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The Question from an owner: “I need to select a consultant to help me grow my business. What should I look for when selecting who can help us grow?”

The Question from an owner: 

“I need to select a consultant to help me grow my business. What should I look for when selecting who can help us grow?” 

Answer:

You need someone who is at the helm of driving business right now through the COVID pandemic, someone who has a proven track record of over 25 years of experience, with results to back it.

You cannot afford to hire the wrong person. There are so many consultants out there that ask for your trust, and they share with you, their success story. Something like: “I opened up my private duty agency and grew it to a million dollars when I sold it,” or “I worked as a salesperson and I was so good they gave me shares in the business.”  So NOQ they owned the company.

Years ago, I used consultants just like that. I found that they had old, recycled tactics that did not work in my market. Both consultants that I worked with were one-hit wonders. When they owned their own agency, they landed one good account that grew their revenue and moved on.  That is great for them, but if the one account type that they know how to get referrals from is not gonna work for my organization, then I just threw away my money.

You need to ask the consultant you are thinking about hiring to tell you what are the top account types that you should go after.  Ask them to share with you a strategy for getting referrals from hospitals, SNF/rehabs, and how to break into physician offices and ALF facilities.  Partnering with other companies’ sales representatives will not work in this COVID period.  You need someone who has created multiple strategies in just the last 6 months and knows how to navigate your administration through such challenging times.  You need to look no further than HOMECARESALES.COM.

WHY:

You get 2 experts that know the 5 Pillars of Success to grow any post-acute care facility.

5 PIllars: 

One:  Business Development

Two:  Leadership

Three:  Recruiting and Retention

Four:  Finances

Five:  Operations/Clinical

First, let us look at Melanie Stover.

She is one smart lady with 2 Master’s Degree’s to prove it! Melanie started in home health as an occupational therapist and she has over 25 years of experience growing private duty, home health, and hospice organizations.

In just the last 6 months, Melanie co-created new programs to continue to support organizations through the coronavirus pandemic that allowed our clients to continue to hit monthly revenue goals. Melanie continues to manage sales teams throughout the US, so she knows what is working right now.

She has trained and hired thousands of successful high performing sales associates. She has written several best sellers and has spoken on most stages around the country teaching successful sales tactics.

 

Next, Let me introduce myself: Cheryl Peltekis, RN, also known as “The Solutionist”

I own and operate a home health, private duty, and hospice organization.  My first company opened in 1995. I have been responsible for all 5 Pillars of Success for all service lines in an extremely competitive market. We are JACHO Accredited since 1996 and 5-Star rated. An expert at Post-Acute Care collaboratives and working closely with hospital systems.  I also understand contracting and operational success working with Managed Care and Medicaid, and Medicare Advantage plans (plus ACOs).  I’m a 2-time international best-selling author and international speaker. Even now, I still do sales calls and manage sales teams throughout the country.

Back to the “Consulting” question:

I told the owner of the agency (who was asking me why they should trust Home Care Sales) the non-sugar-coated truth. No one in the industry today has the depth of Home Care Sales.

We are the real deal. We are committed to continually supporting organizations and our commitment comes from sheer joy in getting people the care they deserve and so desperately need.

We are committed to creating programs that bring lonely seniors a better quality of life. We use our programs with the teams that we manage every day. We give our programs an immediate facelift as laws change or access to accounts change as evidenced by how quickly we pivoted to our inside sales process due to lack of access to our accounts because of the Corona Virus. We are not the one account hit wonder. We are the navigators to work with ALL ACCOUNT TYPES.  You bring us your problem, and we will deliver a solution.

The good news is, the client went with us. They joined our Mastermind group at a monthly rate that was less then what they were paying someone else for just sales sheets and some cheesy sales tactics.

The client has been with us for her second year in our mastermind group. She has since opened another business line, broken into hospital systems, learned how to become an organization that is performing at a 5-star level, and is now participating in a post-acute care collaborative. She has a sales team of successful liaisons who have removed the risk of losing that one account that gives them all the business and are now experiencing a flow of referrals from various account types.

You too could be part of our Mastermind group! Go to https://homecaresalesmastermind.com/ to learn more about this amazing opportunity for the right business owner.  Our admittance to the mastermind group isn’t based on your company’s revenue, but on your ability as an owner to succeed and contribute to the group. We want you to help other mastermind members also achieve great success as they help you navigate to your success as well. We would love to have you meet with us to see if you’re a good fit.

Cheryl

Telehealth Challenges Continue as The Pandemic Rages On

While telehealth services were booming in the early days of the COVID pandemic, there are signs that interest in telemedicine may be waning. I believe that the cause is that the most vulnerable senior population does not have access to the technology to have a billable virtual visit. 

This opens a great new opportunity for providers to partner with physician offices to solve this problem.  Here is a look at recent coverage of telemedicine from Today’s Hospitalist Magazine.

Fewer patient visits to the Physician’s Office?

While many industry experts predicted that the embrace of telemedicine seen during the pandemic would continue once Corona Virus had subsided, there are signs that the use of telemedicine has already started to decline.

An article in STAT says that during the week of June 14, telemedicine was used for 8% of the number of visits that would have occurred before the pandemic. In April, the number was nearly 14%. The article says that the decline in telemedicine visits could be due to difficulties getting patients—particularly the elderly—to use technology and due to a lack of technical resources in smaller groups.

The report notes that groups with 100-plus providers shifted almost 16% of their pre-pandemic volumes to telemedicine, compared to 8% for groups with five or fewer clinicians. Telemedicine challenges provide the post-acute world providers with opportunities to help physician offices by offering to go to their elderly patients’ homes and contribute to providing the technology or the support to the seniors and allowing the seniors to get access to needed health care experts from the comfort of their homes.

Have you reached out to the doctor’s offices in your service area? 

Maybe this is a way to get introduced to new potential patients? Could the doctors’ offices become one of our clients?  Could they pay us to go into the patients’ homes and support the seniors with using these services? I will share with you several of our clients have been able to build their census by providing this service.

Insurance Companies are scaling back coverage for telehealth

report in Becker’s Hospital Review says that some payers are scaling back their telehealth coverage. The report notes that some Arizona insurers had begun to decrease telehealth coverage, but as hospital ICUs in the state have filled with COVID patients, they have restored telehealth coverage. 

You will need to make sure that you stay up to date with what is happening with each insurance company so you can support the physician’s offices appropriately.  See if you can find a list service that you can sign up for updates for the payers in your territory.  Blue Cross Blue Shield of Texas, for example, is scaling back its telehealth coverage at the end of August, and Aetna began charging patients co-pays and cost-sharing for telehealth visits in early June.

Reported Fraud in telehealth

Another report from Becker’s notes that Medicare administrator Seema Verma noted in an interview with Business Insider that the CMS is investigating fraudulent charges for telehealth services. She noted that some providers are billing for “more visits than are humanly possible in a day.”  All of this leads us to wonder what will happen next.  Keep your eyes and ears open!

Finally: Physician’s Resistance Is a Reality

Many doctor like the good old fashion in-person physical encounter. They like to do a complete physical assessment with their own eyes and ears. Many diseases can be diagnosed and treated by just asking questions and interviewing a patient can be immensely powerful. However, many mistakes can also happen without the hands-on assessment of a skillfully trained physician.

If we can find a way to bring both into a senior’s home, we will hit a home run. Many providers are using remote patient monitoring equipment to help the physician with vital signs and others are using a nurse to report assessment findings to support the physician.

What can you do to make Telemedicine a success? We would love for you to share success stories with us so we can share it with our loyal listeners. Email ideas to Success@homecaresales.com.

 

Thank you in advance for all that you do to change lives every day!

Cheryl