Home Care Strategy Lab

#32 Eric Reinarman, VP of Government Relations at HCAOA, covers the most pressing policies being talked about on Capitol Hill. From immigration reform and workforce shortages to affordability of care and the controversial 80/20 Medicaid rule, he breaks down what’s happening in Washington and how it could reshape the industry. We also talk about the power of advocacy, why storytelling moves policy forward, and how every provider—big or small—can make their voice heard. Plus, he covers a major win with the Elizabeth Dole Home Care Act and shares practical ways to stay informed and involved at the state and federal level.Eric Reinarman on LinkedIneric@hcaoa.orgHCAOA Issues and PoliciesHCAOA State ChaptersState & Federal Legislative and Regulatory TrackerChapters:00:00 Introduction to Home Care Advocacy03:04 The Immigration Challenge in Home Care06:10 Advocacy and Legislative Efforts08:58 The Importance of Storytelling in Immigration11:58 The Affordability of Home Care17:03 Innovative Solutions for Affordability23:43 Current Legislative Landscape on Non-Competes29:41 Understanding Non-Compete Agreements in Home Care34:11 The Controversy of the 80-20 Rule39:39 Preparing for Potential Changes in Medicaid Regulations50:53 The Impact of the Elizabeth Dole Home Care Act01:00:07 The Value of Advocacy and Association Membership This episode is brought to you by 24/7 Solutions (www.247solutions.co)What do they do:Consulting—1:1 tailored consulting from an expert team who's been in your shoesTraining—monthly training for your team on leadership, ownership and operationsPowerhouse Peers—accountability for staff with weekly KPI check-ins, expert coaching, peer collaboration, and a monthly audit

#31 Running a home care agency can feel like running a marathon—at a 7-minute mile pace, on a treadmill, underwater. Most owners are stuck because they fall into one of two traps: the “set it and forget it” manager who assumes vision is enough, or the “I’ll just do it myself” manager who can’t let go of control. Emily Isbell, CEO of 24/7 Solutions breaks down why both fail and what it takes to build a management culture that actually sustains growth. She explains how to apply the TTOE framework—Teach, Train, Observe, Evaluate—and implement real training, grounded processes, and meaningful KPIs. If you’re half leading and half managing, this conversation is especially for you. Emily Isbell on LinkedIn24/7 Solutions (www.247solutions.co) - Learn more and inquire about their services24/7 Solutions Summit (www.247solutions.co/247-solution-summit) - Hands-on intensive to learn and apply proven solutions for your business / Feb 5-6 in Nashville, TN24/7 Solution Book on Amazon (available everywhere)24/7 Solution Audible on Audible (available everywhere) This episode is brought to you by 24/7 Solutions (www.247solutions.co)What do they do:Consulting—1:1 tailored consulting from an expert team who's been in your shoesTraining—monthly training for your team on leadership, ownership and operationsPowerhouse Peers—accountability for staff with weekly KPI check-ins, expert coaching, peer collaboration, and a monthly audit

#30 Being an entrepreneur is full of unknowns and leadership can be lonely, challenging, and push you to your limits. The CEOs of AxisCare, Nevvon, and Caribou—three leading home care tech companies—share how they started their businesses, the frameworks they use to make tough decisions, the skills they’ve had to master, and how they’ve built moats around themselves in a competitive market. They also offer candid advice for home care leaders navigating their own entrepreneurial journey.Todd AllenJames CohenAlex OosterveenAxisCare—operational softwareNevvon—caregiver training platformCaribou—caregiver rewards and recognition toolBook: Give and Take by Adam GrantChapters:00:00 Introduction to Home Care Entrepreneurs02:08 Motivations Behind Starting a Business08:51 Embracing Pain and Discomfort in Entrepreneurship17:08 Navigating Change: Push Through vs. Pivot24:44 People Management: The Heart of Business34:35 Hiring for Culture vs. Skill39:39 Developing Hard Skills for Success40:33 Curiosity and Pattern Recognition in Business41:32 The Importance of Forecasting and Growth44:12 Navigating Financials and Corporate Governance48:31 Understanding the Moat Framework for Business Success55:26 Operational Excellence and Customer Retention01:00:16 Balancing Current Needs with Future Opportunities01:09:58 Entrepreneurial Advice for Home Care Leaders This episode is brought to you by 24/7 Solutions (www.247solutions.co)What do they do:Consulting—1:1 tailored consulting from an expert team who's been in your shoesTraining—monthly training for your team on leadership, ownership and operationsPowerhouse Peers—accountability for staff with weekly KPI check-ins, expert coaching, peer collaboration, and a monthly audit

#29 Jen Kulig, Director of Market Operations at Tribute Home Care, shares how a $32M agency hires and retains only the top 1% of caregiver applicants. She walks through their 7–10 day hiring process, driven by situational interviews that surface grit, empathy, and motivation, and explains why referrals make up 40% of new hires. Jen also highlights the Caregiver Excellence Department’s 90-day support program, quarterly awards, annual happiness surveys and the Everyone Out program. She also breaks down their Salary Program, Tribute Secure, that guarantees caregivers 30 or 40 hours per week. Jen Kulig on LinkedInTribute Home CareChapters: 00:00 Introduction to Tribute Home Care00:55 Jen Kulig's Journey in Home Care07:12 Overview of Tribute Home Care's Operations09:36 Caregiver-First Mentality at Scale10:05 Hiring Process and Recruitment Strategies18:17 Retention Strategies and Caregiver Excellence44:32 Innovative Retention Programs01:11:06 Future of Home Care and Workforce Challenges This episode is brought to you by The Home Care CPAs.Are you managing your bank account, or is it managing you? The Home Care CPAs specialize in helping home care agencies—from startups to $40 million businesses—optimize cash flow, streamline billing and payroll, and build scalable financial strategies. Whether you need full-service bookkeeping or expert coaching, their team ensures your finances are working for you, not against you.

#28 After two decades in the home care industry, Bob Roth found himself at a crossroads. Bob shares why he had to completely reimagine Cypress Home Care, from rebuilding operations post-Honor Care Network to transforming caregiver recruitment using machine learning and automation. He shares his candid take on today’s workforce challenges, the generational shifts shaping senior care, and why “home care is hard” but worth doing right. He opens up about the power of community partnerships, rewriting the narrative on aging, and the importance of self-care from his own lived experiences. Bob Roth on LinkedInCypress Home Care Solutions websiteBook: The Potentialist by Ben LytleBook: Ambiguous Loss by Pauline Boss Book: Negotiate This by Caring, But Not that Much by Herb CohenChapters: 00:00 Introduction to Home Care Strategy Lab00:55 Bob Roth's Journey into Home Care06:17 Reimagining Cypress: The Last 18 Months11:36 Challenges in Home Care Workforce17:13 Innovations in Home Care Services24:06 Changing Perceptions of Aging29:40 Rewriting the Narrative on Aging36:39 Community Engagement and Partnerships44:23 Building Awareness in Home Care48:44 Self-Care for Home Care Owners56:01 Advice to Younger Bob, Starting Out This episode is brought to you by AxisCare.Running a home care business is challenging enough—your software shouldn’t be part of the struggle. That’s why top-performing home care leaders and enterprise agencies choose AxisCare, rated the #1 home care operating system for the past two years. With powerful, scalable tools, best-in-class customer support, and a team that truly understands home care, AxisCare helps agencies streamline operations and scale with confidence.

#27 If you’re waiting hours (or worse, days) to follow up with caregiver applicants, you’re already losing the best talent. Louie Frank of Activated Insights breaks down why “24 minutes is the new 24 hours” when it comes to caregiver recruiting—and how agencies can fix mid-funnel drop-off before it costs them hires. You’ll learn how to audit your own application process, speed up first contact, and use culture as a conversion tool, not just a retention play. You’ll take away practical, data-backed steps to improve applicant-to-hire ratios and keep your pipeline moving.Louie Frank on LinkedInlouie.frank@activatedinsights.comActivated Insights Recruit Tool2025 Benchmarking ReportChapters:02:32 Understanding Workforce Analytics in Home Care08:21 Analyzing Turnover Rates and Their Implications12:33 The Importance of Culture and Mission Alignment16:42 Mid Funnel Challenges in Recruitment22:43 Effective Communication Strategies for Applicants23:29 Engaging Applicants Through Text Messaging30:27 Scheduling and Conducting Interviews36:30 Automating Background Checks and Metrics42:04 Qualitative vs Quantitative Hiring Metrics50:28 The Future of Recruitment in Home Care This episode is brought to you by 52 Weeks Marketing.80% of home care revenue is driven by referral marketing. Yet, less than 50% of home care businesses have a dedicated sales person focused on building relationships with referral partners. That’s where 52 Weeks Marketing comes in, providing a complete referral marketing system designed by Debbie Miller, who built a $10 million home care business in just 10 years. With done-for-you marketing tools, a healthcare referrer database, and a CRM to track results, 52 Weeks helps you build a scalable marketing engine that drives real, long-term growth.

#26 AI is transforming how home care agencies operate. Matt Ericksen, VP of Sales and Operations at Griswold, breaks down the exact AI tools, workflows, and formulas he’s using to reclaim hours, improve recruiting, and scale franchise operations. You’ll hear how he built a job ad grader that boosts hiring results, layered Microsoft Copilot across internal systems to save 17 hours a week, and created a compliance companion tool in under 30 minutes. Matt also shares the “Overall Productivity Index” formula for calculating AI ROI and the six-step anatomy of a winning prompt. If you’ve been tinkering with AI but aren’t sure how to make it stick, this episode is your blueprint for adoption and measurable results in home care.Matt Ericksen on LinkedInGriswold websitePractical AI podcastMatt’s AI preferred tools:Microsoft co-pilot - works best for those using the Microsoft business suitechatGPT - writing text, summarizing text, data analysis, simple tasks, and moreClaude - write, edit, finesse written copy, emails, etc. Decktopus - create presentationsReplit - easy to use AI app builderThe Anatomy of a Prompt:RoleTaskContextReasoningOutput / formatStop conditionsAI Overall Productivity Index (OPI):Overall Productivity Index = (Hours Reclaimed × Avg. Hourly Cost) − Weekly AI Tool CostChapters:02:46 Matt's Journey in Home Care05:46 The Impact of AI on Career Development08:58 First Aha Moment with AI12:04 AI Adoption in Home Care14:51 Essential AI Tools for Home Care17:52 Anatomy of Prompting in AI23:53 Overall Productivity Index (OPI) for AI Tools34:36 Understanding OPI and Its Importance37:12 The Role of Natural Language in AI37:52 Introducing the Job Ad Grader Tool44:20 Leveraging Microsoft Copilot for Internal Operations49:18 Creating Effective Meeting Summaries with AI51:48 Developing a Companion Tool for Compliance59:15 Future of AI in Home Care01:04:32 AI Experiment Challenge for Business Owners This episode is brought to you by The Home Care CPAs.Are you managing your bank account, or is it managing you? The Home Care CPAs specialize in helping home care agencies—from startups to $40 million businesses—optimize cash flow, streamline billing and payroll, and build scalable financial strategies. Whether you need full-service bookkeeping or expert coaching, their team ensures your finances are working for you, not against you.

#25 What if you could replace dozens of scattered hourly shifts with one scalable model inside an independent living community? In this episode, Rob Rister of HomeWell Care Services shares how he built his “Support On Site” program—turning caregiver shortages into retention wins, driving 45% margins, and embedding his agency in 10 communities across three states. He breaks down the numbers, the operations, and the technology (hello CINCH) that made it possible. Whether you’re frustrated with the limits of hourly care or curious about expanding into new markets, this is a blueprint for cracking the community care model.Rob Rister on LinkedInEmail: rrister@homewellcares.com HomeWell Care Services of Lexington, KYChapters: 00:00 Introduction to Home Well Care Services01:06 The Aha Moment: Transitioning Business Models10:31 Scaling the Community Care Model18:35 Understanding the Financials and Billing20:13 Building Relationships with Communities31:50 The Role of Caregivers in Community Care32:21 Finding the Right Caregivers37:09 Building a Career Path for Caregivers41:12 Innovative Scheduling and Technology in Care45:56 Client Retention and Referral Dynamics51:06 Navigating Community Relationships and Management Changes55:51 Current Operations and Future Growth Plans59:55 Identifying the Right Fit for Community Care This episode is brought to you by Caribou.Do you want to build a high-performing team through the power of recognition? Caribou helps home care agencies boost recruitment, retention, and performance by tapping into simple to use technology and powerful data to engage your care team in the behaviors that matter most to your business. With Caribou, you can build a culture of appreciation that keeps caregivers engaged, connected, and committed for years, not months.

#24 Wayne Morgan opens up about the persistence, mistakes, and lessons that finally got him in the door at Spaulding, the nation’s #2 rehab hospital. Alongside Breanne Muchemore, who led Spaulding’s care management team, they share what actually matters to hospital partners and why most agencies never make the cut. This is an inside look at the conversations, questions, and trust-building that turn ignored emails into a first-class referral relationship.Wayne Morgan on LinkedInAmada of Central NJ websiteBreanne Muchemore on LinkedIn‍Spaulding Rehabilitation Earns #2 Rank in U.S. News & World Report “Best Hospitals"Chapters:02:10 Wayne Morgan's Career Journey06:42 Breanne Muchemore's Background and Expertise10:00 Building Long-Term Relationships in Home Care11:18 Initial Approaches to Spalding Rehabilitation18:15 The Importance of Passion and Understanding21:39 Understanding Spalding's Patient Population23:18 Follow-Up Strategies After Initial Meetings29:19 Discovery Phase Insights from Breanne35:43 Key Questions for Building Relationships37:26 Understanding Managed Care Admissions42:46 Building Relationships with Referral Sources46:07 Addressing Social Determinants of Health50:31 Identifying Key Community Partners54:47 Maintaining Relationships for Continued Success01:06:18 Learning from Mistakes and Growth This episode is brought to you by AxisCare.Running a home care business is challenging enough—your software shouldn’t be part of the struggle. That’s why top-performing home care leaders and enterprise agencies choose AxisCare, rated the #1 home care operating system for the past two years. With powerful, scalable tools, best-in-class customer support, and a team that truly understands home care, AxisCare helps agencies streamline operations and scale with confidence.

#23 An unheard of home care success story—Reggie Mackey and his team have built Live Well Home Care to a projected $25M in annual revenue in just two and a half years. The company is 98% VA funded, works mostly in rural markets across 30 states, and credits its growth to one thing: customer service—taking care of people who take care of people. Reggie shares how they approach recruiting in hard-to-staff areas, why their branch managers are measured on more than just dollars, and their “old-school” methods that still work today. He also talks about their next chapter—helping other agencies with staffing and recruiting with Staff Well.Reggie Mackey on LinkedInLive Well Home Care websiteStaff Well—contact Reggie directly for more information Chapters:01:23 Reggie's Personal Journey and Background05:25 The Decision to Start LiveWell Home Care06:34 Building a Founding Team for Success09:25 Initial Vision and Early Challenges10:19 Early Growth and Client Acquisition13:15 Focus on VA Clients and Unique Approach16:39 Expanding into New Markets and States23:56 Surprises in New Markets and Business Model25:39 Business Structure and Branch Management28:33 Branch Manager Roles and Responsibilities32:34 Compensation Structure for Branch Managers34:44 Credentialing and Financial Management36:01 The Journey to Success: Overcoming Initial Hurdles37:35 Navigating Credentialing and Contracting Challenges38:38 Understanding Market Dynamics: Rural vs. Urban40:36 Organic Growth: Building a Profitable Business42:39 Simplicity in Home Care: Focusing on Core Functions46:26 Recruitment Strategies: Finding Talent in Rural Areas52:33 Staffing Challenges: The Never-Ending Rubik's Cube59:19 Customer Service: Taking Care of the Team01:03:35 Old School Methods in a New Age01:05:59 Doing Life Together: Building a Strong Team Culture01:08:09 Future Aspirations: Expanding and Supporting Others This episode is brought to you by Acrisure.90% of home care businesses are not properly insured for their operational needs—yet insurance is often overlooked or underappreciated until disaster strikes. Acrisure’s Home Care Practice Group specializes in insurance solutions designed to protect home care businesses from lawsuits, data breaches, employee injuries, and more. With expert home care guidance and comprehensive coverage, Acrisure helps you safeguard your business so you can focus on what you do best—providing great care.

#22 Clint Nobles has worked closely with upwards of thousands of home care leaders and in this episode we talk about leadership behaviors—particularly the bad ones. He shares things that he’s seen and experienced firsthand that he advises home care leaders to actually stop doing. We tackle triage, trust, productivity, delegation, and other unique-to-home-care leadership lessons. He also shares his formula for the speed of success and a handful of other simple but effective frameworks to implement in your business now. Clint Nobles on LinkedInscalemyhomecare.comChapters:02:45 Building a Business by Design05:48 The Importance of Trust and Faith in Leadership08:38 Transforming Leadership Behaviors11:41 Overcoming Barriers to Change14:27 The Role of Trust in Business17:08 Empowering Teams to Make Decisions20:31 Avoiding the Savior Mentality23:19 Managing Beyond Triage Mode26:23 Understanding Production vs. Productivity38:56 Understanding Size and Structure in Business40:50 The Shift from Production to Productivity45:53 Emotions in Leadership: The CFO Dilemma49:31 Mastering Emotion for Effective Leadership56:08 Decisions vs. Choices: A Leadership Framework59:33 Delegation: From Tasks to Decisions01:02:24 Redefining Success: A Continuous Journey This episode is brought to you by 52 Weeks Marketing.80% of home care revenue is driven by referral marketing. Yet, less than 50% of home care businesses have a dedicated sales person focused on building relationships with referral partners. That’s where 52 Weeks Marketing comes in, providing a complete referral marketing system designed by Debbie Miller, who built a $10 million home care business in just 10 years. With done-for-you marketing tools, a healthcare referrer database, and a CRM to track results, 52 Weeks helps you build a scalable marketing engine that drives real, long-term growth.

#21 Smart home technology is reshaping how aging adults live—and how home care agencies serve them. In this episode with Jim Conti, Shea Gregg, and David Eby, we explore the most adopted tools, emerging trends, and what’s becoming standard in aging-in-place environments. We dive into the ethical and practical challenges agencies face as technology changes communication, care responsibilities, and client autonomy. We also talk about the future where tech isn’t just a tool, but a foundational part of the care plan.Jim Conti on LinkedInHomeSight by VantivaShea Gregg on LinkedInFallCallDavid Eby on LinkedInCookTop Safety (CTS) This episode is brought to you by The Home Care CPAs.Are you managing your bank account, or is it managing you? The Home Care CPAs specialize in helping home care agencies—from startups to $40 million businesses—optimize cash flow, streamline billing and payroll, and build scalable financial strategies. Whether you need full-service bookkeeping or expert coaching, their team ensures your finances are working for you, not against you.

#20 Not enough home care leaders are thinking about or talking about insurance. Why? They think it’s a commodity, they haven’t had a claim filed against them, or they don’t know what questions to be asking. Gavin Studner, Client Advisor at Acrisure dives into changes in workers compensation, increased rates for general and professional liability, and why carriers are limiting their appetite for home care risks. It’s not good enough to think about insurance at renewal—talk with your broker, build a risk management plan, and be proactive. Gavin Studner on LinkedInReach out directly: gstudner@acrisure.com Acrisure for Home Care This episode is brought to you by AxisCare.Running a home care business is challenging enough—your software shouldn’t be part of the struggle. That’s why top-performing home care leaders and enterprise agencies choose AxisCare, rated the #1 home care operating system for the past two years. With powerful, scalable tools, best-in-class customer support, and a team that truly understands home care, AxisCare helps agencies streamline operations and scale with confidence.

#19 Jessica Schultz, Director of Franchise People Strategy at Right at Home, and Paul Blom, a 24-year franchise owner, share what they’ve learned about caregiver recruitment and retention. Jessica unpacks the “Top 10 Project,” a system-wide deep dive into what the best-performing offices are doing differently. Paul shares the specific tactics that have helped his agency maintain exceptional retention and caregiver satisfaction—including weekly personal emails, birthday phone calls and annual events.  Jessica Schultz on LinkedInPaul Blom on LinkedInRight at Home websiteCaribou.care—caregiver rewards and recognition tool  This episode is brought to you by Caribou.Do you want to build a high-performing team through the power of recognition? Caribou helps home care agencies boost recruitment, retention, and performance by tapping into simple to use technology and powerful data to engage your care team in the behaviors that matter most to your business. With Caribou, you can build a culture of appreciation that keeps caregivers engaged, connected, and committed for years, not months.

#18 Debbie Miller, CEO of Senior Helpers in Franklin, TN, shares how her team strategically integrated seven virtual assistants across recruiting, scheduling, billing, and after-hours support. She walks through their step-by-step approach—from starting with just two VAs to scaling to a fully embedded offshore team. Debbie breaks down key results like a 40% reduction in time-to-hire, 25% fewer cancelled shifts, and stronger after-hours coverage. She also explains why they launched their own VA company, Helper Heroes, to solve the biggest flaw in the traditional VA model: turnover.Debbie Miller on LinkedIn52 Weeks MarketingHelper Heroes FlyerBook a Discovery Call about Helper Heroes VAs This episode is brought to you by Acrisure.90% of home care businesses are not properly insured for their operational needs—yet insurance is often overlooked or underappreciated until disaster strikes. Acrisure’s Home Care Practice Group specializes in insurance solutions designed to protect home care businesses from lawsuits, data breaches, employee injuries, and more. With expert home care guidance and comprehensive coverage, Acrisure helps you safeguard your business so you can focus on what you do best—providing great care.

#17 Gabrielle Pumpian, a former 7-figure home care business development rep, shares how she got started, what kept her motivated, and what most home care owners misunderstand about sales. She breaks down her top-performing health care referral sources—and exactly how she stood out—then dives into the non-health care partners and offers tactics for selling to trusted advisors. She adds insights into the evolving private-pay landscape and introduces her new venture: Trail Angel Partners.Gabrielle Pumpian on LinkedInContact: Gabriellepumpian@gmail.com Trail Angel Partners coming soonChapters:00:59 Gabrielle Pumpian's Journey in Home Care02:59 Early Days in Sales and Learning the Ropes06:04 Transitioning to Home Care Sales08:58 Defining the Role of Sales in Home Care12:07 Motivations Behind Sales Success14:01 Misconceptions About Sales Reps17:09 The Importance of Integration in Sales20:00 Building Relationships with Referral Sources25:00 Exploring Healthcare-Related Referral Sources29:47 Strategies for Engaging with Skilled Nursing Facilities34:51 Concierge Medicine and Unique Referral Opportunities39:26 Breaking Down Barriers in Sales44:36 Leveraging Geriatric Care Managers52:43 Connecting with Wealth Advisors58:16 Collaborating with Attorneys01:01:04 Understanding Your Ideal Customer Profile01:06:33 Navigating the Evolving Home Care Landscape01:12:46 Launching Trail Angel Partners This episode is brought to you by 52 Weeks Marketing.80% of home care revenue is driven by referral marketing. Yet, less than 50% of home care businesses have a dedicated sales person focused on building relationships with referral partners. That’s where 52 Weeks Marketing comes in, providing a complete referral marketing system designed by Debbie Miller, who built a $10 million home care business in just 10 years. With done-for-you marketing tools, a healthcare referrer database, and a CRM to track results, 52 Weeks helps you build a scalable marketing engine that drives real, long-term growth.

#16 JM & Michele Simmonds share how they built a successful home care business in rural Texas through trust, community ties, and a strong team culture. From recruiting and marketing to handling challenges and keeping a stellar reputation, they break down what worked and what didn't. We also dive into their expansion across Texas and what it took to sell the business. Now, they’re gearing up for a fresh start in rural Colorado—with lessons learned, new ideas, and big goals. JM Simmonds on LinkedInMichele Simmonds on LinkedInClear Path Home CareSarah Barker - Senior Care Sales SolutionsJensen Jones - Home Care CEO Forum This episode is brought to you by The Home Care CPAs.Are you managing your bank account, or is it managing you? The Home Care CPAs specialize in helping home care agencies—from startups to $40 million businesses—optimize cash flow, streamline billing and payroll, and build scalable financial strategies. Whether you need full-service bookkeeping or expert coaching, their team ensures your finances are working for you, not against you.

#15 VA billing expert, Greg Bean spells out how agencies can streamline and increase VA billable hours. He talks about the importance of educating veterans on their benefits and using thorough assessments and care plans to support billing and authorizations. Greg shares strategies for community outreach, veteran advocacy, and leveraging technology to improve service delivery. The episode also features success stories showing how agencies have grown their VA clientele.Greg Bean on LinkedInAxisCare websiteVA rates & billing with AxisCare This episode is brought to you by Caribou.Do you want to build a high-performing team through the power of recognition? Caribou helps home care agencies boost recruitment, retention, and performance by tapping into simple to use technology and powerful data to engage your care team in the behaviors that matter most to your business. With Caribou, you can build a culture of appreciation that keeps caregivers engaged, connected, and committed for years, not months.

#14 Not many home care companies have been operating for 50+ years or scale organically to $60M+. Neal Kursban, CEO of Family & Nursing Care shares the three areas that have supported their growth and helped them stand out in the crowded Maryland/DC market. We unpack delivering a white-glove client experience, paying and retaining caregivers at scale, and maintaining ownership of a family-owned agency while staying laser focused on the original mission. Neal Kursban on LinkedInFamily & Nursing CareTheir FoundationNBRI - customer, employee, and market research surveys This episode is brought to you by AxisCare.Running a home care business is challenging enough—your software shouldn’t be part of the struggle. That’s why top-performing home care leaders and enterprise agencies choose AxisCare, rated the #1 home care operating system for the past two years. With powerful, scalable tools, best-in-class customer support, and a team that truly understands home care, AxisCare helps agencies streamline operations and scale with confidence.

#13 Everyone talks about revenue, but rates, wages, margins, taxes, travel time, mileage, shift durations, overhead… these are the real numbers behind your top line. Dana Charumbira, Managing Director of The Home Care CPAs, breaks down gross margins across common shift types—1, 4, 8, and 12 hours—and shows how each impacts your bottom line. Then we dig into overhead: how to calculate it, how to allocate office salaries, and how return on sales plays into smarter financial planning.Dana Charumbira on LinkedInThe Home Care CPAs websiteKey Metrics Calculators—gross profit per hour, gross margin, breakeven rate, overhead per hour, and target rate calculator This episode is brought to you by Acrisure.90% of home care businesses are not properly insured for their operational needs—yet insurance is often overlooked or underappreciated until disaster strikes. Acrisure’s Home Care Practice Group specializes in insurance solutions designed to protect home care businesses from lawsuits, data breaches, employee injuries, and more. With expert home care guidance and comprehensive coverage, Acrisure helps you safeguard your business so you can focus on what you do best—providing great care.