Physician Sues For Freedom of Choice

Dr. Stephen Zappala sued Steward Health Care on the basis that the hospital exerted immense personal and financial pressure on him and other physicians to refer patients only to Steward hospitals and specialists in order to increase profits. Specifically, Dr. Zappala claims in his lawsuit that representatives of Steward called his patients and pressured them directly by incorrectly telling them that they had to have their surgeries at a Steward facility even though he recommended another hospital. Representatives of Steward would also cancel appointments made by Dr. Zappala’s office staff for patients of his practice at competing hospitals. Zappala made referrals to other hospitals for an

Here's Where To Learn To Improve

I put on 2 separate webinars over the past 2 weeks for industry salespeople. The total number of registrants was well over 700 which shows people are hungry for information right now. One question that came up was "Hey Michael, can you share everyone's email address with us so we can stay in contact and network with each other?". Well, of course I couldn't do that as I don't want to be responsible for you getting in a chain of emails with 700 people responding....but it did give me an idea. I have started a Facebook group "Power Shot Training Sales Networking Group". The link to join the group is: The group will give you the opportunity to fin

What To Do Now

Ok, we need to get back to business. While it's not business as usual, it's business as best as we can now....and there is work to get done. After talking to hundreds of reps around the US, I've found that the average rep is putting in about 12-20 "real" hours per week. That's just the way it is.....there isn't much to do for 40 hours. It's time to put some of that extra time to work. This week I want you to go back to your list of key accounts. Grab the account list, and grab your qualifying questions (that you would ask if in person with them on a first meeting) and see if you know all of the answers for every account. With certainty the answer to that will be "no" if only because so many

Home Care Heroes

As you may already know, I love home care and many of the people who provide it. When someone describes me as “a friend to home care” I am especially delighted because that is who I want to be! I love home care for both personal and professional reasons. Personally, our family has received home care services. I was a home care patient. My husband’s mother and grandmother received hospice care. My mother received Medicare-certified home health services. Both of our mothers received private duty home care, sometimes for twenty-four hours a day, seven days a week. HME suppliers played a key role, too. Home care saved our family! Professionally, I have had the honor of working with some

Free Webinar - 5 Tips To Keep From Going Corona Crazy!

I know're going crazy locked in your home office. You're unable to meet people, sell to people, build relationships in person with people....and it's getting to you. Do you know why? Because you're a salesperson and all of those activities are what you're built for! Join me for a free webinar this Friday March 27th to talk about some tips to keep your head in the game, and just maybe come out the other end a better salesperson than before. Register HERE so you don't wind up looking like this guy!

Establishing A New Normal

In business, it takes about 2 weeks for a new business practice or policy to "set". Something you introduced 14 days ago should begin to normalize starting today. When looking back at the drastic changes in our industry since the COVID-10 pandemic, I count March 11th, 2020 as "Day 1". That's the first day I began to hear of widespread closures of facilities. So, that means that this week should mark the establishment of a temporary "new normal" in home care marketing. Referral sources should, by now, have developed new patterns of interaction and referrals with providers. You should, by now, have developed new patterns of contact and response to those referral sources. This isn't optional. O

How COVID-19 Is Affecting The Home Care Industry

During yesterday's Home Care Marketing During COVID-19 webinar, we asked 5 key poll questions to the 100+ attendees to see how they were being impacted by the pandemic. Here are the results. 1. Have you already seen a financial impact on your agency? 51% - Yes 49% - No 2. How have your referral patterns been impacted? 51% - Referrals are about the same 48% - Referrals are down 1% - Referrals are up 3. Have all of your care providers been given additional COVID-19 training? 73% - Yes 18% - We are in the process 9% - No 4. Have you considered cutting back on any staff? 73% - No 27% - Yes 5. What methods are you using to stay in touch with referral sources (Check all that apply) 87% - email 84%

COVID-19 Marketing Webinar Replay Link

Apologies to those who could not join the live webinar. We were inundated with last minute registrations and our webinar platform maxed out. The webinar was recorded and the replay link is here. Please feel free to reach out to Michael via email with any questions. Thanks to all that attended for the good feedback, and I hope this information is helpful in these trying times. Best, Michael Giudicissi

Free COVID 19 Marketing Webinar

Join Michael Giudicissi on Wednesday March 18th at 2pm EDT for a free webinar entitled "Home Care Marketing During COVID-19". We'll discuss some best practices, how to stay in touch with your referral sources, and answer all of your questions during this live webinar. Registration is free, but you must register in advance HERE. For information on remote sales training options for your team, visit our website. Stay safe. Michael Giudicissi

Covid-19 Marketing Protocols

It's time to take some smart preventative action to help ease the Covid-19 virus. It's certainly not time to panic, but to take good common sense measures to help slow the spread of the virus. Today, the World Health Organization declared the virus a pandemic, which means we are in the midst of a global spread of a new disease, that people do not have an immunity to. So, since our marketing teams are frequent travelers in and out of facilities that have at risk patients, we need to become part of the solution, not part of the problem. Just today I had 3 conversations with 3 clients on how to manage their marketing and sales efforts during this time. Here is what we at Power Shot Training are

Disrupt This!

I've never been a fan of buzzwords. They get tossed around by people who want to be considered cutting edge, but rarely are. The latest business buzzword is "Disruption" or "Disruptor". People talk about disrupting the home care industry. They talk about being a disruptor of the same old processes that have been used for years. Some people actually are making positive changes, but most are just using a buzzword to describe the same thing they've been doing forever. But..... The private duty and hospice industry actually DO need someone to disrupt something....referral patterns. If you truly want to effect a positive disruption of the industry, and help more patients in need, then you need to

Palliative Care Program Challenges

Anecdotally, many healthcare providers see great value in the provision of palliative care to patients who may benefit from such care. Although there are a number of definitions of palliative care, the National Hospice and Palliative Care Organization (NHPCO) defines palliative care as follows: Palliative care is patient and family-centered care that optimizes quality of life by anticipating, preventing, and treating suffering. Palliative care throughout the continuum of illness involves addressing physical, intellectual, emotional, social, and spiritual needs and to facilitate patient autonomy, access to information and choice. Despite varying definitions of palliative care, many practitio

Florida Declares Public Health Emergency

Just in from our colleagues at the Home Care Association of Florida. "Governor Ron DeSantis has issued Executive Order 20-51, directing a Public Health Emergency and establishing Florida’s Response Protocol for COVID-19, commonly known as the Coronavirus (COVID-19). As a result, the State Surgeon General has issued a Declaration of Public Health Emergency for the State of Florida."

Safe Sales Rep Compensation

Payment of incentive compensation to marketers is standard practice in the home care, private duty, home medical equipment (HME) and hospice industries. The federal statute prohibiting illegal remuneration or the anti-kickback statute seems to permit payment of incentive compensation to employees. The statute says, in part, as follows: (1) Whoever knowingly and willfully solicits or receives any remuneration (including any kickback, bribe, or rebate) directly or indirectly, overtly or covertly, in cash or in kind— (A)in return for referring an individual to a person for the furnishing or arranging for the furnishing of any item or service for which payment may be made in whole or in

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