals. But you can fight and you can win. Set goals and share them with everyone at your organization and do not stop!

#3 Daily Discipline to Stay at Peak Performance

As Owners, we probably worked 50 and 60-hour work weeks the first several years in our businesses to make it successful.  Failure wasn’t an option. (and of course, it still isn’t) Eventually, we get to a place where we must fight to keep up that level of passion. Eventually, that will lead us to start to tell ourselves: I deserve a break. I want to take a long trip (pre-COVID) or I just want to not work for the next month. We may decide we deserve a break from working out, or we earned that extra hour of sleep or one more glass of wine.

The problem with this self-sabotage is that it throws us off our path of peak performance. We must nurture our bodies in order to nurture our minds. Since our physical bodies are the support mechanism for our brains, physical fitness and health are critical in our daily success.

Right now, you have the opportunity to make a change in your daily life and lead your organizations by setting an example.

Keep yourself at peak performance! If you are already doing the right things for yourself like meditation, learning new things, and daily exercise: KEEP IT UP! You are on the path to continued peak performance. You are seeing the results of your hard work and your efforts are paying off. Now go lead others and help them along the way. I am taking this advice right now!  I am going back to my peak performance state!

Remember to thank those that help you achieve peak performance. For me, I want to thank my sister Denise for pushing me.  Owners if you need support, and you want to connect with other wonderful owners who help you become the best version of yourself I would highly recommend that you check out our mastermind group!  www.homecaresales.com/mastermind.

May you continue to advance and reach your peak performance,

– Cheryl

 

Friends, 2021 is less than 4 months away.  You have a chance now to increase your revenue to offset 2021 revenue reductions.  Go check out how www.homecaresales.com can help you!

Want to make it quick and easy to learn more? Reach out to Mike at Mike@homecaresales.com to set up a demo (or go here: https://calendly.com/mike-home-care-sales and secure a time to talk to him)

Sharing my nearly thirty-thousand-dollar lesson, so you don’t have to learn the hard way too

I am a student at heart.

My Mom was an elementary school teacher for 32 years with two master’s degrees. I am sure this is why I value education. I, too, have two masters degrees and continue to try and expand my knowledge.

Every year I engage in training, coaching, and masterminds all to upgrade my skills. My husband pokes fun and says I should be “improved” by now! My goal in each of these programs is to find the “one” tactic, tool, or a person who will help me move the needle in my business and support my clients better to give them an advantage in their agency.

Cheryl and I have been completing market research to prepare for our fall offerings to craft a program that is “just the right fit,  right now.” We have been interviewing owners of agencies, and it has been so fun to connect and, of course, enlightening (more on that another day).

One of the discussion questions was how they evaluate if a “program” was for them or their team. Because at one point or another, we have all taken programs that disappointed us.

I want to share with you a $28,500 program that disappointed me and how I make decisions on which programs to take after that experience.

In 2017, I wanted to create an online program that would serve Home Care Sales, Home Health Marketera, and Hospice Liaisons. I wanted to create this fantastic experience for the sales reps, which would make them thrilled to complete the next section. This would become the industry standard for new hires and experienced representatives to needed a refresher or teams who wanted to be on the same page.

I was introduced to an online course developer who had a course that was very successful. She promised a lot, but her program was rigid. She didn’t have any flexibility in her program or consulting. She was not personable, and she didn’t relate well to me or my business. She was great on video, where she could script everything but not in person. She was not able to generalize her business and make it applicable to my business.

At the time, I was SUPER frustrated.

Maybe you have been in this position – your expectations were one thing, but the outcome was another. I spent 12 mos in her program. It was rough. So rough and so many people did not get the result they wanted, she offered another 12 months for free! I know she tried. It just didn’t work.

At the time, I was mad and sad that I spent all that time AND money AND precious hrs away from my family.

But I can say now I am grateful for that experience. It made me appreciate our clients more – the trust they put in us when they allow us to “be on their team” through training and consulting.

When we develop our programs, we are very cognizant of the expectation and the tremendous drive to deliver value.

From the experience with her, we have created a framework for working with clients that I would like to share with you so that you can use it to evaluate your next training program.

S E O (not the web stuff, but that is how you can remember it!)

Success:  How will you know if this program is successful?

Experience:  Are the instructors actively engaged in your business line (working “inside” a HH, Hospice, or In-Home Care)

One:  What is the one thing you want to “learn”?

I bet you want to know about the online program that we created. It’s a High-Performance Sales Academy. In 2017, we offered it as the first industry-specific online sales process program.

It gives you the exact steps to take to move an account through the sales process to deliver you the 1st referral and support your referral sources throughout your relationship with them.

Giving you a repeatable process, so you NEVER miss a referral opportunity again!  We continue to evolve the program to reflect the current landscape.

We have upgraded the High-Performance Sales Academy experience and all our programs on our learning system HomeCareSalesPro™ to drive performance and course completion!

Want to discover how you can win Achievement Badges and Ranks?

Click here to jump on Mike’s calendar for a demo on how your sales reps will want to learn more – perform more!   

Impact more lives!

Do well while doing good!

Go, do great things!

Melanie

Home Care and Hospice Gratitude: A better tomorrow, today

I think we all have an idea of what gratitude is, but we often only practice being grateful in moments of rescue (where someone saves us from a problem) or in times like the holiday, Thanksgiving.

What is interesting (and how it applies to us in-home care) is that the practice of being grateful has been proven to elevate mood, battle depression, and even promote better health.

As home health, hospice, and in-home care workers know, there is a physical and emotional toll that this career requires.

 

Sometimes its saying goodbye, sometimes it’s dealing with difficult patients, and sometimes it’s just plain hard to do the work! Staying positive can be very hard.

Gratitude is more than an “emotion.” It’s also a mood. The reason that is so important is that there are moments of gratitude and a lifestyle of gratitude. The moments provide a temporary boost, but the lifestyle has been proven to improve the overall well being of people who have practiced a regiment of daily gratitude.

This practice creates a positivity that you will bring with you to work, family life, and extracurricular activities. Also, a significant component of gratitude is that it makes us recognize that forces outside our control contribute to our lives’ goodness. This makes you forgive and offer praise quicker and easier. It helps to eliminate culture-killing negativity and, over time, will draw positive people into your life.

In light of all the challenges going on in our world today and the overwhelm you may be feeling, I challenge you to take a few minutes to write down what you are thankful for and give thanks for those amazing blessings in your life. After all, people in your life have made parts of it better. Having a positive impact on your patients, clients, residents, and referral sources have brought joy to others and yourself.

In one of my darkest moments, a good friend once told me,

“The night is always darkest before the dawn”

(which I know is a slightly modified quote from Thomas Fuller). I have steadily gotten back my footing and learned to be grateful. It changed everything for me, and I believe it can for you too.

This pandemic, politics, the state of our country, and regulatory changes can tank your mood or put you through an emotional rollercoaster. That is entirely understandable, but we have people counting on us.

So this week, write it down and consider what you are thankful for. Thank a person in your life who deserves it. Provide a note, gift, card, or any other form of positive outreach to a person in your life telling them what you appreciate about them.

These small acts of gratitude can unlock a title wave of joy in your life and the lives of those you contact each day.

Have a great(ful) week,
– 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

What to do in a short week

Happy Labor Day Weekend!

Welcome to a short week!

It is often we find ourselves in this position. We have a four 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: Follow up on the Focus 50 accounts from your Inside Sales Remote Marketing Program. Topic: Current availability of care.
  3. Wednesday: 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. Thursday: Sales Message of the week to generate conversations for high-value patients or clients.
    *52 Week RoadMap of Referrals members September 7th week on your calendar: Home Health and In-Home Care – use your Monthly Health Observances as handouts or digital assets. Hospice – use your “Did you know cards” on your marketing calls.
  5. Friday: 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 4 days!~

Happy Labor Day! Celebrating You and the contributions workers have made to our country’s strength, prosperity, and well-being!

Take Action! And Serve More Seniors!

Melanie

Why PDGM Didn’t Impact Most Home Health Agencies

Like many agency owners I was not looking forward to learning a new payment system. When CMS finalized a new case-mix classification model, the Patient-Driven Groupings Model (PDGM), effective beginning January 1, 2020, I was less than enthusiastic.

The PDGM relies more heavily on clinical characteristics and other patient information to place home health periods of care into meaningful payment categories. One case-mix variable is the assignment of the principal diagnosis to one of 12 clinical groups to explain the primary reason for home health services.

In addition, we had the stress of learning what would be a LUPA and how do we keep good outcome scores. Little did we know that 2020 would be a year unlike any other faced by the home health, home care, and hospice industries.

Many have been writing that PDGM has not taken the toll that many expected. I decided to go right to an expert that works with agencies around the country. I interviewed Jim Plonsey, of Medicare Training and Consulting, https://medicareconsulting.net/.

Jim Plonsey

Medicare Training & Consulting, Inc., located just outside Chicago, Illinois, has been providing health care consulting for nearly 30 years. Founded by James Plonsey, MTC provides individual as well as group training to home health agencies, hospices, federally qualified health clinics, and hospitals.

 

Jim is the owner and a dear friend of mine.

I asked Jim,

“Why do You think PDGM hasn’t impacted the home health industry as anticipated?”

Jim responded, “The main reason Home Health Agencies have not felt a great financial impact as anticipated falls into the following 4 categories.”

1.   PPP Loans – The Paycheck Protection Program is a loan designed to provide a direct incentive for small businesses to keep their workers on the payroll. SBA will forgive loans if all employee retention criteria are met, and the funds are used for eligible expenses.

2.   EIDL Loans – In response to the Coronavirus (COVID-19) pandemic, small business owners and non-profit organizations in all U.S. states, Washington D.C., and territories can apply for an Economic Injury Disaster Loan (EIDL). EIDL is designed to provide economic relief to businesses that are currently experiencing a temporary loss of revenue. EIDL proceeds can be used to cover a wide array of working capital and normal operating expenses, such as continuation to health care benefits, rent, utilities, and fixed debt payments.

3.   CARES Act Stimulus Funds – HHS is distributing $50 billion to providers who bill Medicare fee-for-service in order to provide financial relief during the coronavirus (COVID-19) pandemic. These funds are allocated proportional to providers’ share of 2018 patient revenue. On April 10, 2020, HHS immediately distributed $30 billion to eligible providers throughout the American healthcare system.

4.   Accelerated Payments – The Accelerated and Advance Payment (AAP) Programs are typically used to give providers emergency funding and address cash flow issues for providers and suppliers when there is disruption in claims submission or claims processing, including during a public health emergency or Presidentially-declared disaster.

Since expanding the AAP programs on March 28, 2020, CMS approved over 21,000 applications totaling $59.6 billion in payments to Part A providers, which includes hospitals.

For Part B suppliers, including doctors, non-physician practitioners, and durable medical equipment suppliers, CMS approved almost 24,000 applications advancing $40.4 billion in payments.

The AAP programs are not a grant, and providers and suppliers are typically required to pay back the funding within one year, or less, depending on provider or supplier type.

Jim also shared with me that he felt that many HHAs were suffering a severe cash crunch in March 2020 when the payment started coming in under the new PDGM payment system. The CARES Act funds were issued in April 2020 which provided a lifeline to keep agencies in business. In the same month, HHA obtained accelerated payments from Medicare equal to 3 months of payments.

Jim further comments that he feels that many have delayed the pain.

“Most HHA just delayed the pain until January 2021, when the RAP payments will be reduced from 20% to 0%.  Agencies will have to come up with an additional 30 days of cash and potentially pay back any unused CARES ACT funds.”

 

Friends, 2021 is less than 4 months away.  You have a chance now to increase your revenue to offset 2021 revenue reductions.  Go check out how www.homecaresales.com can help you!

Want to make it quick and easy to learn more? Reach out to Mike at Mike@homecaresales.com to set up a demo (or go here: https://calendly.com/mike-home-care-sales and secure a time to talk to him)

Want to see numbers of another agency remote marketing for 2020?

Recently I was on a panel of experts and asked the question.

“Does Remote Marketing Work?”

Which is interesting because I was asked the same question over the past 2 weeks by a Home Health and Hospice Owner and a National Sales Director for In-Home Care

Clearly, there is some uncertainty around “Can a marketer “work from home” and get results?”

The answer is a RESOUNDING YES!

 

Of COURSE, you get more “feedback” in person. And as SOON as we can get into accounts, the teams absolutely will!

I want to share with you results from offices that will make you say, “YES! REMOTE MARKETING WORKS!”

Here is a Case Study from an agency using a few Home Care Sales Programs:

Agency Details:

Admission Results 2020:

Office 1 – Urban

LIMITED access – 90% remote


Office 2 – Rural

LIMITED access. Parking Lot Meetings started 2 wks ago. 80% Remote

Office 3: Small city covering rural counties too.

LIMITED ACCESS – 90% Remote

Office 4 – Urban

NO in-person Access. 100% Remote until last week started “Parking Lot” meetings

 

You can see in all the offices; April took a hit. But not for long. I am incredibly proud of this team! Here is what they did to minimize the risk for this owner and how they came back STRONG!

GOT REAL – REAL FAST.

Yes, there was “shock,” but they took the directive to set up their office and get back to work! Just because the marketers were home – didn’t mean they “stopped” marketing, they had to do more connections, more education, and more relationship building.

*My personal Belief is our message is diluted by 50% when we are not personally in front of our target referral source.
 
All the Mastermind Members get access to all our training for their staff. This agency implemented High Performance Inside Sales Process, AND the Patient Call Me program at the same time.

NEVER TAKE YOUR FOOT OFF THE GAS! There was a question in the beginning – Should we stop marketing? NEVER stop marketing. Relationship building is the key to success! Connect to the HUMAN first, then the AGENCY!

If you are not seeing ABOVE PRE COVID-ADMISSIONS AND HOURS, it is time for you to ACCELERATE OUT OF THE TURN!

You, too, can have the numbers of your dreams! You DESERVE to have the AGENCY you want!

We can build it together!

Interested in discovering how?

Email Mike@HomeCareSales.com for a tour of the industry’s most extensive library of training and tools for marketing and growing your agency – Home Care Sales Pro™

Want it ALL? See if the HCS Mastermind is a good fit – Click here.