Watch the free webinar Shut Out of the Hospital? Strategies for Gaining Access to Social Workers and Discharge Planners with Melanie Stover, OT, MBA, MS/ISM, Partner, Home Care Sales, Inc.


One of the biggest complaints Melanie hears about on a regular basis is how hospital and health systems are making it more and more challenging to gain access to their social workers and discharge planners. She has heard every excuse in the book, from only using preferred providers to having a no-solicitation policy. While it can be difficult, these situations can be turned into opportunities if you have knowledge of their business concerns and proven techniques for getting past difficult gatekeepers.

Join Melanie Stover as she reveals strategies for gaining access to these vital referral sources. Discover how to build and leverage relationships to obtain the “back-office pass” to the decision makers that can drive exponential census growth for your agency.

In this presentation, you will discover:

  • How a mutual patient can change the dynamics of your hospital-to-provider relationship
  • The simple strategies that work to gain access to the discharge decision makers (as well as three common mistakes that you must avoid)
  • How to set the groundwork for a post-acute care collaboration


Melanie Stover, OT, MBA, MS/ISM, Partner, Home Care Sales, Inc.

Melanie Stover brings an extensive clinical sales background and experience as a successful sales leader to her consulting services. She has led numerous workshops and field training programs for clients, focusing on training clinicians to be better salespeople and training professional salespeople to produce more in less time through account management, successful selling skills, sales leadership, personal branding, time management, and improved customer service.

Melanie is the author of numerous articles and manuals including:

  • Dx Sell™ Diagnosis-Based Selling System
  • Care Partners: A Guide to Reducing Readmissions
  • Revving Up Referrals: Target Markets
  • Therapy Departments: A Secret Source of Referrals

She is an Occupational Therapist with an MBA in Marketing and a Master of Science in Information Systems Management. Melanie has been a consistent speaker for the Home Care Industry. Today she currently leads and coaches organizations throughout the country.