Why bother asking for the sale when "they know what I'm here for"? That's the refrain I hear from sales reps around the globe when we bring them through our training programs. "I feel like I shouldn't be too pushy so I just visit and say hi." Another priceless gem. Let me make it simple. Guy "A" walks up to incredibly beautiful woman "B" in a local brewery. Since guy "A" is single (not wearing a wedding ring) and woman "B" also appears to be single, guy "A" stands there and s

Anecdotally, there is increasing recognition that transitions in care are the most dangerous times for patients. These transitions range from shift changes in institutions, such as hospitals and SNFs, to changes from one level of care to other levels of care. In addition, hospitals are especially concerned about transitions after discharge since, if they do not go well, patients may be readmitted to hospitals that may result in financial penalties for hospitals. Consequentl

Here is the most recent poll from our sales reps across the country. If you've been following the trend, you can see that this week's numbers are slightly down from last week's high of 64% who had made at least one in person call in the past week. With COVID-19 infections ramping up and some states dialing back their reopening plans, in person sales calls are likely to be at a premium for the next 4-6 weeks. Here are your best selling options when available... Most desirable

New research published in Health Affairs shows that utilization of hospice services among Medicare beneficiaries is greater in assisted living facilities (ALFs) than in other settings, including private homes. Hospices should, therefore, market their services intensively to ALFs. This finding is not surprising because management at assisted living facilities (ALFs) are often committed to keeping residents in their facilities for as long as possible. There are, of course, co

Fraud and abuse compliance is more critical than ever for all providers. There may be nothing that destroys the value of businesses more quickly or significantly than a fraud and abuse compliance problem. The Office of Inspector General (OIG) of the U.S. Department of Health and Human Services (HHS), the primary enforcer of fraud and abuse prohibitions has stated that there are two major types of fraud and abuse compliance that must be addressed through ongoing evaluation p

You've been warned for months that the COVID-19 virus could potentially return in a second wave late this Summer or into Fall 2020. I've written on this site about the need to expect more short term lockdowns and quarantine situations. Well, it looks like it's not going to happen. Seriously... Why? Because the first wave of COVID-19 is continuing unabated as Americans gather in larger and larger groups, refuse to self isolate with symptoms, and go about their business spreadi

Want normal? We're getting closer to what used to be considered normal as we speak. See the results of 2 polls we conducted last week. The question was "Over the past week, have you made any in person sales calls to your referral sources"? The first set of poll results is from the current Home Care Marketing Accelerator (COVID Edition) class. This group represents home health, hospice, and private duty. An incredible 55% of respondents said they either were making in person c

Fraud and abuse enforcers have stated periodically that one of the reasons they are so intent on prevention of violations is that they interfere with patients’ right to freedom of choice of providers. On May 18, 2017, in a speech at the American Bar Association 27th Annual Institute on Health Care Fraud, Acting Assistant Attorney General Kenneth A. Blanco of the Criminal Division of the United States Department of Justice (DOJ) explained why this is the case. First, Mr. Bla

If you are a private duty agency, you have an incredible story to tell during the COVID-19 pandemic. Join me for the Home Care Association of Florida's Private Duty Lunch Chat this Friday June 5th for tips on how to tell that story. Many of my private duty clients are GROWING their revenues during the pandemic and you can too. You do not need to have an HCAF member to join the webinar. Details and registration are here.

On July 6, 2006 I founded Power Shot Training while sitting in a hotel room at the Mandalay Bay Hotel in Las Vegas, NV. I was on the phone with my attorney and asked him to draft the articles of incorporation for a new home care training and consulting company. As I approach 14 years in business I've learned many lessons about balancing being a business owner with my personal life, and taking care of myself. This weekend I sat down to reflect on those years and here is a part