Podcasts about hcca

From artificial intelligence in audit workflows to CMS's renewed focus on fraud, waste, and abuse, this episode of Compliance Conversations covers the biggest themes that emerged from HEALTHCON and HCCA's Compliance Institute. Tune in to hear real takeaways from the exhibit hall, speaker sessions, and side conversations—including why quality of care oversight is gaining new attention. CJ Wolf, MD, and Brian Burton, Healthicity Chief Compliance & Privacy Officer, discuss: - Why AI was everywhere—and what it means for your compliance program - The latest OIG and DOJ guidance on effectiveness and enforcement - How CMS is signaling a “war on fraud, waste, and abuse” - What quality of care oversight looks like in the real world

Send us a textWhat keeps you up at night in compliance? That's the question Captain Integrity Bob Wade asks several compliance officers in this episode, recorded from the HCCA's 29th Annual Compliance Institute in Las Vegas. Hear why you should go to conferences, the biggest concerns compliance officers have today, why we should be more open about compliance, the wide variety of compliance professionals & healthcare organizations that attend the Compliance Institute, and the most surprising compliance issues to watch out for. Learn more at CaptainIntegrity.com 

SummaryIn this episode of the Compliance Guy Podcast, the hosts discuss various compliance issues in healthcare, including coding practices, the implications of audits, and the evolving role of artificial intelligence in documentation. They emphasize the importance of proper coding, the risks associated with unauthorized alterations, and the need for a robust compliance culture. Insights from the recent HCCA conference highlight the ongoing scrutiny of telehealth services and the challenges posed by new technologies.TakeawaysUnauthorized coding changes can lead to significant legal risks.Providers must be aware of their coding responsibilities.AI in healthcare should be used as a tool, not a substitute.Telehealth regulations are constantly changing and need close attention.Compliance programs must be regularly updated to reflect current practices.Skin substitutes are under increased scrutiny from auditors.Documentation must be thorough to avoid compliance issues.Providers should engage in discussions about coding decisions.The culture of compliance is essential for healthcare organizations.AI can introduce risks if not properly managed.

Dan Gray from the Longley Bunyips gives Kaz and Tubes a Huon Channel Cricket Association (HCCA) Grand Final recap, hearing from Blackmans Bay Sharks’ legend, Cal Rawson.See omnystudio.com/listener for privacy information.

Dan Gray from the Longley Bunyips talks Kaz and Tubes through this weekend’s huge Huon Channel Cricket Association Grand Final.See omnystudio.com/listener for privacy information.

As the Huon Channel Cricket Association (HCCA) prepares for the women’s Grand Final this weekend, Kaz and Tubes chat to Natalie Schilov, Cricket Tasmania’s Head Coach – Female Pathway Programs, about participation rates increasing across the HCCA and Southern Cricket Association (SCA), and the importance of women playing sport.See omnystudio.com/listener for privacy information.

Dan Gray from the Longley Bunyips provides Kaz and Tubes with what could be the loosest Huon Channel Cricket Association (HCCA) update he’s ever given.See omnystudio.com/listener for privacy information.

Send us a textThe 29th Annual Compliance Institute is not to be missed. In this episode, Captain Integrity Bob Wade gives a preview for the conference - which takes place on April 28-May 1, 2025 at the ARIA Resort & Casino in Las Vegas - with Dan Roach, Interim CEO of HCCA (Health Care Compliance Association). Hear what the HCCA does, why the 29th Annual Compliance Institute is a great opportunity to expand your network, the value of in-person conferences on compliance, why compliance education is so important, and the history of Dan & Captain Integrity at the conference. Learn more at CaptainIntegrity.com

Tassie's own Chris Fagan, Coach of the Brisbane Lions, speaks with Kaz and Tubes about bringing the 2024 AFL Premiership Cup to the gravel in Queenstown, for its only Tasmanian appearance. Point to Pinnacle Organisers, Tim Smith and Kim Gillard, discuss the heartwarming feeling of community that comes with taking part, and the record-breaking number of participants signed up for this year's event. Plus, Salliann Beams, General Manager of High Performance at Cricket Tasmania, provides an update on the Huon Channel Cricket Association (HCCA) and Southern Cricket Association (SCA) women's competitions.See omnystudio.com/listener for privacy information.

By Adam Turteltaub If you're thinking about attending an HCCA Research Compliance Academy, take a few minutes to l to this podcast featuring Kelly Willenberg (LinkedIn), one of the faculty members and founder of Kelly Willenberg & Associates. Listen in as she explains: Who the Academy is for. Basically anyone working in or with oversight of research compliance The teaching structure. All of the faculty members have deep research compliance expertise.  They will teach both compliance infrastructure and many of the complexities of the numerous legal risk areas. The attendee experience. Small class sizes lead to opportunities to learn from your peers and build an extensive and deep network. She also gives an overview of the Certified in Healthcare Research Compliance (CHRC) exam. To read more about the exam and see the detailed content outline click here. So spend ten minutes listening to the podcast, and then plan on attending an HCCA Research Compliance Academy.

Our latest episode of Compliance Conversations features CJ Wolf, MD, and Brian Burton, our Chief Compliance and Privacy Officer, sharing their key takeaways from two of the most prominent industry conferences: HCCA's Compliance Institute and AAPC's HEALTHCON. Find out what they had to say about insights on the OIG's new General Compliance Program Guidance, industry-specific updates, and so much more. From discussions on artificial intelligence in compliance to the latest developments in Medicare Advantage and risk adjustment, this episode offers valuable insights for professionals across the healthcare spectrum. We also wanted to share a few resources CJ and Brian mentioned during their chat: - Our webinar on Leveraging Data Analytics for Proactive Compliance Management (https://www.healthicity.com/resources/leveraging-data-analytics-proactive-compliance-management-webinar) - The section of our Resource Center dedicated to the OIG's General Compliance Program Guidance (https://www.healthicity.com/resources/topic/oig-gcpg)

By Adam Turteltaub Behavioral health shares many of the same compliance challenges as the rest of healthcare, but it also has several of its own. To understand the risks, we sat down with Community Counseling Solutions' Executive Director Kimberly Lindsay and Compliance & Privacy Officer Tim Timmons. They will be leading the session “Developing an Ethics and Compliance Program in Behavioral Health” at the HCCA 28th Annual Compliance Institute, which will be in Nashville, April 14-17 and also offered in a virtual format. In this podcast they identify several typical compliance challenges in the behavioral health setting: Managers and supervisors who are well intentioned but busy, not holding staff accountable and not reporting in a timely manner. Incidents after hours when a patient is in crisis. This is a very difficult situation.  The team is eager to help the patient get better, but with lots of adrenaline flowing in a difficult situation, they may find themselves sharing more information about the patient than they should. Sharing PHI improperly when working with community partners. Mishandling of subpoenas and court ordered requests for records which may not comport with 42 CFR. Coding and dual diagnosis treatment Treatment plans that are not updated before providing services Overly verbose documentation Listen in as they outline these issues and ways to address them. Then, plan on joining us in Nashville for the 28th Annual Compliance Institute.

By Adam Turteltaub Some people have a gift for invisibly attending a conference, and no one knows that they were even there. That's great for a conference of spies, but most people at compliance conferences like to meet at least some of the other attendees. For many, though, connecting with strangers is difficult, whether they know no one or they are shy about going beyond their usual circle of contacts. So what do you do if you are one of them? To find out we spoke with Richard Bistrong (LinkedIn), newsletter author and CEO Of Frontline Antibribery, who will be moderating a general session at the 2024 SCCE European Compliance & Ethics Institute in Amsterdam. If you spot someone standing alone and looking a bit lost, he recommends you think like a host and invite them to join you. Even if you're already talking with friends, he advises being a croissant and not a bagel: be sure there is an opening for others. Make the effort to catch them up with the conversation – “we were just discussing helplines”—and ask them to share their thoughts. If you hesitate to join conversations because you don't feel you are good at small talk, think of a few questions in advance to use as ice breakers. They don't have to be traditional compliance-related questions. You could ask people about what excited them the most in the last year. Richard often uses Vertellis cards to start or help conversations. For those at the conference with a friend or colleague, use the other person as your wingman or wingwoman. Tell them who you are interested in meeting and have them serve as a second set of eyes and ears. Also, don't forget about the SCCE & HCCA staff as a source of connection. See if they know someone it would be good for you to talk with. Listen in to learn more, including how to follow up properly after the conference is over. Then, be sure to say hello to Richard (and offer him a croissant) in Amsterdam at the 2024 SCCE European Compliance & Ethics Institute, March 18-20.

Tune in to this episode of Compliance Conversations interview with Maya Turner, a seasoned expert in the healthcare industry with close to 30 years of experience in auditing, coding, billing, compliance – you name it. Maya shares her perspective on the evolution of telehealth, especially in the context of recent changes and challenges brought by the COVID-19 pandemic. Maya and CJ also discuss: - Significant changes in telehealth regulations from its early days to the present - Telehealth's crucial role in addressing healthcare disparities - The importance of proper documentation in telehealth visits - Compliance issues and risks that auditors and coders should be aware of We welcomed an unexpected guest during the episode – Maya's dog! See if you can hear the friendly canine interruption. Maya is a seasoned certified coder and auditor, boasting nearly 30 years of experience and subject matter expertise to many coding compliance subjects; she especially is sought after for her in-depth knowledge base of pro fee multi-specialty practice, primary care, hospitalists, telehealth, in-patient and SNF billing. She is also a published author, having written articles for AAPC and HCCA, and currently is a part of the ACDIS Leadership Council. She showcases her unmatched three-dimensional thinking in complex subject matters, Mayas' success is marked by her clear and well received presentation style, reflecting her profound understanding and expertise. Maya also has a consulting company, Turner Expert Consulting Services, LLC.

By Adam Turteltaub You're all signed up for the Compliance & Ethics Institute or another SCCE or HCCA conference. Now, how do you make the most out of your time there? Kristy Grant-Hart CEO of Spark Compliance Consulting and a former compliance officer, herself, shares in this podcast several excellent tips for making your conference time truly valuable. Her recommendations: Plan out which sessions you want to attend before you arrive. It makes for a much more strategic and less stressful approach than picking sessions hurriedly at the breaks. Pick the sessions based on both the topic and the speakers you want to listen to and meet. Map out time to do work and answer email. It's a lot easier to sit and listen to a session when you have a defined times to work and a defined time to be fully present at the conference. Start your networking before you go. Announce on LinkedIn that you'll be there and try to connect with others who will be attending. Take advantage of vendor receptions and dinners to meet more people. When you connect onsite, also connect on LinkedIn right then and there. If you promise you'll send someone a follow up email, do it that night before you forget. Don't be afraid to approach people you don't know. They're probably there to meet new people, too. Put your follow-ups for once you're back in the office into a list that you can easily find. Listen in to hear more great ideas for getting the most out of your time at the conference.

By Adam Turteltaub When it comes to networking and sharing ideas with other compliance professionals, people tend to think of attending conferences. That's not the only way to do it. In this podcast Steve Pavlicek, Community Engagement Manager at SCCE & HCCA shares the free resources the association provides and how to take advantage of them. First stop are HCCAnet and SCCEnet. They were created to be a social network just for the compliance community. People post and answer questions, share their opinions and even documents. To see all that's there, first login on the SCCE or HCCA site. Next, click the Login button on HCCAnet or SCCEnet. You'll find approximately 40 different communities discussing issues such as auditing and monitoring, the Foreign Corrupt Practices Act, privacy and more. There are also communities organized by industry. If you're looking for real-time interactions try one of our Meet Ups. You'll find a schedule of them at HCCAnet and SCCEnet. These sessions take place via Teams. The group selects topics to discuss, breaks up into smaller groups for conversation, then returns for further conversation. In addition, there are active LinkedIn groups for SCCE and HCCA. Read the messages there, share insights of your own, or use the group to connect directly with other compliance professionals. In sum, there are a host of vehicles out there for you to connect with and meet the wider compliance community. Be sure to take advantage of all of them.

Assembling the ideal compliance team is no small task – and that's why it can be such a puzzle. We invited Sarah Couture, a former nurse turned compliance executive, to share her insights on structuring effective compliance teams. Tune in to our new episode, “The Art of Building a Successful Compliance People Strategy,” as we discuss: - Important considerations for building a strong compliance team - Why compliance liaisons can boost your program's effectiveness - Real-life examples of compliance staffing done right (and not so right) - Strategies for compliance officers to approach succession planning and mentorship Sarah currently serves as a Senior Managing Director at Ankura, and she is also a faculty member for the Health Care Compliance Association (HCCA). She started her career as a nurse and made the transition to compliance when she saw an opportunity to support and strengthen health care compliance. If you'd like to hear more from Sarah, you can sign up for her upcoming HCCA webinar!

By Adam Turteltaub While many would say that you couldn't pay them enough to take a job in compliance, managers often feel as if compliance officers are being paid too much. So how do you get what you deserve? In this podcast, and at the 2023 SCCE Compliance & Ethics Institute, Amii Barnard-Bahn, Partner, Kaplan & Walker and Melanie Sponholz, Chief Compliance Officer, Waud Capital Partners, take on this touchy subject. Before asking for more money, they advise doing your homework. Take the time to talk to peers and recruiters to see what the market rate is. Also, know your employer's compensation system. Do they tend to pay at the top, bottom or middle of the range. You can also check the SCCE or HCCA compensation survey and sites like Glassdoor and Indeed. When you do meet with your manager or leadership, go in knowing that this is a difficult conversation for them as well as for you. Do your best to keep things professional. Focus on why the increase in compensation is beneficial for them and not just for you. Spell out what contributions you have and will be making. Above all, be realistic and don't go in angry. Want to know more? Listen in to learn how to make the conversation successful, what to do if it isn't, and how to ask for more compensation or a changed title when your role is expanded. And, don't forget to attend their session at the 2023 Compliance & Ethics Institute.

HCCA's 27th Annual Compliance Institute is around the corner – want a sneak peek? Tune in to our latest episode of Compliance Conversations featuring Adam Turteltaub, the Chief Engagement & Strategy Officer for the Society of Corporate Compliance and Ethics and the Health Care Compliance Association!

Understanding Benchmark Reporting - Condos. The host for this show is Raelene Tenno. Ordinance 22-17 was signed by Mayor Blandiardi in 2022. The purpose is to track Utility use data for condo buildings on O'ahu. Start date is June 2023 for buildings larger than 100,000 sq ft. Smaller Condos will follow next year. In June 2023, those Condos will need to report their 2022 calendar year aggregate usage for utilities, Electric, Water and Gas if applicable. All Data is input into a US Dept of Energy Portfolio Manager database. https://www.energystar.gov/buildings/benchmark This discussion recaps HCCA's Feb 16, 2023 Seminar presentation by the Resilient Oahu Team. The ThinkTech YouTube Playlist for this show is https://www.youtube.com/playlist?list=PLQpkwcNJny6ljqy0AFMzlEaxzpk_ydmpe Please visit our ThinkTech website at https://thinktechhawaii.com and see our Think Tech Advisories at https://thinktechadvisories.blogspot.com.

By Adam Turteltaub A compliance budget is a lot more than the numbers in it, explains Betsy Wade (LinkedIn), Chief Compliance & Ethics Officer at Signature Healthcare. It should be a reflection of the organization's priorities and risk profile. The budget is also a point of focus of the US Department of Justice when examining a compliance program during an investigation. Their Evaluation of Corporate Compliance Program guidance for prosecutors asks not only if there are sufficient resources but if they are allocated on a “risk-tailored” basis. So, what is the right budget to have? To determine that answer she recommends compliance teams do a risk assessment and determine what mitigation efforts will be needed. In addition, benchmark against other organizations to learn what they are spending and doing. Just try to make sure that you do so against as similar a business as possible. Look also to publicly available resources such as benchmarking surveys from HCCA and SCCE. Keep your eye out, too, for what regulators and enforcement authorities are saying. US Assistant Attorney General Kenneth A. Polite, Jr., she reports, recently called for compliance FTE for every thousand employees. The compliance budget should include the cost for all that compliance personnel. Also in the budget should be any travel, certification costs of staff members, staff training, services purchased, and more. To win management approval, she recommends continued analysis of the budget and making adjustments. She also advises using the risk assessment as a tool to support the compliance team's budget request. Listen in. Doing so won't add a penny to your budget.

By Adam Turteltaub The recently-released Health Care Fraud and Abuse Control Program FY 2021 report contains a treasure trove of information for healthcare compliance teams. To gain a better understanding of lessons to be learned from this document we sat down with SCCE & HCCA board member Gabe Imperato, Partner at Nelson Mullins. The report makes clear, he explained, how much coordination and review there is now among the Office of Inspector General at HHS, the US Department of Justice and also CMS. As a result, a subpoena, or even an inquiry needs to be taken very seriously. Compliance teams need to treat these external actions as if they are a report of non-compliant activity. The report also reveals that there has been an increase in cases based on failures of organizations to appropriately collect copays. Some organizations have taken egregious activity that could be characterized as ignoring the obligation. In other cases the provider has made what it considers to be a reasonable effort to collect the payment – asking at time of service, sending follow up letters – others think that more could be done such as calling patients and setting up a payment plan. With no clear definition of what's reasonable, the potential for a whistleblower case is high. The report also illuminates the challenges of Stark and Antikickback cases. In his opinion these cases makes it clear that if you are looking at a circumstances where on the one hand there is a potential source of business and on the other hand a potential source of revenue, and there is a financial relations between the two, it is best to bring in competent outside counsel to determine if there may be a violation of these highly complex laws. Kickback cases are very popular with qui tam attorneys, he notes, because of the difficulty in defending them completely. Looking to the future, Gabe sees a large number of Covid-related fraud cases that will likely take years to play out. Listen in to learn more, and be sure to read the report.

Posted by Adam Turteltaub If you have ever considered joining the Health Care Compliance Association (HCCA) but haven't, this podcast will give you cause to reconsider. Julie Sheppard, Founder and President of First Healthcare Compliance joined the association a decade ago when she was looking for a reliable source of information on healthcare compliance issues.  She wanted an unbiased, trusted source of information that would keep her updated on the challenges of managing compliance. Through the years she has taken advantage of a wide range of HCCA programs, from an Academy to web conferences to reading the magazine Compliance Today. She also obtained her Certified in Healthcare Compliance (CHC) designation, which she sees as a means to differentiate herself and demonstrate her expertise. Listen in to learn more about her journey with HCCA and how she sees healthcare compliance evolving over the next few years.

HRS514B Education, Hawaii Condo Boards. The host for this show is Raelene Tenno. The guest is Mike Golojuch. Our discussion today is on HCCA's upcoming Board of Director Training on Saturday, April 30, 2022 via the GoTo Webinar platform. This all day training and includes a lunch delivered via Bite Squad to most locations on Oahu. The registration cost is $189.00 and if you are a condo board member is payable from your condo association. The speakers are 4 of the most highly regarded condo industry professionals, attorneys; Jane Sugimura, Christopher Shea Goodwin, R. Laree McGuire and Sue Savio of Insurance Associates. Registration Deadline is April 15, 2022. The training workbook is mailed to each person with a paid registration. Registration can be done online at HawaiiCouncil.org or with your Property Manager/Managing Agent. You can email any questions to HCCA>HCAAO@gmail.com The ThinkTech YouTube Playlist for this show is https://www.youtube.com/playlist?list=PLQpkwcNJny6ljqy0AFMzlEaxzpk_ydmpe Please visit our ThinkTech website at https://thinktechhawaii.com and see our Think Tech Advisories at https://thinktechadvisories.blogspot.com.

Post By: Adam Turteltaub False Claims Act cases often begin with a whistleblower, and worse, one who had reported the issue to management and nothing was done about it, at least not that the whistleblower knew. David Schumacher (LinkedIn), a partner at the law firm Hooper, Lundy & Bookman and author of the Chapter “Government Investigations” in the new HCCA book False Claims in Healthcare is not surprised. As he explains in this podcast, compliance teams are often completely overwhelmed, making it difficult to determine what call is routine and what possibly raises a real and substantial issue. Another complicating factor:  many calls get triaged and sent to teams outside of compliance. These teams may not follow up adequately, or at all. To reduce these risks he recommends remembering that whistleblowers very much want to be heard. As a result, it's important to respond, document responses to them and ensure that the issues that they raised are followed up on. Once the investigation begins it's important, he points out, that compliance stay deeply involved, even if legal is running point. The compliance team can assist the investigation, likely has a strong grip on the facts and will play a driving role in any subsequent remedial actions. Once the government gets involved it's important to realize the potential for disruption, and even paralysis, within then organization. As a result, an aura of calm needs to be projected. Also essential: gathering the documentation and data to demonstrate to the government the effectiveness of the compliance program. That includes information such as the size of the compliance program, its scope of responsibilities, how many audits have been completed, what is on the workplan for next year, how many complaints have been fielded in the last several months (or years), and the number of educational events conducts, just to name a few. And don't wait to pull these documents together only once an investigation starts.  Documenting as you go is much more advisable. Listen in to learn more about how to manage False Claims Act investigations, including what the current focus of the government is.

Post By: Adam Turteltaub False Claims Act cases often begin with a whistleblower, and worse, one who had reported the issue to management and nothing was done about it, at least not that the whistleblower knew. David Schumacher (LinkedIn), a partner at the law firm Hooper, Lundy & Bookman and author of the Chapter “Government Investigations” in the new HCCA book False Claims in Healthcare is not surprised. As he explains in this podcast, compliance teams are often completely overwhelmed, making it difficult to determine what call is routine and what possibly raises a real and substantial issue. Another complicating factor:  many calls get triaged and sent to teams outside of compliance. These teams may not follow up adequately, or at all. To reduce these risks he recommends remembering that whistleblowers very much want to be heard. As a result, it's important to respond, document responses to them and ensure that the issues that they raised are followed up on. Once the investigation begins it's important, he points out, that compliance stay deeply involved, even if legal is running point. The compliance team can assist the investigation, likely has a strong grip on the facts and will play a driving role in any subsequent remedial actions. Once the government gets involved it's important to realize the potential for disruption, and even paralysis, within then organization. As a result, an aura of calm needs to be projected. Also essential: gathering the documentation and data to demonstrate to the government the effectiveness of the compliance program. That includes information such as the size of the compliance program, its scope of responsibilities, how many audits have been completed, what is on the workplan for next year, how many complaints have been fielded in the last several months (or years), and the number of educational events conducts, just to name a few. And don't wait to pull these documents together only once an investigation starts.  Documenting as you go is much more advisable. Listen in to learn more about how to manage False Claims Act investigations, including what the current focus of the government is.

Post By: Adam Turteltaub As if Stark Law and the Anti-Kickback Statute aren't complicated enough, they can also lead to False Claims Act issues, explains Charles Oppenheim, Partner at the law firm of Hopper, Lundy & Bookman and author of the chapter “The Stark Law and Anti-Kickback Statute as FCA Risks” in the new HCCA book False Claims in Healthcare. In the case of Stark Law, where there is strict liability, something as simple as faulty paperwork can be highly problematic. If the documents don't match up, no matter how innocent the mistake, an entity is prohibited from billing for services. And, when it comes to the Anti-Kickback Statute, the law is intent-based. So even if the remuneration is fair market value, corrupt intent can have drastic consequences. To prevent issues from occurring, and effectively remediate them should they occur, he offers several recommendations in this podcast. First, have well-designed policies and procedures when it comes to entering into new relationships, including policies for when not to enter into a relationship. Second, document how fair market value is determined, how you entered into the relationship and alternatives considered. Should a potential violation be identified, bring in experts who understand the subtleties of these very complex laws. And, he notes, don't despair. It is quite possible that the relationship falls into an exception. For example, CMS has proven more flexible of late in its documentation requirements. Should you need to make a disclosure, consider the Self-Referral Disclosure Protocol (SRDP). It can take some time, but the outcomes can be more positive than many think. Finally, he advises healthcare entities to remember that we will one day come to the end of this pandemic emergency. During this crisis CMS issued a narrow waiver on Stark Law that many took advantage of while medical practices were in deep financial troubles. It's important to document what you did and be prepared for the end of the emergency and, quite possibly, the end of the waivers. To learn more, listen in to this podcast, and check out our new publication False Claims in Healthcare.

Post By: Adam Turteltaub As if Stark Law and the Anti-Kickback Statute aren't complicated enough, they can also lead to False Claims Act issues, explains Charles Oppenheim, Partner at the law firm of Hopper, Lundy & Bookman and author of the chapter “The Stark Law and Anti-Kickback Statute as FCA Risks” in the new HCCA book False Claims in Healthcare. In the case of Stark Law, where there is strict liability, something as simple as faulty paperwork can be highly problematic. If the documents don't match up, no matter how innocent the mistake, an entity is prohibited from billing for services. And, when it comes to the Anti-Kickback Statute, the law is intent-based. So even if the remuneration is fair market value, corrupt intent can have drastic consequences. To prevent issues from occurring, and effectively remediate them should they occur, he offers several recommendations in this podcast. First, have well-designed policies and procedures when it comes to entering into new relationships, including policies for when not to enter into a relationship. Second, document how fair market value is determined, how you entered into the relationship and alternatives considered. Should a potential violation be identified, bring in experts who understand the subtleties of these very complex laws. And, he notes, don't despair. It is quite possible that the relationship falls into an exception. For example, CMS has proven more flexible of late in its documentation requirements. Should you need to make a disclosure, consider the Self-Referral Disclosure Protocol (SRDP). It can take some time, but the outcomes can be more positive than many think. Finally, he advises healthcare entities to remember that we will one day come to the end of this pandemic emergency. During this crisis CMS issued a narrow waiver on Stark Law that many took advantage of while medical practices were in deep financial troubles. It's important to document what you did and be prepared for the end of the emergency and, quite possibly, the end of the waivers. To learn more, listen in to this podcast, and check out our new publication False Claims in Healthcare.

Post By: Adam Turteltaub While the pandemic put many things on hold, it did not do the same for the False Claims Act (FCA). To find out what is happening in FCA activity we spoke with Patrick Hooper, Jordan Kearney and Alicia Macklin, partners at the law firm Hooper, Lundy & Bookman, PC and authors of the chapter Cutting Edge Topics in the FCA for the new HCCA book False Claims In Healthcare. In this podcast they share that the opioid pandemic will still receive enforcement focus, particularly in areas such as treatment fraud. That's likely to happen because of the increased number of people receiving medical coverage and the resurgence of the opioid epidemic during the pandemic. They point to recent press releases and public comments by the FDA. The government also signaled it is looking at fraud related to electronic health records, which oven overlaps with opioid-related fraud. We also discuss the now confusing area of subregulatory guidance. With the US Supreme Court decision in Azar v. Allina Health Services requiring more formal processes, and with a subsequent decision regarding local coverage decisions, many are wondering what to do. Listen in to learn what to consider as you navigate these thorny, cutting edge FCA issues. And be sure to check out False Claims in Healthcare.

Post By: Adam Turteltaub While the pandemic put many things on hold, it did not do the same for the False Claims Act (FCA). To find out what is happening in FCA activity we spoke with Patrick Hooper, Jordan Kearney and Alicia Macklin, partners at the law firm Hooper, Lundy & Bookman, PC and authors of the chapter Cutting Edge Topics in the FCA for the new HCCA book False Claims In Healthcare. In this podcast they share that the opioid pandemic will still receive enforcement focus, particularly in areas such as treatment fraud. That's likely to happen because of the increased number of people receiving medical coverage and the resurgence of the opioid epidemic during the pandemic. They point to recent press releases and public comments by the FDA. The government also signaled it is looking at fraud related to electronic health records, which oven overlaps with opioid-related fraud. We also discuss the now confusing area of subregulatory guidance. With the US Supreme Court decision in Azar v. Allina Health Services requiring more formal processes, and with a subsequent decision regarding local coverage decisions, many are wondering what to do. Listen in to learn what to consider as you navigate these thorny, cutting edge FCA issues. And be sure to check out False Claims in Healthcare.

Post By: Adam Turteltaub Jim Passey, Vice President, Chief Audit & Compliance Officer at Honor Health sat down with us to record three podcasts focused on compliance career development: Setting Career Goals Moving Your Career Forward Making it to the Top You've set your career goals. You've mapped out the interim steps. Now, how do you keep moving along the path you have made for yourself? The first step that Jim Passey outlines in this podcast is to do your homework. Compliance, he explains, is about giving good advice. As a result, nothing can destroy your credibility (and prospects) faster than giving bad advice. To avoid that trap he advises investing the time to understand the government's expectations. That begins, of course, with the Federal Sentencing Guidelines, but it doesn't stop there. Stay on top of what is going on in enforcement. Focus on what the enforcement community is focusing on. Also, have a strong grasp of your organization's business so you know to implement your program effectively within its culture. That includes understanding the structure and political flow of decision making, including who has formal and informal authority. That's only the beginning. As we all know, compliance isn't just about knowing what the law and regulations requires. In many ways that is the easy part. The more difficult challenge is getting people to comply. Success is guiding behavior comes from persuasion, collaboration, motivation and inspiration. So, to ensure success for your compliance program and your career, it is essential to develop strong communication skills, and even know a bit about salesmanship. Negotiation skills are also a necessity. There are lots of grey areas in compliance where the laws and regulations aren't perfectly clear, or a new business idea doesn't fall neatly within existing frameworks. Having the ability to navigate the grey and find a potential solution is an invaluable skill. What else does he recommend? Be dependable. Take initiative. Be the voice of solutions not problems. Work well with others. Build your network. Get involved in the compliance community, and take advantage of what SCCE and HCCA have to offer. You can even start with this podcast.  Listen in.

Post By: Adam Turteltaub Jim Passey, Vice President, Chief Audit & Compliance Officer at Honor Health sat down with us to record three podcasts focused on compliance career development: Setting Career Goals Moving Your Career Forward Making it to the Top You've set your career goals. You've mapped out the interim steps. Now, how do you keep moving along the path you have made for yourself? The first step that Jim Passey outlines in this podcast is to do your homework. Compliance, he explains, is about giving good advice. As a result, nothing can destroy your credibility (and prospects) faster than giving bad advice. To avoid that trap he advises investing the time to understand the government's expectations. That begins, of course, with the Federal Sentencing Guidelines, but it doesn't stop there. Stay on top of what is going on in enforcement. Focus on what the enforcement community is focusing on. Also, have a strong grasp of your organization's business so you know to implement your program effectively within its culture. That includes understanding the structure and political flow of decision making, including who has formal and informal authority. That's only the beginning. As we all know, compliance isn't just about knowing what the law and regulations requires. In many ways that is the easy part. The more difficult challenge is getting people to comply. Success is guiding behavior comes from persuasion, collaboration, motivation and inspiration. So, to ensure success for your compliance program and your career, it is essential to develop strong communication skills, and even know a bit about salesmanship. Negotiation skills are also a necessity. There are lots of grey areas in compliance where the laws and regulations aren't perfectly clear, or a new business idea doesn't fall neatly within existing frameworks. Having the ability to navigate the grey and find a potential solution is an invaluable skill. What else does he recommend? Be dependable. Take initiative. Be the voice of solutions not problems. Work well with others. Build your network. Get involved in the compliance community, and take advantage of what SCCE and HCCA have to offer. You can even start with this podcast.  Listen in.

What to Expect: HCCA’s 25th Annual Compliance Institute   Welcome to another episode of Think Compliance. In this episode, we are talking about the upcoming HCCA’s 25th Annual Compliance Institute. The event is virtual this year from April 19th-22, 2021.   Join in our discussion with Ahmed Salim, a Compliance Professional and Guest Speaker, as he will be sharing tips on how to fully take advantage of this virtual event.   In this episode, we will discuss: • What to expect at this year's HCCA • How to prepare for new attendees • Pre-registering  • Taking advantage of Networking breaks  • Ahmed’s Speaker Session   For our new listeners, Compliatric created this podcast series to assist healthcare and compliance professionals in building their programs. In each Podcast, we discuss a new compliance topic and provide insight on how to ensure your organization is following best practices.   For questions or information- hit us up on Twitter: @ThinkComply. For questions or information about Compliatric please contact info@compliatric.com  

Post By: Adam Turteltaub With the 25th annual HCCA Compliance Institute about to take place we have been collecting some rememberances of the last 25 years from various members of the compliance community. In this podcast, SCCE & HCCA board member, and the association’s next president Robert Bond shares his history in compliance. Robert, who is Senior Counsel and Notary Public at the London firm of Bristows actually has roots that dig even. About 35 years ago he was living in the Midlands of the UK and had a neighbor who was developing (loudly) a video game, often at all hours of the night. As Robert and the neighbor talked, it became clear that the programmer needed some legal help, which led Robert eventually to move fully into the then emerging field of video game law. Even at that time, he reports, gaming firms were collecting vast troves of data with often insufficient understanding  of both the opportunities and risks it posed. By the time of the first Compliance Institute he had moved to London and was leading a small firm’s multimedia practice. Notably by the 1990s privacy, which Robert specializes in, was already becoming a concern. As he shares in the podcast, with the birth of the web, more data was collected and increased focus was being paid to the ethical side and the need to be careful with what was fast becoming the new oil. His advice when it comes to data; don’t think about a privacy compliance program. Think about a compliance program and how data protection and privacy fit in. Listen in to learn more about his fascinating career, the evolution of compliance, and what he sees as a C-suite future for privacy officers. And plan on joining us for the 2021 Compliance Institute.

Post By: Adam Turteltaub Privacy continues to be a challenging issue for healthcare providers. Chrissy Kyak, Compliance & Privacy Officer for Medstar Georgetown University Hospital, MedStar Montgomery Medical Center and MedStar Health Research Institute reports that problems remain with people viewing family member data, and COVID diagnoses. Staying on top of the issue requires ongoing vigilance, and the use of software that can potentially flag improper data access, she reports in this podcast. She will also be addressing the topic at the 2021 HCCA 25th Annual Compliance Institute, taking place April 19-22. When it comes to conducting an investigation, she reports that interviewing may have gotten easier.  Subjects are more relaxed, she finds, in the virtual setting. In terms of interviewing strategy, she typically shares that she saw something in the audit, asks their perspective and what the access was for. In those cases where the investigation begins with a report from the hotline, she will ask the subject if he/she is aware of the policy and why do they think there is a meeting. Most report a lack of awareness of the policy. Often she has discovered a lack of training is the culprit. That’s a problem that can, of course, be remedied. When doing so she finds it best to focus on giving people the information they need to get through the day right now. They don’t need a lot of legalese, especially with staff stretched so thin by the pandemic. Listen in to gain more of her expertise, and be sure to join us for the 25th Annual Compliance Institute.

Post By: Adam Turteltaub On Tuesday, April 20th at the 2021 Compliance Institute the HCCA will be offering the session  Work Smarter Not Harder:  Effective Annual Work & Audit Plan Development Strategies.  Joining us for this podcast are two of the speakers from that session: Kristin L. Meador (LinkedIn), Director Compliance Audit & Operations Organization Integrity & Compliance, and Brenda Manning (LinkedIn), Privacy Director and Privacy Officer, both at the Carilion Clinic. When designing a workplan, they recommend taking a fluid approach that recognizes that risks change and plans must as well.  Start by gathering information from internal and external sources, look at what’s on the radar of CMS and OCR and where your organization is having a pattern of incidents.  Internal Audit can be a particularly valuable ally, especially if they have surveyed leadership and have identified the risks on management’s mind. In planning, one thing to avoid is setting goals too high and putting too much on the team’s plate.  It’s important to ensure that there are sufficient manhours available when things come up, as they inevitably do.  Also, leave time for new and emerging risks.  We have all seen how those can and have arisen over the last year. The key, they have found, is to have a SMART plan:  Specific Measurable Achievable, Relevant and Time-based. When it comes to auditing, they remind us that you can’t audit everything.  Instead, turn to the risk assessment and focus on the key areas.  Also be prepared to adjust your thinking.  Some areas may prove to have less risk than initially anticipated, others to have more. When it’s time to remediate, they make an interesting suggestion on training:  Instead of testing right away, give time for the education to sink it, and then audit once again. Listen in to learn more, and then plan on attending their session at the 2021 Compliance Institute.

Post By: Adam Turteltaub Back in 2019 Samantha Kelen, Chief Ethics and Compliance Officer at Cardinal innovations Healthcare and Lisa Beth Lentini Walker, CEO and Founder of Lumen Worldwide Endeavors, proposed a session for the 2020 SCCE Compliance & Ethics Institute on recession-proofing your career.  By the time they conducted it in September a theoretical exercise had become an all-too-practical one.  These days, like most everyone else in business, compliance professionals have experienced serious erosion in job security. In this career-essential podcast they explain both how to prepare for and find a new opportunity while also ensuring your current employer understands the value you and the compliance team provides.  That includes keeping a business mindset and knowing the right language to use based on your audience. They also provide some unexpected advice, including checking employment ads on the SCCE (and HCCA) job boards and elsewhere, too, even if you aren’t on the market.  The job listings can tell you what employers are looking for these days and the skills you need both for finding new work and strengthening the program where you are now. Also included in this podcast are tips for improving your resume and advice on how to improve your networking. Listen in for valuable advice on improving your current compliance program and your chances of finding a new position, even in tough times like these.

Post By: Adam Turteltaub Like organizations everywhere the SCCE and HCCA have been affected by the global COVID-19 pandemic. In this podcast, the organization’s CEO Gerry Zack explains how the association has been handling the crisis and what the future holds. Fortunately, there is much good news. The vast majority of the staff is working remotely, while a small crew at the office ensures that the mail gets answered and orders get shipped. On the meetings front, the association has transitioned to virtual meetings very successfully and actually expanded the educational opportunities. One example of that is our regional meetings. In the past a compliance professional in City A would be unlikely to travel to City B for a one-day regional conference. Now that the meetings are virtual that’s not an issue. As a result, there are dozens more meetings to choose from. The association will continue to move meetings to virtual formats where possible. For the Compliance & Ethics Institute it’s still too early to make the call, as Gerry explains, but we’ll be watching how things develop closely. And, for the Academies we hope to be able to resume live meetings in the fall. Listen in as he shares more details about our meetings, the new, free web conferences for SCCE and HCCA members, and how COSMOS is helping our members access their magazines electronically. Plus, there’s even more available now on COSMOS with new content to come.

The FINAL episode - since we're over in the clinical side of the house, we wanted to reach out to a NEW TO THE SHOW guest, Edye Edens, to find out how clinical research has been rolling during #COVID19. Bio: Joining First Class Solutions, Inc. in 2017, Edye T. Edens serves as Senior Research Compliance Consultant focusing on research compliance and life sciences. Edye is a licensed attorney with an international human rights, ethics, and health law background. Her legal consulting services include, but are not limited to, research administration, healthcare compliance, grants/contracts to IRB, COI, education, privacy, HIPAA, FDA, AAHRPP, misconduct and site-level compliance work as it relates to QA, monitoring, and auditing (particularly oncology). Services provided include education and training, program creation and management, organizational change management, or even as a complete outsourcing solution. Additionally, Ms. Edens regularly publishes articles and speaks at regional and national professional research and compliance association meetings, including HCCA, SCCE, PRIM&R, MAGI, AAHRPP, SPARC, RAPS, and AHLA. Previously, while in-house for a decade at Indiana University, she focused on the role of human rights in health and worked at the Human Subject Offices on both the Bloomington and Indianapolis campuses, the Indianapolis Grant Services office, Clinical Research Compliance Office and the Research Integrity Office aiding in quality assurance and compliance matters including managing accreditations, internal auditing, education and managing consultation projects involving outside entities. In 2016, she became the first Quality and Compliance Manager for the IU Simon Cancer Center over all aspects of compliance related to all clinical trials performed at IUSCC, before departing for the consulting world. Educationally, she completed her MA in International Research Ethics in 2012, and was the program manager for a NIH grant to aid in creating a joint international institutional review board (IRB) in conjunction with IU’s existing Moi University medical school partnership in Kenya and the IU Center for Bioethics, which expanded her ability to consult in compliance matters globally. She is also a Certified IRB Professional (CIP), Certified Clinical Research Professional (CCRP), and holds a green belt certification in Lean Six Sigma. Additionally, she teaches at IU’s McKinney School of Law and Fairbanks School of Public Health in Indianapolis, and oversees the Hall Center for Law and Health’s Externship Program. BTW - here's my interview with Edye on The Point Podcast at Apex Benefits - about COVID-19 Vaccine development: https://www.youtube.com/watch?v=gaVPi9DQwrA Thanks to ALL #TheNewNormal guests for the month of April!

Post By: Adam Turteltaub Group think, confirmation bias and a lack of critical thinking can all cause lapses in integrity. Seeing high levels of all three led Roy Snell, the former CEO of the Society of Corporate Compliance and Ethics & Health Care Compliance Association, to write IntegrityWorks: Tools and Skills to Build Integrity. The book was just published and is now available for sale on the sites of the HCCA and SCCE. In this podcast, Roy and his editor Karen Latchana Kenney discuss the risks to integrity and what can be done about them. They also discuss the four chapters of the book, which address bias, being genuine, truth and civil debate, and critical thinking. Designed to be a useful tool, rather than a philosophical discussion, IntegrityWorks provides workshop ideas for putting integrity into practice. It also includes interviews with ethical leaders, and presents integrity in a number of different and compelling ways. Listen in to learn more, and then order your copy of IntegrityWorks from the HCCA or SCCE websites.

The CyberPHIx Roundup is your quick source for keeping up with the latest cybersecurity news, trends and industry leading practices, specifically for the healthcare industry. In this special edition episode, our host Brian Selfridge discusses updates and recommendations for healthcare security and IT teams to manage the COVID-19 / Coronavirus pandemic response. Content covered includes: News updates for cancelled conferences including HIMSS and HCCA and changes to security assessment models from HITRUST and other firms Trends in cyber attacks leveraging the COVID-19 notoriety Recommendations for healthcare security teams for remote work security and rollout models, awareness training, telehealth models, BC/DR plans, and more

Post By: Adam Turteltaub Lake Buena Vista, FL was home to the 2020 Managed Care Compliance Conference, which saw an enormous increase in attendance. Before the meeting took place Jenny O’Brien, Chief Compliance Officer for UnitedHealthcare provided a preview of what was to come. As the conference wound down we discussed some of the critical insights that conference attendees were able to take home with them: Audits are taking up more and more of the time of both providers as well as the government. Both sides saw a need to work together to promote more efficiency. Program integrity; fraud, waste and abuse; and strong partnerships between industry and government were all central themes. Network adequacy was a very hot topic, with concerns expressed about access to care for rural populations as well as for Medicare and Medicaid members Hiring and developing compliance talent Listen in to learn more. It’s not the same as attending the Managed Care Compliance Conference, but it’s a start.

By Adam Turteltaub Judy Spain is a professor of business law at Eastern Kentucky University, Compliance Collaborative Program Consultant with the Georgia Independent College Association, and, most importantly for this conversation, the author of the book Compliance Risk Assessments: An Introduction, which was just published by SCCE and available for sale on both the SCCE and HCCA websites. In this podcast we review the changing importance of the concept of risk and risk management, which Judy argues, has moved from an insurance-based approach for mitigating damage after an event to a more proactive one designed to prevent the problem in the first place. She also discusses: The need to stop and think, rather than to react The importance of making ethics a part of the compliance risk assessment The value of including multiple voices in the risk assessment process Knowing your goal before starting The steps involved in getting the assessment done right (which are outlined in great detail in the book) Understanding that not every risk has the same impact The central role of prioritization And much, much more To learn more, listen in on the podcast and then enjoy a preview of Understanding Compliance Risks Assessments on Cosmos, our digital publishing platform.

By Adam Turteltaub adam.turteltaub@corporatecompliance.org For too many people LinkedIn is just a tool when looking for a new job.  That’s a huge waste.  The ability to connect with your peers even when you’re happy in your job and not looking elsewhere is enormous.  Both SCCE and HCCA maintain a substantial presence on the site just for this purpose. LinkedIn’s Matt Ross sat down for this podcast at the 2019 SCCE Compliance & Ethics Institute (apologies for the echo in the room) to share insights into how to gain the most out of this invaluable site.  Listen in to hear his recommendations including: Have a photo and headline The photo should show you dressed as you would be at work Check out strangers before connecting with them Take advantage of the content feed to both learn and make yourself known It’s a valuable conversation, even for those who think they already have LinkedIn down pat.

By Adam Turteltaub adam.turteltaub@corporatecompliance.org Most every SCCE or HCCA conference has panel discussions led by a moderator.  Done well, they can bring tremendous insights.  Done poorly, and the audience may walk out or, even worse, doze off. Richard Bistrong is a veteran speaker and moderator.  He advises that it’s important for moderators to think of themselves as supporting actors and not stars.  They are there to stimulate engagement with the audience and bring out the best in the presenters.  That means making sure that the conversation covers the key points, moves along deliberately and that there is ample time for questions at the end. In this podcast he also shares his advice for selecting panelists, scripting out questions, building rapport among panel members, and the role of slides:  use them to support the conversation not serve as a script.  Finally, he discusses the importance of the final question for every panel discussion. Listen in to benefit from his expertise.  And, if you want to learn more, he recommends a recent article in The Atlantic.  You can also find additional advice at the bottom of the Call for Speakers page on the SCCE and HCCA websites.

Whether it’s an EMR or a compliance software solution, you want technology to do the work for you, not make you do extra work. Knowing where tech disappoints has helped Healthicity’s president, and my guest on my most recent episode of Compliance Conversations, Barry Johnson, D.D.S., to create software solutions that healthcare organizations really want. And, according to the US Government, solutions that healthcare organizations really need. “Recently at HCCA, we heard government officials telling the people that were at the meeting that compliance has got to move into the digital age and start doing things with software rather than spreadsheets.” It doesn’t matter if you’re an early adopter or tech-adverse, this informative and fun episode will bring you up to speed on all things healthcare technology from the largest challenges to the newest tools and gadgets that save lives or make your workday a whole lot easier. If tech has got you down: Johnson just might have a solution for you. Tune into this episode of Compliance Conversations, Taking the Trauma out of Technology with Barry Johnson, D.D.S., to learn: * Tech Trends (and Failures) in Healthcare * Upcoming Advances in Healthcare to Watch For * How to Make Tech Work For You * What the US Government Has to Say About Technology in Compliance

Thursday 5/9/19 Welcome to Episode 89! This week's cast members: Greg, Alejandro, Chris, & Alex Check out the topics for this week: -Alex moved -MJ's Legacy -Cardi B -People in the spotlight -HCCA lunches -Private school stereotypes -Volunteering and working at HCCA -Health -Playing through and dealing with injuries -NBA talk -Avengers: Endgame -Marvel Don't forget to give us a follow, like, comment, review, and share!

Shout out to Humberto with @AmericanProfitConsulting again for a great interview in the last episode. Also shout out to Jose with @VisionaryMediaCorp who is your social media guy. We look forward to working with you both! In this episode we discuss Tim and Julie Harris's Daily Minimum Standards for Real Estate Agents and give it our take for Insurance Agents too. These are the things every sales person needs to do in order to have success and to create a successful, scale-able business. We want you to have the tools necessary to succeed and these minimum standards are exactly what you need. Join the conversation on Facebook, Twitter and Instagram @BusinessBrosPod and be sure to checkout previous episodes on our website www.SiasFirst.com. FREE COACHING CALL REAL ESTATE AGENTS https://siasfirst.com/coaching/real-estate-agents/ FREE COACHING CALL BUSINESS OWNERS https://siasfirst.com/coaching/business-owners/ Music by www.bensound.com

Shout out on this episode to @Poshnotions. Thank you for allowing us to discuss your coaching call on the show. Very much appreciate the opportunity to work with you. In this episode we discuss Tim and Julie Harris's Daily Minimum Standards for Real Estate Agents and give it our take for Insurance Agents too. These are the things every sales person needs to do in order to have success and to create a successful, scale-able business. We want you to have the tools necessary to succeed and these minimum standards are exactly what you need. Join the conversation on Facebook, Twitter and Instagram @BusinessBrosPod and be sure to checkout previous episodes on our website www.SiasFirst.com. FREE COACHING CALL REAL ESTATE AGENTS https://siasfirst.com/coaching/real-estate-agents/ FREE COACHING CALL BUSINESS OWNERS https://siasfirst.com/coaching/business-owners/ Music by www.bensound.com

In this episode we discuss Tim and Julie Harris's Daily Minimum Standards for Real Estate Agents and give it our take for Insurance Agents too. These are the things every sales person needs to do in order to have success and to create a successful, scale-able business. We want you to have the tools necesary to succeed and these minimum standards are exactly what you need. Join the conversation on Facebook, Twitter and Instagram @BusinessBrosPod and be sure to checkout previous episodes on our website www.SiasFirst.com. FREE COACHING CALL REAL ESTATE AGENTS https://siasfirst.com/coaching/real-estate-agents/ FREE COACHING CALL BUSINESS OWNERS https://siasfirst.com/coaching/business-owners/ Music by www.bensound.com

The title says it all. No one wants to do it but if we want to be successful in business we have to get it done, daily. Shout out to Tim & Julie Harris and their Real Estate Coaching organization who Hernan is very proud to be associated with. This show was brought to you by their show notes we hope it brings you value! Follow us on Facebook, Twitter and Instagram @BusinessBrosPod or listen to past episode on our website www.SiasFirst.com. Want to be on the show? Send us an email BusinessBros@SiasFirst.com FREE COACHING REAL ESTATE AGENTS https://siasfirst.com/coaching/real-estate-agents/ FREE COACHING BUSINESS OWNERS https://siasfirst.com/coaching/business-owners/ Prospecting Sucks, Do It Anyway - Tim & Julie Harris Real Estate Coaching What is the quintessential top producer challenge? Keeping the pipeline full. Harris Rule: Use your mornings to generate new business and your afternoons to handle what you’ve created. It’s your JOB to make the prospect remember you. Prospect even when you’re busy and especially when you’re busy! Secret agents have skinny kids. Pursue people you know and people you don’t know. Are you chasing suspects or prospects? Answer the phone. Mindset and expectations are 90% of the prospecting battle. Prospecting requires courage. Don’t be a wimp. Be more fascinated by your prospect or client than you are with yourself. Create Raving Fans! Book Referrals Fanatical Prospecting - Jeb Blount Harris Rules - Tim & Julie Harris Music by www.bensound.com

The title says it all. No one wants to do it but if we want to be successful in business we have to get it done, daily. Shout out to Tim & Julie Harris and their Real Estate Coaching organization who Hernan is very proud to be associated with. This show was brought to you by their show notes we hope it brings you value! Follow us on Facebook, Twitter and Instagram @BusinessBrosPod or listen to past episode on our website www.SiasFirst.com. Want to be on the show? Send us an email BusinessBros@SiasFirst.com FREE COACHING REAL ESTATE AGENTS https://siasfirst.com/coaching/real-estate-agents/ FREE COACHING BUSINESS OWNERS https://siasfirst.com/coaching/business-owners/ Prospecting Sucks, Do It Anyway - Tim & Julie Harris Real Estate Coaching What is the quintessential top producer challenge? Keeping the pipeline full. Harris Rule: Use your mornings to generate new business and your afternoons to handle what you’ve created. It’s your JOB to make the prospect remember you. Prospect even when you’re busy and especially when you’re busy! Secret agents have skinny kids. Pursue people you know and people you don’t know. Are you chasing suspects or prospects? Answer the phone. Mindset and expectations are 90% of the prospecting battle. Prospecting requires courage. Don’t be a wimp. Be more fascinated by your prospect or client than you are with yourself. Create Raving Fans! Book Referrals Fanatical Prospecting - Jeb Blount Harris Rules - Tim & Julie Harris Music by www.bensound.com

The 4th quarter is right around the corner. Don't fall prey to the laziness that often clouds the holiday season. If you do, you will pay for it in the 1st quarter. If you are not working today, there is no immediate real effect in your cash. 90 day later however, the lead you should have generated will never have been followed up on, never got into contract, never had the chance to close and as such you will not be paid. These 15 Truths you need to focus on because they will help keep you on track so that you don't have to worry about your cash falling short 90 days down the line. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod or register to get your free coaching call on our website www.SiasFirst.com and get your 6 free books including the Real Estate Treasure Map. Music by www.bensound.com Courtesy of Tim and Julie Harris Real Estate Coaching It’s naturally a little slower during the holiday time of year, and it’s also pretty natural for the short, dark days & cold weather to take a toll on your positive, optimistic mindset. While this slowing down is natural, it’s not a good way to keep your business on-track for those big end of year goals, is it? Maybe you feel a little trapped between fewer easy opportunities this time of year, difficulties in the weather, and even distracted from work by the holiday spirit. So for all those tired, cold agents thinking of holiday cheer during office hours, here are 15 key reminders of crazy-obvious truths that it’s easy to forget in the holiday rush: You have the power to control your own destiny. Your choices are a reflection of your character. Choose who you want to be and live your daily life according to that choice. You only have so long to live the life of your dreams. We all have an expiration date. What if you knew what your date actually IS? How would you live your life differently today? What would you be taking action on if you knew that waiting wasn’t an option anymore? Being busy is not the same as being productive. In real estate, productivity comes from generating leads, following up, prequalifying, presenting, negotiating, and closing. If it’s not on that list, you shouldn’t be doing it. Being purposeful is more powerful than being busy. What was the worst “NO” that you got this week? Success is unlikely without failure. It’s okay to make mistakes. It’s not okay to not learn from them. Learn the lesson from the mistake the first time, integrate that lesson into your upgraded self and move forward. The difference between a master and a beginner is that the master has simply failed more times. The master only achieves higher levels of success because he or she hasn’t given up. Avoiding failure keeps you stagnant. Embracing it allows you to move forward mentally, emotionally, spiritually, and financially. Ignorance = Fear; Knowledge = Confidence. Acquire the knowledge you need to live the life you desire. Delaying your education is the same as putting off making your best life possible. “Uncertainty and fear are relieved by authority. Training is authority.” ~ Ryan Holiday (Author of Ego is the Enemy) Get away from judgment and criticism and into curiosity. Open your mind to new thoughts and integrate those thoughts into inspired action. “We should hunt out the helpful pieces of teaching and the spirited and noble- minded sayings which are capable of immediate practical application – not far far- fetched or archaic expressions or extravagant metaphors and figures of speech – and learn them so well that words become works.” ~ Lucius Annaeus Seneca (Roman Stoic philosopher and later advisor to the emperor Nero) Versatility is the key to emotional, mental, and financial success. The ability to effectively communicate, be of service to, and associate with a variety of different types of people in a range of situations will serve you well throughout your career as well as life. The Easy Button, shortcuts, and workarounds are NOT the solution. Anything worth doing, seeing, having, or being is going to require sacrifice. Achieving your ambitions requires the concentration of inspired effort. Stop trying to skip steps. “Do not wish it were easier…wish you were better!” ~ Jim Rohn It’s too soon to tell. Instead of judging everything as it happens as, “good” or “bad,” replace those thoughts with, “It’s too soon to tell.” Why did this or that happen to you? It’s too soon to tell. Think of all of the examples from your life that prove this, and adopt it into your psyche. “Don’t judge each day by the harvest you reap but by the seeds that you plant.” ~ Robert Louis Stevenson Narcissistic Injury (perceived threat to your esteem or self-worth) should not be your theme song, your story or “your thing.” Stop taking everything so personally. It’s not all about you all the time. Have an attitude of gratitude, even on the worst of days. Purpose is better than passion. It’s okay not to love your work. Love what the results of your work provide for you and your family. Talking about work is not the same as work. Getting ready to get started to maybe take action when you finally feel inspired, after posting your thoughts on your blog, Facebook and Pinterest does not count as being purposeful. It’s called work because it requires effort. Know the difference between thinking and doing, then DO something about it! Apologize even if you don’t think you’re wrong. A proper apology consists of admitting what went wrong, apologizing for stress or hurt feelings caused, and promising not to inflict the same pain in the future. Forgive even if no one has apologized. Holding grudges expends energy that is better spent producing the results you want instead of the feelings you don’t. Don’t become an eternal victim.

Thank you to Tim & Julie Harris for the great content. Real Estate Coaching is a huge game changer for agents who are looking to take their business to the next level and you can schedule your free coaching call on our website www.SiasFirst.com. In this episode we discuss the 15 crazy obvious truths that we forget and relate them to both Real Estate and Insurance. Hope you get more value from the podcast than you give up on time. Join the conversation on Twitter @BusinessBrosPod or Facebook @SiasFirst. Music by www.bensound.com It’s naturally a little slower during the holiday time of year, and it’s also pretty natural for the short, dark days & cold weather to take a toll on your positive, optimistic mindset. While this slowing down is natural, it’s not a good way to keep your business on-track for those big end of year goals, is it? Maybe you feel a little trapped between fewer easy opportunities this time of year, difficulties in the weather, and even distracted from work by the holiday spirit. So for all those tired, cold agents thinking of holiday cheer during office hours, here are 15 key reminders of crazy-obvious truths that it’s easy to forget in the holiday rush: You have the power to control your own destiny. Your choices are a reflection of your character. Choose who you want to be and live your daily life according to that choice. You only have so long to live the life of your dreams. We all have an expiration date. What if you knew what your date actually IS? How would you live your life differently today? What would you be taking action on if you knew that waiting wasn’t an option anymore? Being busy is not the same as being productive. In real estate, productivity comes from generating leads, following up, prequalifying, presenting, negotiating, and closing. If it’s not on that list, you shouldn’t be doing it. Being purposeful is more powerful than being busy. What was the worst “NO” that you got this week? Success is unlikely without failure. It’s okay to make mistakes. It’s not okay to not learn from them. Learn the lesson from the mistake the first time, integrate that lesson into your upgraded self and move forward. The difference between a master and a beginner is that the master has simply failed more times. The master only achieves higher levels of success because he or she hasn’t given up. Avoiding failure keeps you stagnant. Embracing it allows you to move forward mentally, emotionally, spiritually, and financially. Ignorance = Fear; Knowledge = Confidence. Acquire the knowledge you need to live the life you desire. Delaying your education is the same as putting off making your best life possible. “Uncertainty and fear are relieved by authority. Training is authority.” ~ Ryan Holiday (Author of Ego is the Enemy) Get away from judgment and criticism and into curiosity. Open your mind to new thoughts and integrate those thoughts into inspired action. “We should hunt out the helpful pieces of teaching and the spirited and noble- minded sayings which are capable of immediate practical application – not far far- fetched or archaic expressions or extravagant metaphors and figures of speech – and learn them so well that words become works.” ~ Lucius Annaeus Seneca (Roman Stoic philosopher and later advisor to the emperor Nero) Versatility is the key to emotional, mental, and financial success. The ability to effectively communicate, be of service to, and associate with a variety of different types of people in a range of situations will serve you well throughout your career as well as life. The Easy Button, shortcuts, and workarounds are NOT the solution. Anything worth doing, seeing, having, or being is going to require sacrifice. Achieving your ambitions requires the concentration of inspired effort. Stop trying to skip steps. “Do not wish it were easier…wish you were better!” ~ Jim Rohn It’s too soon to tell. Instead of judging everything as it happens as, “good” or “bad,” replace those thoughts with, “It’s too soon to tell.” Why did this or that happen to you? It’s too soon to tell. Think of all of the examples from your life that prove this, and adopt it into your psyche. “Don’t judge each day by the harvest you reap but by the seeds that you plant.” ~ Robert Louis Stevenson Narcissistic Injury (perceived threat to your esteem or self-worth) should not be your theme song, your story or “your thing.” Stop taking everything so personally. It’s not all about you all the time. Have an attitude of gratitude, even on the worst of days. Purpose is better than passion. It’s okay not to love your work. Love what the results of your work provide for you and your family. Talking about work is not the same as work. Getting ready to get started to maybe take action when you finally feel inspired, after posting your thoughts on your blog, Facebook and Pinterest does not count as being purposeful. It’s called work because it requires effort. Know the difference between thinking and doing, then DO something about it! Apologize even if you don’t think you’re wrong. A proper apology consists of admitting what went wrong, apologizing for stress or hurt feelings caused, and promising not to inflict the same pain in the future. Forgive even if no one has apologized. Holding grudges expends energy that is better spent producing the results you want instead of the feelings you don’t. Don’t become an eternal victim.

The 4th quarter is right around the corner. Don't fall prey to the laziness that often clouds the holiday season. If you do, you will pay for it in the 1st quarter. If you are not working today, there is no immediate real effect in your cash. 90 day later however, the lead you should have generated will never have been followed up on, never got into contract, never had the chance to close and as such you will not be paid. These 15 Truths you need to focus on because they will help keep you on track so that you don't have to worry about your cash falling short 90 days down the line. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod or register to get your free coaching call on our website www.SiasFirst.com and get your 6 free books including the Real Estate Treasure Map. Music by www.bensound.com Courtesy of Tim and Julie Harris Real Estate Coaching It’s naturally a little slower during the holiday time of year, and it’s also pretty natural for the short, dark days & cold weather to take a toll on your positive, optimistic mindset. While this slowing down is natural, it’s not a good way to keep your business on-track for those big end of year goals, is it? Maybe you feel a little trapped between fewer easy opportunities this time of year, difficulties in the weather, and even distracted from work by the holiday spirit. So for all those tired, cold agents thinking of holiday cheer during office hours, here are 15 key reminders of crazy-obvious truths that it’s easy to forget in the holiday rush: You have the power to control your own destiny. Your choices are a reflection of your character. Choose who you want to be and live your daily life according to that choice. You only have so long to live the life of your dreams. We all have an expiration date. What if you knew what your date actually IS? How would you live your life differently today? What would you be taking action on if you knew that waiting wasn’t an option anymore? Being busy is not the same as being productive. In real estate, productivity comes from generating leads, following up, prequalifying, presenting, negotiating, and closing. If it’s not on that list, you shouldn’t be doing it. Being purposeful is more powerful than being busy. What was the worst “NO” that you got this week? Success is unlikely without failure. It’s okay to make mistakes. It’s not okay to not learn from them. Learn the lesson from the mistake the first time, integrate that lesson into your upgraded self and move forward. The difference between a master and a beginner is that the master has simply failed more times. The master only achieves higher levels of success because he or she hasn’t given up. Avoiding failure keeps you stagnant. Embracing it allows you to move forward mentally, emotionally, spiritually, and financially. Ignorance = Fear; Knowledge = Confidence. Acquire the knowledge you need to live the life you desire. Delaying your education is the same as putting off making your best life possible. “Uncertainty and fear are relieved by authority. Training is authority.” ~ Ryan Holiday (Author of Ego is the Enemy) Get away from judgment and criticism and into curiosity. Open your mind to new thoughts and integrate those thoughts into inspired action. “We should hunt out the helpful pieces of teaching and the spirited and noble- minded sayings which are capable of immediate practical application – not far far- fetched or archaic expressions or extravagant metaphors and figures of speech – and learn them so well that words become works.” ~ Lucius Annaeus Seneca (Roman Stoic philosopher and later advisor to the emperor Nero) Versatility is the key to emotional, mental, and financial success. The ability to effectively communicate, be of service to, and associate with a variety of different types of people in a range of situations will serve you well throughout your career as well as life. The Easy Button, shortcuts, and workarounds are NOT the solution. Anything worth doing, seeing, having, or being is going to require sacrifice. Achieving your ambitions requires the concentration of inspired effort. Stop trying to skip steps. “Do not wish it were easier…wish you were better!” ~ Jim Rohn It’s too soon to tell. Instead of judging everything as it happens as, “good” or “bad,” replace those thoughts with, “It’s too soon to tell.” Why did this or that happen to you? It’s too soon to tell. Think of all of the examples from your life that prove this, and adopt it into your psyche. “Don’t judge each day by the harvest you reap but by the seeds that you plant.” ~ Robert Louis Stevenson Narcissistic Injury (perceived threat to your esteem or self-worth) should not be your theme song, your story or “your thing.” Stop taking everything so personally. It’s not all about you all the time. Have an attitude of gratitude, even on the worst of days. Purpose is better than passion. It’s okay not to love your work. Love what the results of your work provide for you and your family. Talking about work is not the same as work. Getting ready to get started to maybe take action when you finally feel inspired, after posting your thoughts on your blog, Facebook and Pinterest does not count as being purposeful. It’s called work because it requires effort. Know the difference between thinking and doing, then DO something about it! Apologize even if you don’t think you’re wrong. A proper apology consists of admitting what went wrong, apologizing for stress or hurt feelings caused, and promising not to inflict the same pain in the future. Forgive even if no one has apologized. Holding grudges expends energy that is better spent producing the results you want instead of the feelings you don’t. Don’t become an eternal victim.

One of the main reasons why you do not pay your self first, reach your financial goals or ever put money away for a rainy day is because you have no external accountability. Being held accountable is why you pay any of your bills at all. There is a negative result if you fail to pay your bills and avoiding that pain is why you make is happen month in and month out. In today's podcast we go over an example of the 5 white boards that all Top Producing Real Estate agents use to hold themselves accountable to the dollar productive activities on a daily basis. To get more info and you free coaching call go to our website www.SiasFirst.com and click on the Free Coaching Call tab. You will get your 6 free books and be well on your way to improving your Real Estate business and becoming a Top Producer yourself. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim & Julie Harris Real Estate Coaching We have never met, interviewed or coached a single top producing agent that does not use some sort of visual accountability system. What you will need, 5 individual white boards 18x24 or 1 dedicated whiteboard wall, Not too thick whiteboard markers (colorful), Whiteboard cleaner. Why it works: External Accountability. Have you ever noticed, virtually every month you are able to cover your monthly basic overhead one way or another? Sure sometimes your late on a bill or two but by and large you figure out how to make enough money in Real Estate to cover your bases. You receive an email alert, paper bill in the mail, you are reminded that you are accountable for these items. Rent or mortgage payment, car, credit card, cell phone… If you don’t pay these obligations in time there is an immediate negative effect. Don’t pay your cell phone, no service. Don’t pay credit card, no credit. Don’t pay your car payment, repossession. SECRET: Most agents know exactly how much they need to “get by” and strangely, that’s almost EXACTLY how much they are earning. Exercise:  Figure out your required overhead. How much do you have to make to avoid some sort of pain? What is that dollar amount? In California on average its about $6500 per month Average home in CA sells for around $500,000 at 3% with a 65% agent split that is about $9,750 per closing That means in CA you need 8 closings per year to pay the bills and surprise surprise, according to the National Association of Realtors, most agents sell less than 12 properties per year. So why is it then, that it’s so hard to accomplish the financial goals that you set each and every year? Pay off consumer debt like credit cards or high interest loans. Save money on reserves. Pay cash for things like cars and clothes. Take the vacation you plan but never take because you don’t want to charge it on a credit card. Put the kids in private school after taking them out during the last recession. Be able to afford the luxuries you deserve as a result of your hard work.  SECRET: It’s hard because no one is BILLING YOU FOR THESE THINGS! What would you do if you have a bill that came in every month for $1000 that was called “Mandatory Savings, please remit immediately”. Chances are you would take it more seriously and figure out a way to pay that bill too just like you pay all the other bills that have accountability attached. What does this have to do with whiteboards. SECRET: Your financial goals in life are related directly to the consistent flow of leads, listings and closings you can create on almost a DAILY basis. Lack of external accountability works against you. What if you don’t take a new listing this week? Nothing happens immediately but 60 days from now, when you don’t have a closing, you’re feeling it and wondering what happen. What if you don’t reduce that overpriced listing of yours? Ah, it’ll sell eventually. Unless it doesn’t, because you weren’t focused on getting it sold with urgency. What if you don’t call back that lead in your voicemail? Eh, they’ll call you back if they’re serious. All of those though patterns create CASH SPURTS. Spurts in motivation and spurts of occasional action results in spurts of income. SECRET: VISUAL ACCOUNTABILITY, surrounding your everyday, makes you take action faster and more consistently and eliminates this thought: “I’m getting ready to someday feel like possibly taking action if the sun is out and I’m broke enough to feel pressured to get to work”. (How profitable is THAT?!) SECRET: All top producers utilize the magic of Visual Accountability. Now that you’re convinced you have to do this, How do you set them up? 5 White boards or 5 sections on your wall. Each board gets the following: LEADS, ACTIVE LISTINGS, ACTIVE BUYERS, PENDINGS, CLOSED TRANSACTIONS. Use one color for buyers and one color for sellers and if you are doing both sides of the deal you can write them up twice. Once for buyer and once for seller. Keep boards up to date DAILY. LEADS: Write 1-15 on the left hand side of the Leads board. You’ll need at least 15 active leads at all times (some mixtures of buyers and sellers). Across the top of the LEADS board write the following: NAME / SOURCE / MOTIVATION / TIME FRAME / PRICE RANGE / NEXT ACTION. Example: Bob Smith / sign call / 1st time buyer / buy before holidays / up to $280k / call on friday to check financing ACTIVE LISTINGS: Write on the left hand side the number of active listings you must have at all times according to the Real Estate Treasure Map, which is found on the website as part of the Premier Coaching Program. Let’s say you have to have 10 listings at all times. Write 1-10 on the left hand side of the listing board. NOTE: Only Active, non-pending listings go here. If they are in contract in any way, they go on your pending board instead! ADDRESS / SELLER / SOURCE / CURRENT PRICE / SELL-ME-NOW PRICE / EXPIRATION DATE Example: 123 Hot Listing St / Smiths / referral / $350k / $325k / Dec 31 This holds you accountable to getting it sold on time and reminds you that 10 showings or 2 weeks (NAR rule), then you need to take a look at the price. ACTIVE BUYERS: Write a minimum of 3 active buyers at all times (Harris Real Estate Coaching Rule). Every agent, no matter how experienced or inexperienced must be working with 3 active buyers at all times. Some of you may be buyer heavy and can work with 5-8 buyers who are pre-approved, motivated buyers at all times. Write your number on the left side. Across the top: NAME / SOURCE / MOTIVATION / TIME FRAME / PREAPPROVED / NEXT ACTION Example: Greg Thomas / Open House / Move-Up / Before Easter / BofA Pre-Approved PENDING BOARD: Write across the top NAME / SOURCE / ADDRESS / CLOSING DATE / PRICE Example: Jones / 1800HH / 123 Sold It / March 31 / $515K CLOSED DEAL BOARD: This is the most important board of all. This is where the truth comes out. Based on your Treasure Map, write down the number of closings that you need to meet or exceed all of your goals. 1-32 will work for most of you.  Across the top: ADDRESS / SOURCE / CLOSED DATE / DAYS ON MARKET / COMMISSION Example: 456 Awesome Client / USAA Relo / July 31 / $4750 Secrets to making sure this works Trust the system. Don’t re-invent the wheel. All you need to know is that every top producer before you has used whiteboards and they work like magic. Keep them updated. They are the VITAL STATISTICS of your real estate business. Take them seriously Use one color for buyers and one color for sellers. At the end of the year your whole real estate practice will be reflected on the CLOSED board. At a glance you will see number of buyers, sellers, average days on the market, average net commission, average sales price and the source of your deals. Forget about your spreadsheets. They are out of sight, out of mind. White boards work… did we mention they are magic? Set this up TODAY. Maintain it every day.

One of the main reasons why you do not pay your self first, reach your financial goals or ever put money away for a rainy day is because you have no external accountability. Being held accountable is why you pay any of your bills at all. There is a negative result if you fail to pay your bills and avoiding that pain is why you make is happen month in and month out. In today's podcast we go over an example of the 5 white boards that all Top Producing Real Estate agents use to hold themselves accountable to the dollar productive activities on a daily basis. To get more info and you free coaching call go to our website www.SiasFirst.com and click on the Free Coaching Call tab. You will get your 6 free books and be well on your way to improving your Real Estate business and becoming a Top Producer yourself. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim & Julie Harris Real Estate Coaching We have never met, interviewed or coached a single top producing agent that does not use some sort of visual accountability system. What you will need, 5 individual white boards 18x24 or 1 dedicated whiteboard wall, Not too thick whiteboard markers (colorful), Whiteboard cleaner. Why it works: External Accountability. Have you ever noticed, virtually every month you are able to cover your monthly basic overhead one way or another? Sure sometimes your late on a bill or two but by and large you figure out how to make enough money in Real Estate to cover your bases. You receive an email alert, paper bill in the mail, you are reminded that you are accountable for these items. Rent or mortgage payment, car, credit card, cell phone… If you don’t pay these obligations in time there is an immediate negative effect. Don’t pay your cell phone, no service. Don’t pay credit card, no credit. Don’t pay your car payment, repossession. SECRET: Most agents know exactly how much they need to “get by” and strangely, that’s almost EXACTLY how much they are earning. Exercise:  Figure out your required overhead. How much do you have to make to avoid some sort of pain? What is that dollar amount? In California on average its about $6500 per month Average home in CA sells for around $500,000 at 3% with a 65% agent split that is about $9,750 per closing That means in CA you need 8 closings per year to pay the bills and surprise surprise, according to the National Association of Realtors, most agents sell less than 12 properties per year. So why is it then, that it’s so hard to accomplish the financial goals that you set each and every year? Pay off consumer debt like credit cards or high interest loans. Save money on reserves. Pay cash for things like cars and clothes. Take the vacation you plan but never take because you don’t want to charge it on a credit card. Put the kids in private school after taking them out during the last recession. Be able to afford the luxuries you deserve as a result of your hard work.  SECRET: It’s hard because no one is BILLING YOU FOR THESE THINGS! What would you do if you have a bill that came in every month for $1000 that was called “Mandatory Savings, please remit immediately”. Chances are you would take it more seriously and figure out a way to pay that bill too just like you pay all the other bills that have accountability attached. What does this have to do with whiteboards. SECRET: Your financial goals in life are related directly to the consistent flow of leads, listings and closings you can create on almost a DAILY basis. Lack of external accountability works against you. What if you don’t take a new listing this week? Nothing happens immediately but 60 days from now, when you don’t have a closing, you’re feeling it and wondering what happen. What if you don’t reduce that overpriced listing of yours? Ah, it’ll sell eventually. Unless it doesn’t, because you weren’t focused on getting it sold with urgency. What if you don’t call back that lead in your voicemail? Eh, they’ll call you back if they’re serious. All of those though patterns create CASH SPURTS. Spurts in motivation and spurts of occasional action results in spurts of income. SECRET: VISUAL ACCOUNTABILITY, surrounding your everyday, makes you take action faster and more consistently and eliminates this thought: “I’m getting ready to someday feel like possibly taking action if the sun is out and I’m broke enough to feel pressured to get to work”. (How profitable is THAT?!) SECRET: All top producers utilize the magic of Visual Accountability. Now that you’re convinced you have to do this, How do you set them up? 5 White boards or 5 sections on your wall. Each board gets the following: LEADS, ACTIVE LISTINGS, ACTIVE BUYERS, PENDINGS, CLOSED TRANSACTIONS. Use one color for buyers and one color for sellers and if you are doing both sides of the deal you can write them up twice. Once for buyer and once for seller. Keep boards up to date DAILY. LEADS: Write 1-15 on the left hand side of the Leads board. You’ll need at least 15 active leads at all times (some mixtures of buyers and sellers). Across the top of the LEADS board write the following: NAME / SOURCE / MOTIVATION / TIME FRAME / PRICE RANGE / NEXT ACTION. Example: Bob Smith / sign call / 1st time buyer / buy before holidays / up to $280k / call on friday to check financing ACTIVE LISTINGS: Write on the left hand side the number of active listings you must have at all times according to the Real Estate Treasure Map, which is found on the website as part of the Premier Coaching Program. Let’s say you have to have 10 listings at all times. Write 1-10 on the left hand side of the listing board. NOTE: Only Active, non-pending listings go here. If they are in contract in any way, they go on your pending board instead! ADDRESS / SELLER / SOURCE / CURRENT PRICE / SELL-ME-NOW PRICE / EXPIRATION DATE Example: 123 Hot Listing St / Smiths / referral / $350k / $325k / Dec 31 This holds you accountable to getting it sold on time and reminds you that 10 showings or 2 weeks (NAR rule), then you need to take a look at the price. ACTIVE BUYERS: Write a minimum of 3 active buyers at all times (Harris Real Estate Coaching Rule). Every agent, no matter how experienced or inexperienced must be working with 3 active buyers at all times. Some of you may be buyer heavy and can work with 5-8 buyers who are pre-approved, motivated buyers at all times. Write your number on the left side. Across the top: NAME / SOURCE / MOTIVATION / TIME FRAME / PREAPPROVED / NEXT ACTION Example: Greg Thomas / Open House / Move-Up / Before Easter / BofA Pre-Approved PENDING BOARD: Write across the top NAME / SOURCE / ADDRESS / CLOSING DATE / PRICE Example: Jones / 1800HH / 123 Sold It / March 31 / $515K CLOSED DEAL BOARD: This is the most important board of all. This is where the truth comes out. Based on your Treasure Map, write down the number of closings that you need to meet or exceed all of your goals. 1-32 will work for most of you.  Across the top: ADDRESS / SOURCE / CLOSED DATE / DAYS ON MARKET / COMMISSION Example: 456 Awesome Client / USAA Relo / July 31 / $4750 Secrets to making sure this works Trust the system. Don’t re-invent the wheel. All you need to know is that every top producer before you has used whiteboards and they work like magic. Keep them updated. They are the VITAL STATISTICS of your real estate business. Take them seriously Use one color for buyers and one color for sellers. At the end of the year your whole real estate practice will be reflected on the CLOSED board. At a glance you will see number of buyers, sellers, average days on the market, average net commission, average sales price and the source of your deals. Forget about your spreadsheets. They are out of sight, out of mind. White boards work… did we mention they are magic? Set this up TODAY. Maintain it every day.

In this episode we discuss the habits, mindsets and of course the mental tricks that "Rich People" use to get rich and stay rich. What the rich do is no secret. Most of what they do is very well documented across history. The mental habits that they possess tends to be elusive for most people and that is why becoming rich has become a difficult task for many individuals. Even great athletes have coaches to help them become better masters of their trades and we welcome you to fine tune your skills through our coaching program. Go to our website www.SiasFirst.com and click on the Free Coaching call tab to get your free coaching call and the promised 6 free books. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim & Julie Harris Real Estate Coaching When we think about being rich, it’s often only about the material opportunities that being rich provides.  But what about the mental traits and habits that help rich people attain and keep that wealth? You’ll be surprised how many of these mental habits are critical to being wealthy in real estate. They set their expectations and goals higher than ‘normal’ people do. They set what most would consider to be ‘unreasonably high’ goals!  When you’re aiming at the target, down field, as an archer, do you aim at, below or above your target if you wish to hit it?  RULE: It’s ok to fall a little short of a big goal…it’s not ok to not have the goal at all! They are comfortable being uncomfortable. They don’t wait to perfect their skills. They understand earning while they learn… Make the commitment today to stop “getting ready to get started, to someday feel like implementing, if the mood strikes and it’s not raining” Use the affirmation; “I’m a do-er, I get things done, I do things now!” They have a mindset of abundance not of fear and scarcity. Because of this, they are ‘ok with making, having and creating wealth’.   They’re not ‘weird’ about making money!  They understand that money is the result of being of service to others, and don’t apologize for their success. They remain in curiosity and out of ego.  They never say things like, “yea, I already know that… “  Warren Buffet is a great example of someone always actively learning, actively assimilating new studies into his outlook, his speeches, his expertise.  Napoleon Hill said, “The way of success is the way of continuous pursuit of knowledge.” They are consciously seeking new and improved exposure to success.  Art auctions, museum events, charity functions, things they’re curious about.  Don’t just focus on people successful in real estate. Think more like Napoleon Hill did Study’ success.  Get out of your natural comfort zone.  Preview homes that are 2 or 3 times your average sale price! They don’t give up or give in easily.  They don’t stop at the first ‘no’, they don’t call it quits when they don’t get immediate gratification.  ‘Success consists of going from failure to failure without loss of enthusiasm.’ Winston Churchill.   The ‘close’ of a sales transaction typically happens after asking 5 to 8 times!! How fast do YOU give up? They don’t measure their success by others, instead they measure it based on their individual yardstick are they meeting or exceeding THEIR OWN goals . They’re not in the ego-hamster-wheel of always having to best their competition. Refer to your Real Estate Treasure Map! How many listings do you need at all times to meet or exceed your goals. They concentrate more on their own news than on what’s on the news.  They are media-free. They are not dependent on market conditions, someone or something else determining their trajectory.  “If it’s meant to be, it’s up to me!”  Absolutely zero tolerance for the victim mentality! They show their intentions through actions more than through words and wishes. “Suck it up, buttercup.”or as Colin Powell said, “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.”  They simply do the work. They are not screwed up about who they are or what they stand for. The foundation stones for a balanced success are honesty, character, integrity, faith, love and loyalty. Zig Ziglar. They know that doing what’s right for their client will always be the right thing and that their income is the result of that hard work.

In this episode we discuss the habits, mindsets and of course the mental tricks that "Rich People" use to get rich and stay rich. What the rich do is no secret. Most of what they do is very well documented across history. The mental habits that they possess tends to be elusive for most people and that is why becoming rich has become a difficult task for many individuals. Even great athletes have coaches to help them become better masters of their trades and we welcome you to fine tune your skills through our coaching program. Go to our website www.SiasFirst.com and click on the Free Coaching call tab to get your free coaching call and the promised 6 free books. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim & Julie Harris Real Estate Coaching When we think about being rich, it’s often only about the material opportunities that being rich provides.  But what about the mental traits and habits that help rich people attain and keep that wealth? You’ll be surprised how many of these mental habits are critical to being wealthy in real estate. They set their expectations and goals higher than ‘normal’ people do. They set what most would consider to be ‘unreasonably high’ goals!  When you’re aiming at the target, down field, as an archer, do you aim at, below or above your target if you wish to hit it?  RULE: It’s ok to fall a little short of a big goal…it’s not ok to not have the goal at all! They are comfortable being uncomfortable. They don’t wait to perfect their skills. They understand earning while they learn… Make the commitment today to stop “getting ready to get started, to someday feel like implementing, if the mood strikes and it’s not raining” Use the affirmation; “I’m a do-er, I get things done, I do things now!” They have a mindset of abundance not of fear and scarcity. Because of this, they are ‘ok with making, having and creating wealth’.   They’re not ‘weird’ about making money!  They understand that money is the result of being of service to others, and don’t apologize for their success. They remain in curiosity and out of ego.  They never say things like, “yea, I already know that… “  Warren Buffet is a great example of someone always actively learning, actively assimilating new studies into his outlook, his speeches, his expertise.  Napoleon Hill said, “The way of success is the way of continuous pursuit of knowledge.” They are consciously seeking new and improved exposure to success.  Art auctions, museum events, charity functions, things they’re curious about.  Don’t just focus on people successful in real estate. Think more like Napoleon Hill did Study’ success.  Get out of your natural comfort zone.  Preview homes that are 2 or 3 times your average sale price! They don’t give up or give in easily.  They don’t stop at the first ‘no’, they don’t call it quits when they don’t get immediate gratification.  ‘Success consists of going from failure to failure without loss of enthusiasm.’ Winston Churchill.   The ‘close’ of a sales transaction typically happens after asking 5 to 8 times!! How fast do YOU give up? They don’t measure their success by others, instead they measure it based on their individual yardstick are they meeting or exceeding THEIR OWN goals . They’re not in the ego-hamster-wheel of always having to best their competition. Refer to your Real Estate Treasure Map! How many listings do you need at all times to meet or exceed your goals. They concentrate more on their own news than on what’s on the news.  They are media-free. They are not dependent on market conditions, someone or something else determining their trajectory.  “If it’s meant to be, it’s up to me!”  Absolutely zero tolerance for the victim mentality! They show their intentions through actions more than through words and wishes. “Suck it up, buttercup.”or as Colin Powell said, “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.”  They simply do the work. They are not screwed up about who they are or what they stand for. The foundation stones for a balanced success are honesty, character, integrity, faith, love and loyalty. Zig Ziglar. They know that doing what’s right for their client will always be the right thing and that their income is the result of that hard work.

Saturday 4/14/18 Join us in the second part of Episode 41 as we discuss: -ALL the pranks -PE stories -Matt fights -HCCA pranks/stories -Gaming -Partying Make sure to follow, like, comment, and review our podcasts!

What to Expect: HCCA’s 22nd Annual Compliance Institute   Welcome to another Episode of Think Compliance. In this episode, we are talking about the upcoming the HCCA’s 22nd Annual Compliance Institute. The event is in Las Vegas from the 15th of April to the 18th of April.   Join in our discussion with Ahmed Salim, a Compliance Professional, and Dagmar Austin of Compliatric.   For our new listeners, ComplyGuys & Compliatric created this podcast series to assist healthcare and compliance professionals in building their programs. In each Podcast, we discuss a new compliance topic and provide insight on how to ensure your organization is following best practices.   In this episode, we will discuss: • What to expect at this year's HCCA • How to prepare for new attendees • Pre-registering for the speed mentoring and speed mentoring • Taking advantage of Networking breaks  • Local Las Vegas tips on where to eat and what shows to attend!   For questions or information- hit us up on Twitter: @ThinkComply. For Information about ComplyGuys, please contact ahmed.salim@complyguys.com. For questions or information about Compliatric please contact info@compliatric.com    

We were in the studio today with Guy Curtis from Lord Fairfax Community College's Office of Workforce Solutions along with his guest, Ken Garrison, Executive Director of the Heavy Construction Contractors Association to talk about the college's Heavy Equipment Operators Fast Track Career Program. We discussed how the program came to fruition, it's benefits and the availability of grants for financial assistance. You can get more information here: https://lfccworkforce.com/heavy-equipment-operator-fast-track-career-training-program/

Today is the second half of my conversation with Roy Snell, CEO of the Healthcare Compliance Association (HCCA) and the Society of Corporate Compliance and Ethics (SCCE). In this episode we talk about communicating with the Board and leadership, operational integration, the future of the compliance profession and the future of the HCCA/SCCE. Remember to subscribe to the show!  Disclaimer: On this podcast I speak only for myself and what I share are simply my opinions. My guests also speak only for themselves and do not represent the opinions of their firms or organizations. All content provided on this podcast is for information purposes and neither I or my guests make any representations as to the accuracy or completeness of any information on the show or in the show notes. This podcast should not be used in any legal capacity whatsoever. Please consult a qualified attorney before taking any action that could have legal implications to you or your business.

Today on the show we are talking with Roy Snell, CEO of the Healthcare Compliance Association (HCCA) and the Society of Corporate Compliance and Ethics (SCCE). Roy and I go in depth into the HCCA/OIG Resource Guide on Compliance Program Effectiveness, including the back story behind the collaboration and how to use the guide in your own program. We also talk about the Department of Justice Fraud Division Memo on Evaluating Compliance Programs and Roy discusses why he thinks the memo is probably the second most important document in our profession. I've divided up our conversation into two episodes so be sure to come back next week for the second half of the conversation where we talk about the future of the compliance profession and much more.  Remember to subscribe to the show!  Disclaimer: On this podcast I speak only for myself and what I share are simply my opinions. My guests also speak only for themselves and do not represent the opinions of their firms or organizations. All content provided on this podcast is for information purposes and neither I or my guests make any representations as to the accuracy or completeness of any information on the show or in the show notes. This podcast should not be used in any legal capacity whatsoever. Please consult a qualified attorney before taking any action that could have legal implications to you or your business.

In this episode, I visit with Roy Snell about his recent announcement that he is stepping down as head of the SCCE. We review the current state of the SCCE and how the Roy has seen the compliance evolve from its start after the 1992 US Sentencing Guidelines. We discuss where Roy sees compliance going in the next several years and where the SCCE may go to support the profession.  This announcement comes when the SCCE has grown to 50 staff members and one of the has one of the strongest boards in the professional association world. the SCCE has a strong footprint in the US and is a material player internationally with 17,500 members in 95 countries. It has a great reputation and its success to date has been quite remarkable.  The call for applications will close on August 20th 2017.  A detailed job description and position summary are available at http://www.corporatecompliance.org/CEO.  SCCE plans to complete the interview and selection process in the Fall of 2017 and onboard a Deputy CEO in early 2018. The Deputy CEO will likely assume the role of the CEO sometime in 2019. Roy will stay on with the organization for roughly one year to work on special projects. To be considered for the CEO of SCCE and HCCA, please fill out the questionnaire with return instructions available at: http://www.corporatecompliance.org/CEO. Learn more about your ad choices. Visit megaphone.fm/adchoices

Breaking down the HCCA-OIG Resource Guide Hot off the press! Our latest Podcast is available, join us as we break down the HCCA-OIG Resource Guide. The resource guide was put together with a number of compliance professionals and staff from the department of Health & Human Services. The goal was to discuss ways to measure effectiveness within a compliance program. The episode features Ahmed Salim, a Compliance Professional, and Brad Phillips, Director of Sales for Compliatric. For our new listeners, Comply Guys & Compliatric have created this podcast series in order to help compliance professionals build their program. Every podcast we will discuss a new compliance issue and provide insight on how to ensure your organization is following best practices. In this episode we will cover: Opportunities to measure an organization’s effectiveness How to identify areas of weakness within your program Conducting surveys of employees understanding to measure effectiveness How to use the guide to help improve any issues your organization may have Direct link to the guide: https://oig.hhs.gov/compliance/101/files/HCCA-OIG-Resource-Guide.pdf  For questions or information about please contact: ahmed.salim@complyguys.com. For questions or information about Compliatric please contact: bphillips@compliatric.com or go to www.compliatric.com