I've often been asked (and 2x in the past week) what is the future of marketing home based healthcare services in the future. While on a call with a consultant new to this industry last week I delved a bit further into my predictions than I had previously. If you're interested in where the industry could be going, and how to adapt to stay ahead, read on. Healthcare Sales in 2025 For certain, the landscape will look different than it does today. While a large majority of sales

During yesterday's Home Care Marketing Accelerator webinar (week 7 of 10 for this current class), I asked which students had generated "walk off" referrals. That is, referrals where you make a sales call and walk off with a referral(s) in hand. One of my students said "I sort of got one". Of course, I had to hear more about the "sort of" part. It turns out he'd made a professional and well planned sales call (like we teach everyone to do) with follow up from a previous referr

10 days from now, the new CMS COPs will go into effect that will affect hospital discharge planning, and the requirement to introduce quality measures when offering home healthcare services to patients. If you haven't seen these changes check out this blog post. While some people have looked at this as a minor blip on their sales radar, it actually is akin to an earthquake striking the industry's foundation. Read the word "requirement" and realize that letting patients know a

It's here! It's again time to plan out your holiday gifting strategy for key referral sources. I received a message from someone this week that asked about the "best gifts to give" and some guidance. So, it's important to realize that everyone is an individual and has their own preferences, and as such there's probably no "one gift fits all" that will wow every referral source on your list. With that in mind, here are some guidelines. 1. Food is in abundant supply, disappears

Guaranteed hiring assistance, or you don't pay! There, do I have your attention? I feel so strongly about our behavioral candidate screening program that I'm making this unprecedented offer for new clients. If you don't find our behavioral screening/phone interview/hiring consult package of value to you with the first candidate you give us to screen, you don't pay for it....case closed. My mission since I entered the homecare industry in 2001 has been to get better, more prof

During a coaching call last week, a manager relayed to me that one of his team was very talented, but was not getting enough key sales call done each week. As we dug deeper he told me the rep was tentative about putting plans into action. Now, there was no issue developing and agreeing upon the plans, it was simply an issue of execution. The manager told me there was talk during the week about "thinking about starting" the plan....but very little doing. I found myself saying