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May 9, 2019

Innovating Healthcare With Software

In this episode, we meet Alan Dworetsky, director of sales and marketing at Approved Admissions.

Alan shares with us his unique perspective on the industry have served nursing homes as a durable medical equipment provider and now as a software vendor.

As nursing home operators, we seem to have a love/hate relationship with innovation and technology.


Innovating Healthcare with Software and Technology with Alan Dworetsky

Alan Dworetsky is the director of sales and marketing for Approved Admissions.

Alan has been in the medical space for nearly 15 years started by selling durable medical equipment and then transitioned into wearable ultrasound devices. At that point, Alan found the opportunity at Approved Admissions to move into the software part of the healthcare space.

The healthcare is solid and is not going away anytime soon making it a very stable industry for the long run. Software is becoming a become part of our daily lives.

What is Approved Admissions?

There are 2 functions for Approved Admissions.

  1. It can be used to verify the payor sources for potential admission of new residents to the nursing home. Through the system the admissions director can verify that the prospect has active insurance coverage that will cover that nursing home admission.
  2. The second critical function that Approved Admissions serves, is that it periodically runs audits on the payor sources for all the residents to ensure that they are still current and up to date.

Family member will at times make changes to their HMO (insurance) plans in a way that they will no longer be covered without notifying the facility. They had no intention of paying privately and would never have done so, had they fully understood the implications of their actions.

Now Approved Admissions will notify the facility in their report that there was a change and the business office will be able to address the issue in real time.

The Manual Method

Without a software that automates this process, the facility either will wait for the denial letter from the insurance company at which point its much more complex to fix the issues.

Additionally, there would have to be someone who is manually checking every resident’s insurance individually. This is a very time consuming process and leaves the facility wide open to human error.

The goal of any software innovation is to minimize the reliance on human beings.

When was the last time a traffic light was incorrect and it displayed green instead of red?

You Must Trust the System!

If you don’t rely on the system, you will not get the full benefit out of it.

A GPS will only get you to your destination in a timely manner, if you shut off your brain’ and allow the system to help your navigate.

From Your Perspective, Where Do Nursing Home Operators Need to Improve?

There seems to be a strong push back from the nursing home staff in regards to accepting and embracing new technologies.

These innovations will actually make their jobs easier and improve the quality of the care we are all striving to provide. However, in the present, they present as a change and disruption to what has always been common practice.

Institutional Memory

Just because you are used to doing things a certain way doesn’t make it the correct way anymore. There is a great reluctance to change in any organization and that is a barrier to innovation.

Limited Resources

Unfortunately, nursing homes have limited resources which forces them to maximize the efficiency of whatever and whoever is available to them. In this environment, it’s challenging to introduce change even if it will produce significant improvements.

The bottom line is that it means more work right now and that is unthinkable in many facilities who simply trying to survive moment to moment.

What Commendable Practice Have You Noticed in Nursing Facilities?

Some nursing homes are putting kiosks in the lobby’s for family members to leave their feedback on their interaction with the facility.

They may leave a glowing 5 star review or share some criticism and a one start review. It’s encouraging to see nursing facilities that are open to hear the truth and act on the feedback they receive.

Repute iPad Review System

Repute is a system that we work with here at SNF Marketing to encourage family members and anyone who engages with the facility to share real and actionable information.

If there is a negative review, it will actually create a ticket that is emailed to the administrator and cannot be closed until the issue is resolved.

Truth be told, seeing a large iPad in the lobby of any building give the impression that the facility is up to date and pays close attention to detail. This is even before you fully understand the functionality of the system.

What is the Biggest Myth Regarding Your Product?

People believe that they can do a better job than the software or the AI can do.

This is incorrect.

Countless times the system find spelling mistakes and incorrect numbers that would have affected the claims and they ultimately would have been denied. By finding this information in real time, they facilities are savign real time and money.

Aren’t Software Companies Like Yours Rolling in Dough?

Being that your product is a software, the cost is fixed and should not matter if you have 10 facilities or 1000 facilities. So does that mean that you’re company is attaining larger and larger profits as it grows?

The real answer is that, yes, it’s true, that the cost is not affected dramatically when there are additional clients who sign up on the software side. However, Approved Admission, is constantly reinvesting back into the system.

The software is ever evolving based on changes in the marketplace, the needs of the customers and upgrading the software. An entire team of developers created, maintain and upgrade the system.

So, yes, the cost may be close to fixed to onboard another facility, but there is still a significant expense to constantly update and upgrade the system.

Links and Resources

Check Out Approved Admissions Here!

Repute iPad Check in Kiosks

The Love Your 9 to 5 Show

Reach out to Alan

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Transcript

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And they feel that they could, you know, I want to say, do a better

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job than what an AI or software

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could do instead. But I tend to disagree. The goal of

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any software innovation is to minimize the reliance

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on good old human beings. When was the last time I traveled? The flight

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was incorrect, and you went through green light and was supposed to be right.

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Welcome to the nursing home podcast. Your goto

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source for professional insights in the long term care industry.

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Hear from leaders and experts as they share current and practical

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insights to help make the most of your day. I've been a long term care

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financial specialist. What that means is I help people plan for the

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inevitable. Nobody wants to think about getting old, but it's possible that some day

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we might need a little bit of care. Here's your host. Nursing Home Administrator nutriturn

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Podcaster Schmuel Septimash.

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Welcome to this next episode of the Nursing Home Podcast.

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My guest today is Alan Duaitzki and

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the President. Say your name right and you'll correct me in a moment.

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Alan is the Director of Sales and Marketing at Approved Admissions.

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Some of you, some of the lists may be familiar or maybe even be users

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or subscribers to the system. Allen, thank you so much for taking

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some time out of your busy schedule and making some last minute accommodations.

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And welcome to the show. Allen not a problem. Thank you so much

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for having me. Well, we're really excited to have you here. So before

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we even get too much into the show, if you don't mind,

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we met each other a little bit online and spoke on the phone a few

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times, but the listeners don't know who you are. So if you don't mind,

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just briefly, we'd be able to just share how

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you got to working for the company that you do and

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exactly pretty much what your company does. It just starts.

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Go ahead. Okay. So I've been in the healthcare space for

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roughly 15 years. I started off selling

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durable medical equipment to nursing homes, hospitals, and doctor's

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offices. Did that for roughly ten years. And I transitioned

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from that into working at a company that did

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wearable ultrasound devices for rehab facilities,

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professional sport teams,

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weekend warriors, stuff like that. I did that for roughly five years

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and decided I wanted to not so much the outside

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sales anymore, but I definitely wanted to stick with the healthcare space,

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and I wanted to transition into software

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and technology. And I saw an opportunity at Approved Admissions.

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They were looking to expand and to grow, and I went

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on board, and that's basically where I am today.

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Got it.

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I know you mentioned briefly that you wanted

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to get into the software part of the industry.

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What was there about the software healthcare combination

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that was enticing to you? Well,

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first, regarding healthcare, I feel like the healthcare space is a very solid,

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solid space. It's not going anywhere. Everybody is getting older.

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Unfortunately, people do get sick. So I felt that's a very stable industry

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that's not going away, and that was something that I was looking for. And in

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regards to software, it's all keyed and linked to

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technology. And obviously, as the years go on,

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technology is becoming a bigger part of our world and our workspace.

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Got it. Okay, so let's go straight to

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approved admissions. From what I understand,

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I believe I've actually used approved admissions at least one of the facilities where

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I was administrator. From what I understand,

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when we have the director of marketing or that mission first, and they're trying

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to decide whether or not we can accept a

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patient, whether or not the pair source is an approved

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payers and approved admission, like the name kind of indicates,

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so the system helps streamline that process. Now,

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it's very complex. There's so many different payer sources. Every insurance

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is complex. There is Medicare, there's Medicaid, there's private pay, and then

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of course the famous no pay or private pay,

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no payer sources. We have all those. So which part

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of the problem does the software address and how does it

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address it? Okay, so that's a great question. So there's

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actually two parts to what approved emissions does.

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The first part, which you happen to mention, is where people from the admissions

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department can log in and run a verification and eligibility

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check on a resident looking to come into the nursing home.

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So it's just a regular web based tool that anybody could use.

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But the real science behind what we do is

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we automatically track changes in insurance coverage and eligibility for your

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entire census within the nursing home. What that

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really means is there's a lot of changes going on with insurance, whether it's HMOs,

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Medicaid, moving over to managed care plans, just tons

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of different changes. And the facility doesn't necessarily know what's

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going on with these changes. They can't necessarily keep on track. Keep track of

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everything. Yes, they could have somebody manually check

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each patient either daily or weekly or monthly. That takes a

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lot of time, and they could be using that time for

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other things. Let me look at it for a second. So basically without the

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software and the way it was and still is in some facilities besides

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for the actual at the point of admission ensuring that

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we have an appropriate we have appropriate payter source something

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that the back office or the ownership is not going to yell at the

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administrator and the mission person what were you thinking? Why taking this person in?

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There's no payer source. Correct.

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In addition, that's the only part of the software that I was familiar with.

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Yeah, that's standard. That is absolutely standard. You could get that with

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a lot of other companies. It's just eligibility I like

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to sell. And you're wearing your sales hat. I'm not even asking you why

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you're better than the competition. I just want to know what your product is.

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But I like it. You don't stop selling.

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I'll leave a link to your

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website at the end and give us your contact information for people who are interested

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in purchasing it. Then after the show, we'll talk about what my kickback will

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be absolutely. By getting back to the

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service. So in addition to saying every business office,

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I've run the business office in some facilities as well.

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On some level, but not this part of it, because this was always run by

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an outside corporate regional office where there's

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a piece of it where they're supposed to be tracking the payer sources

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and knowing whether or not anything changed either

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by the payer or well, actually tell

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us about it. What could possibly change that would be a problem

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that used to be manual and now the system automates.

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Okay, so there's a lot of changes that happen. For instance, if there's a

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resident that comes into the nursing home, let's just say for argument's sake with an

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HMO, and the

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residents family members, six months later decide,

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you know what, we're changing the HMO. They don't notify the facilities and the facility

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is still trying to build, they're going to get these denial letters.

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That also goes along with Medicaid moving to a managed care plan.

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Sometimes letters get lost in the mail. You know too much here for

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a second. Let's talk about the first case. Let's say a resident has an

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HMO and the family members without telling the facility. Let's just talk about

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that case for a moment. Okay? How would the software know that?

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Well, the software what we're doing is we're automatically,

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constantly tracking changes. So if there was some sort of a change within

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the HMO, we'll be able to let the facility know that, hey, look,

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it's a new HMO on board. If you don't know this

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already, you need to find out what's going on. But the software would know if

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the family member made a decision to change an HMO?

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Yes, correct. If there was a change, they will be notified of the change.

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We're constantly running the census tracking to changes.

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So whenever there is a change that happens, the facility will be notified

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by those without a software. What's the correct way

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of going with this? Either you wait for

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that letter to come in the mail to the nursing home or you have somebody

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manually checking either every day, every week, every month. But again,

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that takes a lot of time. If you have a nursing home that has 2300

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patients, residents, it's going to take some time to

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do every single one annually. Okay, so we sign up

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for approved admissions at the point of admission

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where you check the payer sources and then periodically

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so it's constantly or daily? Weekly.

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Consistently is running reports that ensuring that, let's say

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that particular case, I just want to pick one case so that we can follow

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it through the whole process. So it's ensuring that, let's say the homo didn't

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change and then what

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else does the system do? I guess there are other possible changes.

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Yeah, there's many changes, such as SNF days

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have changed, patient responsibility, naming changes

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for those in New York, any type of insurance change we're able

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to track and let the facility know what's going on.

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So even something like Medicaid moving to managed care.

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Okay, so basically,

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let's see if I'm an administrator or owner or regional director of

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operations perspective. I want to make sure, obviously, that we

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barely make any profit as it is, and I'm talking from Massachusetts,

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but it's difficult enough that it's definitely not

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like the good old days. It's very difficult to be successful financially in

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this industry. So we want at the very least, make sure that those who are

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here and who have a parent source, that we're building them correctly. So if

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I have to sum up in a nutshell, what approved

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admissions is doing, they're doing two things. They're verifying that whatever

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the insurance is, that it's current and that will

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cover the state before the admission. And it's constantly monitoring it

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and letting the facility know of a change, I guess in real

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time or as frequently as the system runs to ensure that

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the payer store stays current. Is that a correct summary?

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And are there other parts of the software that we're not discussing?

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Well, I couldn't have said that better myself. That's relatively exactly

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what we do. Got it. So this way we can rest assured

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that every person actually has a pay of

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source. Now, getting to the sales part of this conversation,

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I don't know what the competition is. Chances are

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that I've used some of the other softwares that

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may exist. But is there anything else in the product that does these two functions?

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Yeah, I'm sure there are things out there that do this. They do it different

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ways. They might not automate it as we do it. There might be something

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that you have to log in and you have to click a button and generate

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the reports. We do everything automated. There's no passing

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of census back and forth. We grab your census, we run the reports,

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and we shoot you over an email with the changes that

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have happened. But every industry has their competitors,

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right, I understand that, definitely do.

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But the goal is, again, even running reports, just as I

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want to clarify for the listeners that it's true, we can run a

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report and it's not necessarily

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very difficult, but the goal of any software innovation

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is to minimize the reliance on good

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old human beings that we make mistakes. Right.

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Everyone said that self driving cars are going to dramatically

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minimize car accidents and fatalities. When was the last

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time a traffic light was incorrect and you went through a green light

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and was supposed to be red? That doesn't happen.

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We definitely get rid of the human error right now.

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Do you find that isn't replaced? Like, are there

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other challenges that are created

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as a result of relying completely on the system and

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how are they addressed if they exist?

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Problem? Not necessarily. We do have some clients that double check

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everything after we do it, just because they would just want to make sure because

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it's a new product that they're using and they want to make sure that it's

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actually doing what we say it's going to do. They don't. Once they gain the

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trust, then they're good to go. Yeah, I mean,

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my wife will forgive me for this example, but it's like in the early

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days of GPS, and it's like, yeah, the GPS keeps

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on getting me lost. If you're using a GPS, you got to rely

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on it 100%, but it tells you that this is where you go, is where

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you go. It doesn't matter how many years you grew up in that neighborhood.

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It may know things that you don't know. And if you're not relying 100%,

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it's not really very useful. It's the

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same thing when the facilities are transferring from paper documentation,

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electronic documentation, that the more that we actually rely on

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the system, the more effective the system actually is. So I

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assume it's the same thing. But then again, you still have the same pushback,

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right?

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It used to be an innovation to print out from MapQuest that you can actually

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print out directions and have it on the passenger seat next to you changing.

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And then to actually get to where we are now,

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you have to take the plunge 100%.

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Now, when you do go and obviously your

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job is to get the software into as many facilities as possible,

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I assume that's what directive sales does.

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Now, when you do that I think you've touched on this briefly before,

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but let's go back to it. Do you actually go down to nursing facilities?

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Is it over the phone? How do you interact with this

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nursing home plethora of different

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things? Phone calls, we go to conferences. I go

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down to nursing homes if they want to do a demo inside. But most of

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the demos for the product is done over the phone and via the

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computer. Okay. I mean, that's definitely an advantage of a software

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based product as opposed to a physical product is

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unlimited, and the cost of per

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facility is minimal if anything,

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other than servicing the facility.

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And you don't have to go there. The reason why I'm asking for this is

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because I'm always curious to know.

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I've heard EMTs who have their

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own ideas of each facility was a good

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facility. It's not a good facility. And, you know, just from their brief interactions of

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coming in and out and usually many times during emergency type of

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situations. In your experience with interacting

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in this role, or maybe even in a previous role,

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specifically with nursing homes, is there anything that you encounter

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that you say, I can't believe they're still so backwards and they're still doing

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X or I can't believe that they're so inefficient and they're still doing

15:03.115 --> 15:06.847
X. Or just to confuse things a little bit, you find the

15:06.880 --> 15:10.222
opposite, that wow, they are so on top

15:10.255 --> 15:14.092
of it. If only we would all do things this way. Does anything strike you

15:14.140 --> 15:17.827
with that? I'm just always curious to hear what kind

15:17.845 --> 15:21.362
of an outsider's perspective is on the way that we operate.

15:22.987 --> 15:26.317
Yeah, I would have to say technology would be something

15:26.365 --> 15:29.872
that sticks out in my mind. I've been to many nursing homes where

15:29.905 --> 15:33.297
they're still using pen and paper to do spreadsheets,

15:33.342 --> 15:36.877
and they're not using either Excel or they're just

15:36.895 --> 15:41.172
not automating the services that they have. Whether EMR

15:41.217 --> 15:45.172
and their billing platforms, they're just not utilizing the technology that's out there today.

15:45.205 --> 15:49.487
And they're still stuck in the Stone Age doing their old habits.

15:50.362 --> 15:53.987
Okay. And there are regulations.

15:54.487 --> 15:57.892
Each state has own regulations for by when and for

15:57.940 --> 16:01.625
some states for sure, that data is already passed that they need to be completely

16:01.987 --> 16:05.322
electronic for the medical records. And you're completely electronic

16:05.367 --> 16:09.050
also has different definitions and

16:09.412 --> 16:13.327
the date was pushed off many times. But when you say technology,

16:13.420 --> 16:17.202
you're referring specifically to electronic medical records

16:17.232 --> 16:20.617
or in general. I'm referring to general,

16:20.665 --> 16:24.022
but medical records for sure is

16:24.055 --> 16:24.650
another.

16:27.637 --> 16:30.737
So from an operational standpoint

16:31.837 --> 16:35.762
in just rolling out these types of programs

16:36.187 --> 16:40.042
and really just the actual process of

16:40.240 --> 16:44.572
bringing any facility to be completely electronic, it is very

16:44.755 --> 16:48.162
complex and there's a lot of pushback.

16:48.312 --> 16:52.272
You have nurses who have been paper documenting

16:52.317 --> 16:56.212
things for years and

16:56.275 --> 17:00.052
maybe even at home they're up to date.

17:00.220 --> 17:03.847
Their engagement with modern technology, which is not so

17:03.880 --> 17:07.677
modern is their AOL you've Got Mail accounts,

17:07.707 --> 17:11.525
right? But since then, maybe now they have a Facebook account.

17:11.962 --> 17:15.500
But they certainly didn't hear of Instagram or anything like that.

17:16.087 --> 17:19.192
And so for them, some of them again,

17:19.240 --> 17:22.852
I'm definitely generalizing. Some of the younger nurses that I've worked with,

17:22.870 --> 17:26.752
they're amazing at it and within a short amount of time they

17:26.770 --> 17:30.127
know the system better than the programmers made the system know it

17:30.145 --> 17:34.077
and they figure out all sorts of ways of using it efficiently.

17:34.182 --> 17:38.087
But it is correct. There's a lot of push back and there's also institutional

17:38.812 --> 17:42.127
memory where this is how we've always done it.

17:42.220 --> 17:46.687
And frankly, the death of any successful organization is

17:46.825 --> 17:50.427
not conforming and stubbornly

17:50.457 --> 17:54.447
sticking to this institutional memory when it's because it's institutional

17:54.492 --> 17:57.172
memory. In other words, you don't have to do things differently just to do things

17:57.205 --> 18:00.292
differently. But if the only reason why doing this because this is what we always

18:00.340 --> 18:03.472
did, then we have a problem. I know if I go to new facility as

18:03.505 --> 18:07.567
an administrator, oh, this is the way we've always done things, I'm like that reason

18:07.615 --> 18:10.927
is never a good reason. If the reason why we've always good because you're used

18:10.945 --> 18:13.357
to doing it. It doesn't mean it's the actual it's the right way to do

18:13.360 --> 18:17.097
it. Exactly. So you find that there's a certain reluctance. I mean, there's reluctance

18:17.142 --> 18:20.900
to change everywhere, but specifically in the nursing home

18:21.637 --> 18:24.922
environment, there's definitely more reluctance to change.

18:24.955 --> 18:28.737
But also, you have to understand that resources are extremely limited,

18:28.887 --> 18:32.517
whereas I know that thankfully,

18:32.577 --> 18:35.827
thank God, I haven't spent so much time in a hospital. But I know that

18:35.845 --> 18:39.682
when my youngest son was born, we spent a few weeks in

18:39.835 --> 18:43.372
the NICU, and there was one nurse who just had our

18:43.405 --> 18:47.052
baby. She had the most surrounded

18:47.082 --> 18:50.952
by the most expensive equipment that a nursing home could only dream

18:50.982 --> 18:54.427
about and drool about. She had no care in the

18:54.445 --> 18:58.297
world. Well, she was able to give us her

18:58.330 --> 19:01.637
complete 100% undivided attention.

19:02.287 --> 19:05.617
Obviously, we were concerned, but it was a very

19:05.665 --> 19:08.225
stable situation. My son is fine,

19:09.712 --> 19:13.102
thank God. But to me, it was

19:13.120 --> 19:15.425
like and they're making so much more money,

19:15.862 --> 19:18.562
sometimes it could be double the amount that they're making in a nursing home.

19:18.625 --> 19:22.222
Why wouldn't anybody want to do this? For some people

19:22.255 --> 19:24.997
they're like, it might be boring. But anyways, getting back to the point. The point

19:25.030 --> 19:28.452
is that there's much more limited and resources

19:28.482 --> 19:32.422
and time, and getting these things actually properly rolled out

19:32.455 --> 19:35.722
is definitely a challenge. But on the other hand,

19:35.755 --> 19:38.932
there are some skilled nursing faculties that are

19:39.010 --> 19:43.752
on the cusp of innovation, and there's

19:43.782 --> 19:47.542
room for more innovation, you're understanding. Correct. But that's definitely

19:47.590 --> 19:51.187
not the case in all of them. But that is definitely something that is true.

19:51.250 --> 19:54.472
What about the other way around? Do you see

19:54.505 --> 19:58.347
anything that they do that's maybe not necessarily innovation

19:58.467 --> 20:01.647
or technology related? Anything that you've

20:01.692 --> 20:05.347
seen that you think is commendable? I don't want this

20:05.380 --> 20:09.127
to sound like we're bashing nursing homes. Definitely not spending my last

20:09.145 --> 20:12.547
few years there commendable. Yeah,

20:12.655 --> 20:16.177
I see. Some nursing homes now are putting up kiosks in

20:16.345 --> 20:19.242
their lobbies for residents, families,

20:19.302 --> 20:22.852
members to rate the facilities as they're walking out of

20:22.870 --> 20:26.497
the facility. So whether it's a five star review or a one star

20:26.530 --> 20:30.367
review, they're putting themselves out there to taken

20:30.415 --> 20:34.475
some criticism if need be. Okay, I'm very glad that you mentioned that.

20:35.062 --> 20:38.312
Actually, my company SNF Marketing,

20:39.712 --> 20:43.017
one of the things that we do is we partnered with a company called Repute,

20:43.152 --> 20:46.812
where we do exactly that, and we do help roll out these kiosks

20:46.962 --> 20:50.272
into nursing homes. And you're right, it can leave

20:50.305 --> 20:53.900
a five star review. But one of the innovative ideas that it has

20:54.262 --> 20:57.712
is that it can also if there's a one star review,

20:57.850 --> 21:01.047
it doesn't just become a one star review, it actually creates a ticket.

21:01.167 --> 21:04.777
It gets emailed to the administrator, and if, let's say they

21:04.795 --> 21:07.792
complain, something wrong with the food. The ticket is opened up with the food service

21:07.840 --> 21:11.577
director, and it stays open until it's resolved. When it's

21:11.607 --> 21:15.502
resolved, then the facility has to decide if it's appropriate to reach back out to

21:15.520 --> 21:19.267
the person who complained and let them know what happened or

21:19.390 --> 21:23.397
just kind of leave things be. But it's not only a way of improving

21:23.592 --> 21:27.022
online reputation, but it's also a way of

21:27.055 --> 21:30.517
actually improving the product, the actual service, which is

21:30.715 --> 21:33.972
something which is very innovative and improving

21:34.017 --> 21:36.950
the patient care. Right? 100%.

21:38.812 --> 21:42.327
Frankly, if you walk into any place and there's a nice shiny

21:42.357 --> 21:46.102
iPad there and it's asking you to interact with it, people love

21:46.195 --> 21:49.372
engaging with an iPad or with any

21:49.405 --> 21:52.927
new technology. It's just fun and exciting. So it kind of gives a

21:52.945 --> 21:57.062
certain give us a certain perception

21:57.412 --> 22:01.412
that the facility is on the cutting edge.

22:01.987 --> 22:05.272
Now, what would you say in

22:05.305 --> 22:09.432
your industry is maybe the biggest myth

22:09.597 --> 22:13.342
that people think about software technologies in general and

22:13.540 --> 22:16.722
software technologies for healthcare more specifically,

22:16.842 --> 22:19.972
that people believe a certain belief about

22:20.155 --> 22:23.482
your product and how it's not true? Well, first of

22:23.485 --> 22:27.292
all, people are scared of change and they feel that they could,

22:27.415 --> 22:30.772
I want to say, do a better job than what

22:30.955 --> 22:33.800
an AI or software could do instead.

22:34.237 --> 22:37.852
But I tend to disagree. There's been cases where this

22:37.870 --> 22:41.287
is actually something that our software does as well, that when we're running,

22:41.425 --> 22:45.502
we run the check of the entire census. And sometimes when we

22:45.520 --> 22:49.482
run it and we do the eligibility for all the residents,

22:49.572 --> 22:52.942
sometimes there will be a spelling of the first name or last name

22:52.990 --> 22:56.902
wrong, the date of birth was entered incorrectly. Whatever the

22:56.920 --> 23:00.127
case may be, when we run the eligibility checks, it will pop up

23:00.145 --> 23:02.422
on our system that it was spelled wrong with the date of birth was wrong,

23:02.455 --> 23:05.752
and then we could send that information back to the facility, letting them know,

23:05.845 --> 23:09.552
listen, that you have in your database

23:09.582 --> 23:13.102
is wrong. You need to change the last name spelling or the

23:13.120 --> 23:15.397
date of birth is off by two years or whatever the case may be.

23:15.430 --> 23:19.272
So we have the ability to fix human error.

23:19.467 --> 23:23.002
Let me tell you what I'm driving with this. There is a general notion out

23:23.020 --> 23:26.697
there that everyone thinks that the other person's,

23:26.817 --> 23:30.697
business or company is where they should be. But I mentioned this

23:30.730 --> 23:33.125
earlier that if you have a software based product,

23:33.562 --> 23:37.107
if you have one home, or if you have 1000 homes,

23:37.272 --> 23:40.927
as long as you have a strong enough processor to

23:40.945 --> 23:44.300
deal with it, it doesn't really cost you any more money.

23:44.812 --> 23:48.247
Is it true that software companies are laughing their

23:48.280 --> 23:50.812
way to the bank? And if they are, it's okay,

23:50.875 --> 23:55.100
because it is okay because

23:55.462 --> 24:00.192
we live in a capital society and capitalism

24:00.252 --> 24:03.267
says that if there's value that you're providing,

24:03.402 --> 24:06.682
it doesn't matter if it costs you more or less money or time.

24:06.835 --> 24:10.432
We're not here to replenish the resources that you

24:10.510 --> 24:14.217
extended to provide that value. But is there a truth

24:14.277 --> 24:17.825
to this myth? Is it completely true? Completely not true.

24:18.637 --> 24:22.552
Well, obviously we're making a profit. Are we rolling in it?

24:22.720 --> 24:26.527
We'll see, but we definitely put more money back into the

24:26.545 --> 24:30.102
software. We don't just build a software and then start bringing

24:30.132 --> 24:34.242
in new clients and then whatever comes in as gravy. We're constantly

24:34.302 --> 24:38.197
growing the software. We always are taking advice from

24:38.230 --> 24:41.667
our clients regarding what they want in the software,

24:41.727 --> 24:44.797
what we're missing, and then we always implement it for them.

24:44.830 --> 24:47.797
So if we get a phone call, I wish you had X, Y and Z,

24:47.830 --> 24:50.842
or I wish yourself, I could do this. Can you do this?

24:50.890 --> 24:54.747
Yes. There's a big development staff behind improved emissions,

24:54.792 --> 24:59.052
and if it's a need of a lot of facilities,

24:59.232 --> 25:03.147
we'll definitely make it one of our goals to implement

25:03.192 --> 25:06.427
that. And obviously that costs money. So, like I said, yes,

25:06.595 --> 25:10.752
we are profitable. It's a good field, but we're also reinvesting

25:10.782 --> 25:14.525
some of that money into the program to make it better. Got it.

25:16.462 --> 25:19.972
That definitely makes sense. Right? So basically, the answer is

25:20.005 --> 25:23.647
yes. It's not necessarily more expensive with more people

25:23.680 --> 25:26.932
on, but it's not a product, it's not a shoe that you make it and

25:26.935 --> 25:30.712
it's done, it's a software. So the upside is that it

25:30.775 --> 25:34.182
might not cost more money as on board more facilities,

25:34.272 --> 25:38.137
but at the same time, it's not a finished product.

25:38.200 --> 25:43.327
It's constantly version, growing 1.1.21 .3,

25:43.495 --> 25:47.487
and all based on the constantly changing and evolving

25:47.637 --> 25:48.950
needs of the customer.

25:50.962 --> 25:54.732
And that doesn't mean we charge a customer for these changes. We don't.

25:54.822 --> 25:58.302
It's the one simple fee. Yeah, because they pay a monthly fee,

25:58.407 --> 26:01.732
the fees got to go for something. But part of what they get is

26:01.810 --> 26:04.842
they get the new. It's a web based software,

26:04.902 --> 26:07.927
right? Yes, it is web based. So then

26:07.945 --> 26:10.475
I'm reading, loading new versions of anything.

26:11.962 --> 26:15.757
Got it. All right, so just we're going to wrap things up here a

26:15.760 --> 26:19.222
little bit. I really appreciate your time, Allan. Is there any one particular part

26:19.330 --> 26:22.177
I really love? This is ties into my other podcast. I love your nine to

26:22.195 --> 26:25.522
five show. Put a link to that in the show notes as well. I still

26:25.555 --> 26:29.422
love that. But is there any one particular part

26:29.455 --> 26:32.602
of what you do every day that really lights you up and

26:32.620 --> 26:36.202
makes you super excited? And if you could push a magic button, you would

26:36.220 --> 26:39.982
do just this part of your job, or yeah,

26:40.060 --> 26:43.722
basically of your job all day without noticing time passing

26:43.767 --> 26:47.547
by. And it's just like this is your most favorite

26:47.592 --> 26:51.097
part of what you do? I would have to say

26:51.130 --> 26:54.592
the interaction with new people. I enjoy having

26:54.640 --> 26:58.182
conversations with people and making new friends, and that's

26:58.197 --> 27:01.552
my goal, not just to get a client, but to build a relationship as

27:01.570 --> 27:05.677
well. A lot of clients that I have, we speak on a

27:05.695 --> 27:09.637
daily basis, but we speak kind of often. And not even about business, just about

27:09.775 --> 27:13.317
family. What you do over the weekend, how does pesach,

27:13.377 --> 27:17.082
whatever the case, may be, but we've

27:17.097 --> 27:20.982
been hanging out outside of work hours. I've done that as well. So it's

27:20.997 --> 27:24.577
just about building the relationships and friendships. So are you

27:24.595 --> 27:26.087
enjoying this conversation?

27:27.412 --> 27:30.982
Very much so. All right,

27:31.060 --> 27:34.387
I just had to throw that in. Well, it's been a pleasure having you

27:34.450 --> 27:35.375
on the show.

27:37.912 --> 27:42.277
It's always good to get, like, an inside scoop of what goes on and

27:42.445 --> 27:47.067
what your perspective is for those who are in the nursing home industry

27:47.127 --> 27:50.407
right now are looking to get into it. Or even your competition is going to

27:50.410 --> 27:53.572
be listening to this because they're going to try to figure out how they could

27:53.680 --> 27:56.812
up their game to be almost as good as you.

27:56.950 --> 28:00.697
If people want to find out more about approved admissions, where's the

28:00.730 --> 28:04.852
best place for them to go to approved admissions.com? Or my number

28:04.870 --> 28:08.467
is 917-525-2716.

28:08.590 --> 28:11.182
All right. Can you give that one more time? Sure.

28:11.260 --> 28:15.952
917-525-2716.

28:16.120 --> 28:19.372
All right. Excellent. So approved@admissions.com or the phone

28:19.405 --> 28:22.657
number that you just heard, I was able to put links to all of this

28:22.735 --> 28:26.547
also in the show notes that will be available when this podcast

28:26.742 --> 28:30.322
does indeed go live. Allen, thank you so much for coming

28:30.355 --> 28:33.927
on the Nursing Home Podcast. You are from the Pioneer

28:34.032 --> 28:37.872
of the Nursing Home Podcast, one of the earlier episodes,

28:37.992 --> 28:41.422
and I really appreciate you coming on the show and sharing your

28:41.455 --> 28:44.900
professional experience with us. All the best. Thank you for having me.

28:53.062 --> 28:57.287
Thank you for listening to this episode of the Nursing Home Podcast.

28:57.637 --> 29:00.907
Be sure to head on over to itunes and check out

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the Nursing Home podcast and subscribe to the show.

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29:11.230 --> 29:14.502
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