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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 style='margin-left:120.0pt;text-indent:-120.0pt;tab-stops: 120.0pt;mso-layout-grid-align:none;text-autospace:none'> <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'>Navigating the FOG of Health Care Reform:&nbsp; What's Next?</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'>#212,&nbsp;June 8,&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=c3b47e77-3797-4846-8668-686ca1096b83&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> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</span><span style='font-size:14.0pt;font-family:"Georgia","serif";color:black'>&nbsp;" </span><span style='font-family:"Tahoma","sans-serif";color:black'>Navigating the FOG of Health Care Reform:&nbsp; What's Next?&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; " Selling Home Health Care to Physicians<br> &nbsp;&nbsp;&nbsp;&nbsp; " Upcoming Acadmies</span><span style='font-family:"Tahoma","sans-serif";color:#444444'>&nbsp;</span><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-family:"Tahoma","sans-serif";color:black'>&nbsp;&nbsp;&nbsp;&nbsp; " LinkedIn<br> &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;" The Phone Works<br> &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;" Bookstore</span><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;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;<o:p></o:p></span></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-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> Navigating the FOG of Health Care Reform:&nbsp; What's Next?&nbsp;<br> <br> </span></b><b><span style='font-size:10.0pt;font-family:"Tahoma","sans-serif"; color:purple'>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'> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>During the first half of this year, I ve been traveling around the United States speaking at home care association conferences and corporate meetings.&nbsp;One of the more popular keynote presentations is <strong><span style='font-family:"Tahoma","sans-serif"'> Navigating the FOG of Health Care</span></strong><b><img border=0 width=214 height=161 id="_x0000_i1029" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/c1ec9a35ffc44e12b1ac2af59f0682ef.jpg" style='float:right;height:161px;width:214px'><strong><span style='font-family:"Tahoma","sans-serif"'> Reform .&nbsp;</span></strong></b>Recently I ve presented this program in Raleigh, NC and Indianapolis, and later this month I ll be in Denver and Vancouver, BC, Canada.&nbsp;</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>In preparing this presentation, we surveyed the readers of this newsletter to find out their perceptions and concerns about the Patient Protection and Affordable Care Act.&nbsp;We asked about the biggest opportunities presented by the new law, other positive provisions of the law, and the greatest threats to home health agencies in the law.&nbsp;Here s what you told us:</span><span style='font-size:9.0pt; font-family:"Georgia","serif";mso-bidi-font-family:Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>Top Five Opportunities:</span></strong><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>1.&nbsp;Removing barriers to providing home &amp; community based services</span><span style='font-size:9.0pt;font-family: "Georgia","serif";mso-bidi-font-family:Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>2.&nbsp;Protecting home health benefits</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>3.&nbsp;The hospital readmission reduction program</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>4.&nbsp;Increasing the number of Americans covered by health insurance</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; mso-bidi-font-family:Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>5.&nbsp;The Independence at Home demonstration project</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>Other Positive Features:</span></strong><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>1.&nbsp;New authority for physician assistants to certify post-acute care</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; mso-bidi-font-family:Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>2.&nbsp;Removing barriers to preventive services</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>3.&nbsp;Preventive and wellness services</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>4.&nbsp;Small employer credits</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>5.&nbsp;Hospital integration demonstration project</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>Top Five Threats</span></strong><span style='font-size: 9.0pt;font-family:"Georgia","serif";mso-bidi-font-family:Tahoma; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>1.&nbsp;Increased employer responsibility</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>2.&nbsp;Home health payment adjustments</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>3.&nbsp;Physician face-to-face encounter rule</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>4.&nbsp;Physician enrollment in PECOS</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>5.&nbsp;Market basket adjustments</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>Since our survey, the priorities may have changed for you as the payment adjustments and face-to-face encounter rules are implemented.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; mso-bidi-font-family:Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>What Can You do?</span></strong><span style='font-size: 9.0pt;font-family:"Georgia","serif";mso-bidi-font-family:Tahoma; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>Using the lighthouse metaphor from our Navigating the FOG signature story, I suggest five principles that you and your leadership team can apply to make sure your agency survives and succeeds during the next couple of years of health care reform?<img border=0 width=276 height=186 id="_x0000_i1030" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/3ab36d2e38f74517ab5b5e06298d608d.jpg" style='float:right;height:186px;width:276px'></span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>1.&nbsp;Anchor yourself on solid ground.</span></strong><span style='font-family:"Tahoma","sans-serif";color:black'>&nbsp;Make sure your agency is clear about your Mission, Vision, and Values, and that you have a solid financial plan in place.</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 class=MsoNormal style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif";color:black'>2.&nbsp;Watch the weather forecast.</span></strong><span style='font-family:"Tahoma","sans-serif"; color:black'>&nbsp;Attend conferences, read analyses of the law, participate in your state and national home care associations.&nbsp;Pay attention to the new legislation and regulations.</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 class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";mso-bidi-font-family:Tahoma; color:black'>&nbsp;<o:p></o:p></span></p> </div> <p class=MsoNormal style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif";color:black'>3.&nbsp;Focus your beacon.</span></strong><span style='font-family:"Tahoma","sans-serif"; color:black'>&nbsp;Now, more than ever, you will need to focus on your agency s story, on your expertise and strengths, and on your competitive advantage.&nbsp;Running a solid, competitive agency will be more important than ever before. </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'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>4.&nbsp;Shine your light brightly</span></strong><span style='font-family:"Tahoma","sans-serif";color:black'>.&nbsp;Apply the best practices in home health and hospice sales and marketing to grow the number of patients that you serve.&nbsp;The bigger and stronger your agency, the more likely you will be able to weather the storm.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";mso-bidi-font-family: Tahoma;color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>5.&nbsp;Be a port in the storm</span></strong><span style='font-family:"Tahoma","sans-serif";color:black'>.&nbsp;To be successful in home care and hospice, your services and the experiences you create must solve a problem for your referral sources, multiply performance for your referrals sources, and create peace of mind and quality of life for your patients.&nbsp;</span><span style='font-size: 9.0pt;font-family:"Georgia","serif";mso-bidi-font-family:Tahoma; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Tahoma","sans-serif"; color:black'>Whether your agency has been in business for one year or one hundred years, your ability to survive and succeed will be based on your resiliency and your ability to weather the storms that have been common in our industry over the past 40 years.&nbsp;You can do it.&nbsp;If we can help, please call.&nbsp;</span><span style='font-size:9.0pt; font-family:"Georgia","serif";mso-bidi-font-family:Tahoma;color:black'>&nbsp;&nbsp;</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <div> <div class=MsoNormal align=center style='text-align:center;line-height: 15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> </div> <p style='line-height:15.0pt'><b><span style='font-family:"Georgia","serif"; color:black'><img border=0 width=576 height=71 id="_x0000_i1032" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/722c860fb68f4d7b9ea938c76754adaf.jpg" style='float:left;height:71px;width:576px'></span></b><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='text-indent:-.25in;line-height:17.15pt'><span style='font-family:"Tahoma","sans-serif";color:#333333'>.</span><span style='font-size:7.0pt;color:#333333'>&nbsp;&nbsp;&nbsp;</span><span style='font-family:"Tahoma","sans-serif";color:black'><br> We held our first Selling Home Health Care to Physicians&nbsp;in Tampa, FL on February 25.&nbsp;&nbsp;The attendees rated the value of this workshop a 9.5 out of 10 and here are some of the top take-away's from those who joined us in Tampa:<br> <br> 1.&nbsp; Knowing how your physician referral sources think<br> 2.&nbsp; How to articulate an example that is applicable to physicians<br> 3. &nbsp;Learning the &quot;rapport system&quot;</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>4. &nbsp;Learning the physician's &quot;values&quot;</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>5.&nbsp; Creating an &quot;elevator conversation&quot;</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>6.&nbsp; How to close a presentation with a physician</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>7. &nbsp;How to leverage the gatekeeper</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>When you need to know how to get past the gatekeeper and have a meaningful conversation with the doctor, how to capture the doctor's attention long enough to make your case and what kind of presentation will be most effective in persuading the doctor to refer to your agency, then <a href="http://www.cvent.com/events/mproc.aspx?m=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fguest.cvent.com%2fd%2fndqb4y&amp;s=Selling+Home+Health+Care+to+Physicians+is+a+MUST+ATTEND+workshop">Selling Home Health Care to Physicians is a MUST ATTEND workshop</a>!</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>These are just a few of the questions addressed by Dr. M. Tray Dunaway, MD, FACS, CSP in Selling Home Health to Physicians.&nbsp; Based on their research in the industry and their work with hundreds of home health sales representatives from dozens of agencies, Dr. Dunaway and Stephen Tweed will help your home health sales reps develop the knowledge, skills and motivation to generate more referrals from physicians.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>AND, they'll help you get those referrals without buying lunches!</span><span style='font-size:9.0pt; font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>This is the first and only program of its kind in the home health industry where your sales representative will have the opportunity to sit side-by-side with a seasoned physician who makes referrals to home health and practice presentations that work.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>Each person who attends this powerful, interactive workshop will have the opportunity to prepare and practice a real live persuasive presentation with the doctor.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-family: "Tahoma","sans-serif";color:black'>Join us in Pasadena, CA on June 16, 2011 for our interactive workshop, <a href="http://www.cvent.com/events/mproc.aspx?m=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fguest.cvent.com%2fd%2fndqb4y&amp;s=Selling+Home+Health+Care+to+Physicians+with+Dr.+M.+Tray+Dunaway%2c+MD">Selling Home Health Care to Physicians with Dr. M. Tray Dunaway, MD</a>.<br> <br> <em><span style='font-family:"Tahoma","sans-serif"'>&quot;Your&nbsp;workshops on Selling Home health to Physicians were well received by the attendees and I know we'll have you back!&nbsp; You are a fabulous presenter whose information is clear and useful.&nbsp; We appreciate all the work you did to prepare.&quot;</span></em><i><br> <br> <em><span style='font-family:"Tahoma","sans-serif"'>Lynda Schoonbeek</span></em><br> <em><span style='font-family:"Tahoma","sans-serif"'>Director of Education</span></em><br> <em><span style='font-family:"Tahoma","sans-serif"'>Home Care Association of New York State</span></em></i></span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;<o:p></o:p></span></p> </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_i1033" 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 one of our upcoming Academies:<br> <br> <a href="http://www.cvent.com/events/mproc.aspx?m=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3d2d59a1a4-ee65-4825-84ab-3d45da4af8ff%26t%3dhttp%253a%252f%252fguest.cvent.com%252fevents%252fmproc.aspx%253fm%253d3de580eb-c852-4f15-ba15-bb5ab7016d15%2526t%253dhttp%25253a%25252f%25252fwww.cvent.com%25252fevents%25252facademy-for-private-duty-home-care-dolce-hotels-resorts-king-of-prussia-philadelphia-june-14-2011%25252fevent-summary-6b2acccf8fb549e38ef4f7254b4fe56c.aspx%2526s%253dJune%252b14%25252c%252b2011%252bPhiladelphia%25252c%252bPA%252b%26s%3dJune%2b14%252c%2b2011%2bPhiladelphia%252c%2bPA%2b&amp;s=June+14%2c+2011+Philadelphia%2c+PA+">June 14, 2011 Philadelphia, PA </a>- hosted by the VNAs of America <em><span style='font-family:"Tahoma","sans-serif"'>specifically for VNAs and other not-for-profit home health agencies with private duty home care</span></em>.<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_i1035" 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: "Georgia","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=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fwww.linkedin.com%2fmanageGroupMembers%3fdispParts%3d%26gid%3d3273154%26memberLevel%3dPENDING)&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%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> <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><span style='font-family:"Tahoma","sans-serif"; color:black'><img border=0 id="_x0000_i1037" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/1d266cd421b9443fa2bda26049790110.jpg"><br> </span><span style='font-size:14.0pt;font-family:"Tahoma","sans-serif"; color:blue'><img border=0 id="_x0000_i1038" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/ec744d55df694113be3d2b3909a37c77.gif" style='float:right'><br> <br> <br> </span><span style='font-family:"Tahoma","sans-serif";color:black'>&nbsp; <o:p></o:p></span></p> </div> <div> <p class=MsoNormal><span style='font-size:14.0pt;font-family:"Tahoma","sans-serif"; color:black'>Be More Productive ... Automate!</span><span style='font-family:"Tahoma","sans-serif";color:black'><br> <br> One of our mantra's at Leading Home Care is to automate as much of your business as possible.<o:p></o:p></span></p> </div> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>With that being said we are finding that the most successful home care businesses are growing rapidly because they have put in place the people and processes to operate efficiently. One of the most productive tools you can use to improve efficiency in your home care business is to use telephony for time and attendance tracking for home health aides and private duty caregivers. <o:p></o:p></span></p> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>Telephony uses a computerized telephone system to let you know exactly when a caregiver checks in with a patient or client, and when they check out. You can automate your plan of care and have an automated record of the services provided during that shift. <o:p></o:p></span></p> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>Over the past few years, we've gotten to know Hank Schwab at <a href="http://www.cvent.com/events/mproc.aspx?m=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fr20.rs6.net%2ftn.jsp%3fet%3d1103585516898%26s%3d17772%26e%3d001YmpkdYiIZHkcEBWXMM8AQInWRTOBNiL9PRgZKMf2Hs_G0hxHUFnGnk61nT7c1xcSCz9MNEThNGqI4-EEvYtGRKoZCBLz_iUGCW-o86KzJ2fvdru7u0sxBhNa6Zpnbt8m&amp;s=The+Phone+Works">The Phone Works</a> in Collingdale, PA. Hank's company offers a state-of-the-art telephony system that is sure to make your life easier. Regardless of the size of your business, you'll want to explore using telephony as part of your back office automation. &nbsp;&nbsp;<o:p></o:p></span></p> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>We interviewed Hank, and here are his answers to some common questions: <br> <br> <strong><span style='font-family:"Tahoma","sans-serif"'>How does telephony timekeeping work? What are its advantages?</span></strong><br> <strong><span style='font-family:"Tahoma","sans-serif"'>&nbsp;</span></strong><br> A caregiver simply places a toll-free call into our automated system when arriving at the client's location, then places a second call just prior to departing. Caller ID is utilized to verify the location of the caller and log the date and time. Further information can also be collected such as mileage or &quot;task&quot; codes. Data from these calls is collected and served in real time via the Internet. Client and caregiver reports are automatically e-mailed on a scheduled basis.<br> &nbsp;<br> <strong><span style='font-family:"Tahoma","sans-serif"'>What should owners and managers look for in a timekeeping system?</span></strong><br> &nbsp;<br> First, look at the vendor. How long have they been in business? Talk to their references. Find out how satisfied they are with customer service.<br> &nbsp;<br> Second, look at the interface between your scheduling system and telephony. A good telephony service will have solid third-party interface functionality. Open protocols allow any scheduling vendor or your own IT staff to build an interface.<br> &nbsp;<br> The system should be &quot;near real-time&quot;. It should be able to compare actual time worked with scheduled shifts within minutes of a caregiver's departure. It also should alert your on-call staff to potential &quot;no shows&quot; within minutes of the caregiver doesn't check-in.<br> &nbsp;<br> The system should interact with your scheduling software seamlessly so your personnel can perform administrative and management functions without interacting with two separate systems.<br> &nbsp;<br> <strong><span style='font-family:"Tahoma","sans-serif"'>How do products like PATTI make office staff more productive?</span></strong><br> &nbsp;<br> Paper time slips are notorious time wasters. Eliminate time begging caregivers to turn in slips. Save time waiting for mailed slips to arrive. Eliminate issues with poor handwriting or improperly filled out forms. Save customer service time, and have happier customers, by virtually eliminating billing disputes. Finally, the entire reconciliation and billing process can be automated.<br> &nbsp;<br> <strong><span style='font-family:"Tahoma","sans-serif"'>What makes PATTI different from the competition?</span></strong><o:p></o:p></span></p> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>Experience, Support Ease of Use and Customization!&nbsp;<o:p></o:p></span></p> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>With our over 28 years of experience and having developed into a cutting-edge technology solutions provider in the web-based time and attendance technologies for home health care industry we have passed the test of time.&nbsp;<o:p></o:p></span></p> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>We are a stable, reliable and growing company, who has consistently been recognized for our customer service, give us a call and we will be happy to provide you with a reference that can let you know firsthand how we deliver support.<o:p></o:p></span></p> <p style='margin-bottom:0in;margin-bottom:.0001pt'><span style='font-family:"Tahoma","sans-serif";color:black'>PATTI is easy to use and can be customized to fit your needs.&nbsp;We learned a long time ago that not every office or company is exactly same, so we made sure that PATTI was user friendly and could be customized to fit your unique needs.&nbsp;<o:p></o:p></span></p> <div> <p class=MsoNormal><strong><span style='font-family:"Tahoma","sans-serif"; color:black'>Do you offer a demonstration of PATTI?</span></strong><span style='font-family:"Tahoma","sans-serif";color:black'><br> <strong><span style='font-family:"Tahoma","sans-serif"'>&nbsp;</span></strong><br> Absolutely! &nbsp;Our free demonstration allows you four weeks without setup or usage charges. We have a tutorial for administrative staff to walk them through tips and tricks for implementing and maintaining the service. You will have continual access to our customer service.<br> <br> If you are considering automating your time keeping and attendance tracking, you need to look at <a href="http://www.cvent.com/events/mproc.aspx?m=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fr20.rs6.net%2ftn.jsp%3fllr%3dhz9taun6%26et%3d1103651560108%26s%3d17772%26e%3d001sLla7OCKLdAsFqB6Mr4gKJa1ut0zub1US-eD9DF1yBAizX1fI24MfC2dPobJHDcmT9-zmxXMh4mT72uqXhGbU9W4j1Vl4HAz2JeyqcxTgIC0_fsAkRJ3XWKzVu2CZtbJ1DXOrNDEEVr_nPRLfvmhBKYfvhE6A--eJB8LZ-kBV_kpMTfpGfIfkA%3d%3d&amp;s=%3cstrong%3e%3cspan+style%3d%22color%3a+%23990099%22%3ePATTi+%3c%2fspan%3e%3c%2fstrong%3e" target="_blank"><strong><span style='font-family:"Tahoma","sans-serif"; color:#990099'>PATTi </span></strong></a>and talk with <a href="http://www.cvent.com/events/mproc.aspx?m=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fr20.rs6.net%2ftn.jsp%3fllr%3dhz9taun6%26et%3d1103651560108%26s%3d17772%26e%3d001sLla7OCKLdAsFqB6Mr4gKJa1ut0zub1US-eD9DF1yBAizX1fI24MfC2dPobJHDcmT9-zmxXMh4mT72uqXhGbU9W4j1Vl4HAz2JeyqcxTgIC0_fsAkRJ3XWKzVu2CZtbJ1DXOrNDEEVr_nPRLfvmhBKYfvhE6A--eJB8LZ-kBV_kpMTfpGfIfkA%3d%3d&amp;s=%3cstrong%3e%3cspan+style%3d%22color%3a+%23990099%22%3eHank+Schwab.%3c%2fspan%3e%3c%2fstrong%3e" target="_blank"><strong><span style='font-family:"Tahoma","sans-serif"; color:#990099'>Hank Schwab.</span></strong></a><br> <br> If you are not thinking about automating this part of your business, you should be.<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_i1040" 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=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2faudio%2fphysiciansales.html&amp;s=interactive+audio+learning+program%2c">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=c3b47e77-3797-4846-8668-686ca1096b83&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_i1041" 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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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_i1043" 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=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=http%3a%2f%2fwww.leadinghomecare.com&amp;s=%3cspan+style%3d%22font-family%3a+Tahoma%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> <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'><a href="http://www.cvent.com/events/mproc.aspx?m=c3b47e77-3797-4846-8668-686ca1096b83&amp;t=https%3a%2f%2fwww.cvent.com%2fe.aspx%3f3C%2cE1%2cba47bdbf-6c01-4226-b9b3-db4688969cfd&amp;s=%3cspan+style%3d%22color%3a+black%3b+font-size%3a+12pt%22%3e%3cspan+style%3d%22font-family%3a+Tahoma%22%3eClick+here+for+a+web+version+of+this+email%3c%2fspan%3e%3cbr+%2f%3e"><span style='color:black'>Click here for a web version of this email<br> </span></a></span><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:#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_i1044" 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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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=c3b47e77-3797-4846-8668-686ca1096b83&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_i1048" src="http://www.cvent.com/pub/eMarketing/images/wj3y/c3b47e77-3797-4846-8668-686ca1096b83.gifx"><o:p></o:p></span></p> </div> </body> </html>