Volume 12, Number 25 August  23, 2023



Dear Healthcare at Home Colleague,

As much as healthcare providers want to focus all their resources on the elderly, the infirm, the children born with crippling conditions, sometimes instead they find themselves spending a day standing in front of a judge, pleading for the freedom to go back to work and continue to provide care. Sadly, once in a while, some of these people belong in those courtrooms.

One sad story in a week would be too many, but this week we have two. When you scroll down, you will find a news item about CMS paying site visits to over 7,000 hospices, looking for evidence of care billed but not provided. They found quite a lot of it. The other story has to do with a licensed New York agency that was sued by the federal government for doing what its clients asked it to do. Unfortunately, what they asked was racially discriminatory. By agreeing to meet client requests, the agency is in trouble with the feds. 

 

 

WHAT MAKES A SALESPERSON SUCCESSFUL?

Our lead staff write Heather Thompson (formerly Rooney) departs from her series on AI in healthcare this week to revisit her home care sales and marketing history. If you were forced to name the number one characteristic of a successful salesperson, what would you say? Persistence? Eloquence? Industry expertise? True to her national reputation, Heather challenges all the expected answers and argues for one that probably did not occur to you. Be sure to scroll down and click on "The Art of Empathetic Selling."

Lastly, this week, some good news. You will want to let your Medicare beneficiary patients know that financial relief is on the way. One of the lesser-known provisions in the 2021 law known by some, and ridiculed by others, as The Inflation Reduction Act is the ability for Part D participants to pay for their prescription medications in monthly payments. We reprint for you a CMS announcement detailing how that will work and when it will take effect.

 

Worth the Trip

Two national association annual meetings are coming up, of course, but there are a couple of others to tell you about. HCAOA is scheduled for October 23-24 in Chicago, right after the NAHC annual meeting in National Harbor, Maryland on October 15-18. Scroll down to our "Upcoming Events" section to see your invitations to association meetings in Texas and North Carolina.

Have a great week. Keep making a difference!

Editor signature
Tim Rowan



Breaking News: CMS Amplifies Measures Against Hospice Fraud
As of August 7, CMS has completed more than 7,000 hospice site visits in a crackdown on care and billing abuse.

EEOC Sues Licensed Home Care Agency for Discrimination
Federal agency charges Home Care agency with removing Black and Hispanic caregivers when client expressed racial or language preference.

The Art of Empathetic Selling - Revisited 2023
Heather Thompson revisits an article penned in 2009 to offer a bit of timeless advice. What is at the heart of the best-performing sales organizations? Empathy.

CMS News: Draft Guidance on Program to Allow People to Pay Out-of-Pocket Drug Costs in Monthly Payments
New Medicare Prescription Payment Plan will help people pay Medicare Part D costs over the year instead of all at once.



During the 2nd Quarter of 2023, web sites of the above advertisers were visited by home care and hospice executives and staff 4976 times.

To inquire about placing your message here, contact:

Kristin@rowanresources.com

As of this date, approximately 50,798,000 Baby Boomers have become Medicare eligible.

 

Last Week's Most-Read Stories:

Analysis: Complia Health's Circuitous Route to Axxess
We have been tracking the company now known as Complia Health since its birth in 2009. Here is what we have written about them over the years.

BREAKING NEWS: Axxess Acquires Complia Health
Monday's announcement comes after months of negotiations between CEOs John Olajide and Rich Berner, who will continue to run Complia Health during expected months of integration.


Upcoming Events

54th Annual Meeting: "Bring Care Home"Presented by: Texas Association for Home Care & Hospice

Dates: August 28-31
Venue: Grand Hyatt Riverwalk
City: San Antonio


Information and Registration


FREE Webinar: "The Role of the Hospice Physician in Organizational Compliance"Presented by: FEMA

Date: September 6

Time: 10:30 AM - 12:00 PM, EDT

Register here 

Collaborating with the Administration for Community Living, the Substance Abuse and Mental Health Services Administration (SAMHSA) Office of Policy, Planning, and Innovation, and the Schoharie County, NY, Area Agency on Aging, the webinar is designed to equip organizations with strategies to ensure seamless service continuity during an emergency. 

 


2023 NAHC Annual Meeting & Exposition *

"One Voice, Many Stories"

Date: October 15-17
Venue: Gaylord 
Location: National Harbor, MD

Information and Registration

Keynote Speakers:


 

Vision – Plan – Succeed: 2023 Leadership Conference

Association for Home & Hospice Care of North Carolina

Dates: October 29-31
Venue: Renaissance Hotel
City: Ashville

Information and Registration 


Featured speakers:

Bill Dombi, Melinda Gaboury, Tim Rogers, Nick Seabrook, Mark Sharp, Robert Markette, Mark Kulik, and more.

 


 

Call for Speaker Proposals

Association for Home & Hospice Care of North Carolina (AHHC) Annual Convention and Expo

Dates: April 7-10, 2024
Venue: Raleigh Convention Center

 

Click this link to learn more and to submit your proposal: https://www.surveymonkey.com/r/6RRNNY3
The deadline to submit a proposal is November 15, 2023.


Conference Title:                                                   2023 Annual Hybrid Hospice & Palliative Care Conference

Sponsoring Association:                                       Hospice & Palliative Care Association of New York State
Date(s):                                                                    November 13-14, 2023
Hotel or Conference Center, City, State:            Albany Marriott Hotel, Albany, NY
URL:                                                                          www.hpcanys.org

 

 

?~Kim

Kimberly Ryan ?

Education & Membership 

Hospice & Palliative Care Association of NYS (HPCANYS)

Advance Care Planning Center for Excellence
119 Washington Ave, Suite 302 

Albany NY 12210 

518.446.1483 x 224 |www.hpcanys.org 


 

2023 Virtual Annual Conference
Virginia Association for Homecare and Hospice

Opening Date: November 15

More Information

 


*The Rowan Report will see you there.


Your state or national association meeting or webinar not listed? Send the details to Conferences@RowanResources.com using this format:

Conference Title
Sponsoring Association
Date(s)
Hotel or Conference Center, City, State
URL



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Home Care Technology Report is published by Rowan Consulting Associations, Inc., Colorado Springs, CO. All rights reserved. Request reprint permission by writing to editor@homecaretechreport.com.

HCTR is free to subscribers and supported by its generous advertisers. To inquire about presenting your message to our 12,000 subscribers, write to Kristin in our ad sales department, Kristin@RowanResources.com.