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There Are NOT Less Referrals To Go Around

There Are NOT Less Referrals To Go Around

It's simple. When more people are sick, more people are eligible for in home care. It's confusing. When more people are sick, referral sources make less referrals. It's understandable. When referral sources believe that home care might introduce COVID to a discharged patient, they hesitate to make a referral. It's clear. Virtually every patient who is eligible for home care services would be safer getting those services at home rather than in a facility. It's accelerating. CO

Rental Space In ALFs Done Right

Rental Space In ALFs Done Right

This is the third in a series of articles about arrangements between assisted living facilities (ALF’s) and home care providers. Both ALF’s and home care providers of all types may conclude that there is value in rental of space in ALF’s, if they receive referrals from ALF’s. How can home care providers who receive referrals rent space without violating the federal anti-kickback statute described in Part 2 of this series? As previously indicated, the payment of rent to refe

3 Outcome Sales Calls

3 Outcome Sales Calls

Yesterday while on a coaching call I wanted to simplify the message I was delivering to my client. While we discussed different strategies to get new accounts referring I wanted my client to understand what we were aiming for as far as outcomes go. Here are the 3 outcomes you can achieve in any sales call. They haven't referred by they still can or will They haven't referred and they will not (for whatever reason) They have referred Simple...clean...clear. If you achieve outc

ALFs and Post Acute Providers

ALFs and Post Acute Providers

As the number of years in which they have been in business increases, ALF’s are more eager to help their residents to “age in place.” ALF’s often view availability of services from post-acute providers, including Medicare home care, private duty home care, hospice, and home medical equipment (HME); as essential to allow them to achieve this goal. While ALF’s want to encourage utilization of these types of services by residents, ALF’s cannot lose sight of the fact that the h

Live Sales Seminars Are Back!

Live Sales Seminars Are Back!

This weekend I was reviewing my files from the sales seminars I've done around the country over the years. Vegas, Orlando, Miami, LA, Denver, Chicago, NYC and more. While revisiting those events I was struck by one overwhelming feeling....I want to get back out there and do them again. I miss being face to face with sales reps, role playing the sales calls, and seeing the discussion and sharing from reps around the country. So....I'm here to announce, our LIVE sales seminars

Hospice Volunteers for Non Hospice Patients

Hospice Volunteers for Non Hospice Patients

In OIG Advisory Opinion No. 12-17, the Office of Inspector General (OIG) of the U.S. Department of Health and Human Services considered the question of whether Medicare-certified hospices may provide non-skilled services by volunteers to terminally ill patients. Specifically, the OIG addresses the question of whether such volunteer services may be provided to patients who have a life expectancy of one (1) or year or less, if their illnesses run the normal course, but who do

Whistleblowers Reduce Fraud & Abuse

Whistleblowers Reduce Fraud & Abuse

The Justice Department’s Civil Division continues to recover record amounts primarily from healthcare providers. “Many of the cases would not be possible without the whistleblowers…who have come forward to report fraud, often at great personal risk,” said Stuart Delery, the principal deputy assistant attorney general for the civil division. A number of recent enforcement actions have targeted the activities of marketers. Enforcers do not hesitate to recruit individuals to we

2 Calls You MUST Make In Person

2 Calls You MUST Make In Person

COVID is on the rise in 27 states as of today. With a resurgence of positive tests, we will also likely see a resurgence of facility closings (yes, even those few you were able to get into occasionally). It's more important now than ever to use your face to face time wisely. Here are the 2 calls you MUST make in person (if you have the chance) Qualifying - This is the inception of the relationship. This is where you get to see the real environment your referral source works i

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