April 2015
SELL YOUR SOUL
BY JONATHON KOVAR
“Put your heart, mind, and soul into even your smallest acts. This is the secret of success.” - Swami Sivananda “The most powerful weapon on earth is the human soul on fire.” - Ferdinand Foch Let me explain. I have learned a few lessons over the past decade, while running businesses, working with CEOs, and speaking at conferences. One of the most valuable has been this: “People already know your weaknesses.” Most of us spend a considerable amount of time covering up our deficiencies, hoping that our clients, employees, and friends never learn about them. In reality though, they already know. They know when you are struggling with family issues. They know when you are struggling financially. They know if you have a temper problem. They know if you have a problem keeping commitments. Whatever the malady, THEY KNOW! Here’s the kicker, they are still with you! They know about your problems and they are still your client, employee, or friend. So, you now have my
HOME CARE MARKETING SUMMIT TUESDAY, MAY 12
pg. 2-3
permission to stop spending time covering up your problems! Start focusing on your strengths. And that means start selling your soul. We were all placed here for a reason and for each of us that reason is unique. You have strengths that no one else on Earth has. Without your strength, we as a community are lacking. Without you doing what you do best, we are not complete. So stop focusing on your weaknesses and start living out your strengths with passion. “The
Cont. on page 5 Jonathon Kovar is CEO of HealthTrust Software, an author, speaker, and healthcare attorney.
BRAINTRUST pg. 4 WEDNESDAY, MAY 13
DALLAS
Don't Miss!
Brene Brown became famous for her TED Talk about vulnerability, in which she encouraged the audience to embrace the fact that we all search for something, miss something, fear something, desire something. Hiding our true motivations behind a facade of professionalism, bravado, timidity, or humor is not only disingenuous, it actually hinders our ability to achieve our goals. Her advice was to simply be vulnerable. To embrace the fact that we are human, to showcase our failures and fears, and expect that people will respect us more for our humble honesty. Unfortunately, the majority of business owners (and people in general) have not embraced those lessons. Let me encourage you to join the small group that has embraced vulnerability by telling you that it is time for you to sell your soul.
Learn the Biggest Mistake Agencies Make and How to Avoid It!
How to Get FREE Exposure in Newspapers, on the Radio, and on TV!
HOMECARE MARKETIN
Sign up at: http://goodlooking.company/marketingsummit2015
h One Day to Dominate Your Market g
This one day summit will change your life and your agency, guaranteed! As a home health leader, you know how challenging it is to get good referrals that earn your company a profit. After the Homecare
Marketing Summit 2015, you will know how to get good referrals, get profitable referrals, get a lot of referrals, and become the go-to agency!
This is a STEP BY STEP marketing “HOW TO” that will increase your revenue and profit this year! We will SHOW you: - exactly how to setup, staff, and run your marketing department to have the most compliant and profitable marketing machine in your area - exactly how to setup, design, build, and run your website and social media campaigns that will increase the number and quality of referrals sent to you automatically - exactly how to create and share your marketing materials – this will blow your mind! The marketing material we help you design will establish your agency as the GO TO agency in your area and put you at the top of the referral
list for physicians, discharge planners, and family members
AND we will GIVE you: - the tools we use to create and run our websites and social media - the marketing materials and templates we use when consulting with homecare agencies - the process manuals we use to make sure each and every marketing campaign is successful, compliant, and profitable You will walk away from this summit with EVERYTHING you need to drastically increase your revenue and profit this
Cost and Registration: h
$595.00. Be one of the first 100 to register for $200 off! 2
year. Starting at 8am and going until 4pm, this entire summit will be jam-packed with information, templates, tools, and insider “tips and tricks” that you can use immediately! This will not be a theoretical, pie in the sky conference with boring speakers or outdated, old school, stale techniques. We will not show you how to bring donuts to your doctors. We will NOT teach you to bribe referral sources. We will not teach you how to be a slick salesman. We WILL teach you how to run the absolute best marketing team in homecare, ethically, legally, and honestly.
Website, Social Media, and Marketing Materials that Get Referrals!
How to Double Your Revenue This Year!
NG SUMMIT: Tuesday, May 12, 2015 ...THE LINEUP: h
1. Creating your marketing department – everything you need to start or completely renovate your marketing department so that you have the right foundation for success. You will receive the actual job descriptions, advertisements, and recruiting materials we created to build a dynamic, energetic, and PROFITABLE marketing team. 2. Creating your marketing arsenal – every tool, software, template, and trick we use to create explosive marketing campaigns. We will show you exactly how to build your marketing web-
site, build and control your social media outlets, build awesome print advertising, and much, much more. 3. Creating your marketing magic – become an “overnight sensation” within your market as if by magic. This portion of the summit will teach you how to become THE agency in your area. It will show you how to get referrals coming your way without having to beat on doors, bribe or beg. Again, no theory here. Step-by-step instructions for dominating your market!
...WHAT YOU WILL LEARN: h *Which OASIS elements and clinical assessment questions to track that will turbo-charge your referrals *What items MUST be added to your initial assessment questionnaires to DOUBLE YOUR REFERRALS! *The critical marketing mistake 99.9% of homecare agencies
are making and how to take advantage of it *The two easy fixes that will drastically increase referrals AND patient satisfaction that COST YOU NOTHING! *The five FREE software tools you MUST USE if you want successful social media and website traffic
*The THREE tactics any agency can use to get FREE exposure in newspapers and local television *The NUMBER ONE way to increase your profit while maximizing compliance and physician satisfaction
* A legal, compliance, or regulatory training session. We won’t cover Stark laws, new regulations, or information you can find on the CMS website.
* A sales pitch. There won’t be any vendors, sales people, or product pitches. You will not be asked to sit in on a demonstration.
* An academic exercise. There won’t be any “theory”, only real-world, real life, instantly usable information.
...WHAT THIS IS NOT: h
...THE PRESENTER: h
Jonathon A. Kovar is one of the foremost experts in homecare marketing, technology, business strategy, and legal protection. For over a decade, he has worked with thousands of healthcare providers to increase compliance, profit, and growth. He is the author of “The
Compliance Complex”, and is a sought after speaker and strategic consultant. He is the Chairman of The GoodLooking Company, CEO of HealthTrust Global, and principal attorney at Kovar Law. 3
BRAIN TRUST IS BACK! May 13 in Dallas Register at www.goodlooking.company/braintrust2015 BrainTrust is back! For one day only, Wednesday, May 13, 2015 in Dallas, Texas, join Jonathon Kovar, CEO of HealthTrust Global as he demonstrates how to use the HealthTrust Software system to produce stellar compliance, profit, and growth. This one day summit will teach you how to maximize the system using the Compliance Complex processes it was designed upon. You will learn: • How to properly structure and perform referral interviews, eligibility verifications, and intake procedures to maximize compliance and profit • How to properly schedule, communicate, and perform admission visits (including the three elements you need to include on your documentation) to drastically increase compliance and patient satisfaction • How to properly perform care validation quickly and in a way that makes your clinicians appreciate the review process. This one session alone can completely change your agency and multiply the the number of nurses and therapists who want to work for you • How to handle billing and collections to maximize cash flow and profit in a way that also maximizes compliance. This session can increase your collection rates by 10% or more! 4
• How to properly handle recruiting, ori-
entation, and onboarding so that nurses, therapists, and other clinicians seek out your agency and refer their friends. If you want better clinicians begging to work for your agency, do not miss this session • How to properly manage your agency at a glance. This session will show you the metrics, reports, and key processes every manager, administrator, and DoN need to master to quickly assess the health of your agency BrainTrust 2015 will be ONE DAY only! It will be packed with information, examples, and instantly useable real world practices that will make your agency better. Every administrator, DoN, manager, and all key personnel should attend. The entire day will be taught by HealthTrust CEO and healthcare attorney Jonathon Kovar. He will show you exactly why the system was designed the way it was, how to use it better, and how to make your agency better by using the system to its fullest potential. If you want greater compliance, higher profits, faster growth, and happier employees, do not miss BrainTrust 2015. You can register now for only $200 per attendee, which includes a catered lunch. Hurry though, because the price goes up after May 1st and there are only 400 spots available. Once the tickets are gone, they are gone for good!
"Sell Your Soul" Cont. from page 1 most powerful weapon on earth is the human soul on fire.”
When I say, “sell your soul”, I mean that you must create and operate your business (and life) upon a foundation you are passionate about. Sell your talents; don’t spend all your time trying to cover up your weaknesses. Embrace the fact that you are unique and sell your uniqueness. Companies don’t do business with each other. People inside of those companies do business with each other - and people are drawn to passion and strength. If you are having a difficult time growing your
practice or agency, maybe it is because you have failed to embrace your strengths. Maybe it’s time to sell your soul? If you want a little help (okay, a lot of help) with your marketing, make sure you attend the Homecare Marketing Summit hosted by yours truly on May 12th. Go to http://goodlooking.company/marketingsummit2015 for more information and to register before discounts expire or all the seats are gone!
TAHC&H Rally to Protect Pediatric Therapy
"We're meeting with lawmakers and letting them know the cuts contained in the Senate budget
will devastate therapy services for Texans who need them most," said Angela Pena, a Registered Nurse and member of the Pediatric Committee of the Texas Association for Home Care & Hospice (TAHC&H). All home care therapy providers in Texas as well as the provider's patients and their
HTS's Taylor Kovar and wife Megan rallied with TAHC&H at the Texas State Capitol.
families were invited to a rally at the Texas State Capitol on Wednesday, April 22nd to advocate for Medicaid therapy services. The rally was to protect Medicaid-funded therapy services in light of a proposed $200 million cut to the benefit. HealthTrust participated in the rally to support our clients as well as the industry as a whole.
State Representatives Sylvester Turner (D-Houston) and Bryan Hughes (R-Mineola) along with pediatric and elderly patients, parents, patient advocates and members of therapy provider associations gathered at the State Capitol Wednesday.
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Right: Proposal day! Bottom Left: You may kiss your bride. The new family: Robert, Ashley, Eryn, Colter, Wyatt, and Lane.
I believe in the power of prayer because for a year straight, I prayed that God would bring a man into my life that was good for my daughter and me. I also prayed that we would be a good fit for him and his kids if he had any. I know without a doubt that God brought this man into our lives. I give all the credit to Jesus and I can't thank Him enough for the many blessings He has given me.
Meet the New Mrs. Robert Hajovsky! I met Robert in Church. He texted one day in August 2013 and asked if we wanted to come to the lake so that his three boys and my daughter could go tubing. We couldn't go, but shortly after, we were texting and talking every day. By December, we were seeing each other daily. I was enthralled with this wonderful dad, his hard work ethic and kind character. But it was his faith in God that really captured my heart. Robert’s faith was profound. However, fear and sorrow held him hostage. He had married the first time for life and it was not his choice to divorce. So in February of last year when he decided that he wasn't ready for a relationship afterall, I was devastated. Two weeks later we started hanging out again but those two weeks challenged my commitment to always trust God. All I could do was pray and have faith that God knew what He was doing even if I didn't like it. After getting back together, we dated for another year. However, in February, believing he would never be ready to commit, he broke up with me again. The struggle inside tore at my heart. This was the man of my dreams but God was saying no. I had to let go again - and trust. My daughter’s heart was broken too, but even though only 8, she was living out a very real faith. We prayed for Robert together and my heart was strengthened and deeply warmed by her prayers for me. Then the unfathomable happened. The Lord gave Robert what he needed in order to make the decision of this life. On February 25 (the birthday of my niece who had passed away with cancer), I received a dozen red roses and a note that said, “How long is forever?” I just thought he was being kind because it was a sad day for me and my family. Never did I imagine that ten minutes later he would show up at the office, drop down on one knee in front of the
whole HTS customer support staff, tell me that he didn’t want to live another day without me (among ALL KINDS of other sweet mushy things!), and ask me to marry him! I could not contain the deep emotions inside as I realized what God had done for me. I know GOD had His hand on us because there was NO ONE else that could have changed Robert’s heart about getting married. Of course I said yes and we were married twenty days later on March 15, 2015. It’s been a journey! An amazing, God filled, sometimes tough, but precious journey. And I learned this one thing that I hope I will never forget. PRAY!!! When in doubt, pray it out. Jesus really is the answer.
TAHC&H Conference for May 6
To meet your specific type of home care, TAHC&H has put together conferences for the following specialties: PRIVATE DUTY Topics Include: *Building an Effective Compliance Program for Federal and State Wage & Hour Law - Angelo Spinola & Danielle Herring, Attnys for Littler law firm. *Set Your Agency Ahead of Your Competition Using RN Delegation to Increase Sales and Revenue - Jo Alch, RN, Founder/Owner Acappella In Home Care *A Caregiver's Perspective: Data-Driven Recruitment - Maggie Keen, myCNAjobs *Sustaining and Retaining the Home Care Workforce: An Innovative Employer Model - Amy Temperley and Michelle Zadrozny, H.A.N.D.
HOSPICE Great line-up of HOSPICE topics! *Time Management: Working Effectively with Patients and Physicians *Making Hospice a Legislative Priority *Self-Determination Laws: Which Ones Apply and What are the Differences? *The Sweet Spot: Ethical and Interdisciplinary Care of Spiritual and/or Existential Pain *Mastering Hospice Documentation to Decline by Discipline
PEDIATRIC Topics include: *Risky Business in Legal Matters-How to Know *When to Call Your Lawyer *Medicaid Fair Hearings: What to Expect and *How to Help Your Client Succeed *Legislative Update *Prior Authorization in Traditional Medicaid *Medicaid Managed Care: Contract Negotiation *Strategies that Work 8
Prepping for the implementation of ICD-10, CMS sends OASIS-C1/ICD-10 form to OMB CMS is seeking the Office of Management and Budget’s (OMBs) approval for home health agencies to input ICD-10 codes into the OASIS-C1 data set. In its supporting statement to the OMB, CMS says the OASIS-C1/ICD-10 form will enable the coding of ICD-10 codes when ICD-10 goes into effect Oct. 1 or thereafter. OASIS-C1 had been slated for implementation on Oct. 1, 2014, but on April 1, 2014, Congress enacted
by: Nicholas Stern Effective Apr 3, 2015 Published Apr 3, 2015
legislation mandating ICD-10 not be implemented prior to Oct. 1, 2015. The OASIS-C1/ICD-10 version retains all the updated clinical concepts, modified wording and improved clarity included currently in OASIS-C1/ICD-9, and reinstates codes from ICD-10, CMS says. CMS is requesting the following changes be made to OASIS-C1/ICD-9:
OASIS-C1 Change table from the ICD-9 to the ICD-10 Version OASIS-C1/ICD-9 item
M1010 (List each inpatient diagnosis and ICD-9 code at the level of highest specificity for only those conditions treated during an inpatient stay within the last 14 days) M1016 (Diagnoses requiring medical or treatment regimen change within past 14 days): List the patient's medical diagnoses and ICD-9 codes at the level of highest specificity for those conditions requiring changed medical or treatment regimen within the past 14 days (no surgical, E-codes, or V-codes): M1020 (Primary diagnosis & degree of symptom control) M1022 (Other diagnoses & degree of symptom control)
M1024 (Payment diagnoses)
Change description
Revised to accommodate ICD-10 coding (added space for 7 digit codes, changed references to E and V codes). Added NA response to be used at follow-up time point. Added follow-up time point to time points collected. Revised to accommodate ICD-10 coding (added space for 7 digit codes, changed references to E and V codes).
Revised to accommodate ICD-10 coding (added space for 7 digit codes, changed references to E and V codes). Revised to accommodate ICD-10 coding (added space for 7 digit codes, changed references to E and V codes). Revised to accommodate ICD-10 coding (added space for 7 digit codes, changed references to E and V codes). Added disclaimer that optional diagnoses will not affect payment, and are intended to be used to report diagnoses for resolved conditions.
OASIS-C1/ICD-10 item
M1011 (List each inpatient diagnosis and ICD-10-C M code at the level of highest specificity for only those conditions actively treated during an inpatient stay having a discharge date within the last 14 days (no V, W, X, Y or Z codes or surgical codes) M1017 (Diagnoses requiring medical or treatment regimen change within past 14 days): List the patient's medical diagnoses and ICD-10 codes at the level of highest specificity for those conditions requiring changed medical or treatment regimen within the past 14 days (no V, W, X, Y, or Z codes or surgical codes) M1021 (Primary diagnosis & degree of symptom control) M1023 (Other diagnosis & degree of symptom control)
M1025 (Optional diagnoses)
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April Software Release Guide
FEATURED ENHANCEMENTS
* New UB-04 Block 14 Requirement - A new “Type of Admission” drop down menu has been added to the referral tab in the patient menu that will allow one of five different types of admissions to be selected. The selection made here carries over to the Edit Claim screen and will appear on the hardcopy claim in Box 14 as a numerical value. This change will also be reflected in the electronic claim file.
ADDITIONAL ENHANCEMENTS AND RESOLUTIONS DATE UPDATE 3/4/15 Corrected M1309 “checked” issue 3/4/15 All training videos in Help > Support are updated 3/5/15 Ability to confirm a fax coversheet is present when h-faxing 3/6/15 Ability to edit progress summary wizards added 3/9/15 Printing an OASIS from the Oasis Menu will now print the entire OASIS 3/9/15 Validation check when scheduling a charge added to ensure proper date entry 3/9/15 Transfer summary report updated to be consistent throughout office and point of care 3/9/15 Updated Timely Filing Deadline Alert to disregard charges in Scheduled status 3/9/15 Referral forms now print for all providers regardless of settings 3/9/15 Corrected interface to maintain correct selections on Additional Documents page in PDN visit types 3/10/15 After submitting changes in Company Settings the screen will now refresh to that menu 3/11/15 New Honeywell Life Care Solutions vital sign graphs added 3/12/15 Drug leaflets now display correctly 3/17/15 Ability to print an unlimited amount of pages for CMS 1500 claims added 3/17/15 Updated vital sign print format for therapy notes 3/20/15 Updated NPI search function in the Physicians/Pharmacies menu 3/20/15 Updated PDF to display changes when visit type is changed in point of care 3/28/15 Update user interface to display all available attributes in Agent menu 3/28/15 Texas Medicaid plan of care PDF displays revise and form number on all pages 3/28/15 Point of Care schedule now pulls physician from the Patient Menu > Referral > Services for the selected service type. If no physician present it will pull from the Physician tab. 3/28/15 Updated reports to display correct filter options 3/28/15 Updated CMS 1500 PDF to display secondary payer information 3/28/15 Voided fax numbers no longer show as an option to fax from 3/28/15 Medication database has been updated to a newer version system wide 3/28/15 Several pages on the PDN Nursing Addendum page of a PDN (Re)Eval now include char- acter limits so that information appears on the PDF. 3/28/15 Inactive agents will no longer auto populate when searching
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HHSC Allowing for Additional Electronic Visit Verification Implementation Dates Based on provider feedback, the Health and Human Services Commission (HHSC) is allowing provider agencies subject to Electronic Visit Verification (EVV) to implement EVV on the HHSC-defined rolling schedule. Provider agencies can implement as they become operationally ready until June 1, 2015. To view the updated rolling HHSC EVV implementation schedule, please visit the DADS EVV website ‘News and Announcements’ page at http://www.dads.state. tx.us/evv/news.cfm.
and Disability Services (DADS) provider agencies currently using Santrax under the DADS EVV initiative and which chose to remain with Sandata, but had to reselect another EVV Vendor by March 20; and
o EVV vendor agrees that provider agency is functionally ready to implement EVV by submitting provider agency name, with confirmed implementation date, to each appropriate payor (Managed Care Organization (MCO), Texas Medicaid & Healthcare Partnership (TMHP/ Accenture).
• DADS provider agencies currently not participating in the DADS EVV Initiative. Operationally ready • All visits must be entered means: into the EVV system prior to billing, with or without • Provider agency staff are a small alternative device fully trained; (SAD). If the provider agency chooses to • EVV systems are implement without For questions regarding functional and can SADs, the provider agency this alert or general document service is required to document questions relating to EVV, provision, including: service delivery through please email the DADS o Provider agency visit EVV mailbox at CPC@dads. has entered individual/ maintenance within 21 state.tx.us. member and attendant/ calendar days of when the nurse information in the visit was provided. (The The following two groups EVV system; requirement to perform of provider agencies are o Provider agency visit maintenance within excluded from the rolling has the ability to enter or 21 calendar days of implementation schedule upload individual/member service and must implement under schedules in the EVV provision is the standard the HHSC EVV initiative on system; process under the HHSC June o Visits can be EVV initiative.) 1, 2015: documented through auto-verification or visit • Department of Aging maintenance; and
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SOFTWARE TIPS From Your Customer Service Reps 1. If you get a message in your internet window saying that your session has expired, this is due to cookies and firewall settings on your computer. This is usually resolved by resetting your Internet Explorer browser settings. 2. To easily print physician orders go to Orders->Process Orders->Send Orders: Check the box beside each order to be printed and click Print at the bottom of the screen. 3. To document a visit as a missed visit when in Point of Care, change the Type of Visit to "Missed" on the first page of the visit documentation. You will also need to enter all of the required fields on the
visit before submitting the visit. 4. If you have a physician that wants to use the HealthTrust Software Physician Portal, go to Help->Support->Manuals->HealthTrust Software Physician’s Portal Manual. The sign-up sheet is the last page in the manual. The physician will need to complete the form and submit to HealthTrust Software to have the physician user account set up by HealthTrust Software. 5. If you accidently archive a billing response that you need access to again, go to Billing->View Responses->select the type of response you are looking for and click “view
archived” in the top right of the screen to see archived responses. 6. The dashboard operations tab will give you a quick look at your patient statistics. You can view your # of active patients, average Medicare case mix, as well as an overall glance at your agency’s operations. 7. You can filter the process orders menu by physician, provider, patient, case manager, or if the order has been signed or not signed. This can be done by going to Orders->Process Orders->Filters->enter the filters that you need and click submit.
Happy Spring! From HealthTrust Software 12