August 3, 2020

Are you struggling to figure out the correct "mix" of sales interactions with your referral sources? You're not alone. Reps across the country are still experimenting with how to effectively communicate and sell to key referral sources. We've devised the COVID Sales Py...

August 3, 2020

The Office of Inspector General (OIG) of the U.S. Department of Health and Human Services, the primary enforcer of fraud and abuse prohibitions, posted Advisory Opinion No. 15-12 on August 13, 2015, which makes it clear that  agencies may provide “introductory” or coor...

July 27, 2020

With in person sales opportunities plummeting to an all time low (our 10 week webinar class reported only 22% ability to see even one person in person last week), it's time to change the game. 

Today's strategy is simply what we call "The Parking Lot Call". 

If you have...

July 27, 2020

The Office of Inspector General (OIG) for the U.S. Department of Health and Human Services, the primary enforcer of fraud and abuse prohibitions, recently issued two press releases that once again call into question common practices in the home care industry.  These pr...

July 21, 2020

I was wrong....I'll freely admit it. 

I thought by now, or at least soon, we'd be back to some semblance of "normal" selling in the home care industry. While I had definitely forecast that some facilities would be closed forever, I did feel that we would be able to resu...

July 21, 2020

Many hospitals refer patients on a regular basis to post-acute providers, including skilled nursing facilities (SNFs), assisted living facilities (ALFs), home health agencies, private duty home care agencies, hospices, and home medical equipment (HME) companies.  Relat...