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UPCOMING EVENTS:
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March Webinar"Selling Private Duty to Physicians"With Dr. M. Tray Dunaway and Stephen Tweed March 28, 2013 4:00 pm Eastern In this interactive web conference, Stephen Tweed teams up with M. Tray Dunaway, MD, to explore the business of practicing medicine, and how doctors work and think. Then Dr. Dunaway will give you his secrets to success in selling home care to physicians. He'll explain why doctors don't understand private duty, and what you can do to bridge that gap. He'll describe in detail the best ways to get past the gatekeeper, how to develop rapport with the doctor, and how to describe your ideal client. Then he'll teach you how to close the sale. Register Today!
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Selling Home Health to Physicians
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Generate more referrals from physicians that turn into admissions. Master the art and craft of communicating effectively with physicians by applying these words of wisdom from Dr. M. Tray Dunaway.
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A Valued Resource
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A Valued Resource
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Issue: #248
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March 20, 2013
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Greetings!
... 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.
Please enjoy this newsletter, and join our interactive community.
Best regards,
Stephen Tweed
CEO
Leading Home Care ... a Tweed Jeffries company |
US Senators Support Home Health and Hospice
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By Stephen Tweed
 When was the last time you visited Washington DC and the US Capitol? When was the last time you walked into the office of your US Senator? When was the last time you sat in a Senate conference room to hear eight members of the Senate speak about home care and hospice?
I'm writing to you today from the Russell Senate Office Building in Washington DC where the National Association for Home Care and Hospice has gathered for their March on Washington and Private Duty Home Care Association meeting. We just heard eight US Senators speak to the group, and each one of them described their own experience with home care or hospice with a family member or constituent, and their support for the services we provide.
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NAHC Legislative and Regulatory Priorities
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What's most important to you in terms of legislation and regulation regarding home health care and hospice?
What's the impact of new laws and regulations be on your home health agency or hospice?
What do you need to do to get ready for the future? 
As I visited with agency owners, CEOs, and senior leaders during the NAHC March on Washington and Private Duty Home Care meeting this past week, the biggest issue I was hearing was the impact of The Accountable Care Act on the business operations and finances of home health, hospice, and private duty home care. Monday evening I participated in a series of stand-up round table conversations about the biggest strategic issues in Private Duty.
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Congress Looks to Home Health Industry for Spending Cuts
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 In January, after months of Congress considering ways to reduce federal spending in light of the so-called "fiscal cliff," the home health care industry was spared. Copays, additional cuts and accelerated rebasing were on the docket, but Congress opted to cut hospitals, imaging and renal care providers instead.
But, we're not out of the woods yet. To avoid going over the fiscal cliff, Congress extended the new year deadline for sequestration, which would reduce Medicare provider payments by 2%, to the end of February. Now that the newly-elected Congress has been sworn-in and is ready to get to work, home health is back on their radar, and the likelihood is very low that our industry will dodge copays, more cuts and accelerated rebasing for a second time.
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Who do recommend for Insurance for our Home Health Agency?
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Over the past few years we have received countless requests from our readers asking for recommendations for an insurance company that specializes in the home health industry.
Here is one of those requests:
"We are a small Home Health Care business in Maryland. We are state licensed and just recently received ACHC accreditation. Are you aware of any Insurance Companies that specialize in HHC Business Insurance? We're getting raked over the coals with a 20% increase from our local insurance company and that with 0 claims ever made!
Sincerely, Beth H., Operations Manager"
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LinkedIn Update
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The Leading Home Care Network discussion group on LinkedIn has just passed 3,400 members. Check in to see the latest discussions:
- Healthcare Disaster Recovery Whitepaper
- Home Health Versus Skilled Nursing Facility Utilization on a State Level
- How to Keep the Peace in a Multigenerational Household
- I would love to here how some of your agencies deal with covering yourself with private pay clients?
The Leading Home Care Network is a closed group, and we limit membership to active owners, CEOs, administrators, and senior staff members in home health, hospice, and private duty home care. There's no blatant advertising or unrelated posts to waste your time. Take a look.
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Permission to Reproduce
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Permission is granted to healthcare publications, associations and companies to reproduce this article in your publication, or to distribute copies to your leaders, on the condition that you reproduce the credits and contact information as follows: "Reprinted with permission from Home Health Care Today. Copyright 2012 Stephen C. Tweed. To receive a FREE subscription to this newsletter, log on to www.leadinghomecare.com"
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Akst during mystery shopper audits shows that most home care companies do a poor job of answering the phone and turning callers into clients. Too many callers slip away, never to be heard from again.