Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
All right, So for those of you who aren't aware,
you know my name is Julio Briones. I'm just wanting
to reintroduce myself. Today is Monday, December thirtieth, twenty twenty four.
So if you're watching this live, you know, we have
a new year coming up, and if you're watching the
replay on this, happy new year to you. I hope
(00:24):
you all are doing well and are able to you know,
are getting your business up to where it is. So
throughout the year, we get a lot of questions either
on this platform, on LinkedIn or through email or and
just dealing with our clients on a day to day
(00:45):
and you know, we what we want to talk about
today is one of our more common questions, and that is,
you know, how do I set up services specifically for
clients like So basically this is based on what the
question is people ask me all the time. How is
(01:06):
it that we that they can go and understand what
the need is in the community in order to develop
service packages that are appropriate to meet those needs. All Right,
So it doesn't matter if you're a brand new agency
and you're just starting out, or if you are you know,
one of those growing agencies in that one to three
(01:29):
million mark, or if you're trying to you know, grow
a little bit faster or heading into the multi units,
or you're one of those top you know, one half
of one percent performers doing that twenty to thirty million
annual revenue with multiple agencies. The question is always going
to come up because we all know, we all know
the truth and the reality of home care, and that
(01:50):
is that in order for you to service your clients,
people have to be old enough, sick enough, and have
an ability to pay. So that's irrelevant whether you are
doing Medicaid or private pay or doing some other payer source.
You still need to meet those three criteria. If you're
doing senior care, old enough usually means seventy two and older.
(02:14):
It may be a little bit younger if you're working
in the Medicaid space, you know, because Medicaid the rules
and the dynamics are a little bit different, or it
may be a little bit older, depending on where your
specific market is. So that one is a pretty much
a given so to anyone. You know, I like to
use the number seventy two because I know a lot
(02:36):
of sixty five year olds that will just laugh and
probably be offended a little bit if I ever told
them that they needed home care at age sixty five.
All right, So the next part is, you know, sick enough,
and that's the one where we have to understand what
it is. Sick does not mean physically ill all the time, okay.
(02:57):
Sick can also mean recovering from a surgery, could mean
having some sort of traumatic brain injury or some other
injury that you know that will preclude or require some
sort of extra assistance. You know, when I say sick enough,
we can also potentially mean that we are you know
(03:21):
that we we are looking at it from the potential
or from the place of maybe that person just can't
be by themselves and it's for peace of mind. So
there's a number of things that fall under that category.
But especially when we're talking about the private pay space,
sick enough typically means we want people with complex needs,
(03:45):
all right. So I hope that clears it up, and
I hope that makes it a little bit more palatable
for the purpose of this conversation. So old enough, sick enough,
able to pay. The able to pay part is relatively sickle,
and we can actually get into a more more in
(04:05):
depth conversation with what we mean by able to pay
in the sense of, you know, how what are the
different payer sources and everything else. But for the purpose
of this specific conversation, in this particular video, we're going
to focus in on, you know, how do we find
out what's going on in our community, what needs aren't
(04:25):
being met, How can and how can we develop.
Speaker 2 (04:29):
A proper service offering.
Speaker 1 (04:33):
Okay, and then I'm also at the bonus, we're going
to talk a little bit about We're going to talk
a little bit about how we can figure out how
we can figure out what they know how to market it.
I'm so sorry, just had had a moment there, had
(04:56):
my had my own senior moment. All right, So let's
let's go ahead and get started. So a couple of
housekeeping stuff before we get going. If you're watching this
on YouTube, you know, please give us the thumbs up.
Don't forget to subscribe to the channel helps the algorithm,
and it lets me know that these videos you're finding
some sort of value in them, and that as a result,
(05:19):
you know, it inspires me to do more. That is
on my on my agenda for this year. I want
to be able to put out more content and I
want to get a better idea as to what specifically
you guys want to watch, So leave a comment in below.
Let us know what you're watching, you know what your
interest in watching is. If you're watching this live on Facebook,
(05:41):
same thing, just post something to the leave a comment
below in the comment section, and this way I know
what information you guys are looking for specifically, if time permitting,
I don't uh. Normally my videos can be a little
bit long, and I'm not trying to drag this out
longer than I need to. So if I have time,
(06:03):
I will answer a couple of questions that have that
have been emailed to me in the recent days. And
we're going on. Also the next point. If you are
watching this live or right around the end of the year,
please keep in mind Home Care Owner's Corner the we
are running a sale that ends tomorrow at midnight. It's
(06:27):
you can save forty percent off on all these subscriptions,
all right, So let's go ahead and get started on
this now that we've done the obligatory stuff and gotten
all that out of the way, and once again, you know,
a happy New Year to everybody who's watching this, regardless
of when you're seeing it.
Speaker 2 (06:47):
Okay.
Speaker 1 (06:48):
So the first thing we're going to do is we
are going to go and take a look over at
the American Hospital Directory that is AHD dot com. Okay,
and we are going to go into three state and
national stats. So this again, this is how we are
(07:09):
going to figure out, you know, what, what conditions we
should be targeting when it comes to when it comes
to providing care or trying to figure out how our
messaging should be. Now, you know, if if you are
you know, if you're unsure, so what's going on in
(07:30):
your area? I mean, you could always just stick with
some of the more traditional but let's I like to
get a better idea as to where we are. Okay,
so let's take a look here. I'm going to since
I am in Indiana, I'm a little bit familiar with
this area. We're going to just go down and we're
going to start in Indiana, all right. Now, what we
are going to look for is specifically some some of
(07:54):
the hospitals that are in the area and what and
we want to take a look at, for example, the
hospitals that that we are in the community that service
or have a high likelihood of servicing the area, the
facilities in our area and our ideal client. So we're
(08:16):
going to make the assumption of you know, we're a
private pay agency and we are looking, we're looking to
expand or to better better target our people. So let's
assume we are in Indiana, just north of Indianapolis, in
a in an area that's got a little bit more,
(08:37):
a little bit more funding, you know, a little little
better household income. So one of the ways you can
do it, you can do a Google search, or I'm
going to go ahead and use my own tool here,
and we're going to take a look at the median
Household Income Estimator tool that we have in our home
Care Owners Corner platform. All right, and let's take a
(08:59):
look here, all right. That is Hamilton County, and let's
take a look, all right. So the median household income
(09:33):
in Hamilton County is one hundred and seventeen thousand, nine
fifty seven. Okay, so that's pretty good. And we're looking
at about twenty five percent of all households in that county,
which is about thirty two thousand households, and we are
looking at approximately eight percent of the population that's over
(09:56):
the age of seventy five or seventy five and older.
And so that means there are potentially in this area
twenty eight thousand individuals or around fifteen thousand households that
we could potentially target in Hamilton County, Indiana. So what
does this mean for us? That means that these are
(10:17):
the zip codes that we want to specifically target that
would fall under these numbers.
Speaker 2 (10:24):
All right.
Speaker 1 (10:25):
So now now that we understand that, that means that
we are looking in the right area. So let's take
a look at hospitals in Carmel. So here here we
have let's do AYU Health North. Okay, we are not
(10:46):
a robot.
Speaker 2 (11:00):
M hmm. Let me take a look here all right.
So all right, so here we are.
Speaker 1 (11:10):
Now what are we trying to accomplish or what are
we trying to take a look at while examining.
Speaker 2 (11:18):
Or analyzing this?
Speaker 1 (11:21):
All right, so let's go over here, let's get our
handy pointer tool. That is all right, And now the
information we want to specifically focus on.
Speaker 2 (11:43):
Is here.
Speaker 1 (11:45):
We have the hospital. We've gone to the free profile.
Now mind you this particular information, it's AHD dot com.
You look at the free state profiles. This is available
to everybody. Is the information completely current. Mostly it's they
get their information off of cms dot gov. So a
lot of this information, while not up to date, it
(12:07):
is currently that is currently usually within six months or so.
All right, so here we go. So now we're taking
a look here. This is IU Health North. So what
is the information we care about. We don't really care
about it. I mean, now if you need to know
where the address is, knock yourself out. We do know
that it is an acute facility. Most hospitals are acute facilities,
(12:32):
and we are going to take a look here at
what are their clinical services? So we know they have
you know, cardioco vascular, emergency, neuroscience, you know, oncology, orthopedic.
I mean, you guys can kind of run through it.
It is normal, normal care. So one of the things
that does stick out to me that it does have
(12:54):
physical therapy as a rehabilitation service. That's important to know.
Another thing that tells me is what is their special care.
They have neonatal intensive care. Okay, so if you are
an agency that specializes in pediatrics, this may be a
great hospital for you to target.
Speaker 2 (13:14):
Okay, so let's take a look. Now.
Speaker 1 (13:16):
Now this is the part where we're really going to
be able to drill down. Okay, So those of you
who've seen other videos of mine, I'm a big fan
of this website. This is a great research tool for
you to get started on. And why have other videos
on the YouTube channel that go into a little bit
more detail about what this information is. So what we
(13:37):
care about when we're specifically looking at this is here,
what is the in patient utilization statistics? These are people
that have been admitted. Okay, this number in particular is
what we are looking at. This column here, the one
that says number Medicare in patience. Okay, this is very
(14:00):
very specific information that we are looking for because the
Medicare is generally for two categories of people. You have
people over the age of sixty five, and then you
have some exceptions such as high risk pregnancies. Sometimes people
with developmental disabilities such as you know, autism and things
(14:22):
of that nature, they'll receive Medicare, but the vast majority
of users of Medicare are people over the age of
sixty five.
Speaker 2 (14:31):
Okay, now that now that.
Speaker 1 (14:35):
We understand this we are looking for, we're gonna we're
gonna kind of ignore.
Speaker 2 (14:40):
Here just so you could see what this is.
Speaker 1 (14:43):
This is these are the things that they're looking under
under the codes for just general medicine. So as you
can see, these are not things that we are typically
going to going to be concerned with. It's get yourself
familiar with things like this, but now you can get
an idea as to what people are going there for,
(15:05):
all right, under general medicine. For our purpose of this
particular discussion, we don't we don't really care.
Speaker 2 (15:12):
Okay.
Speaker 1 (15:13):
We are not overly concerned when it comes to you know,
gynecology right now, again unless your agency is specific. Okay,
So what what we care about are some of the
more common things. We want to see what has a
higher your utilization rates? We see cardiology has high utilization rates.
We we can tell by looking here under cardiology and
(15:39):
let's see that's that's actually a good one. Pull monology.
That's like things like COPD and other respiratory diseases. All right,
So this tells me that there's a high utilization there.
There's people go there for general surgery, all right, And
again these are medicare numbers, so we do we are
concerned about that here all right, surgery for malignancy combined
(16:02):
with oncology. This very low numbers, but there is a
potential for cancer patients. So this is what we are
looking for. You know, psychiatry, that's and neurology are generally associated.
They're not highly associated with or exclusively associated with Alzheimer's
and dementia. But you want to see numbers that are
(16:25):
up there in that because they are considered neurological disorders,
you know. And we are taking a look at what
this is the next thing we are taking a look
at is down here's what are these zip codes of origin?
So here's here's the question. Do these zip codes match here?
So let's see for six zero three two has the
(16:46):
highest number of impatient origin all right at three hundred
and thirty seven. So does that match our list for
six zero three two? Yes, So now we are seeing
that we have high usage going to the neighborhoods that
we are specifically looking for. Okay, so hopefully all of
(17:08):
this is making sense to you guys, and you can
see how this data is going to correlate and tie together.
So if we are looking for to build out specialty programs,
we already know we have people that are old enough
in the area. We now know where they where they're
coming from a right, these are the ZIP because they're
mainly coming from for this particular hospital. Then we are
(17:30):
going to take a look at what the conditions are.
I'm going to go with here just because of the
high number, We're either we're going to go with either pulmonology,
which would be COPD, or we're going to go with cardiology.
And that is what we're going to do.
Speaker 2 (17:47):
Now.
Speaker 1 (17:47):
We understand this. So our messaging when it comes to
this is going to be we are able to care for,
you know, people with hard conditions, or we are you know,
a CHF all of the other the big big heart conditions.
We are also able to care for people with COPD.
(18:09):
We have a deep understanding and this is all going
to make sense here in a minute. And these are
the things that we are looking for.
Speaker 2 (18:15):
Okay.
Speaker 1 (18:17):
Now, if you are a brand new agency, specialization makes
sense depending on your own professional background. If you are
an established agency, somebody who's already in that two two
million in up mark or even up to million in
higher and you are specifically in the private pay space,
(18:38):
this is what you're going to want to look at.
Speaker 2 (18:40):
Okay.
Speaker 1 (18:41):
You're going to want to sit there and run an
analysis of your existing client base and C do you
really have a specialization, So let's let's go with that.
If you are using any I'm not going to mention
the specific softwares because I'm not really affiliated with anyone
in particular. And most scheduling softwares will allow you to
(19:03):
run reports on this stuff. As long as you are
when you are admitting your clients, as long as you're
putting in all the care plan information and everything properly,
you should be able to go in and take a
look and you know, either run the report or take
an Excel file. And you know there's companies like mine
that we can run these analysis and tell you based
(19:25):
on your own data as to what's going on. But
you can take a look through it and say, all right,
I my company we specialize in X, Y Z. All right,
So let's assume, all right that all the stars have
aligned and we are dealing with you know, crafting this
and we're working with let's just say anything, dealing with
(19:47):
the heart. Okay, So now we know what you have
a history of, you're going to run the comparison with
the hospital and you're going to see if it all
correlates or if you need to adjust your messaging in
any way. Look, the reality is you're providing home care
services unless you are some sort of a care met, nurse,
care management or other care management that you involve this
(20:07):
or weave this into your services. Most home care agencies,
while they may have a higher volume of clients, or
they may have additional certifications in training for specific conditions,
the reality is that most home care agencies will take
care of a wide variety of people. So depending on
(20:29):
how long you've been in business, and please when you're
running your analysis, don't just stop at who your active
clients are. Take a look back historically. If you've been
around five, six, seven, eight years, take a look historically
at what you're seeing as a pattern in your area.
It's going to really make all of this combine and
make a lot more sense.
Speaker 2 (20:50):
All right.
Speaker 1 (20:50):
So once you understand your specific niche or what clients
seek you out, you can craft your messaging that way.
You see that you're seeing a wide variety and you
want to target this particular hospital. And that's what I'm saying. Now,
let's take a look how are we going to bring
the message to them? Number One, we run our analysis,
(21:13):
we know Hey, listen, we have a good track record
of minimizing hospitalization with people that we have worked with
that have when clients have COPD or when clients have
AMI or congestive heart failure. We have a good track record.
We haven't worked with you specifically, but the supporting skilled
(21:37):
nursing facilities in the area and other referral partners have
sent us clients in the past that have permitted us
to do this. Okay, And this is what our track
record looks like. And now you can prepare simple report
another thing that you can do to help manage your thing.
And again there's a lot of ways to research this,
(22:00):
but I am specifically going to show you how you
can do it using the Homecare Owner's Corner platform. Okay,
So we would come here back into our AI tools
and we're going to come in and we're going to
run a chronic Illness and Disability study report. Okay, So
let's take a look here. We're going to look at
(22:22):
heart disease because this is what we're trying to focus
on specifically on that particular hospital.
Speaker 2 (22:29):
Okay.
Speaker 1 (22:30):
So once again we are looking at Hamilton County in
the state of Indiana. Okay, we can do this anywhere.
It doesn't really make a difference. I'm just using this
as a specific example, all right, for the purpose of
(22:51):
this exercise. All right, So here we are. Now we're
going to hit the mid and please bear with me. People,
Thank you all for watching. But this is a newer
platform and AI it does a great job. But some
(23:11):
some of the tools are still training. So I may
have to run this report more than once. But you know,
we'll we'll take a look here and see what happens.
All of these tools that we have built our proprietary
to us, all right, and we can take a look
here for a number of these we have. You know,
(23:34):
there's a number of different heart conditions we can run
this for just for the purpose of our example that
we're working at with that particular hospital, we're going to
use heart disease. We may run coronary already bypass. Let
me take a look here.
Speaker 2 (23:48):
All right.
Speaker 1 (23:49):
So this is what we are looking at, so based
on what we know from once again from here, from
the research that we have pulled from our own number. Okay,
this is where where we are going through and this
is what we are looking at, all right.
Speaker 2 (24:07):
So what we know is.
Speaker 1 (24:11):
The prevalence of heart disease in Hamilton County is about
four to two point two percent of the population, all right,
So the risk increases with age, So we are looking
at men over the.
Speaker 2 (24:22):
Age of sixty five. If you want to get into
the ethnicity.
Speaker 1 (24:26):
You know, Hamilton County has a younger population, which which
is fine, all right. So now what we are looking at.
Indiana ranks fifteenth in the nation for heart disease mortality, okay,
and the county is lower than the state average, but
it's still understand it's still important to know the state, Okay.
(24:49):
So all of this we're looking at future projections and
recommended actions. So the thing about the report that I
just ran with our play here is that it does
give you accountability. Here's where the sources of all this data.
We did take a lot of time to kind of
(25:09):
build this out so people can see it. And now
what do I do with this information? Well, again, if
you're a subscriber of Home Care Owners Corner, what we
are going to do is we are going to click
and we're going to just print this out, okay, and
now we have something that we can use to talk
(25:29):
to our salespeople, to talk to our you know, to
talk to our care coordinators, to be able to talk
to our other people that are out there in the field.
We can use this to develop a training. We can
use this to come in and show potential referral partners
how we actually help them, how we are actually prepared
(25:52):
because we now have a clear cut understanding of what
the conditions are that they specifically cater right. So this
is what it boils down to. There's a difference between
coming in and saying to somebody, hey, if you ever
need help with anything, to give me a call, or
to be able to come in and say, hey, listen.
(26:14):
You know, according to utilization statistics and CMS, you guys
see a large number of people for cardiac issues.
Speaker 2 (26:27):
Okay, you.
Speaker 1 (26:30):
Most of your clients are here in the Caramel area,
and now we have to understand. What we're going to
understand is that we can help you reduce rehospitalization because
these are the programs we have in place here in
We understand the numbers, we have the data, we know
(26:51):
what's going on within the county, and historically, since our inception,
we have taken care of a large number of clients
that have either been to this hospital or have a
discharge or been to another hospital. But work with partner
facilities that you have right and now this is where
(27:11):
we are developing our service packages. So what you can
do is at this point, once you have this information,
is you can come up with a structure that will
allow you to develop service packages. Well, we know somebody
coming out of the hospital, for example, after a heart attack,
(27:33):
may or a stroke, may need more help than others.
So let's say it's somebody who had a stroke because
of heart disease. Well, we understand that somebody who's initially
recovering from a stroke may need round the plot care.
Maybe they have a need because they're going to be
in the hospital for a while. Maybe the family needs
(27:54):
peace of mind and respite. Maybe you can come up
with a hospitalization package. Hey, listen, you have a love
If you have people who are going to be here
for a while, they have loved ones. Maybe they want
somebody to be here at night with the patient. We
offer hospital sit or program. You know that they understand
to they our caregivers are trained to know the signs.
(28:17):
They understand they have to be awake, you know, and
most fall many falls happen in the hospital overnight. We
carry this over into the skilled nursing facility once they
go into rehab and the here is our discharge package
and plan for them. Now, there's a lot of factors
involved in this. So if you have a nurse on staff,
(28:37):
if it's a state requirement, then great, you have one
on staff. If it's not a state requirement, take a
look at what your service offering is. Can you have
a nurse develop a care plan specifically for somebody who's
had a stroke. If you cannot, that's not a big deal.
Let's come up with the package. What do we understand.
We understand that a client coming out of a skilled
(28:59):
nursing after having had a stroke or a heart attack,
they may have been in there for a while. So
you may want to have a scale down service, something
where you have offered twenty four hours care for the
first maybe maybe four days, five days up to about
two weeks, depending on the client or the package that
you're going to put together, and have it scale down
(29:20):
from twenty four hours to sixteen hours, to twelve hours
to eight hours to four hours over a two week
to thirty day period. This could be a pre page service.
This could be a service that can easily translate into
long term care because now they've been with your agency
for two weeks to a month, they've stepped down. They understand,
(29:44):
they understand the convenience, they understand the true value they're bringing.
So they may have needed you just for until they
can put family in place, or they might just end
up saying, hey, you know, this is something we can do.
You can develop wellness programs based around this simple things
that you know, hey, we are providing our caregivers for you.
(30:04):
Our caregivers are trained in this, so now they're with you.
Let's say eight, you know, forty hours a week, thirty forty, fifty,
sixty hours a week, or even as much as twenty
four to seven, which is one hundred and sixty eight
hours a week. Whatever the condition may be, you may
offer the courtesy of a phone call a wellness check.
You know, something that makes your agency a little more
(30:26):
high touch. And this is how you would implement specialized
services to your agencies, to your agency client. So do
the research. Take a little bit of time to do this,
you know, take a look around, unders have an understanding
as to now that we know what the conditions are,
(30:49):
let's figure out what the feeder hospitals are for you
know what what the feeder which which skilled nursing facilities
and assisted living facilities are being fed by this hospital?
You know, And let's start working this out. What programs
can we put in place for these particular independent livings,
for the particular assisted livings. How do you help with
(31:11):
recovery and transition back into this place. There's a number
of ways to look at value adding. That you're doing
this in private pay, it is incredibly important with rising healthcare,
with the rising wages that are bringing up the cost
of private pay service, having a value add becomes much
(31:32):
more important because you want people with complex conditions, you
have to provide complex solutions in order for you them
to justify paying your agency, you know, ten, twelve, fifteen, twenty,
even thirty or forty thousand dollars monthly to take care
of their loved one. So and if you are a
(31:53):
Medicaid agency, a lot of these managed care organizations, these MCOs,
these mcees are looking for value driven care. How is
it that you are catering your specific service plan in
order to help them their clients get the most out
of the value. Yes, we understand that there are budgetary
(32:15):
constraints were again rising wages. Nobody's increasing the medicaid payouts
or they aren't doing it proportionally, but they still are.
It's becoming a more competitive space. More and more agencies
are opening up. This is a multi billion dollar industry
in the US, so more agencies are opening up daily.
How do you stand out? What are you doing to
(32:37):
show your value to referral partners, to individual families, to
MCOs and mcees, these insurance providers. The VA is becoming
a bigger source now of revenue for many agencies. And
from my understanding, with the new bills that have recently
been passed, the VA is even going to start looking
(32:59):
more closely at what is the value the individual providers
are bringing. Understand your area, Understand what's going on, and
be able. You must be able to understand how to
properly help your client base, show them value, show them
what's going on, and show them that you understand how
(33:20):
to fix it, how to reduce those hospitalization rates, and
how to provide more value and more service to your clients.
All right, so if any let me take a look here.
If there's any questions right now? Okay, so right as
of now, there are not a ton of questions in
(33:42):
the group. Again it it's expected. So I'm going to
get let the video catch up a little bit and
I'm going to see if anyone anything pops up. Other
than that, I said, those of you who are interested,
(34:02):
go to homecare owners Corner dot com. We do have
the platform. Subscriptions are on sale. Just use the code
save forty and you can actually get forty percent off
until until tomorrow night, you know, which is December thirty first,
twenty twenty four. If you're watching this after the fact,
if there's any anything going on, please join our email list. Okay,
(34:27):
and once you join our email list, well we put
out specials or things like that periodically. And you know,
other than that, if you're if you're watching this in Facebook,
you know, leave us a message, let us know where
you're from. YouTube like and subscribe and we'll catch you
guys a little bit later. You guys, have a great
(34:49):
rest of your week and happy New Year. We'll talk
to you all soon.
All right, So for those of you who aren't aware,
you know my name is Julio Briones. I'm just wanting
to reintroduce myself. Today is Monday, December thirtieth, twenty twenty four.
So if you're watching this live, you know, we have
a new year coming up, and if you're watching the
replay on this, happy new year to you. I hope
(00:24):
you all are doing well and are able to you know,
are getting your business up to where it is. So
throughout the year, we get a lot of questions either
on this platform, on LinkedIn or through email or and
just dealing with our clients on a day to day
(00:45):
and you know, we what we want to talk about
today is one of our more common questions, and that is,
you know, how do I set up services specifically for
clients like So basically this is based on what the
question is people ask me all the time. How is
(01:06):
it that we that they can go and understand what
the need is in the community in order to develop
service packages that are appropriate to meet those needs. All Right,
So it doesn't matter if you're a brand new agency
and you're just starting out, or if you are you know,
one of those growing agencies in that one to three
(01:29):
million mark, or if you're trying to you know, grow
a little bit faster or heading into the multi units,
or you're one of those top you know, one half
of one percent performers doing that twenty to thirty million
annual revenue with multiple agencies. The question is always going
to come up because we all know, we all know
the truth and the reality of home care, and that
(01:50):
is that in order for you to service your clients,
people have to be old enough, sick enough, and have
an ability to pay. So that's irrelevant whether you are
doing Medicaid or private pay or doing some other payer source.
You still need to meet those three criteria. If you're
doing senior care, old enough usually means seventy two and older.
(02:14):
It may be a little bit younger if you're working
in the Medicaid space, you know, because Medicaid the rules
and the dynamics are a little bit different, or it
may be a little bit older, depending on where your
specific market is. So that one is a pretty much
a given so to anyone. You know, I like to
use the number seventy two because I know a lot
(02:36):
of sixty five year olds that will just laugh and
probably be offended a little bit if I ever told
them that they needed home care at age sixty five.
All right, So the next part is, you know, sick enough,
and that's the one where we have to understand what
it is. Sick does not mean physically ill all the time, okay.
(02:57):
Sick can also mean recovering from a surgery, could mean
having some sort of traumatic brain injury or some other
injury that you know that will preclude or require some
sort of extra assistance. You know, when I say sick enough,
we can also potentially mean that we are you know
(03:21):
that we we are looking at it from the potential
or from the place of maybe that person just can't
be by themselves and it's for peace of mind. So
there's a number of things that fall under that category.
But especially when we're talking about the private pay space,
sick enough typically means we want people with complex needs,
(03:45):
all right. So I hope that clears it up, and
I hope that makes it a little bit more palatable
for the purpose of this conversation. So old enough, sick enough,
able to pay. The able to pay part is relatively sickle,
and we can actually get into a more more in
(04:05):
depth conversation with what we mean by able to pay
in the sense of, you know, how what are the
different payer sources and everything else. But for the purpose
of this specific conversation, in this particular video, we're going
to focus in on, you know, how do we find
out what's going on in our community, what needs aren't
(04:25):
being met, How can and how can we develop.
Speaker 2 (04:29):
A proper service offering.
Speaker 1 (04:33):
Okay, and then I'm also at the bonus, we're going
to talk a little bit about We're going to talk
a little bit about how we can figure out how
we can figure out what they know how to market it.
I'm so sorry, just had had a moment there, had
(04:56):
my had my own senior moment. All right, So let's
let's go ahead and get started. So a couple of
housekeeping stuff before we get going. If you're watching this
on YouTube, you know, please give us the thumbs up.
Don't forget to subscribe to the channel helps the algorithm,
and it lets me know that these videos you're finding
some sort of value in them, and that as a result,
(05:19):
you know, it inspires me to do more. That is
on my on my agenda for this year. I want
to be able to put out more content and I
want to get a better idea as to what specifically
you guys want to watch, So leave a comment in below.
Let us know what you're watching, you know what your
interest in watching is. If you're watching this live on Facebook,
(05:41):
same thing, just post something to the leave a comment
below in the comment section, and this way I know
what information you guys are looking for specifically, if time permitting,
I don't uh. Normally my videos can be a little
bit long, and I'm not trying to drag this out
longer than I need to. So if I have time,
(06:03):
I will answer a couple of questions that have that
have been emailed to me in the recent days. And
we're going on. Also the next point. If you are
watching this live or right around the end of the year,
please keep in mind Home Care Owner's Corner the we
are running a sale that ends tomorrow at midnight. It's
(06:27):
you can save forty percent off on all these subscriptions,
all right, So let's go ahead and get started on
this now that we've done the obligatory stuff and gotten
all that out of the way, and once again, you know,
a happy New Year to everybody who's watching this, regardless
of when you're seeing it.
Speaker 2 (06:47):
Okay.
Speaker 1 (06:48):
So the first thing we're going to do is we
are going to go and take a look over at
the American Hospital Directory that is AHD dot com. Okay,
and we are going to go into three state and
national stats. So this again, this is how we are
(07:09):
going to figure out, you know, what, what conditions we
should be targeting when it comes to when it comes
to providing care or trying to figure out how our
messaging should be. Now, you know, if if you are
you know, if you're unsure, so what's going on in
(07:30):
your area? I mean, you could always just stick with
some of the more traditional but let's I like to
get a better idea as to where we are. Okay,
so let's take a look here. I'm going to since
I am in Indiana, I'm a little bit familiar with
this area. We're going to just go down and we're
going to start in Indiana, all right. Now, what we
are going to look for is specifically some some of
(07:54):
the hospitals that are in the area and what and
we want to take a look at, for example, the
hospitals that that we are in the community that service
or have a high likelihood of servicing the area, the
facilities in our area and our ideal client. So we're
(08:16):
going to make the assumption of you know, we're a
private pay agency and we are looking, we're looking to
expand or to better better target our people. So let's
assume we are in Indiana, just north of Indianapolis, in
a in an area that's got a little bit more,
(08:37):
a little bit more funding, you know, a little little
better household income. So one of the ways you can
do it, you can do a Google search, or I'm
going to go ahead and use my own tool here,
and we're going to take a look at the median
Household Income Estimator tool that we have in our home
Care Owners Corner platform. All right, and let's take a
(08:59):
look here, all right. That is Hamilton County, and let's
take a look, all right. So the median household income
(09:33):
in Hamilton County is one hundred and seventeen thousand, nine
fifty seven. Okay, so that's pretty good. And we're looking
at about twenty five percent of all households in that county,
which is about thirty two thousand households, and we are
looking at approximately eight percent of the population that's over
(09:56):
the age of seventy five or seventy five and older.
And so that means there are potentially in this area
twenty eight thousand individuals or around fifteen thousand households that
we could potentially target in Hamilton County, Indiana. So what
does this mean for us? That means that these are
(10:17):
the zip codes that we want to specifically target that
would fall under these numbers.
Speaker 2 (10:24):
All right.
Speaker 1 (10:25):
So now now that we understand that, that means that
we are looking in the right area. So let's take
a look at hospitals in Carmel. So here here we
have let's do AYU Health North. Okay, we are not
(10:46):
a robot.
Speaker 2 (11:00):
M hmm. Let me take a look here all right.
So all right, so here we are.
Speaker 1 (11:10):
Now what are we trying to accomplish or what are
we trying to take a look at while examining.
Speaker 2 (11:18):
Or analyzing this?
Speaker 1 (11:21):
All right, so let's go over here, let's get our
handy pointer tool. That is all right, And now the
information we want to specifically focus on.
Speaker 2 (11:43):
Is here.
Speaker 1 (11:45):
We have the hospital. We've gone to the free profile.
Now mind you this particular information, it's AHD dot com.
You look at the free state profiles. This is available
to everybody. Is the information completely current. Mostly it's they
get their information off of cms dot gov. So a
lot of this information, while not up to date, it
(12:07):
is currently that is currently usually within six months or so.
All right, so here we go. So now we're taking
a look here. This is IU Health North. So what
is the information we care about. We don't really care
about it. I mean, now if you need to know
where the address is, knock yourself out. We do know
that it is an acute facility. Most hospitals are acute facilities,
(12:32):
and we are going to take a look here at
what are their clinical services? So we know they have
you know, cardioco vascular, emergency, neuroscience, you know, oncology, orthopedic.
I mean, you guys can kind of run through it.
It is normal, normal care. So one of the things
that does stick out to me that it does have
(12:54):
physical therapy as a rehabilitation service. That's important to know.
Another thing that tells me is what is their special care.
They have neonatal intensive care. Okay, so if you are
an agency that specializes in pediatrics, this may be a
great hospital for you to target.
Speaker 2 (13:14):
Okay, so let's take a look. Now.
Speaker 1 (13:16):
Now this is the part where we're really going to
be able to drill down. Okay, So those of you
who've seen other videos of mine, I'm a big fan
of this website. This is a great research tool for
you to get started on. And why have other videos
on the YouTube channel that go into a little bit
more detail about what this information is. So what we
(13:37):
care about when we're specifically looking at this is here,
what is the in patient utilization statistics? These are people
that have been admitted. Okay, this number in particular is
what we are looking at. This column here, the one
that says number Medicare in patience. Okay, this is very
(14:00):
very specific information that we are looking for because the
Medicare is generally for two categories of people. You have
people over the age of sixty five, and then you
have some exceptions such as high risk pregnancies. Sometimes people
with developmental disabilities such as you know, autism and things
(14:22):
of that nature, they'll receive Medicare, but the vast majority
of users of Medicare are people over the age of
sixty five.
Speaker 2 (14:31):
Okay, now that now that.
Speaker 1 (14:35):
We understand this we are looking for, we're gonna we're
gonna kind of ignore.
Speaker 2 (14:40):
Here just so you could see what this is.
Speaker 1 (14:43):
This is these are the things that they're looking under
under the codes for just general medicine. So as you
can see, these are not things that we are typically
going to going to be concerned with. It's get yourself
familiar with things like this, but now you can get
an idea as to what people are going there for,
(15:05):
all right, under general medicine. For our purpose of this
particular discussion, we don't we don't really care.
Speaker 2 (15:12):
Okay.
Speaker 1 (15:13):
We are not overly concerned when it comes to you know,
gynecology right now, again unless your agency is specific. Okay,
So what what we care about are some of the
more common things. We want to see what has a
higher your utilization rates? We see cardiology has high utilization rates.
We we can tell by looking here under cardiology and
(15:39):
let's see that's that's actually a good one. Pull monology.
That's like things like COPD and other respiratory diseases. All right,
So this tells me that there's a high utilization there.
There's people go there for general surgery, all right, And
again these are medicare numbers, so we do we are
concerned about that here all right, surgery for malignancy combined
(16:02):
with oncology. This very low numbers, but there is a
potential for cancer patients. So this is what we are
looking for. You know, psychiatry, that's and neurology are generally associated.
They're not highly associated with or exclusively associated with Alzheimer's
and dementia. But you want to see numbers that are
(16:25):
up there in that because they are considered neurological disorders,
you know. And we are taking a look at what
this is the next thing we are taking a look
at is down here's what are these zip codes of origin?
So here's here's the question. Do these zip codes match here?
So let's see for six zero three two has the
(16:46):
highest number of impatient origin all right at three hundred
and thirty seven. So does that match our list for
six zero three two? Yes, So now we are seeing
that we have high usage going to the neighborhoods that
we are specifically looking for. Okay, so hopefully all of
(17:08):
this is making sense to you guys, and you can
see how this data is going to correlate and tie together.
So if we are looking for to build out specialty programs,
we already know we have people that are old enough
in the area. We now know where they where they're
coming from a right, these are the ZIP because they're
mainly coming from for this particular hospital. Then we are
(17:30):
going to take a look at what the conditions are.
I'm going to go with here just because of the
high number, We're either we're going to go with either pulmonology,
which would be COPD, or we're going to go with cardiology.
And that is what we're going to do.
Speaker 2 (17:47):
Now.
Speaker 1 (17:47):
We understand this. So our messaging when it comes to
this is going to be we are able to care for,
you know, people with hard conditions, or we are you know,
a CHF all of the other the big big heart conditions.
We are also able to care for people with COPD.
(18:09):
We have a deep understanding and this is all going
to make sense here in a minute. And these are
the things that we are looking for.
Speaker 2 (18:15):
Okay.
Speaker 1 (18:17):
Now, if you are a brand new agency, specialization makes
sense depending on your own professional background. If you are
an established agency, somebody who's already in that two two
million in up mark or even up to million in
higher and you are specifically in the private pay space,
(18:38):
this is what you're going to want to look at.
Speaker 2 (18:40):
Okay.
Speaker 1 (18:41):
You're going to want to sit there and run an
analysis of your existing client base and C do you
really have a specialization, So let's let's go with that.
If you are using any I'm not going to mention
the specific softwares because I'm not really affiliated with anyone
in particular. And most scheduling softwares will allow you to
(19:03):
run reports on this stuff. As long as you are
when you are admitting your clients, as long as you're
putting in all the care plan information and everything properly,
you should be able to go in and take a
look and you know, either run the report or take
an Excel file. And you know there's companies like mine
that we can run these analysis and tell you based
(19:25):
on your own data as to what's going on. But
you can take a look through it and say, all right,
I my company we specialize in X, Y Z. All right,
So let's assume, all right that all the stars have
aligned and we are dealing with you know, crafting this
and we're working with let's just say anything, dealing with
(19:47):
the heart. Okay, So now we know what you have
a history of, you're going to run the comparison with
the hospital and you're going to see if it all
correlates or if you need to adjust your messaging in
any way. Look, the reality is you're providing home care
services unless you are some sort of a care met, nurse,
care management or other care management that you involve this
(20:07):
or weave this into your services. Most home care agencies,
while they may have a higher volume of clients, or
they may have additional certifications in training for specific conditions,
the reality is that most home care agencies will take
care of a wide variety of people. So depending on
(20:29):
how long you've been in business, and please when you're
running your analysis, don't just stop at who your active
clients are. Take a look back historically. If you've been
around five, six, seven, eight years, take a look historically
at what you're seeing as a pattern in your area.
It's going to really make all of this combine and
make a lot more sense.
Speaker 2 (20:50):
All right.
Speaker 1 (20:50):
So once you understand your specific niche or what clients
seek you out, you can craft your messaging that way.
You see that you're seeing a wide variety and you
want to target this particular hospital. And that's what I'm saying. Now,
let's take a look how are we going to bring
the message to them? Number One, we run our analysis,
(21:13):
we know Hey, listen, we have a good track record
of minimizing hospitalization with people that we have worked with
that have when clients have COPD or when clients have
AMI or congestive heart failure. We have a good track record.
We haven't worked with you specifically, but the supporting skilled
(21:37):
nursing facilities in the area and other referral partners have
sent us clients in the past that have permitted us
to do this. Okay, And this is what our track
record looks like. And now you can prepare simple report
another thing that you can do to help manage your thing.
And again there's a lot of ways to research this,
(22:00):
but I am specifically going to show you how you
can do it using the Homecare Owner's Corner platform. Okay,
So we would come here back into our AI tools
and we're going to come in and we're going to
run a chronic Illness and Disability study report. Okay, So
let's take a look here. We're going to look at
(22:22):
heart disease because this is what we're trying to focus
on specifically on that particular hospital.
Speaker 2 (22:29):
Okay.
Speaker 1 (22:30):
So once again we are looking at Hamilton County in
the state of Indiana. Okay, we can do this anywhere.
It doesn't really make a difference. I'm just using this
as a specific example, all right, for the purpose of
(22:51):
this exercise. All right, So here we are. Now we're
going to hit the mid and please bear with me. People,
Thank you all for watching. But this is a newer
platform and AI it does a great job. But some
(23:11):
some of the tools are still training. So I may
have to run this report more than once. But you know,
we'll we'll take a look here and see what happens.
All of these tools that we have built our proprietary
to us, all right, and we can take a look
here for a number of these we have. You know,
(23:34):
there's a number of different heart conditions we can run
this for just for the purpose of our example that
we're working at with that particular hospital, we're going to
use heart disease. We may run coronary already bypass. Let
me take a look here.
Speaker 2 (23:48):
All right.
Speaker 1 (23:49):
So this is what we are looking at, so based
on what we know from once again from here, from
the research that we have pulled from our own number. Okay,
this is where where we are going through and this
is what we are looking at, all right.
Speaker 2 (24:07):
So what we know is.
Speaker 1 (24:11):
The prevalence of heart disease in Hamilton County is about
four to two point two percent of the population, all right,
So the risk increases with age, So we are looking
at men over the.
Speaker 2 (24:22):
Age of sixty five. If you want to get into
the ethnicity.
Speaker 1 (24:26):
You know, Hamilton County has a younger population, which which
is fine, all right. So now what we are looking at.
Indiana ranks fifteenth in the nation for heart disease mortality, okay,
and the county is lower than the state average, but
it's still understand it's still important to know the state, Okay.
(24:49):
So all of this we're looking at future projections and
recommended actions. So the thing about the report that I
just ran with our play here is that it does
give you accountability. Here's where the sources of all this data.
We did take a lot of time to kind of
(25:09):
build this out so people can see it. And now
what do I do with this information? Well, again, if
you're a subscriber of Home Care Owners Corner, what we
are going to do is we are going to click
and we're going to just print this out, okay, and
now we have something that we can use to talk
(25:29):
to our salespeople, to talk to our you know, to
talk to our care coordinators, to be able to talk
to our other people that are out there in the field.
We can use this to develop a training. We can
use this to come in and show potential referral partners
how we actually help them, how we are actually prepared
(25:52):
because we now have a clear cut understanding of what
the conditions are that they specifically cater right. So this
is what it boils down to. There's a difference between
coming in and saying to somebody, hey, if you ever
need help with anything, to give me a call, or
to be able to come in and say, hey, listen.
(26:14):
You know, according to utilization statistics and CMS, you guys
see a large number of people for cardiac issues.
Speaker 2 (26:27):
Okay, you.
Speaker 1 (26:30):
Most of your clients are here in the Caramel area,
and now we have to understand. What we're going to
understand is that we can help you reduce rehospitalization because
these are the programs we have in place here in
We understand the numbers, we have the data, we know
(26:51):
what's going on within the county, and historically, since our inception,
we have taken care of a large number of clients
that have either been to this hospital or have a
discharge or been to another hospital. But work with partner
facilities that you have right and now this is where
(27:11):
we are developing our service packages. So what you can
do is at this point, once you have this information,
is you can come up with a structure that will
allow you to develop service packages. Well, we know somebody
coming out of the hospital, for example, after a heart attack,
(27:33):
may or a stroke, may need more help than others.
So let's say it's somebody who had a stroke because
of heart disease. Well, we understand that somebody who's initially
recovering from a stroke may need round the plot care.
Maybe they have a need because they're going to be
in the hospital for a while. Maybe the family needs
(27:54):
peace of mind and respite. Maybe you can come up
with a hospitalization package. Hey, listen, you have a love
If you have people who are going to be here
for a while, they have loved ones. Maybe they want
somebody to be here at night with the patient. We
offer hospital sit or program. You know that they understand
to they our caregivers are trained to know the signs.
(28:17):
They understand they have to be awake, you know, and
most fall many falls happen in the hospital overnight. We
carry this over into the skilled nursing facility once they
go into rehab and the here is our discharge package
and plan for them. Now, there's a lot of factors
involved in this. So if you have a nurse on staff,
(28:37):
if it's a state requirement, then great, you have one
on staff. If it's not a state requirement, take a
look at what your service offering is. Can you have
a nurse develop a care plan specifically for somebody who's
had a stroke. If you cannot, that's not a big deal.
Let's come up with the package. What do we understand.
We understand that a client coming out of a skilled
(28:59):
nursing after having had a stroke or a heart attack,
they may have been in there for a while. So
you may want to have a scale down service, something
where you have offered twenty four hours care for the
first maybe maybe four days, five days up to about
two weeks, depending on the client or the package that
you're going to put together, and have it scale down
(29:20):
from twenty four hours to sixteen hours, to twelve hours
to eight hours to four hours over a two week
to thirty day period. This could be a pre page service.
This could be a service that can easily translate into
long term care because now they've been with your agency
for two weeks to a month, they've stepped down. They understand,
(29:44):
they understand the convenience, they understand the true value they're bringing.
So they may have needed you just for until they
can put family in place, or they might just end
up saying, hey, you know, this is something we can do.
You can develop wellness programs based around this simple things
that you know, hey, we are providing our caregivers for you.
(30:04):
Our caregivers are trained in this, so now they're with you.
Let's say eight, you know, forty hours a week, thirty forty, fifty,
sixty hours a week, or even as much as twenty
four to seven, which is one hundred and sixty eight
hours a week. Whatever the condition may be, you may
offer the courtesy of a phone call a wellness check.
You know, something that makes your agency a little more
(30:26):
high touch. And this is how you would implement specialized
services to your agencies, to your agency client. So do
the research. Take a little bit of time to do this,
you know, take a look around, unders have an understanding
as to now that we know what the conditions are,
(30:49):
let's figure out what the feeder hospitals are for you
know what what the feeder which which skilled nursing facilities
and assisted living facilities are being fed by this hospital?
You know, And let's start working this out. What programs
can we put in place for these particular independent livings,
for the particular assisted livings. How do you help with
(31:11):
recovery and transition back into this place. There's a number
of ways to look at value adding. That you're doing
this in private pay, it is incredibly important with rising healthcare,
with the rising wages that are bringing up the cost
of private pay service, having a value add becomes much
(31:32):
more important because you want people with complex conditions, you
have to provide complex solutions in order for you them
to justify paying your agency, you know, ten, twelve, fifteen, twenty,
even thirty or forty thousand dollars monthly to take care
of their loved one. So and if you are a
(31:53):
Medicaid agency, a lot of these managed care organizations, these MCOs,
these mcees are looking for value driven care. How is
it that you are catering your specific service plan in
order to help them their clients get the most out
of the value. Yes, we understand that there are budgetary
(32:15):
constraints were again rising wages. Nobody's increasing the medicaid payouts
or they aren't doing it proportionally, but they still are.
It's becoming a more competitive space. More and more agencies
are opening up. This is a multi billion dollar industry
in the US, so more agencies are opening up daily.
How do you stand out? What are you doing to
(32:37):
show your value to referral partners, to individual families, to
MCOs and mcees, these insurance providers. The VA is becoming
a bigger source now of revenue for many agencies. And
from my understanding, with the new bills that have recently
been passed, the VA is even going to start looking
(32:59):
more closely at what is the value the individual providers
are bringing. Understand your area, Understand what's going on, and
be able. You must be able to understand how to
properly help your client base, show them value, show them
what's going on, and show them that you understand how
(33:20):
to fix it, how to reduce those hospitalization rates, and
how to provide more value and more service to your clients.
All right, so if any let me take a look here.
If there's any questions right now? Okay, so right as
of now, there are not a ton of questions in
(33:42):
the group. Again it it's expected. So I'm going to
get let the video catch up a little bit and
I'm going to see if anyone anything pops up. Other
than that, I said, those of you who are interested,
(34:02):
go to homecare owners Corner dot com. We do have
the platform. Subscriptions are on sale. Just use the code
save forty and you can actually get forty percent off
until until tomorrow night, you know, which is December thirty first,
twenty twenty four. If you're watching this after the fact,
if there's any anything going on, please join our email list. Okay,
(34:27):
and once you join our email list, well we put
out specials or things like that periodically. And you know,
other than that, if you're if you're watching this in Facebook,
you know, leave us a message, let us know where
you're from. YouTube like and subscribe and we'll catch you
guys a little bit later. You guys, have a great
(34:49):
rest of your week and happy New Year. We'll talk
to you all soon.
Popular Podcasts
Fudd Around And Find Out
UConn basketball star Azzi Fudd brings her championship swag to iHeart Women’s Sports with Fudd Around and Find Out, a weekly podcast that takes fans along for the ride as Azzi spends her final year of college trying to reclaim the National Championship and prepare to be a first round WNBA draft pick. Ever wonder what it’s like to be a world-class athlete in the public spotlight while still managing schoolwork, friendships and family time? It’s time to Fudd Around and Find Out!
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!