If you attended this year’s Home Care Association of Florida (HCAF) conference, I hope we had the chance to connect during the event! I had the pleasure of presenting one of the most energizing sessions of the conference.
We've all been there. You walk into a hospital, approach the information desk, and before you can even finish explaining who you are, you hear those dreaded words: "We don't allow "VENDORS" on the floor. Do you have an appointment?"
In a market where most home care agencies look identical to referral sources, one framework is helping forward-thinking agencies capture significant market share from competitors. It's called the Total Patient Care Delivery Model, and it's revolutionizing how top agencies position themselves with hospitals, physicians, and other referral partners.
Have you ever walked out of a sales call thinking, "That conversation went nowhere"? You're not alone. Most home care sales representatives struggle with structuring effective conversations that actually lead to referrals.
