Home Health Revealed (+Palliative and Hospice)

Hannah Vale, M.Ed.
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  • Health & Fitness
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Home Health Revealed brings you real stories from real industry leaders about all things related to home health, palliative, and hospice care. From staffing to technology, agency start-ups to scaling and growing an agency. It's the patients that deserve the best care and we want to help our listeners get there.

  1. Sep 24

    132: Beyond Donuts: How to Build Referral Relationships that Last

    A box of donuts might be remembered for a day. A referral relationship takes a lot more work. In this episode of Home Health Revealed, Hannah Vale talks with John Dalton, founder and president of Optimum RTS, about what helps home health sales teams earn trust and grow. John shares how reps can help referral sources recognize the right patient, ask better questions, follow through on what they promise, and confidently ask for the referral. They also get into the leadership side of sales: hiring and coaching reps, planning territories, measuring conversations that move business forward, and building a culture where sales and clinical teams can work together. If your team is busy making calls but you’re unsure which activities are leading somewhere, this conversation is for you. Chapters (00:00:02) - Introduction of John Dalton(00:01:05) - Why Donuts and Lunches Don't Build Referral Relationships(00:03:20) - Painting the Picture: Identifying the Right Patient(00:06:50) - What Sales Reps Really Need to Know(00:09:58) - Thinking on Your Feet and Hiring Fresh Talent(00:13:56) - Asking for the Referral and Consultative Selling(00:16:16) - Circle Marketing: The Dr. P Story(00:19:33) - Building Trust Through Listening and Questions(00:21:26) - Interviewing and Onboarding Salespeople(00:25:19) - Sales Metrics: Calls, Meetings, and Referrals(00:27:18) - Territory Management and Avoiding the Jellyfish Approach(00:34:00) - Compensation Structure and Salary Benchmarks(00:37:20) - Separating Clinical, Sales, and Operational Leadership(00:39:58) - Building Company Culture Through Employee Benefits(00:44:25) - Optimum RTS Offerings and Sales Boot Camp(00:46:03) - Who the Boot Camp Serves and Closing Thoughts

  2. Sep 18

    131: Your Managed Care Contract Called: It Wants a Raise

    Your managed care contract called. It might be time for a raise. In this episode, Hannah is joined by Joe Russell, founder and CEO of YieldHealth, to unpack what home health agencies need to know about managed care contracts, payer negotiations, and the revenue (or terms) that may be hiding in plain sight. Joe explains why agencies are often underpaid by contract, not by accident, and why a payment is not necessarily the same thing as the right payment. They discuss how outdated rates, missed escalators, auto-renewals, underpayments, denials, and administrative requirements can quietly reduce an agency’s actual margin. You’ll learn: • The difference between your contracted rate and your realized rate • What to review first in your managed care contracts • How to build leverage before approaching a payer • Which quality and operational metrics matter during negotiations • Why smaller agencies can win through better terms, timing, and proof • How clinically integrated networks can give providers greater collective power If your managed care contracts have been sitting untouched for years, consider this your reminder to pull them out, check the dates, and do the math. Chapters (00:00:02) - Introduction and Guest Background(00:01:22) - Founding Yield Health(00:03:22) - Dog Talk and Personal Updates(00:04:59) - Denials, Authorizations, and Underpayment Roots(00:08:18) - When to Pursue Managed Care Contracts(00:10:49) - Data Providers Need for Negotiations(00:13:16) - Understanding Your Realized Rate vs Contracted Rate(00:14:53) - What to Review First in Your Contract(00:18:02) - Contract Terms: Escalators, Notice Windows, and Timely Filing(00:21:22) - Recoupment Timelines and Payment Delays(00:22:49) - Payers Playing Games and Power in Numbers(00:26:13) - Industry Shifts Toward Value-Based Care(00:30:43) - Where Provider Leverage Really Comes From(00:35:22) - Quality Metrics as Currency and Timing Strategy(00:37:38) - Payer Strategy: Regional vs National Plans(00:39:22) - What Yield Health Offers Clients(00:44:41) - Clinically Integrated Networks and Contact Info

  3. Aug 27

    130: Is Your Organization Sick? Discover the Corporate C.U.R.E.S. with Chris Taylor

    What is the biggest problems inside your organization aren't the ones you can see?  In this episode of Home Health Revealed, Hannah Vale sits down with Chris Taylor, author of The Corporate Cure, to talk about the hidden issues that can quietly undermine culture, leadership, accountability, and performance.  Chris brings more than 30 years of executive leadership, operational, sales, and consultative experience to his approach, including his C.U.R.E.S. framework: Clarity, Unity, Readiness, Execution, and Sustainability. His personal story and approach to helping organizations diagnose what's broken is helping agencies build what lasts.  Hannah and Chris dive into some uncomfortable, and important leadership questions:  What are the warning signs that an organization is becoming unhealth?  How can leaders distinguish healthy accountability from fear-based leadership? Which part of organizational health do leaders most often underestimate?  Whether you're a CEO, executive, healthcare leader, or someone working in a team, this conversation will challenge you to look beneath the symptoms and ask a better question: What's really going on inside your organization?  Learn more a bout The Corporate Cure and Chris Taylor: https://taylordgrowth.com/the-corporate-cure Home Health Revealed,  hosted by HealthRev Partners.

  4. Aug 21

    129: Hospice Under the Microscope: Are You Ready for the Audit?

    Hospice providers are facing more scrutiny than ever—and audit readiness can no longer be treated as an occasional compliance project. In this episode, Hannah is joined by Annette Lee of Provider Insights to unpack what today’s hospice leaders need to know about audits, denials, documentation, and compliance. They explore common operational breakdowns, the growing importance of a culture of compliance, and why audit readiness should extend across the entire organization—from sales and intake to clinical teams, IDG, billing, and leadership. Annette also shares the metrics and risk indicators hospices should be watching, how stronger processes can help agencies move from reactive to proactive, and why good patient care and strong compliance ultimately go hand in hand. Amid increased oversight and changing regulations, the conversation comes back to what matters most: delivering the best possible care to patients and families while building an organization that is ready for whatever comes next. Chapters (00:00:02) - Home Health Revealed: Palliative Care and Regulatory Issues(00:00:39) - Palliative Care: The Middle Child Syndrome(00:01:15) - Hospice Audit Threats(00:05:25) - Hospice Adherence to the Code(00:10:06) - Hospice Board of Directors: Top 3 Denials(00:17:46) - Questions about medications in hospice care(00:21:11) - Palliative Care in Home Health, Compliance(00:24:58) - Hospice leadership on palliative care(00:33:28) - Home Health and Hospice: A Positive Message(00:35:04) - Hospice Leaders on Business(00:37:12) - Hospice Compliance: Annette Lee

  5. Aug 13

    128: Palliative Care: Healthcare’s Overlooked Middle Child May Finally Get Its Moment

    Palliative care has been hanging out in the gray area of healthcare for a long time. CMS may finally be ready to do something about it. In this episode of Home Health Revealed, Hannah sits down with Annette Lee of Provider Insights to unpack what the proposed rule could mean for home health agencies, and why the details matter. They get into the big questions around medical necessity, documentation, quality measures, and whether palliative care could become the bridge between home health and hospice that patients actually need. They also talk about something that matters just as much as the policy: the patient. What if we stopped measuring palliative care by whether someone can walk farther and started paying more attention to whether they're comfortable, supported, and able to stay where they want to be? CMS is asking for feedback. Annette has some thoughts. And yes, you probably should too. Want to dig into the details? Read the CY 2027 Home Health Proposed Ruler here! Chapters (00:00:03) - Home Health Revealed: Palliative Care Proposal(00:00:48) - Annette Lee on CMS and the Home Health and Hospice Care(00:01:59) - MS: What Can We Do Different About Palliative Care?(00:05:17) - CMS Proposed Rule on Palliative Care RNs(00:10:00) - Are home health and palliative care compatible?(00:20:22) - Palliative Care in Home Health(00:27:19) - Palliative Health Care Comment(00:35:37) - On the Need to Be More Vocal(00:37:05) - Annette Lee on Provider Insights

  6. Jul 20

    Age-Friendly Care: Looking Beyond the Diagnosis

    Every patient has a different definition of what matters most. The challenge is making sure their care reflects it. In this episode of Home Health Revealed, Hannah Vale sits down with Raianne Melton, Senior Director of Clinical Services at Axxess, to discuss the Age-Friendly Care framework and how it helps home health and hospice providers deliver more personalized, patient-centered care. Drawing from both her clinical expertise and her own personal health journey, Raianne shares why understanding a patient's priorities can change the entire care experience. Together, Hannah and Raianne explore the four pillars of Age-Friendly Care: What Matters Most, Medication, Mentation, and Mobility. They also discuss practical ways agencies can incorporate these principles into everyday care, improve patient engagement, support quality outcomes, and strengthen collaboration across care teams. Whether you're a clinical leader, agency executive, compliance professional, or frontline clinician, this conversation offers practical ideas for putting patients at the center of every care decision. Chapters (00:00:03) - Hospice and Palliative Care Leader Raeanne Melton(00:01:44) - Honorizing the Seafood Industry(00:02:51) - Americans talk about the time change(00:05:52) - One Woman's Fight Against Breast Cancer(00:10:05) - Hospice Care's 4M Age Friendly Care(00:13:23) - Age-Friendly Care: The 4M's(00:23:00) - Palliative Hospice CAHPS Survey(00:30:51) - Hospice and Home Health: What We Need to Do to(00:38:44) - Home Health Leaders on the Hospice Conference(00:43:24) - Ray Melton on the Future of Hospice Care

  7. Jul 2

    Sicker Patients, Smarter Strategy: Navigating High-Acuity Home Health with Rachel Trombly of Mosai

    Patients are coming home from the hospital sooner, sicker, and with more complex needs than ever before. For home health agencies, that shift is changing everything from clinical workflows and documentation to staffing, caregiver support, and revenue cycle performance. In this episode of Home Health Revealed, Hannah Vale sits down with Rachel Trombly, Director of Clinical Services at Mosai, to discuss what higher-acuity care really means for today's home health providers. Together, they explore how agencies can move from reactive to proactive care through stronger risk stratification, better care coordination, more meaningful documentation, and empowered caregivers. Tune in to learn: Why patient acuity is increasing—and what it means for your agency How documentation can better capture patient complexity The critical role caregivers play in preventing rehospitalizations Why risk stratification is becoming essential for operational success How agency leaders can better support clinicians while improving quality and financial performance Whether you're a clinician, operational leader, or revenue cycle professional, this conversation offers practical strategies to help your agency adapt to the new reality of higher-acuity home health. Access Rachel's recently published a blog, "Why Risk Stratification Is Becoming Essential Amid Staffing Shortages in Home-Based Care" which expands on many of the themes discussed in the interview: www.mosai.com/blog/why-risk-stratification-is-becoming-essential-amid-staffing-shortages-in-home-based-care Chapters (00:00:03) - Home Health Revealed: The Shift towards higher-acuity patients(00:01:39) - Interviews with Home Health Agency Executives(00:02:50) - Home Health Care: Higher Acuity in the Home(00:04:39) - Home Health Care: Complex Care Needs(00:08:12) - OASIS 12, Documentation(00:10:56) - What are the biggest gaps or risks when agencies are managing higher ac(00:13:27) - The Plan of Care for High-Acuity Patients(00:15:59) - Caregiver-centered care(00:22:35) - What are the biggest drivers of home health hospitalizations?(00:25:53) - Capacity planning for complex patients(00:30:11) - How to better support complex cardiac patients?(00:37:36) - What's the One Thing Home Health Companies Need to Do to Man(00:39:53) - Interviews with Mosay On Home Based Care

  8. Jun 17

    Moratorium Mode: CMS Freeze on Home Health & Hospice Enrollment

    In this episode, we break down the CMS nationwide six-month moratorium on new home health agency and hospice Medicare enrollments—effective May 13, 2026—and what it means for your agency, your growth plans, and your revenue cycle. We’ll cover exactly what the moratorium blocks (new enrollments, certain ownership changes, branch and practice location expansions), what it does not block (existing provider operations, billing, and routine compliance), and why agencies are seeing intensified scrutiny through targeted investigations and advanced analytics during this period. You’ll get a clear action plan for how to respond.  This episode is designed for home health and hospice leaders, RCM specialists, compliance officers, and operations teams who need practical, compliance-focused guidance to stay ahead of the rules. Whether you’re planning acquisitions, branch expansions, or ownership changes, this conversation will help you make smarter decisions and keep your agency operating with excellence during a period of heightened regulatory pressure. Want to be audit ready? Check out healthrevpartners.com to learn about coding, OASIS review, and RCM services.  Chapters (00:00:03) - CMS Home Health and Hospice Moratorium

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Home Health Revealed brings you real stories from real industry leaders about all things related to home health, palliative, and hospice care. From staffing to technology, agency start-ups to scaling and growing an agency. It's the patients that deserve the best care and we want to help our listeners get there.

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