"Rather than thinking of yourself as a Nursing Home "Administrator" --
think of yourself as a "marketer" in the Healthcare industry"              -- Howard Ingham

Almost every therapist who works for a DME company has their background working in hospitals. They take care of patients as if the patient were at an “acute” level.

This approach is more of a hospital level. As a result, there is often a disconnect with the patient.

For example, many healthcare workers will say something to their patient like, “…Okay Mr. Smith, remember, you can’t have any alcohol.”

Without realizing it, a therapist’s directive can often have a negative overtone. Their advice and directions are delivered “as taught” in the hospital. It’s not done intentionally, but to the patient, the message comes across as being negative or condescending.

There’s a immediate disconnect before things even get started.

My approach to consulting is different than others. It's more subtle and personable.

It’s delivered with more respect.

I like to talk to the patient as an “equal,” not as a patient.

I tend to remind the patient of the consequences associated with their decisions.

For example, I’ll explain things in a way so the patient understands the negative effects of consuming alcohol.

When a therapist says something to a patient like, “Remember Mr. Jones, you have to wear your CPAP tonight.” It doesn’t always sit well with a patient. They don’t like to be talked down to in a negative way.

The directive comes across as too authoritative, almost in a condescending manner.

Nobody enjoys being talked to that way.

A more positive approach will likely get better responses. It allows the patient to make his or her own decision. It’s more empowering.

I prefer to educate rather than simply give someone directions.

I don’t like to say things like… “Don’t do this… or don’t do that.”

When you empower someone, they always respond favorably.

They’re more likely to understand the consequences of bad decisions. You’re essentially giving a patient permission to make their own decisions, and ultimately be held responsible for poor choices.

Also, when you teach and empower a patient, visitation frequency is greatly reduced. Instead of having to see a patient every week, you may only need to visit them once or twice.

I’ve found that most therapists don’t take time to thoroughly explain things to their patients. Not on purpose. It’s more because they weren’t taught to do it.

With my approach, healthcare workers don’t have to visit their patients as often. Better communication increases efficiency. It also builds better rapport with patients.

There are more effective ways to assist patients requiring oxygen or a trach procedure. Unfortunately, most therapists are not aware of them.

I routinely share my procedures with DME companies, healthcare workers, and nursing homes staff. I’m happy to do the same for your team.

Most DME companies go about their day the same way…

Most DME representatives are very busy. Always running around like a chicken with it’s head cut off, constantly putting out fires, and going down rabbit holes, looking for their next lead.

If so, something big is missing from your business model.

A “system.” Yes, that’s correct. An automated system that provides you with a steady, reliable, predictable source for new business, 24/7.

Until you have a marketing system that does this for you, you’ll always be operating your sales process “on the fly.”

A better option is to have a system that attracts, sifts, sorts and qualifies new prospects for you, around the clock.

You and your staff work hard. Chances are, very hard. Even with all the hard work, in all likelihood you’ll never make the money you deserve until you have a system in place -- that attracts people to you.

Most DME reps are always chasing their tails, constantly knocking on doors, looking for new business. In the process, they wear themselves out. That’s because cold call prospecting is very hard work. It’s one of the fastest ways to lose good employees.

Old habits are hard to break. But times have changed and digital automation has forced your hand.

The good news is the science of lead-generation is much easier and affordable than it used to be.

I can show you how to implement affordable systems to your sales process. You’ll not only increase sales, you’ll set your business apart from your competitors.

Instead of chasing prospects, you’ll attract them.

Without a marketing system in place, you’ll continue to be at the mercy of the marketplace, and I’m sure that’s nowhere you want to be.