<html xmlns:v="urn:schemas-microsoft-com:vml" xmlns:o="urn:schemas-microsoft-com:office:office" xmlns:w="urn:schemas-microsoft-com:office:word" xmlns:m="http://schemas.microsoft.com/office/2004/12/omml" xmlns="http://www.w3.org/TR/REC-html40"> <head> <meta http-equiv=Content-Type content="text/html; charset=unicode"> <meta name=ProgId content=Word.Document> <meta name=Generator content="Microsoft Word 12"> <meta name=Originator content="Microsoft Word 12"> <link rel=File-List href="index_files/filelist.xml"> <link rel=Edit-Time-Data href="index_files/editdata.mso"> <!--[if !mso]> <style> v\:* {behavior:url(#default#VML);} o\:* {behavior:url(#default#VML);} w\:* {behavior:url(#default#VML);} .shape {behavior:url(#default#VML);} </style> <![endif]--><!--[if gte mso 9]><xml> <o:DocumentProperties> <o:Author>Evan</o:Author> <o:Template>NormalEmail</o:Template> <o:Revision>1</o:Revision> <o:TotalTime>7</o:TotalTime> <o:Created>2011-05-11T19:36:00Z</o:Created> <o:Pages>1</o:Pages> <o:Words>3999</o:Words> <o:Characters>22796</o:Characters> <o:Lines>189</o:Lines> <o:Paragraphs>53</o:Paragraphs> <o:CharactersWithSpaces>26742</o:CharactersWithSpaces> <o:Version>12.00</o:Version> </o:DocumentProperties> </xml><![endif]--> <link rel=themeData href="index_files/themedata.thmx"> <link rel=colorSchemeMapping href="index_files/colorschememapping.xml"> <!--[if gte mso 9]><xml> <w:WordDocument> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:DoNotExpandShiftReturn/> <w:BreakWrappedTables/> <w:SplitPgBreakAndParaMark/> <w:DontVertAlignCellWithSp/> <w:DontBreakConstrainedForcedTables/> <w:DontVertAlignInTxbx/> <w:Word11KerningPairs/> <w:CachedColBalance/> </w:Compatibility> <w:BrowserLevel>MicrosoftInternetExplorer4</w:BrowserLevel> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="&#45;-"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true" DefSemiHidden="true" DefQFormat="false" DefPriority="99" LatentStyleCount="267"> <w:LsdException Locked="false" Priority="0" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Normal"/> <w:LsdException Locked="false" Priority="9" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="heading 1"/> <w:LsdException Locked="false" Priority="9" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="heading 2"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 3"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 4"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 5"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 6"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 7"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 8"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 9"/> <w:LsdException Locked="false" Priority="39" Name="toc 1"/> <w:LsdException Locked="false" Priority="39" Name="toc 2"/> <w:LsdException Locked="false" Priority="39" Name="toc 3"/> <w:LsdException Locked="false" Priority="39" Name="toc 4"/> <w:LsdException Locked="false" Priority="39" Name="toc 5"/> <w:LsdException Locked="false" Priority="39" Name="toc 6"/> <w:LsdException Locked="false" Priority="39" Name="toc 7"/> <w:LsdException Locked="false" Priority="39" Name="toc 8"/> <w:LsdException Locked="false" Priority="39" Name="toc 9"/> <w:LsdException Locked="false" Priority="35" QFormat="true" Name="caption"/> <w:LsdException Locked="false" Priority="10" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Title"/> <w:LsdException Locked="false" Priority="1" Name="Default Paragraph Font"/> <w:LsdException Locked="false" Priority="11" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtitle"/> <w:LsdException Locked="false" Priority="22" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Strong"/> <w:LsdException Locked="false" Priority="20" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Emphasis"/> <w:LsdException Locked="false" Priority="59" SemiHidden="false" UnhideWhenUsed="false" Name="Table Grid"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Placeholder Text"/> <w:LsdException Locked="false" Priority="1" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="No Spacing"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 1"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 1"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 1"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 1"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 1"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Revision"/> <w:LsdException Locked="false" Priority="34" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="List Paragraph"/> <w:LsdException Locked="false" Priority="29" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Quote"/> <w:LsdException Locked="false" Priority="30" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Quote"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 1"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 1"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 1"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 1"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 1"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 1"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 1"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 2"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 2"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 2"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 2"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 2"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 2"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 2"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 2"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 2"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 2"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 2"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 3"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 3"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 3"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 3"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 3"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 3"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 3"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 3"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 3"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 3"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 3"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 3"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 3"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 4"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 4"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 4"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 4"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 4"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 4"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 4"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 4"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 4"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 4"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 4"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 4"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 4"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 4"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 5"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 5"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 5"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 5"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 5"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 5"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 5"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 5"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 5"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 5"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 5"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 5"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 5"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 5"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 6"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 6"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 6"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 6"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 6"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 6"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 6"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 6"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 6"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 6"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 6"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 6"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 6"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 6"/> <w:LsdException Locked="false" Priority="19" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Emphasis"/> <w:LsdException Locked="false" Priority="21" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Emphasis"/> <w:LsdException Locked="false" Priority="31" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Reference"/> <w:LsdException Locked="false" Priority="32" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Reference"/> <w:LsdException Locked="false" Priority="33" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Book Title"/> <w:LsdException Locked="false" Priority="37" Name="Bibliography"/> <w:LsdException Locked="false" Priority="39" QFormat="true" Name="TOC Heading"/> </w:LatentStyles> </xml><![endif]--> <style> <!-- /* Font Definitions */ @font-face {font-family:Wingdings; panose-1:5 0 0 0 0 0 0 0 0 0; mso-font-charset:2; mso-generic-font-family:auto; mso-font-pitch:variable; mso-font-signature:0 268435456 0 0 -2147483648 0;} @font-face {font-family:"Cambria Math"; panose-1:2 4 5 3 5 4 6 3 2 4; mso-font-charset:0; mso-generic-font-family:roman; mso-font-pitch:variable; mso-font-signature:-1610611985 1107304683 0 0 415 0;} @font-face {font-family:Calibri; panose-1:2 15 5 2 2 2 4 3 2 4; mso-font-charset:0; mso-generic-font-family:swiss; mso-font-pitch:variable; mso-font-signature:-520092929 1073786111 9 0 415 0;} @font-face {font-family:Tahoma; panose-1:2 11 6 4 3 5 4 4 2 4; mso-font-charset:0; mso-generic-font-family:swiss; mso-font-pitch:variable; mso-font-signature:-520081665 -1073717157 41 0 66047 0;} @font-face {font-family:Verdana; panose-1:2 11 6 4 3 5 4 4 2 4; mso-font-charset:0; mso-generic-font-family:swiss; mso-font-pitch:variable; mso-font-signature:-1593833729 1073750107 16 0 415 0;} @font-face {font-family:Georgia; panose-1:2 4 5 2 5 4 5 2 3 3; mso-font-charset:0; mso-generic-font-family:roman; mso-font-pitch:variable; mso-font-signature:647 0 0 0 159 0;} /* Style Definitions */ p.MsoNormal, li.MsoNormal, div.MsoNormal {mso-style-unhide:no; mso-style-qformat:yes; mso-style-parent:""; margin:0in; margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:"Times New Roman","serif"; mso-fareast-font-family:Calibri; mso-fareast-theme-font:minor-latin;} h2 {mso-style-priority:9; mso-style-unhide:no; mso-style-qformat:yes; mso-style-link:"Heading 2 Char"; mso-margin-top-alt:auto; margin-right:0in; mso-margin-bottom-alt:auto; margin-left:0in; mso-pagination:widow-orphan; mso-outline-level:2; font-size:18.0pt; font-family:"Times New Roman","serif"; font-weight:bold;} a:link, span.MsoHyperlink {mso-style-priority:99; color:blue; text-decoration:underline; text-underline:single;} p {mso-style-priority:99; mso-margin-top-alt:auto; margin-right:0in; mso-margin-bottom-alt:auto; margin-left:0in; mso-pagination:widow-orphan; font-size:12.0pt; font-family:"Times New Roman","serif"; mso-fareast-font-family:Calibri; mso-fareast-theme-font:minor-latin;} span.Heading2Char {mso-style-name:"Heading 2 Char"; mso-style-priority:9; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"Heading 2"; mso-ansi-font-size:13.0pt; mso-bidi-font-size:13.0pt; font-family:"Cambria","serif"; mso-ascii-font-family:Cambria; mso-ascii-theme-font:major-latin; mso-fareast-font-family:"Times New Roman"; mso-fareast-theme-font:major-fareast; mso-hansi-font-family:Cambria; mso-hansi-theme-font:major-latin; mso-bidi-font-family:"Times New Roman"; mso-bidi-theme-font:major-bidi; color:#4F81BD; mso-themecolor:accent1; font-weight:bold;} .MsoChpDefault {mso-style-type:export-only; mso-default-props:yes; mso-ascii-font-family:Calibri; mso-ascii-theme-font:minor-latin; mso-fareast-font-family:Calibri; mso-fareast-theme-font:minor-latin; mso-hansi-font-family:Calibri; mso-hansi-theme-font:minor-latin; mso-bidi-font-family:"Times New Roman"; mso-bidi-theme-font:minor-bidi;} @page WordSection1 {size:8.5in 11.0in; margin:1.0in 1.0in 1.0in 1.0in; mso-header-margin:.5in; mso-footer-margin:.5in; mso-paper-source:0;} div.WordSection1 {page:WordSection1;} /* List Definitions */ @list l0 {mso-list-id:450822546; mso-list-template-ids:-90535862;} @list l0:level1 {mso-level-number-format:bullet; mso-level-text:·ð; mso-level-tab-stop:.5in; mso-level-number-position:left; text-indent:-.25in; mso-ansi-font-size:10.0pt; font-family:Symbol;} @list l1 {mso-list-id:1336765810; mso-list-template-ids:111190476;} @list l1:level1 {mso-level-number-format:bullet; mso-level-text:·ð; mso-level-tab-stop:.5in; mso-level-number-position:left; text-indent:-.25in; mso-ansi-font-size:10.0pt; font-family:Symbol;} ol {margin-bottom:0in;} ul {margin-bottom:0in;} --> </style> <!--[if gte mso 10]> <style> /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-qformat:yes; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:11.0pt; font-family:"Calibri","sans-serif"; mso-ascii-font-family:Calibri; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Calibri; mso-hansi-theme-font:minor-latin; mso-bidi-font-family:"Times New Roman"; mso-bidi-theme-font:minor-bidi;} </style> <![endif]--> </head> <body lang=EN-US link=blue vlink=purple style='tab-interval:.5in'> <script language="JavaScript" src="http://www.leadinghomecare.com/includes/header3-news.js"></script> <div class=WordSection1> <p class=MsoNormal><o:p>&nbsp;</o:p></p> <table width=764 border=0 align="center" cellpadding=0 cellspacing=0 class=MsoNormalTable style='width:573.0pt;mso-cellspacing:0in;background:#FFFFEE;mso-yfti-tbllook: 1184;mso-padding-alt:7.5pt 0in 15.0pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes; height:1407.75pt'> <td width=762 valign=top style='width:571.5pt;padding:7.5pt 0in 15.0pt 0in; height:1407.75pt'> <div align=center></div> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <div align=center> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width=590 style='width:442.5pt;background:#FFFFEE;border-collapse:collapse;mso-yfti-tbllook: 1184;mso-padding-alt:11.25pt 11.25pt 11.25pt 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td width=590 style='width:442.5pt;padding:11.25pt 11.25pt 11.25pt 11.25pt; 1px: '> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes; height:15.0pt'> <td width=587 style='width:440.25pt;padding:.75pt .75pt .75pt .75pt; height:15.0pt'> <p class=MsoNormal align=center style='text-align:center;line-height: 22.5pt'><b><span style='font-size:8.5pt;font-family:"Verdana","sans-serif"; color:#088786'><img border=0 id="_x0000_i1025" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/9ab6fc5a38434396b5958a5a82d45179.jpg"></span></b><b><span style='font-size:19.0pt;font-family:"Verdana","sans-serif";color:#088786'><o:p></o:p></span></b></p> <p class=MsoNormal align=center style='text-align:center;line-height: 15.0pt'><span class=apple-style-span><b><span style='font-family:"Verdana","sans-serif"; color:#088786'>Focused Marketing Gets Measurable Results</span></b></span><b><span style='font-size:19.0pt;font-family:"Verdana","sans-serif";color:#088786'><o:p></o:p></span></b></p> </td> </tr> </table> <p class=MsoNormal><span style='font-family:"Arial","sans-serif"; display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes; height:24.75pt'> <td width=602 style='width:451.5pt;padding:.75pt .75pt .75pt .75pt; height:24.75pt'> <p align=center style='text-align:center;line-height:18.0pt'><b><span style='font-family:"Verdana","sans-serif";color:#006666'>#213,&nbsp;June 22,&nbsp;2011<o:p></o:p></span></b></p> </td> </tr> </table> </td> </tr> </table> </div> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <div align=center> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width=590 style='width:442.5pt;background:#FFFFEE;border-collapse:collapse;mso-yfti-tbllook: 1184;mso-padding-alt:11.25pt 11.25pt 11.25pt 11.25pt;float:right'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td valign=top style='border:solid #FFFFEE 1.0pt;border-top:none; mso-border-left-alt:solid #FFFFEE .75pt;mso-border-bottom-alt:solid #FFFFEE .75pt; mso-border-right-alt:solid #FFFFEE .75pt;padding:11.25pt 11.25pt 11.25pt 11.25pt'> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width="100%" style='width:100.0%;mso-cellspacing:0in;mso-yfti-tbllook: 1184;mso-padding-alt:3.75pt 0in 0in 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes'> <td style='padding:3.75pt 0in 0in 0in'></td> </tr> <tr style='mso-yfti-irow:1;mso-yfti-lastrow:yes'> <td style='padding:3.75pt 0in 0in 0in'> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-bottom-alt: 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif";color:black'>Welcome, Reader&nbsp;!</span></strong><b><span style='font-size:9.0pt; font-family:"Georgia","serif";color:#555555'><br> </span></b><span style='font-family:"Georgia","serif";color:black'>... </span><span style='font-family:"Tahoma","sans-serif";color:black'>to this issue of Home Health Care Today, the leading electronic newsletter for home health care and hospice executives who want to grow their business and get ready for the future.</span><span style='font-size:9.0pt; font-family:"Georgia","serif";color:#555555'><o:p></o:p></span></p> </div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'><br> </span><span style='font-family:"Tahoma","sans-serif";color:black'>For strategies and insights on growing your private pay, non-medical home care business, subscribe to our sister newsletter, <a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3d1816471f-2336-4b56-b462-d73d8826ecc4%26t%3dhttp%253a%252f%252fwww.privatedutytoday.com%26s%3dPrivate%2bDuty%2bToday&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%22%3ePrivate+Duty+Today%3c%2fspan%3e">Private Duty Today</a>.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:#555555'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><b><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#444444'><br> </span></b><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>In this issue....</span></strong><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:#444444'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#444444'>&nbsp;<o:p></o:p></span></p> </div> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;" </span><span style='font-size:14.0pt;font-family:"Tahoma","sans-serif";color:black'>Focused Marketing Gets Measurable Results</span><span style='font-family:"Tahoma","sans-serif"; color:black'>&nbsp;&nbsp;</span><span style='font-size:9.0pt; font-family:"Georgia","serif";color:#444444'><br> </span><span style='font-family:"Tahoma","sans-serif";color:black'>&nbsp;&nbsp;&nbsp;&nbsp; " </span><span style='font-size:14.0pt;font-family:"Tahoma","sans-serif"; color:black'>Marketing Strategies Get You Moving in&nbsp;the Right Direction</span><span style='font-family:"Tahoma","sans-serif"; color:black'><br> &nbsp;&nbsp;&nbsp;&nbsp; " </span><span style='font-size:14.0pt; font-family:"Tahoma","sans-serif";color:black'>Training Your Sales People is Critical to Admission Growth&nbsp;<br> &nbsp;&nbsp;&nbsp;&nbsp;</span><span style='font-family:"Tahoma","sans-serif"; color:black'>" </span><span style='font-size:14.0pt;font-family:"Tahoma","sans-serif"; color:black'>Upcoming Academies&nbsp;&nbsp;<br> &nbsp;&nbsp;&nbsp;&nbsp;</span><span style='font-family:"Tahoma","sans-serif"; color:black'>" </span><span style='font-size:14.0pt;font-family:"Tahoma","sans-serif"; color:black'>Linked In&nbsp;&nbsp;<br> &nbsp;&nbsp;&nbsp;&nbsp;</span><span style='font-family:"Tahoma","sans-serif"; color:black'>" </span><span style='font-size:14.0pt;font-family:"Tahoma","sans-serif"; color:black'>Bookstore</span><span style='font-size:9.0pt;font-family: "Georgia","serif";color:#444444'>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;<o:p></o:p></span></p> </td> </tr> </table> <p class=MsoNormal><span style='color:blue;display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-alt: 11.25pt 0in 11.25pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:11.25pt 0in 11.25pt 0in'></td> </tr> </table> <div class=MsoNormal align=center style='text-align:center'><span style='color:blue'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> <div class=MsoNormal align=center style='text-align:center'><span style='color:blue'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-alt: 7.5pt 0in 7.5pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:7.5pt 0in 7.5pt 0in'> <div> <p class=MsoNormal style='line-height:15.0pt'><b><span style='font-size:13.5pt;font-family:"Tahoma","sans-serif";color:purple'><img border=0 id="_x0000_i1028" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/bc739d46602a483cb2d705c26fa5dd41.jpg"><br> <br> </span></b><b><span style='font-family:"Tahoma","sans-serif"; color:purple'>Focused Marketing Gets Measurable Results&nbsp;<br> <br> by Stephen Tweed</span></b><b><span style='font-size:13.5pt;font-family: "Verdana","sans-serif";color:#088786'><o:p></o:p></span></b></p> </div> </td> </tr> </table> <p class=MsoNormal><span style='color:blue;display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-bottom-alt: 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif";color:black'><br> Now that we are almost half&nbsp;way through the year, it's always&nbsp;a good time&nbsp;to take a look back at the last six months and compare how your business has been doing to your original goals for 2011.<br> <br> We&nbsp;published the following article in&nbsp;a prior issue of this newsletter several months ago.&nbsp; After receiving such a high amount of&nbsp;positive feedback from our readers,&nbsp;I thought it&nbsp;would be good to run this article again as it will help you prepare and plan for the next six months of 2011.<br> <br> - - - - - - - - - - - - - - -<br> <br> Over the years, you've heard me talk about the importance of FOCUS, and the benefits of concentrating your efforts and energy. Perhaps you've read my first book, <em><b><span style='font-family:"Tahoma","sans-serif"'>Strategic Focus: A Gameplan for Developing Competitive Advantage.</span></b></em> </span><span style='font-size:9.0pt;font-family:"Georgia","serif"; mso-bidi-font-family:Tahoma;color:black'><o:p></o:p></span></p> </div> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>Well, here's a real life example of how focus pays off.<o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>Last Thursday, I was on a coaching call with a client that we have been working with for the past four months. She began our conversation by saying, &quot;I have good news for you.&quot;<o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>&quot;Great! Tell me the good news. &quot; I said.<o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>&quot;Since we started working with you last September our community referrals have increased by 39%, and the percent of Medicare patients that are discharged from the hospital who are referred to home health has increased from 16% to 20%. We're making a bigger pie.&quot; <o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>This is a hospital affiliated home health agency with three offices serving a number of rural counties and two medium sized cities in the southeast. They were already doing a great job of serving their communities and their hospitals, and have a very well run home health agency.<o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>They recognized, however, that they could do more to bring in referrals that turn into admissions. So we began a sales and marketing planning, training, and coaching process to develop new growth strategies and train the members of the sales team. <o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>This reinforces one of the fundamental rules we have at Leading Home Care:<o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>&quot;We only work with the winners, because the losers don't call.&quot; </span></strong><span style='font-family:"Tahoma","sans-serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>The folks who call to discuss our services are leaders of home health agencies that are already doing a great job, yet they recognize that there is room for growth and performance improvement. <o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>This process of planning, training and coaching has seven phases:<o:p></o:p></span></p> <ol start=1 type=1> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo1; tab-stops:list .5in'><strong><span style='font-family:"Tahoma","sans-serif"'>Assessment </span></strong><span style='font-family:"Tahoma","sans-serif"'>- Where is the agency today in terms of sales &amp; marketing performance.<o:p></o:p></span></li> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo1; tab-stops:list .5in'><strong><span style='font-family:"Tahoma","sans-serif"'>Direction</span></strong><span style='font-family:"Tahoma","sans-serif"'> - Where does the agency want to go in terms of growing the agency.<o:p></o:p></span></li> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo1; tab-stops:list .5in'><strong><span style='font-family:"Tahoma","sans-serif"'>Competitive Advantage</span></strong><span style='font-family:"Tahoma","sans-serif"'> - What makes the agency different from the other agencies in the community.<o:p></o:p></span></li> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo1; tab-stops:list .5in'><strong><span style='font-family:"Tahoma","sans-serif"'>Training</span></strong><span style='font-family:"Tahoma","sans-serif"'> - What are the knowledge, skills, and attitudes needed to increase admissions.<o:p></o:p></span></li> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo1; tab-stops:list .5in'><strong><span style='font-family:"Tahoma","sans-serif"'>Coaching</span></strong><span style='font-family:"Tahoma","sans-serif"'> - What follow up is needed to make sure the team stays on track to implement the new learning?<o:p></o:p></span></li> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo1; tab-stops:list .5in'><span style='font-family:"Tahoma","sans-serif"'>Follow up <strong><span style='font-family:"Tahoma","sans-serif"'>Webinars</span></strong> -What additional information and ideas can we provide remotely to more effectively execute the sales and marketing process?<o:p></o:p></span></li> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo1; tab-stops:list .5in'><strong><span style='font-family:"Tahoma","sans-serif"'>Measurement </span></strong><span style='font-family:"Tahoma","sans-serif"'>- How will we know we have succeeded? What are our Critical Measures of Success? <o:p></o:p></span></li> </ol> <div> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width=600 style='width:6.25in;mso-cellspacing:0in;mso-yfti-tbllook: 1184;mso-padding-alt:0in 0in 0in 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes'> <td style='padding:0in 0in 0in 0in'> <p class=MsoNormal><span style='font-family:"Tahoma","sans-serif"; color:#660099'>Marketing Strategies Get You Moving In The Right Direction</span><b><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></b></p> <div> <p class=MsoNormal><b><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'>&nbsp;<o:p></o:p></span></b></p> </div> <p class=MsoNormal><span style='font-family:"Tahoma","sans-serif"; color:black'>Once you have a clear assessment of where your agency is in the marketplace, then developing and implementing an effective marketing strategy is critical. It begins with defining your competitive advantage. Then you need to identify and select your primary and secondary marketing techniques. Finally, you want to work on the language of your marketing message. </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>If there's one thing we've learned in 25 years of working with home health agencies, it is that the wording and language of your sales and marketing message is critical. Words that sell are important. </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>In the case of the client mentioned above, they refined their marketing strategy to focus on their specialty clinical programs. They realized that their clinical expertise enables them to work closely with physicians and hospital leaders to develop programs that get outstanding outcomes, help reduce hospital length of stay, and avoid rehospitalization.</span><span style='font-size:10.0pt;font-family: "Verdana","sans-serif";color:black'> <o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>Since hospital discharge planners are emphasizing freedom of choice and patient choice, they are not making referrals but allowing the patient to decide. The home health agency recognized they needed to work with discharge planners to increase the percentage of Medicare patients who are referred to home health. Then they needed to continue building their brand and creating name recognition so the patients would choose their agency. </span><span style='font-size: 10.0pt;font-family:"Verdana","sans-serif";color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>The result has been that in one hospital, the percent of Medicare patients discharged who were referred to home health increased from 16% to 20%. The agency's share of those referrals has remained steady at around 63%, but the total number of patient referred to them has increased.</span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'> <o:p></o:p></span></p> <p><strong><span style='font-family:"Tahoma","sans-serif";color:black'>So this agency's increased admissions came from:</span></strong><span style='font-family:"Verdana","sans-serif";color:black'> </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>1. Increasing the size of the pie by increasing the percent of Medicare patients who are referred to home health from 16% to 20%. </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>2. Keeping the same size slice of the pie by holding their share of referrals to 63%. </span><span style='font-size:10.0pt;font-family: "Verdana","sans-serif";color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>3. Increasing the number of referrals that come from the physicians and the community by 39%. </span><span style='font-size:10.0pt; font-family:"Verdana","sans-serif";color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>When you sit down and look at the gross margin dollars for each new episode of care, multiplied by the number of new admissions, you easily see a very quick return on your investment for sales and marketing planning, training, and coaching.</span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'>&nbsp;&nbsp;<o:p></o:p></span></p> </td> </tr> <tr style='mso-yfti-irow:1;mso-yfti-lastrow:yes'> <td style='padding:0in 0in 0in 0in'> <p class=MsoNormal><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><br> </span><span style='font-family:"Tahoma","sans-serif";color:#660099'>Training Your Sales People is Critical to Admission Growth<br> </span><b><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'>&nbsp;<o:p></o:p></span></b></p> <p class=MsoNormal><span style='font-family:"Tahoma","sans-serif"; color:black'>One of the elements of an effective sales and marketing strategy is defining your primary and secondary marketing strategies. We suggest that you define two primary marketing strategies, and three to four secondary techniques to support your primary strategies. </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>Our research at Leading Home Care over the past six years shows that the top two most frequently used and most effective techniques are networking in the community and making direct sales calls on referral sources. </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>If you are going to use direct sales calls to physicians and other referral sources as part of your primary marketing strategy, then you absolutely need to train your sales reps on an ongoing basis. </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>The three areas we find are most important for home health care sales representatives are: </span><span style='font-size:10.0pt;font-family: "Verdana","sans-serif";color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>1. Mastering the Seven Step Home Health Sales Process </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>2. Building Relationships with Physicians </span><span style='font-size: 10.0pt;font-family:"Verdana","sans-serif";color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>3. Time and Territory Management </span><span style='font-size:10.0pt; font-family:"Verdana","sans-serif";color:black'><o:p></o:p></span></p> <p><span style='font-family:"Tahoma","sans-serif";color:black'>If you can focus your sales training and coaching on these three areas, you will see measurable increases in referrals that turn into admissions. </span><span style='font-size:10.0pt;font-family:"Verdana","sans-serif"; color:black'><o:p></o:p></span></p> </td> </tr> </table> </div> </td> </tr> </table> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><span style='font-family: "Georgia","serif";color:blue'><img border=0 id="_x0000_i1029" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/11f1901c11174e1ab45fd3c4187b3a52.jpg"><br> </span><span style='font-family:"Tahoma","sans-serif";color:black'>If you would like to get the latest strategies, insights and benchmark data to grow your private duty business, join us at our next&nbsp;Academy:<br> &nbsp;<br> September 21, 2011&nbsp;- Hosted by the <a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.cahsah.org%2feducational_events%2f11PDAcademy.asp&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+font-size%3a+12pt%22%3eCalifornia+Association+for+Health+Services+at+Home+(CAHSAH).%c2%a0%c2%a0%3c%2fspan%3e">California Association for Health Services at Home (CAHSAH).&nbsp;&nbsp;</a>&nbsp;&nbsp; Please click on the link or&nbsp;call 916-641-5795 with questions or for registration&nbsp;information, as CAHSAH is handling all logistics for this event.<br> <br> We look forward to having you as part of our program!<br style='mso-special-character:line-break'> <![if !supportLineBreakNewLine]><br style='mso-special-character:line-break'> <![endif]><o:p></o:p></span></p> </div> <div> <div class=MsoNormal align=center style='text-align:center'><span style='font-family:"Tahoma","sans-serif";color:black'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> </div> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'><br> <br> <img border=0 width=355 height=100 id="_x0000_i1031" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/59acf5da357b45ce8e796d42e58f9d23.jpg" style='height:100px;width:355px'></span><span style='color:blue'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>Linked In Update</span></strong><span style='font-family: "Tahoma","sans-serif";color:blue'><br> </span><span style='font-family:"Tahoma","sans-serif";color:black'>Thank you to all who have joined and we encourage everyone who hasn't to take advantage of this exclusive group.<br> <br> Your participation is evidence that our quest to provide forum for the Home Health Care industry and its leaders is working.&nbsp; We strive to facilitate powerful dialog between the most innovative minds in the industry and support those discussions with complete and up-to-date data and resources.&nbsp; This group is for insiders only; we don't allow vendors so there are no commericals, just greatly shared information and dialogue!<br> <br> If you are a home health professional and would like to be part of this discussion group, log into Linkedin and search for the group <a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.linkedin.com%2fmanageGroupMembers%3fdispParts%3d%26gid%3d3273154%26memberLevel%3dPENDING)&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+font-size%3a+12pt%22%3eLeading+Home+Care+Network%3c%2fspan%3e">Leading Home Care Network</a>.</span><span style='color:blue'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal><span style='color:blue'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal><span style='font-family:"Tahoma","sans-serif"; color:black'>We look forward to having you join the Leading Home Care Network group on Linkedin.<o:p></o:p></span></p> </div> <div> <p class=MsoNormal><span style='font-family:"Tahoma","sans-serif"; color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <div class=MsoNormal align=center style='text-align:center'><span style='color:blue'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> </div> <div> <p class=MsoNormal><span style='color:blue'><img border=0 id="_x0000_i1033" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/cdcfc65421a14b70a8f269696d8d2b08.jpg">&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><strong><span style='font-family:"Tahoma","sans-serif";color:black'>One of the most effective ways you can grow your home health care business is to build relationships with physicians. </span></strong><span style='font-family: "Tahoma","sans-serif";color:black'>Research shows that the number one source of home health referrals is hospitals, and #2 is physicians. If you want to grow your business, learn to effectively connect with physicians.<br> <br> In this&nbsp;<a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2faudio%2fphysiciansales.html&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+font-size%3a+12pt%22%3einteractive+audio+learning+program%2c%3c%2fspan%3e">interactive audio learning program,</a> you will hear Stephen Tweed and Dr. M. Tray Dunaway discuss in detail specific techniques you can use to grow your business.&nbsp; Each CD gives you 60 minutes of valuable information, followed by a question and answer period with Dr. Dunaway.<a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2faudio%2fphysiciansales.html&amp;s=%3cimg+style%3d%22float%3a+right%22+border%3d%220%22+alt%3d%22%22+src%3d%22http%3a%2f%2fcustom.cvent.com%2f8AFBDDC3ED4540E199A5F71E49A815B4%2fpix%2f2a22113ad6e747069064a593b2434083.jpg%22+%2f%3e"><span style='text-decoration:none;text-underline:none'><img border=0 id="_x0000_i1034" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/2a22113ad6e747069064a593b2434083.jpg" style='float:right'></span></a></span><span style='color:blue'><o:p></o:p></span></p> </div> <p style='line-height:12.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>The four programs are: </span><span style='color:blue'><o:p></o:p></span></p> <p style='line-height:12.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>1.&nbsp; Special Skills for Communicating with Physicians </span><span style='color:black'><o:p></o:p></span></p> <p style='line-height:12.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>2.&nbsp; Marketing Techniques that Work with Physicians </span><span style='color:black'><o:p></o:p></span></p> <p style='line-height:12.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>3.&nbsp; Building Relationships with Physicians' Office Staff</span><span style='color:black'><o:p></o:p></span></p> <p style='line-height:12.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>4.&nbsp; Marketing Specialty Home Care Programs to Physicians </span><span style='color:black'><o:p></o:p></span></p> <p style='margin-bottom:5.15pt;text-align:justify'><span style='font-family:"Tahoma","sans-serif";color:black'>If you want to build relationships with physicians don t wait... order it today!</span><span style='color:blue'><o:p></o:p></span></p> <div> <p class=MsoNormal style='line-height:12.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>To order any of these outstanding products or learn more about it, just click on the title.</span><span style='color:blue'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:12.0pt'><span style='color:blue'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:12.0pt'><span style='font-size: 10.5pt;font-family:"Verdana","sans-serif";color:black'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2febooks%2fhomecaremarketing.html&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+color%3a+%238916a0%3b+font-size%3a+12pt%22%3eThe+Top+10+Techniques+of+Highly+Effective+Home+Care+Marketers%3c%2fspan%3e"><span style='font-size:12.0pt;font-family:"Tahoma","sans-serif";color:#8916A0'>The Top 10 Techniques of Highly Effective Home Care Marketers</span></a></span><span style='font-family:"Tahoma","sans-serif";color:black'> - By Stephen Tweed and Jason Tweed (e-Manual)</span><span style='color:blue'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:12.0pt'><span style='color:blue'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:12.0pt'><span style='font-size: 10.5pt;font-family:"Verdana","sans-serif";mso-bidi-font-family:Tahoma; color:black'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2fbooks%2fdtcw.html&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+color%3a+%238916a0%3b+font-size%3a+12pt%22%3e%3ca+style%3d%22color%3a+%230000ff%22%3e%3cspan+style%3d%22font-family%3a+'Verdana'%2c+'sans-serif'%3b+color%3a+black%3b+font-size%3a+10.5pt%22%3e%3ca+href%3d%22http%3a%2f%2fwww.leadinghomecare.com%2fstore%2fbooks%2fdtcw.html%22%3e%3cspan+style%3d%22font-family%3a+Tahoma%3b+color%3a+%238916a0%3b+font-size%3a+12pt%22%3eDevoted+to+Caring%e2%84%a2%3a+Creating+Exceptional+Customer+Experiences+in+Home+Health+Care%3c%2fspan%3e"><span style='font-size:12.0pt;font-family:"Tahoma","sans-serif";color:#8916A0'>Devoted to Caring"!: Creating Exceptional Customer Experiences in Home Health Care</span></a></span><span style='font-family:"Tahoma","sans-serif";color:black'> -By Stephen C. Tweed (e-book)</span><span style='color:blue'><o:p></o:p></span></p> <div> <p class=MsoNormal style='line-height:12.0pt'><span style='color:blue'>&nbsp;<o:p></o:p></span></p> </div> <p class=MsoNormal style='line-height:12.0pt'><span style='font-size: 10.5pt;font-family:"Verdana","sans-serif";color:black'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2fbooks%2flccsc.html&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+color%3a+%238916a0%3b+font-size%3a+12pt%22%3eThe+Customer+Service+Companion%3a+The+Essential+Handbook+for+Those+Who+Serve+Others%3c%2fspan%3e"><span style='font-size:12.0pt;font-family:"Tahoma","sans-serif";color:#8916A0'>The Customer Service Companion: The Essential Handbook for Those Who Serve Others</span></a></span><span style='font-family:"Tahoma","sans-serif"; color:black'> - By C. Leslie Charles, CSP</span><span style='color:blue'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal><span style='color:blue'>&nbsp;<o:p></o:p></span></p> </div> <div> <div class=MsoNormal align=center style='text-align:center'><span style='color:blue'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-alt: 7.5pt 0in 7.5pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:7.5pt 0in 7.5pt 0in'> <p style='line-height:15.0pt'><b><span style='font-size:13.5pt; font-family:"Arial","sans-serif";color:purple'><img border=0 id="_x0000_i1036" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/47cf150014ad46b7a23df23b371b1ea5.jpg"></span></b><b><span style='font-size:13.5pt;font-family:"Verdana","sans-serif";color:#088786'><o:p></o:p></span></b></p> </td> </tr> </table> <p class=MsoNormal><span style='color:blue;display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-bottom-alt: 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif";color:black'>For more information about Leading Home Care, go to </span><span style='font-family:"Georgia","serif";color:black'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+color%3a+%230000ff%22%3ehttp%3a%2f%2fwww.leadinghomecare.com%3c%2fspan%3e"><span style='font-family:"Tahoma","sans-serif"'>http://www.leadinghomecare.com</span></a></span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#555555'><o:p></o:p></span></p> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#555555'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif";color:black'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=https%3a%2f%2fwww.cvent.com%2fPub%2feMarketing%2fPages%2fWebEmail.aspx%3femstub%3dd07bb197-5dff-4719-8064-3938e97a97ad&amp;s=%3cspan+style%3d%22color%3a+black%3b+font-size%3a+12pt%22%3e%3cspan+style%3d%22font-family%3a+Tahoma%22%3e%3cspan+style%3d%22color%3a+%230000ff%3b+font-size%3a+12pt%22%3eClick%c2%a0here+for+a+web+version+of+this+email%3c%2fspan%3e%3c%2fspan%3e%3c%2fspan%3e">Click&nbsp;here for a web version of this email</a><br> </span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:#555555'>&nbsp;<o:p></o:p></span></p> </div> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#555555'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;</span><strong><span style='font-family:"Georgia","serif";color:black'>About the Author</span></strong><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width=600 style='width:6.25in;mso-cellspacing:0in;mso-yfti-tbllook: 1184;mso-padding-alt:0in 0in 0in 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes'> <td style='padding:0in 0in 0in 0in'> <p class=MsoNormal style='text-align:justify;line-height:15.0pt'><span style='font-family:"Georgia","serif"'><img border=0 id="_x0000_i1037" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/6fe0b88319e74e54af3e057ce3963f86.jpg" style='float:left'></span><span style='font-family:"Tahoma","sans-serif"'>Stephen Tweed, CSP, is Chairman and CEO of Leading Home Care ... a Tweed Jeffries company. For over 25 years he has been a recognized leader in strategy and leadership development for home health care &amp; hospice companies and associations. He is the author or co-author of seven books, five 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 &amp; CEO of a $25 million home care company. </span><span style='font-family:"Georgia","serif"'><o:p></o:p></span></p> <div> <p class=MsoNormal style='text-align:justify;line-height:15.0pt'><span style='font-family:"Georgia","serif"'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='text-align:justify;line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"'>Stephen is a past-President of the <a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3da6d2c675-4fc6-4231-801d-fc04bf96ed81%26t%3dhttp%253a%252f%252fr20.rs6.net%252ftn.jsp%253fllr%253dhz9taun6%2526et%253d1104082994522%2526s%253d11061%2526e%253d001CbBFrPZ0afsYUuXOZDyLw65kNqUipwab4IF_Rq7qUofuyKVfzXKcD7Ba4q00iOgrZlrHZBDkJUyiaNyKsFdr27LzJv03ZPxfDyEFEbx4QpSLRQcM2BcfZg%253d%253d%26s%3dNational%2bSpeakers%2bAssociation%252c&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%22%3eNational+Speakers+Association%2c%3c%2fspan%3e">National Speakers Association,</a> a 3500 member international society of experts who speak professionally, and currently serves and <a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3da6d2c675-4fc6-4231-801d-fc04bf96ed81%26t%3dhttp%253a%252f%252fr20.rs6.net%252ftn.jsp%253fllr%253dhz9taun6%2526et%253d1104082994522%2526s%253d11061%2526e%253d001CbBFrPZ0aftn0QvCKGdiX28ViL6ZwipSqeSp7x_lkj7mI5X1XDLuHCXpWz07VOMJipMtGAumfJ40f1Y7lr1MLuoczwB7cUB7KE55VmSoEi3j1UZYSAMDrA%253d%253d%26s%3dChairman%2bof%2bthe%2bBoard%2bof%2bTrustees%2bof%2bthe%2bNSA%2bFoundation.&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%22%3eChairman+of+the+Board+of+Trustees+of+the+NSA+Foundation.%3c%2fspan%3e">Chairman of the Board of Trustees of the NSA Foundation.</a> He is also the father of an adult son who is physically disabled and uses the services of home care on a daily basis. </span><span style='font-family:"Georgia","serif"'><o:p></o:p></span></p> </div> <p><span style='font-family:"Georgia","serif"'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3da6d2c675-4fc6-4231-801d-fc04bf96ed81%26t%3dhttp%253a%252f%252fr20.rs6.net%252ftn.jsp%253fllr%253dhz9taun6%2526et%253d1104082994522%2526s%253d11061%2526e%253d001CbBFrPZ0afuayZjFQnLw0HVzqxj2dk43-4O4uDdU7tf4_Qx6R9ndg6yFuvK7_vYubGRCdVV7Cd2v2czJtz-JqBEjdPT3i0xoEg3c6yG0NYp7tERBlEB2yHbjDd6MbQM99d5NXuAT9fYZHyPydC393g%253d%253d%26s%3d%253cspan%2bstyle%253d%2522font-size%253a%2b12pt%2522%253eMeet%2bthe%2bentire%2bLeading%2bHome%2bCare%2bTeam%253c%252fspan%253e&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%3b+font-size%3a+12pt%22%3eMeet+the+entire+Leading+Home+Care+Team%3c%2fspan%3e" shape=rect color="#0000FF"><span style='font-family:"Tahoma","sans-serif"'>Meet the entire Leading Home Care Team</span></a><o:p></o:p></span></p> </td> </tr> <tr style='mso-yfti-irow:1;mso-yfti-lastrow:yes;height:151.5pt'> <td width=630 style='width:472.5pt;padding:0in 0in 0in 0in; height:151.5pt'> <p class=MsoNormal><span style='font-size:10.0pt;font-family:"Georgia","serif"; color:black'><br> </span><b><span style='font-family:"Tahoma","sans-serif";color:black'>Permission to Reproduce</span></b><b><span style='font-size:10.0pt;font-family: "Georgia","serif";color:black'> </span></b><strong><span style='font-family:"Georgia","serif";color:black'>~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ </span></strong><strong><span style='font-size:9.0pt;font-family: "Georgia","serif";font-weight:normal'><o:p></o:p></span></strong></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"'>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: &quot;Reprinted with permission from Home Health Care Today. Copyright 2010 Stephen C. Tweed. To receive a FREE subscription to this newsletter, log on to <a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com&amp;s=www.%3c%2fspan%3e%3cspan+style%3d%22font-family%3a+Tahoma%3b+font-size%3a+12pt%22%3eleadinghomecare.com%3c%2fspan%3e%3cspan+style%3d%22font-size%3a+12pt%22%3e">www.leadinghomecare.com</a></span><span style='font-family:"Georgia","serif"'>&quot;</span></p> </td> </tr> </table> </div> </td> </tr> </table> <div class=MsoNormal align=center style='text-align:center'><span style='color:blue'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> <table class=MsoNormalTable border=0 cellpadding=0 style='mso-cellspacing: 1.5pt;mso-yfti-tbllook:1184'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt .75pt .75pt'> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>Reprints: </span></strong><span style='font-family:"Tahoma","sans-serif"; color:black'>Articles from this issue may be reprinted by home care companies and home care associations. Permission is granted provided that the author and publication are given credit, and provided that the article is used verbatim in its entirety. All reprints must be accompanied by a mention of our website, at <strong><span style='font-family:"Tahoma","sans-serif"'><a href="http://www.leadinghomecare.com"><span style='font-weight:normal'>www.leadinghomecare.com</span></a></span></strong> and/or <strong><span style='font-family:"Tahoma","sans-serif"'><a href="http://www.privatedutytoday.com"><span style='font-weight:normal'>www.privatedutytoday.com</span></a></span></strong>. Reprints of articles published online must have a link. Other use of this content is available with written permission only. To request permission, please email Stephen Tweed at <a href="mailto:stephen@leadinghomecare.com">stephen@leadinghomecare.com</a>.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </td> </tr> </table> <p class=MsoNormal><span style='color:blue;display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <div align=center> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width="100%" style='width:100.0%;border-collapse:collapse;mso-yfti-tbllook: 1184;mso-padding-bottom-alt:11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <p align=center style='text-align:center;line-height:12.0pt'><span style='font-family:"Tahoma","sans-serif";color:black'>Learn more about our events, products and services at:</span><span style='font-size: 8.5pt;font-family:"Georgia","serif";color:#555555'><o:p></o:p></span></p> <p align=center style='text-align:center;line-height:13.5pt'><span style='font-family:"Georgia","serif";color:#555555'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.leadinghomecare.com&amp;s=%3cspan+style%3d%22font-size%3a+12pt%22%3e%3ca+href%3d%22http%3a%2f%2fwww.leadinghomecre.com%22%3e%3ca+title%3d%22Leading+Home+Care%22+href%3d%22http%3a%2f%2fwww.leadinghomecare.com%22%3e%3cspan+style%3d%22font-size%3a+12pt%22%3eL%3c%2fspan%3e%3cspan+style%3d%22font-size%3a+12pt%22%3eeading+Home+Care%3c%2fspan%3e" title="Leading Home Care">Leading Home Care</a>&nbsp;| </span><span style='font-size:8.5pt;font-family:"Georgia","serif";color:#555555'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.privatedutytoday.com&amp;s=%3ca+title%3d%22Private+Duty+Today%22+href%3d%22http%3a%2f%2fwww.privatedutytoday.com%22%3e%3cspan+style%3d%22font-size%3a+12pt%22%3eP%3c%2fspan%3e%3cspan+style%3d%22font-size%3a+12pt%22%3erivate+Duty+Today%3c%2fspan%3e" title="Private Duty Today"><span style='font-size:12.0pt'>Private Duty Today</span></a></span><span style='font-family:"Georgia","serif"; color:#555555'> | </span><span style='font-size:8.5pt;font-family:"Georgia","serif"; color:#555555'><a href="http://www.cvent.com/events/mproc.aspx?m=179ce7b1-3bf8-49b5-8866-7a87790fc3ca&amp;t=http%3a%2f%2fwww.caregiverquality.com&amp;s=%3cspan+style%3d%22font-size%3a+12pt%22%3eC%3c%2fspan%3e%3cspan+style%3d%22font-size%3a+12pt%22%3earegiver+Quality+Assurance%3c%2fspan%3e" title="Caregiver Quality Assurance"><span style='font-size:12.0pt'>Caregiver Quality Assurance</span></a><o:p></o:p></span></p> </td> </tr> </table> </div> </div> </td> </tr> </table> </td> </tr> </table> </div> </td> </tr> </table> <p class=MsoNormal><span style='font-size:10.0pt; font-family:"Calibri","sans-serif";mso-ascii-theme-font:minor-latin;mso-hansi-theme-font: minor-latin;mso-bidi-font-family:"Times New Roman";mso-bidi-theme-font:minor-bidi'> <o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width="100%" style='width:100.0%;mso-cellspacing:0in;mso-yfti-tbllook:1184'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt .75pt .75pt'> <div class=MsoNormal align=center style='text-align:center'></div> </td> </tr> </table> <p class=MsoNormal><span style='font-size:10.0pt;font-family:"Calibri","sans-serif"; mso-ascii-theme-font:minor-latin;mso-hansi-theme-font:minor-latin;mso-bidi-font-family: "Times New Roman";mso-bidi-theme-font:minor-bidi'><img border=0 height=1 id="_x0000_i1041" src="http://www.cvent.com/pub/eMarketing/images/wj3y/179ce7b1-3bf8-49b5-8866-7a87790fc3ca.gifx"><o:p></o:p></span></p> </div> </body> </html>