LHC #150 - Home Health - Leaving a Lasting Legacy

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Leaving a Lasting Legacy

What will you leave behind in your agency after you have moved on?

December 10, 2008

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In this issue...

-- Pioneer of Hospice Movement Dies at Age 91

-- Leaving a Legacy with Ideas and Information

-- Changing Our Look and Title

-- 2009 Certified Home Care Sales Professional TM Workshop Coming to Louisville

-- Making the Approach: Advanced Sales Training for Home Care Professionals

-- About the Author

-- Permission to Reproduce

Welcome

...to the 150th issue of Stephen Tweed's Leading Home Care Report. This special report is for CEOs and senior executives of America's leading home health care companies. This report is published every other Wednesday by Leading Home Care ... a Tweed Jeffries company for our clients, friends, and advocates who want to grow their home health businesses.

For ideas to grow your Private Duty Home Care business, subscribe to Private Duty Today, the bi-weekly newsletter for non-medical home care CEOs. Your complimentary subscription is available at www.privatedutytoday.com.


Pioneer of Hospice Movement Dies at Age 91

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Write press releases that POP!Florence Wald, the person credited with launching the U.S. hospice movement in 1974, has died at the age of 91. The former Dean of the College of Nursing at Yale University developed a passion for hospice when she heard a lecture by the founder of St. Christopher's Hospice in London, England.

Ms. Wald later left Yale to study in England. Then, she returned to the United States and founded the Connecticut Hospice in Branford, which is recognized as the first hospice in the United States.

From that beginning in Connecticut, the hospice movement in the U.S. has grown to 3200 hospice organizations serving over 900,000 patients last year. The hospice movement gained momentum in 1982 when Congress included hospice in the Medicare program. What an amazing legacy for one woman to leave.

What will your legacy be? What will you leave behind in your agency?


Leaving a Legacy with Ideas and Information

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At Leading Home Care, we'd like to leave a legacy of ideas and information for the home health care industry in America. This is the 150th issue of this electronic newsletter ... the largest permission-based electronic newsletter in the home health care industry.

We believe that information is power. As the CEO of your home health agency, you increase your power and influence as you increase your access to information. One source of information to help you grow your business and get ready for the future is Leading Home Care, and Leading Home Care Report. We hope you find this information interesting, useful, and helpful.


Changing Our Look and Title

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Beginning in January, this newsletter, Stephen Tweed's Leading Home Care Report will become Home Health Care Today! The purpose for the name change is to more clearly focus the audience and content. The rapid growth of "private duty home care" or "non-medical home care" has created some confusion in the industry. Many people think the label "home care" means private duty.

To make it more clear, this newsletter will be focused on providing ideas and information for CEOs and executives of Medicare Certified Home Health Agencies. We'll do our best to provide you with the latest ideas and information to grow your business.

Our sister e-newsletter, Private Duty Today! will continue to serve CEOs and owners of non-medical, private duty home care companies.

If you are a leader in a private duty home care company, and are not interested in home health care information, please let us know and we will adjust your subscription. If you would like to receive both newsletters, you are welcome to.

Please don't "unsubscribe."

As a word of caution, if you are a subscriber to this newsletter, and you do not wish to continue to receive it, please hit reply and let us know. DO NOT hit the "safe unsubscribe" button at the bottom of the page. It will permanently remove your current email address from both mailing lists, and you will not be able to subscribe again using that email address.

Thanks so much for being a subscriber, and we hope you will find added value in the new name, new focus newsletter ... Home Health Care Today!


2009 Certified Home Care Sales Professional TM Workshop Coming to Louisville

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The 2009 Certified Home Care Sales Professional workshop will be held in Louisville, Kentucky April 1, 2, and 3, 2009 at the luxurious Brown Hotel. If you, or someone in your agency, wants to participate in the most in-depth sales training program in the home health care industry, you will want to be in Louisville in April.

Participants who complete this 15 hour training program will be on their way to earning the Certified Home Care Sales Professional TM designation. This is the only earned designation for sales professionals in the home health care industry.

Mark the dates on your calendar now. The information web pages and registration desk will be open in early January. In the meantime,

learn about the CHCSP designation.


Making the Approach: Advanced Sales Training for Home Care Professionals

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NAHC Annual MeetingYou're charged with building a sales team, or even simply training yourself to be a better sales person. If you are like many home care direct sales reps, you probably have little sales experience, little home care expertise, or maybe little of either.

So, how do you shorten your learning curve?

How do you approach physicians and discharge planners making a powerful first impression?

Most importantly, how do you become the home care sales pro you want to be, starting from your very first call?

Whether you've been selling home care for ten years or ten days, Michael Giudicissi will help you become better at your job. If you're the director of a sales department, he'll help you train your current sales reps as well as new hires.

In this 92 page e-Book, you'll learn to:

  • Avoid the "office trap" and "hit the bricks"
  • Prospect for new referral sources
  • Research potential referral sources
  • Secure your first appointment
  • Get a follow up appointment
  • Get referral sources to make the switch from their favorite home health agency
  • Close more sales
  • Get more repeat and word-of-mouth business
  • Lock up your territory

This e-Book is more than just bedtime reading! It's truly a sales training manual and workbook with exercises and examples for individuals as well as teams of sales people. You'll find:

  • Ten exercises, worksheets, and resources
  • Dozens of real life illustrations and examples
  • A blend of theory and practical tips
  • Writing that is clear, concise, and conversational

This manual is ideal for both certified home health agencies, as well as non-medical or private duty home care companies.

Order Making the Approach today!


About the Author

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Stephen Tweed, CSP, is Chairman and CEO of Leading Home Care ... a Tweed Jeffries company. For nearly 25 years he has been a recognized leader in strategy and leadership development for home care companies and associations. He is the author or co-author of five books, four of which were written specifically for the home care industry. He has served on the boards of directors of three not-for-profit home care agencies, and has served as interim President & CEO of a $25 million home care company.

Stephen is a past-President of the National Speakers Association, a 3500 member international society of experts who speak professionally. He is also the father of a 38 year-old son who is physically disabled and uses the services of home care on a daily basis.

Meet the entire Leading Home Care Team


Permission to Reproduce

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Permission is granted to healthcare publications, associations and companies to reproduce this article in your publication, or to distribute copies to your leaders, on the condition that you reproduce the credits and contact information as follows: "Reprinted with permission from Stephen Tweed's Leading Home Care Report. Copyright 2006 Stephen C. Tweed. To receive a FREE subscription to this newsletter, log on to www.leadinghomecare.com."



Contact Leading Home Care

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phone: 1-866-209-5101

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