Home Care Strategy Lab

#77 Most Medicaid billing problems begin long before a claim is submitted, with breakdowns in eligibility, authorization, scheduling, EVV, documentation, payer setup, or coding. Julio Barea, founder of the Home Care Revenue Institute, explains why agencies need to think beyond billing and manage the entire revenue cycle from intake through payment. He walks through the controls behind a clean clai...

#76 - More revenue doesn’t automatically solve cash flow—especially when payroll is weekly and payers can take 30, 60, or even 90 days to reimburse. Domenic Colavito, co-founder and COO of the $15 million OurCare Health, breaks down lines of credit, payroll funding, factoring, asset-based lending, SBA loans, and equity financing. He explains how an agency’s size, payer mix, profitability, collecti...

#75 Keyur Shah entered home care with no ownership or healthcare experience and grew Senior Helpers of Coastal Orange County to 1,000 weekly hours in just 20 months. He walks through the agency’s growth month by month—from reaching 300 hours in Month 3 and becoming profitable in Month 9 to generating $700,000 in Year 1. Keyur explains why he opened with an office manager, added a VA recruiter in M...

#74 Tribute Home Care has no engineers, so Andrew Dobson stepped up and is helping build AI tools in-house that collectively save 300+ hours per month. He explains how a scheduling dashboard evolved into an availability analyzer that helps staff new cases faster at 90–95% caregiver utilization. Tribute also used a Viv-built voice agent to fill 75% of its open weekend visits in an early test. Andre...

#73 After six home care companies merged, Caregivers of America was left with six ways of doing things, costly process gaps, and no clear ownership of the full client journey. Regional Administrator Jenni Scherer explains how the company rebuilt operations around five stages of the client journey: FirstTake, InTake, UpTake, CareTake, and ReTake. She breaks down the touch-points behind the model, i...

#72 Saying yes to every family might increase revenue, but one wrong-fit client can cost your agency caregivers, reputation, and weeks of scheduling headaches. Becky Reel explains the waitlist mindset she used to protect her team, strengthen the client experience, and create demand—and why a true waitlist is fundamentally different from a staffing problem. She shares the hard lines her agency esta...

#71 Total Care Connections CEO Daniel Stringer shares how his team supports a workforce of roughly 1,000 active employees delivering 17,000 hours of care each week. He breaks down a paid-leave program that provides six weeks after childbirth plus two weeks of parental leave for birth, foster, and adoptive parents. He explains the company’s employee relief fund and how it has awarded 264 grants tot...

#70 A typical $4-5M home care agency usually has the team, infrastructure, and capital to consider their next growth move—opening a new office, adding a new payer contract, or investing in a strategic leader. Adam Shriver, Client CFO at The Home Care CPAs works with dozens of agencies to evaluate revenue, profitability, and operational stability going into making these large growth decisions. He w...

#69 Most home care agencies are drowning in reports but still struggling to identify problems before they impact growth. Krystal Wilkinson, President of Adultcare Assistance Home Care, shares the 18 core KPIs she and her leadership team review every week across recruiting, scheduling, care management, sales, and HR & finance—and explains why leading indicators matter far more than monthly repo...

#68 When a caregiver asks, “when do I get my next raise?”, do you have a good answer? Kimberly Jones, Vice President of Help at Home Senior Care, shares the transparent four-part compensation framework her team uses to reward skill development, specialized training, long-term commitment, and leadership. We break down hands-on competency evaluations, dementia skill assessments, certification pathwa...

#67 Ryan Whittington, CEO of Seniors Home Care in St. Louis, shares how one struggling dementia client led his team to build Sage In-home Memory Care—a completely separate brand dedicated to serving advanced dementia clients with a fundamentally different care model . Instead of treating dementia as another service line, Ryan explains how specialized caregivers, weekly care management visits, life...

#66 Adam Berry built As Close as Family over nearly a decade before realizing the business had outgrown what he could sustainably manage on his own. Rather than walking away, he sold the agency to Avenues Home Care and stayed on to focus on the work he enjoys most while gaining the back-office support he was missing. In this episode, Adam and Avenues CEO Doug Markham break down how they found the...

#65 Many home care agencies don't realize they've crossed the Affordable Care Act threshold until the IRS comes knocking. Brendan Mullins, CRO of Vitable Health, explains why agencies with as early as $1–2M in annual revenue can already qualify as Applicable Large Employers, how 30 hours per week (not 40) triggers eligibility, and why variable caregiver schedules make ACA compliance especially dif...

We cover: Why home care leaders are moving from AI exploration to real-world adoption. The buy-vs-build debate and why many agencies are choosing AI partnerships. Helping schedulers spend less time chasing call-outs and more time supporting people. Supporting owner-operators as they scale from zero schedulers to their first hire. How AI can fill open shifts in minutes instead of hours. Moving from...

We cover: Brady's journey from audiology to home care innovation. Right at Home's growth to 600+ franchises across four countries. Staying focused on non-medical home care. Why AI is exposing long-standing data quality issues. The importance of data hygiene and integrity. How bad data can erode trust and create risk. Common gaps in referral tracking, scheduling, and workflows. Making care document...

We cover: Team Select's growth across 15 states, 9,000 employees, and 5,000 patients. Meghan's transition from physical therapist to technology leader. Using operational technology to reinvest dollars into patients and caregivers. Building a new enterprise data warehouse from the ground up. Why successful AI starts with a strong data foundation. The launch of CareSight AI and Team Select's partner...

Bonus episode recorded live @ Home Care Innovation Forum in Palm Springs, CA Key topics include: Why weekly new revenue is the most important sales measurement and how it provides a real-time view of where new business is coming from. Ensuring sales activity stays aligned with referral accounts that are actively generating new business. What success looks like for new sales reps, including trackin...

#64 Most home care agencies are still operating the old way: phone calls, spreadsheets, reactive scheduling, and constant firefighting. Nate West, owner of Heritage Home Care in Arizona, joins me to discuss how he's transformed a well-established agency from what he jokingly calls "the Stone Age" into a modern, tech-enabled operation in just two years.  He talks about eliminating edge cases, trans...

#63 Most home care agencies treat dementia care as a service line. Full Bloom built an entire company around it. Jim Kimzey, Co-Founder of Full Bloom Home Care, shares the systems, training, and care philosophy that allow his team to successfully serve some of the most challenging dementia clients while helping caregivers, families, and staff thrive. Jim breaks down the three levers that drive bet...

#62 Most home care sales reps stay busy—but very few generate high-quality referrals consistently. Sean Reiley, CTO at 52 Weeks Marketing, breaks down the specific sales activities, scorecards, benchmarks, and accountability systems that separate top-performing reps from everyone else. Sean shares the five sales activities that actually drive referrals, how many referral sources a rep should manag...

#61 90% of home care calls still happen in crisis mode—after the fall, hospitalization, or cognitive decline has already escalated. Paula Marks, VP of At Home Caregivers, explains why the industry must move from reactive “sick care” to preventative wellness models before the caregiver shortage reaches a breaking point. From the growing demand for in-home monitoring technology to the surprising res...

#60 Amy Pierce spent more than 20 years as a nurse and saw firsthand how fragmented healthcare makes it incredibly difficult—especially for older adults—to navigate.  In 2018, she and her husband Scott set out to fix that. They started with nurse-led care management, quickly growing to ~10 clients before expanding the team—and within just six months realized they needed to bring caregiving in-hous...

#59 Scott Pierce didn’t come from home care—he came from broadcasting and healthcare software. But after navigating his parents’ complex health needs, he and his wife Amy built something entirely different in Savannah, Georgia. Eight years later, Coastal Care Partners is doing nearly $13M in revenue and 7,000 hours of care per week —all from a single location. Scott breaks down some of the unconve...

#58 His father founded the first home care company in Connecticut in 1985. After leaving to pursue a career in finance and private equity, Conant rejoined the family business in 2018. What he walked into? Whiteboards, minimal systems, and plenty of opportunity. In less than eight years, he’s helped 4x the business, driven by thoughtful change management, stronger office staff, and continuous proce...

#57 The federal government invested $500 million to understand why seniors are readmitted to the hospital within 30 days—and uncovered six key “preventable” gaps driving the problem. Ethan Guerrieri, VP of Operations at Preferred Care at Home, breaks down the research, explains each gap, and shares how his team turned these insights into their Smooth Transition Care Program. Designed for hospitals...