Private Pay Educational Sessions

Private Pay, Financial

27 Techniques to Boost Your Private Pay Revenues Overnight

This interactive program will deliver to attendees 27 high growth strategies that have been proven to deliver results at agencies across the country. The presenters will offer the participants an interactive program designed only for those agencies that are serious about growing their business dramatically. The 27 strategies encompass real world sales and marketing tactics that include: advertising, direct mail, collateral materials, sales strategies, closing techniques, intake processes, leveraging the investment in sales and marketing, tracking systems, and much more!

Objectives:

• Identify the best strategies to grow hours and census.
• Cite marketing techniques to make the phone ring.
• Utilize sales training for all agency staff.

Faculty: Michael Ferris, Managing Principal, Home Care Marketing Solutions, Chapel Hill, NC; Heather Rooney, President, H2 Marketing, Seattle, WA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending);

Private Pay, Marketing & Business Development

Targeting the Baby Boomers: Try These Innovative Private Pay Services

The baby boomer generation has influenced American society throughout their adult lives. The marketplace across all industries has developed products and services to meet their needs and desires. Now they need to take care of Mom & Dad who are aging. This presents an opportunity for you to connect directly with the decision makers who will look to private pay providers to take care of Mom & Dad. This workshop will first explore the demographics of the baby boom generation, then how to market to them effectively and finally introduce several innovative types of services that baby boomers will be looking to obtain for their parents.

Objectives:

• Evaluate how the demographic trends presented will impact private pay home care.
• Employ marketing and communication techniques to reach baby boomers.
• Create an implementation plan for three new types of home care services targeted to baby boomers as customers.

Faculty: Patricia Drea, VP Operations, Visiting Angels, Havertown, PA; Mike Ferris, Principal, Home Care Marketing Solutions, Chapel Hill, NC; Panel of providers offering innovative services. ;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending);

Private Pay, Financial

Private Pay Start Up: Easy as 1, 2, 3

This in-depth program will walk through evaluating entry into this business line, feasibility studies and implementation of starting a private pay business including: evaluation process, feasibility projections, implementation process, patients, and clients. At the end of the program the participants will have an understanding of determining the viability of starting a private pay agency and an implementation plan.

Objectives:

• Discuss the viability of starting a private pay agency and an implementation plan.
• Formulate feasibility projections for your agency.
• Describe the implementation process for opening a private pay agency.

Faculty: Lucy Andrews, RN MS CHCA, CEO, AT YOUR SERVICE HOME CARE, SANTA ROSA, CA; David Berman, CPA, Principal, Simione Consultants, LLC, Hamden, CT;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Private Pay, Legal, Regulatory & Risk Management

Risk Management for Private Pay Home Care Agencies

The home care industry has had a honeymoon period with regard to legal liability. The party now seems to be coming to an end. Agencies are under increasing fire from patients and their families. Key areas of risk include theft by agency employees, non-compliant patients, and caregivers, abuse of patients by caregivers, liability for abandonment when agencies must discontinue services to patients, and admitting and continuing services to patients who are not appropriate for home care. The purpose of this presentation is to identify potential areas of risk for private pay agencies and to provide practical strategies for managing these risks.

Objectives:

• Identify three key areas of potential risk for home care providers.
• Describe four requirements of proof of negligence; three (3) requirements of proof of abandonment.
• Describe three practical strategies for managing risks of liability in home care.

Faculty: Elizabeth E. Hogue, Esq., Burtonsville, MD;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending);

Private Pay, Marketing & Business Development

Exciting Things are Happening in Adult Day Services!

On a national basis, adult day services are partnering with home health providers to meet the same goals of keeping individuals and their families together in their homes and communities. This workshop will provide information about a variety of programs including the Centers for Medicare & Medicaid Services' demonstration program that partners home health and adult day service providers. An update of the activities of adult day service providers will be covered by the director of the National Adult Day Services Association.

Objectives:

• Distinguish partnership opportunities between adult day services and home health.
• Demonstrate an understanding of the adult day services industry.
• Discuss models of partnership and start-up opportunities.

Faculty: Judith Bellome, RN, BSNEd, MSEd, Chief Executive Officer, Douglas County VNA & Hospice, Lawrence, KS; Angela Heath, MGS, National Director, National Adult Day Services Association, Washington, DC;

Course Level: Novice; 1.8 nursing CEs (MNA Approval Pending);

Private Pay, Marketing & Business Development

Adding Private Pay Services? Use Strategic Branding to Increase Referrals

Marketing the addition of private pay services to an existing Medicare agency can be successful if strategic branding is used as the foundation. This experiential program will demonstrate through attendee interaction how to, from a marketing perspective, add private pay services and make your agency's message strong and clear so as to reinforce existing marketing efforts and stand out from the competition. Utilizing the expanded understanding of branding, using these determined focused messages, and integrating them with existing company marketing strategy while enhancing visuals is instrumental in introducing new services and reinforcing cross referrals for these new services.

Objectives:

• Demonstrate the importance of agency branding when adding new services.
• Discuss the human elements of reactions to branding, and how it can increase consumer/referral familiarity, thus increasing referrals.
• Identify how to integrate branded messages and visuals across direct service providers to reinforce new services.

Faculty: Merrily Orsini, MSSW, Managing Director, corecubed, Louisville, KY;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Private Pay, Marketing & Business Development, Financial

Develop & Market Live-In Aide Services to Grow Your Private Pay Business

Saint Francis Home Care Services, Inc., made a conscious effort to develop a new private pay service line of live-in aide & respite services in order to meet the increasing needs of the aging population. A business plan was developed that included policy development, program design, recruitment strategies, marketing plans and day to day operational management insuring compliance with labor laws. Within three years of initiating live-in services the agency has increased private pay lines from 10% to over 75% of current business (60% of which is live-in). Effective marketing, financial and employee management and ability to deliver quality care and services (with a patient satisfaction rate of over 99%), set us apart from the competition in the private pay arena.

Objectives:

• Demonstrate how to develop live-in aide program budget.
• Describe how to develop marketing and recruitment plans that will result in business growth.
• Identify key clinical components and RN roles that assure exceptional patient care and satisfaction in addition to providing support to live-in aides.

Faculty: Dana Pavelock, BA, Director / Home Care Operations, Saint Francis Home Care Services, Inc., Poughkeepsie, NY; Maya Jackson, RN, CHPN, RN Supervisor, Saint Francis Home Care Services, Inc., Poughkeepsie, NY;

Course Level: Novice; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Private Pay, Telehealth & Technology

Establish a Telehealth Monitoring Program for Your Private Pay Population

Presenters will discuss how they performed a community needs assessment and created a development plan to establish this program. We decided to use the Health Buddy for our private pay model. The Health Buddy is a simple, user-friendly, readily visible, telehealth communication device that allows interaction between a client and a health care provider in an individual's home. Presenters will identify key lessons learned about developing and maintaining a private pay telehealth program such as identifying your appropriate service population; private pay population referrals and resources; how to sell the program as a healthy aging experience; and relationship building with clients, caregivers, and referral sources.

Objectives:

• Discuss how to develop a private pay telehealth program.
• Discuss how to deliver a health care service to both clients and caregivers.
• Identify key lessons learned about developing and maintaining a private pay telehealth program.

Faculty: Bridget Gallagher, MSN, GNP, Senior Vice President, Jewish Home & Hospital Lifecare System, New York, NY; Norma Otero, BSN, Telehealth Nurse, Jewish Home & Hospital Lifecare System, Bronx, NY;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);