TAKING YOUR SHARE IN BEHAVIORAL HEALTH HOME CARE · 39,500 Assisted Living Facilities 1,900 Continuing Care Communities 300,000 units of section 202 affordable senior housing 16,100

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TAKING YOUR SHARE IN BEHAVIORAL HEALTH HOME CARE-PART 4SELLING TO SENIOR LIVING FACILITIES AND MARKETING MATERIALS

All Rights Reserved. C&V Senior Care Specialists ,Inc. 2014

GOALS FOR THIS WEBINAR


1- How and what do we sell to Senior Living Facilities2-Why Behavioral Health in ALFs?3-Marketing Material Suggestions

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BEHAVIORAL HEALTH

HOME CAREOPPORTUNITIES

IN SENIOR LIVING

Taking Your Share in Behavioral Health Home Care



What is the Opportunity? How Big is the Senior Living Market?

NUMBER OF FACILITIES 39,500 Assisted Living Facilities

1,900 Continuing Care Communities

300,000 units of section 202 affordable senior housing

16,100 nursing homes

NUMBERS IN FACILITIES 1.7 million in Nursing Home

1 million in Assisted Living Facilities

745,000 live in CCRCs

COSTS $3,313/month or $37,572/year-Assisted Living Facility


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ALF Names & Look Alike

Assisted/Assistive Living Facility

Adult Care Homes

Senior Residences

Enriched Housing Programs

Family-Type Homes

Shelter for Adults

Retirement Community

Continuing Care Retirement Communities

Congregate Housing

Single Room Occupancy

Personal Care Homes

Board and Care Homes

HUD Housing

Senior Communities

Dementia Care Residences

Senior Living Community

Memory Care

Independent Living


INDUSTRY/ FACILITY UNDERSTANDING

Learn to talk the talk and walk the walk

State regulations

Study the community senior guides, meet the editors, etc. Could we advertise?

e.g. www.sunrise Learn their mission, culture and footprint prior to initial

sales call

Facility Marketing: Study it

Develop a Senior Friendly Network Fall Prevention

Dementia, Behavioral Health

Education Programs to draw in the Community

How are the competitors presently satisfying the ALF’s needs?

Are we viewed as a supporter of the state ALFA? Sponsor?


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TYPICAL RESIDENT PROFILE

Age - The average age of residents in assisted living facilities in 2009 was 86.9 years.

Gender - Seventy-four percent assisted living residents are female; 26 percent are male.

Average LOS – 28.3 months

Typical Resident - The typical assisted living resident is an 86-year-old woman who is mobile, but needs assistance with approximately two activities of daily living (ADLs).

Activities of Daily - On average, assisted living residents need help with 1.6 ADLs. The chart below shows the various ADLs and the percentage of residents needing help with them.

Activities of Daily Living % of Residents Needing Help

Bathing 64% Dressing 39% Toileting 26%Transferring 19%Eating 12%

Other Common Services - Eighty-seven percent of assisted living residents need help with meal preparation, while 81 percent need help managing their medications


Assisted Living Facilities Opportunities

45-67% have Alzheimer’s or other dementia

Half ALF residents have psych and/or dementia problems

22% adults over 60 have mental health disorder

You can provide direct access to services

Often need assistance to remain at facility

Develop a Program(Next Presentation)

Average age is highest risk


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BENEFITS TO ALF’S OF DEVELOPING A PARTNERSHIP WITH HHA

HELP FACILITY KEEP RESIDENTS IN PLACE (AGE IN PLACE)

BH SERVICE IS DIFFICULT TO ACCESS, YOU CAN OFFER ON-SITE

WORK WITH PROVIDER WHO OFFERS SPECIALLY TRAINED STAFF PROVIDING STANDARDIZED CARE

RESIDENTS ARE ABLE TO UTILIZE THE SAME STAFF

PREVENT HOSPITALIZATIONS AND MOVE TO HIGHER LEVEL OF CARE


WHO DO WE CALL ON?

Administrator

DON

Case Manager

Wellness Director

Marketing Director

House Physician


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DEVELOP A STRATEGY

-Profile Key Facility Staff

-Schedule a meeting after Discovery

-Bring Key Staff

-Explain Services

-Discuss Service –CORE Team

-Protocol Development

-ASK FOR A TRIAL CLIENT


AFL STRATEGY

SALES DISCOVERY

Gather the info ,know what services facility provides

if you do not get all information required, make a list of what you need to complete during a face to face meeting

Maintain a log of what you have done and what needs to be done

Know your competition who presently goes in to the facility

Create a file w/facility name & dates of contact


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Senior Living Services Profile (SEE HANDOUT)

ASSISTED LIVING PROGRAM FACILITY PROFILE

Facility Name: ________________________________________________Address: ________________________________________________Telephone: ________________________________________________Fax: ________________________________________________# Beds _____________________# Dementia Care Beds________Licensure: ________________________________________________Specialty Svcs: ________________________________________________Administrator: ________________________________________________Facility MD: ________________________________________________

DON: ________________________________________________Marketing Director ________________________________________________Other Contact ________________________________________________Referral Individ. ________________________________________________Requested/Educational In-service: _______________________________Flu Clinic ________________________________________________Communication Process/Documentation Process Required for Home Care Staff:

Services provided by Facility ________________________________

Insulin Administration Yes No Specifics:


SALES DISCOVERY-PROFILE QUESTIONS

Behavioral Health prospecting? Tell me about the type of resident that might see with a

mental health illness?

What are the biggest challenges you face with these residents?

How do you handle clients with challenging behaviors?

Do you loose clients to a higher level of care due to behaviors?

Do you see clients who are sad or isolated when they move in your facility?

Do you have you need help managing these clients? Do your staff ever get hurt managing a client?

Would you find it helpful to know that our staff was specially trained to deal with your residents that have Behavioral issues? And be able to assist you immediately?


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STRATEGY STEPS

1-Make an appointment to give a presentation on Your Program. Let them know how you can assist them and make their day easier.

2-Prepare for your presentation. Bring OPs staff with you. Know what staff will be assigned to their facility.

3-Fill out an Assisted Living Facility Profile. Let them know you will update it quarterly (who is responsible). Give them a copy.


EXPLAIN YOUR PROGRAM/ SERVICES

1-Develop a partnership/alliance

Demonstrate how your agency can help them keep their residents aging in place.

Demonstrate how you can help them-experts at managing challenging behavioral health residents

Create a win-win situation

Protect them by providing necessary care

Demonstrate how your agencies services are a benefit to them

2-How does your Program Work-Process?- Referrals, Staff, etc.

3-Design your ALF Program

1-KNOW the KEY Advantages of your program!

-RESIDENTS

-FACILITY

2-What disciplines do you have to offer? (Multidisciplinary)

3-What services will you provide?(SEE NEXT SLIDE)

4-Scope of services/Specialty Programs

5-What is Program Comprised of?

-Elements of your Program


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EXPLAIN YOUR PROGRAM/ SERVICES

4-What types of residents benefit from your service? A-residents who are recently hospitalized

B-residents who have an exacerbation, change in condition, change in medication

C-Challenging Behaviors

D-Isolated, withdrawn

5-What services will you provide the residents & facility?

-Service delivery

-How to make a referral (Make it easy!)

-COMMUNITY EDUCATION PROGRAMS

6-Service Delivery HAVE SIT DOWN MEETING WITH ALF STAFF TO

DETERMINE PROTOCOL



WHAT SERVICES CAN YOU PROVIDE?

Comprehensive assessment and individualized treatment planning

TREATMENT plan based on reality of resident’s life and home situation

Medication management and administration

Comprehensive care management

Community Linkages

Care Giver support and education

Resident education about medication, the illness; coping strategies; staying well; and living with a chronic illness

Blood draws for serum levels of specified psychiatric medications; e.g. Lithium, Tegretol

Administration of Decanoate medications

Supportive counseling

Behavioral management

Telephone Support

Teach caregiver about rewarding + behaviors and keeping records of what interventions are used and what works;

Instruct in ways to bathe without a battle-may need OT-in fact should use OT before HHA

Teach exercise and maintain ability to ambulate-PT for gait instability


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BUILDING PROTOCOLS



PROTOCOL DEVELOPMENT

Do we sign in, if so, where

Sign out communication

What documentation is required

Documents are placed where or with whom

Communication required

Dress code

Incident reporting

How are families contacted

Problem resolution format

Community Events

Facility Physician

Names, titles and numbers of key people in the building for both facility and HHA staff


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SATISFY THEIR NEEDS

Dedicated, senior friendly ALF staff(RN,PT)

Medical staff looking at their residents

Improved communication between facility, family & physician, and home care provider

Early intervention; closing that “back door”.

Follow-up upon home care residents that are facility residents in local hospitals so they do not lose the resident to SNF’s



Communicate Expectations

Notify everyone that the account is a go!! Includes … EVERYONE!

Set a meeting with clinical operations & the marketing staff to

discuss the dynamics of the building

personalities

plan

challenges

etc.


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Taking Your Share in Behavioral Health Care

THE END!

LET’S FIND THE REFERRALS!


MARKETING COLLATERALS


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Goals of the BEHAVIORAL HEALTH HOME CARE PROGRAM (ROAD TO WHOLENESS (YOUR PROGRAM) Program-Transition patients from acute levels of care to home and community-Increase medication and treatment compliance-Decrease Hospitalizations and Emergency Services Utilization-Improve functional ability-Improve client's knowledge base about medications, staying well, their illness, relapse prevention, and community resources-Prevent inexpensive inpatient hospitalization-Decrease symptoms-Increase patient's quality of life and overall health managementXXXX Behavioral Health/Mental Health home care services to homebound adults. Services are provided by a multidisciplinary team who provides comprehensive short-term intermittent home health services. The team is made up of Psychiatric-Mental Health Nurses, Social Workers, Physical, Speech and Occupational Therapists and Home Health Aides who can meet the holistic needs of the client.

Who is Appropriate for Services? Admission criteria

1-Must have a primary psychiatric diagnosis( or a medical and psychiatric diagnosis)

2-Must be under the care of a physician

3-Must require the skills of a behavioral health nurse

4-Must be homebound


WHAT ARE KEY MESSAGES TO CONVEYInclusion/Exclusion criteriaProgram GoalsTie in to Your Strengths

WHAT DISCIPLINES CAN YOU PROVIDE?Mention all

WHAT SERVICE LINES CAN YOU PROVIDETarget Population(Geriatrics, Adult, Child)One brochure or for multiple lines

WHAT SKILLS/SERVICES WILL YOU PROVIDESpell out

ADDITIONAL MARKETING/MEDIA

COLLATERALS

Website Information

Blog on education @ Behavioral Health Topics

Brochures Referral Sources

Consumers

Articles Senior Papers- Behavioral Health Topics

Social Media

Give Aways

Staff Engage in training


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www.cvseniorcare.com/716-863-0743