Here is an update on new postings to the members only site. 

SMI Today -
Clinical Sales Reporting
Reimbursement per Medicare Episode

SMI Monthly Conference Calls - We had a great call on January 9th. We discussed formulas for figuring total sales rep "carrying cost" and how to factor that into territory sales goals. We also examined how/if "new hours per month" should factor into admission goals for non-medical providers. The section on managed care payors focused on balancing the correct "payor mix" to maximize admission results and financial return. The entire audio of the call is available on the members site in MP3 format in case you missed it.

Upcoming Events - Of course we have scheduled the February and March sales manager conference calls, but we're also about to announce our next two Sales Training Boot Camps. Keep an eye on the "Upcoming Events" tab for news next week.

Newsletters - In case you've missed a past version of one of these free SMI newsletters, the archive is on the site under the "Newsletters" tab. It is updated weekly by our crack IT staff so you'll never have to go searching for a back issue again.

Sales Tools - Thanks for being patient. We're putting the final cosmetic touches on the electronic sales tools and they should be loaded up within a week. If you have something you need immediately, please email Michael. Not an SMI member? Here is where to sign up!

My Ballot Box Does Your Agency Budget for Payor Mix? Yes No I don't know what payor mix is! View Results

Last Week's Results
How Do You Assign Sales Territories?
Geographically 86%
Vertical Market 14%

Does your agency budget for payor mix? I’m guessing in most cases the answer is yes. For skilled home health you would have a budget for Medicare, Medicaid, managed care, etc. admissions on a monthly basis. Private duty agencies might budget for private pay, LTC, Medicaid waivers and the like.

If your agency does budget for specific types of admissions, does your sales force know about them? Does your sales force have budgets or quotas for the various payor sources in your agency budget? If not, you’re missing out on one of the most productive ways to efficiently manage your payor sources.

A sales rep with only an admission goal is a sales rep that does not have complete direction. Many skilled agencies will ask their sales reps for only Medicare admissions. With so much managed care available, why bother making the reps responsible for it? Precisely because there is so much available... that’s why. What you want to accomplish is for your sales force to “manage” the managed care/Medicaid referrals. You want to make sure your agency takes your fair share of them AND takes them from the important referral sources that are helping you build your business. If you have a referrer that only gives you managed care referrals and sends their Medicare to another agency... why would you want to continue working with them? Does your intake department know all of the good referrers? Do you want to leave this important component of your business to intake? With most agencies losing money on each managed care admission, continuing to work with those referrers means you’ll eventually be out of business! Focus on the best referrers that give you a fair mix of admissions. The best person to know the importance of each referrer is the sales rep assigned to that referrer. Use that knowledge to your advantage.

With private duty it’s much the same. Private pay is great but in many cases LTC clients have a longer length of stay. If your agency provides homemaker or home health aid services to Medicaid clients, you’ll face the same kind of budget management as a skilled agency. Again, put this important function on the front lines... with your sales team.

Health care in general and home healthcare specifically face ongoing financial pressures due to a limited amount of dollars to care for people and a growing number of patients. By carefully managing our payor mix we make sure that we’re building strong, financially viable companies that will be around to serve our clients next week, next year and for years to come. Do You Need More Information on Budgeting Payor Mix?

Check back here often to see where Michael will be speaking next. If you'd like Michael to speak at your organization or present a Sales Boot Camp in your area, e-mail us or contact your state homecare association.

Home Health Line's Power Referrals Conference
February 21-23
Rio All Suites Hotel, Las Vegas, NV
Event Website

Sales Training Boot Camp
February 26, 2007
Courtyard by Marriott Midtown
Sacramento, CA
Register at CAHSAH website

Sales Training Boot Camp
February 28, 2007
Marriott Ontario Airport
Ontario, CA
Register at CAHSAH website

Sales Training Boot Camp
May 16th, 2007
Richmond, VA Location TBA
Visit Virginia Association for Homecare & Hospice website for more details.

Here is more of what readers of Making The Approach are saying.

"I first would like to say thank you very much for your dedication and priceless contributions to our industry... Overall, your book will serve as a guideline for our liaisons and office staff when approaching new clients."

"I appreciate that “workbook” quality because it helps me internalize the material. Also, doing roleplays could be very powerful..."

"Got it - love it! Honestly, I never thought anyone would be able to accurately put into words all of the emotional issues, let alone key phrases and skills to get the job done in one piece. And, on top of that, it was actually an enjoyable read. Congratulations. We will be using this as our sales training foundation for new and current staff. Thank you Michael!!"

If you have sales reps that need more attention and more coaching to achieve their potential, sign them up for our new Sales Coaching Intensive package.

Each coaching client receives:

- One copy of Michael's "Making The Approach" sales training book
- One set of three CD's of the recent teleseminar series of the same name
- Six one hour (one on one) coaching calls with the sales coach, Michael Giudicissi
- Unlimited email support during the coaching program.

There is simply no better, more effective sales coaching or training available in the industry. The cost for each coaching client is $795 and slots are very limited so call Diane at 1-866-209-5101 today to reserve a spot for your reps.

Are you a sales rep, manager, administrator or agency owner involved in the sales effort at your agency? If so, consider attending the Power Home Health Referrals Conference on Feb 21-23 at the Rio All Suites Hotel & Casino in Las Vegas. Stephen Tweed and I will do complimentary sessions on the 21st and attend the entire conference thru Friday.

Leading Home Care has arranged a special discounted registration for annual Sales Manager Interactive members too! To take advantage of the only national homecare sales & marketing conference at your special discounted rate, login to the Sales Manager Interactive site for more details.

If you're not an SMI member and would like to join AND get your discounted Power Home Health Referrals Conference registration, visit the SMI Site to sign up for your annual membership now.

Check out the conference agenda and speakers on the Power Home Health Referrals website.

See you in Las Vegas!