HME Business

Show me the $$: Coach your team to get co-pays

You run a business. You provide goods and services. You bill insurance companies and (hopefully) get reimbursed. You also (gulp) ask the customer to provide their portion with their co-pay. That’s the hard part. It’s one thing for providers to ask for co-pays using a computerized form, but asking the client over the phone or in person is another challenge altogether. But ask you must. Today’s difficult funding environment and declining provider cash-flow make collecting co-pays a critical element of of any HME business. How can providers ask for co-pays without hesitation, but in a way that preserves the patient relationship?

Learning Objectives:

• To briefly explain why you need your money
• To articulate what to say and when to say it
• To initiate appropriate follow up
• To formulate solutions for getting paid from those most difficult customers
• To script calls for increased results

REGISTER BELOW
The live event took place on March 17, 2010 but you can still register below to access this presentation on-demand.

Presenter:

Ty Bello is the president and founder of Team@Work LLC, which provides sales coaching, training and professional education to the HME industry. Bello is a Registered Corporate Coach with the Worldwide Association of Business Coaches.

Handouts:
The following PDFs are referenced in the webcast.

• Show Me The Money Coaching Your Team To Get Co-Pays
• How To Script A Call

Duration: 1 hour

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