By Stephen Tweed

Several years ago we were preparing for a workshop on "Selling Home Care to Physicians". My wife, Elizabeth Jeffries, RN, is a relationship strategist and she was presenting a portion of the workshop on building relationships with physicians. A week or so before the program she was in the office of our friend who is a Podiatric Surgeon. She asked Dr. Levine how he selects a home health agency for a patient after foot surgery. His response: "I don't know. You'll have to ask Margie."

"Who's Margie?"

"She's my office assistant."

So Elizabeth introduced herself to Margie and asked her how she selects a home health agency. She thought about it a moment and gave the answer:

"Whoever was in here last and who do I like."

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