Elite Home Health For Carla

Home Health Agency Marketing Playbook

Carla, we’ll build your new Account Executive’s first 100 referral sources in 10 days. The first 25 are below, and they’re yours either way.

If your Sales Manager seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

Every week spent deciding whom to visit is a week before your first referral from the new hire. A list made before day one removes that wait.

The posting asks one person to cover physicians, hospitals, nursing facilities and assisted living, and to mentor new staff. Every week spent deciding whom to visit first is a week before the first referral.

What changes for your new AE

Your new hire starts day one with 100 referral sources you approved, each with the reason to visit now, and a first note written to the top five, instead of spending the first weeks deciding where to knock. Your intake team gets referrals from relationships you chose.

28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
$103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)

Your first 25 accounts

Picked from how your posting describes your referral sources. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.

Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.

Memorial Healthcare System: Memorial Hospital West Pembroke Pines, FL · $15.59 million cardiovascular investment
1

Cardiac patients leave with orders for skilled nursing and monitoring at home, and Pembroke Pines is a short drive from your office.

Signal: Apr 1, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Broward Health Medical Center Fort Lauderdale, FL · New medical office building and garage
2

The medical center is in your city, and a new office building means more physicians who refer on their own.

Signal: May 1, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Westlake Nursing and Rehab Center Dania Beach, FL · Nursing and rehab center
3

Dania Beach is next door to Fort Lauderdale, and a building with a new owner is open to a new agency.

Signal: Oct 13, 2026 Source

Buyer: Administrator
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Jackson Memorial Hospital Miami, FL · $400 million emergency department
4

A larger emergency department sends more discharges home with nursing and therapy orders, and Miami-Dade is the far edge of what a Fort Lauderdale agency can cover.

Signal: Apr 23, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Broward Health: Deerfield Beach Deerfield Beach, FL · Six-story medical office building, 75 exam rooms
5

A building with 75 exam rooms is a set of physician practices that will need an agency to send patients home to.

Signal: Apr 27, 2026 Source

Buyer: Practice manager or medical office lead
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Boca Raton Regional Hospital Boca Raton, FL · Nine-story patient tower, $1.1 billion expansion
6

The tower starts taking patients this month, and a new surgical floor is where discharges to home health begin.

Signal: Oct 26, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
PACS Group Florida, 32 facilities · 32 skilled nursing facilities
7

New operators of 32 Florida nursing homes will review who they send discharges to, so one corporate relationship opens many doors.

Signal: Sep 1, 2026 Source

Buyer: Regional operations or admissions lead
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Pine Trail Nursing and Rehab Center Greenacres, FL · 93 beds
8

A new owner this month decides who the building refers to, which is the moment to meet its administrator.

Signal: Oct 13, 2026 Source

Buyer: Administrator
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
The Arbor of Lake Worth Lake Worth, FL · 377-unit assisted living
9

A 377-unit assisted living community has many residents who need skilled visits, and the owner just changed.

Signal: Apr 13, 2026 Source

Buyer: Executive director or wellness director
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Memorial Healthcare System: Red Road ER Miramar, FL · Freestanding emergency room
10

A new ER in Miramar creates a new flow of patients who go home needing follow-up care, and the ER's team has no home health habits yet.

Signal: Jun 16, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Alan B. Miller Medical Center Palm Beach Gardens, FL · $430 million, 156 beds
11

A hospital that began patient care in May has its first months of discharge patterns forming now, so its case managers have not settled on agencies.

Signal: Apr 29, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

A strong fit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Baptist Health Sunrise Hospital Sunrise, FL · $500 million, 100 inpatient beds
12

A first Baptist hospital in west Broward is three years out, and its discharge team is hired once it opens, so the early relationship is with the system.

Signal: Feb 2, 2026 Source

Buyer: Baptist Health South Florida post-acute or case management lead
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Citadel Care Centers North Miami Beach, FL · $50.9 million loan, skilled nursing facility
13

A new nursing facility on the Broward line will need a home health partner for its short-stay rehab discharges.

Signal: Aug 26, 2026 Source

Buyer: Administrator or admissions director
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Alamar Senior Living Wellington, FL · 134-unit assisted living and memory care
14

A memory care community with a new owner and an unchanged operator, so the referral habits are still in place and the owner is new.

Signal: Jul 15, 2026 Source

Buyer: Executive director
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Memorial Healthcare System: Douglas Road ER Pembroke Pines, FL · Freestanding emergency room
15

Another new ER in the same system, so one relationship at Memorial can cover three of these doors.

Signal: Jul 21, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Baptist Health Rehabilitation Hospital South Miami, FL · Inpatient rehabilitation hospital
16

Patients leave inpatient rehab for therapy at home, which is a direct hand-off to a home health agency, though South Miami is a long drive for your clinicians.

Signal: Jul 30, 2026 Source

Buyer: Case management or discharge planning lead
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
CenterWell Senior Primary Care South and West Florida · 54 owned primary care clinics
17

A value-based senior primary care group is a steady source of Medicare home health orders, but a big parent probably has preferred partners.

Signal: Feb 17, 2026 Source

Buyer: Regional medical director or care coordination lead
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Homestead Hospital Homestead, FL · New four-story, 134,000 sq. ft. tower
18

The tower is funded and planned, but Homestead is at the south edge of Miami-Dade, well outside a Fort Lauderdale agency's reach.

Signal: Sep 2, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
West Gables Health Care Center Miami, FL · New 125,000 sq. ft. skilled nursing facility
19

A skilled nursing center that is about to triple will discharge triple the residents to home, but not for a while, and Miami is far from your base.

Signal: Jul 14, 2026 Source

Buyer: Administrator or admissions director
Why it’s ranked here

In the middle.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Memorial Regional Hospital Hollywood, FL · $670 million tower, 150 private beds
20

The tower is years out, but surgical discharges from Hollywood are the referral volume you want to be known by before the beds open.

Signal: Jun 26, 2025 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Tests whether a source whose big change is years away is worth a first-week visit.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Jupiter Medical Center Jupiter, FL · Second hospital, groundbreaking June 24, 2026
21

A second campus in northern Palm Beach County is a long drive from Fort Lauderdale, so this tests how far north your territory goes.

Signal: Jun 30, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Tests the northern limit of the territory.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Cleveland Clinic Florida: Palm Beach County West Palm Beach, FL · 200-bed hospital planned; outpatient center opens 2027
22

Nothing opens until 2027, which makes this the one to start a relationship with before a discharge team exists.

Signal: Feb 25, 2026 Source

Buyer: Director of case management or discharge planning
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Tests a source with no patients until 2027, far from your office.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Naples senior living campus Naples, FL · Senior living campus
23

A new skilled nursing owner on the Gulf coast, which is outside Fort Lauderdale's reach and tests the statewide claim in your posting.

Signal: Oct 28, 2026 Source

Buyer: Administrator
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Tests a Florida source on the other coast.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
HCA Florida Gainesville Hospital Gainesville, FL · New 90-bed hospital
24

A new hospital is a new discharge team, but Gainesville is hundreds of miles from your office, so it tests how far 'across Florida' really goes.

Signal: Nov 25, 2025 Source

Buyer: Case management lead
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Tests a statewide source far from Fort Lauderdale.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.
Serenity Living Home Care Palm Beach Gardens, FL · Second residential care home
25

A residential care home with a waitlist has residents who need nursing visits, but the name says home care, so it tests where a partner ends and a competitor begins.

Signal: Jun 11, 2026 Source

Buyer: Owner or administrator
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Tests whether a home care brand is a referral source or a competing agency.
- A source that sends home health referrals: a hospital discharge team, a nursing or rehab facility, an assisted living community or a physician group.
- Within reach of a Fort Lauderdale agency: Broward first, then Palm Beach and Miami-Dade.
- Something changed in the last nine months: a new building, a new owner or a new unit.
- Discharges patients who need skilled nursing or therapy at home.
- Not a competing home health or home care agency, and not already a source you work with.
- Looks like the sources your posting names: physicians, hospitals, skilled nursing, assisted living and case managers.

Your new hire’s first 100 referral sources, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 sources you approve, each with the reason
A first note to the top five, in your voice
Your team runs it without us
Any source you cut, we replace

How does Elite Home Health sell?

An outside read from your posting, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

What your customers sayFrom Account Executive/ Sales Manager posting

EHElite Home Health posting

“Our growth is driven by strong relationships with physicians, hospitals, skilled nursing facilities, assisted living communities, case managers, and other healthcare professionals who trust us to care for their patients.”
Elite Home Health posting · Account Executive/ Sales Manager posting
EHElite Home Health posting

“As a Medicare-certified home health agency serving communities across Florida”
Elite Home Health posting · Account Executive/ Sales Manager posting
EHElite Home Health posting

“Generate qualified patient referrals through ongoing outreach and relationship-building efforts”
Elite Home Health posting · Account Executive/ Sales Manager posting
EHElite Home Health posting

“Monitor referral activity and follow up on outstanding opportunities”
Elite Home Health posting · Account Executive/ Sales Manager posting
EHElite Home Health posting

“we believe healing happens best at home”
Elite Home Health posting · Account Executive/ Sales Manager posting
EHElite Home Health posting

“Ensure referral sources receive exceptional communication and customer service”
Elite Home Health posting · Account Executive/ Sales Manager posting
EHElite Home Health posting

“Develop and execute territory growth plans to achieve agency census and admission goals”
Elite Home Health posting · Account Executive/ Sales Manager posting

Words you use

“Medicare-certified home health agency”
“referral sources”
“agency census”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

You cut one on the call, and say why
It becomes a rule
The pool re-scores
Ten more test it

Which questions can only you answer?

Your posting names the kinds of sources you want but not which discharge teams you would skip, or what a case manager has to see before choosing an agency. About 30 minutes of you reacting to real sources answers these.

1
Which referral source sends you the best patients: hospital discharge teams, nursing facilities, assisted living or physician groups?
Rows 1 (a hospital), 8 (a nursing facility) and 9 (assisted living) are three of the four.
2
How far from Fort Lauderdale does your clinical team travel?
Row 21 (Jupiter), row 18 (Homestead) and row 23 (Naples) test the limit.
3
Does a facility with a new owner become easier or harder to work with?
Rows 8 and 3 were sold this month.
4
Would you visit a hospital whose new building is years away?
Row 20 (Memorial Regional) and row 22 (Cleveland Clinic) test this.

What does your Account Executive/ Sales Manager’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Account Executive/ Sales Manager, first morning

MHMemorial Healthcare System: Memorial Hospital WestDraft written
BHBroward Health Medical CenterDraft written
WNWestlake Nursing and Rehab CenterDraft written
JMJackson Memorial HospitalDraft written
BHBroward Health: Deerfield BeachDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

Before by November 16
You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.
You: 20 minutes
Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours
Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none
Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes
Day 4 November 19
Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.
You: 30 minutes
Day 5 November 20
The hundred is built. The research tool is set up; you test it on three accounts you know.
You: 15 minutes
Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes
Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes
Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning
Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning
Day 10 December 1
Your third morning on your own. A week of touches is in the CRM. Handover sign-off.
You: 30 minutes plus your morning

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year

$0 to $10MARR in 12 months, for a company I built

“Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

Jordan Anderson, CEO, PayStreetgobridgehead.ai/about
“Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new hire’s first 100 referral sources, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 sources you approve, each with the reason
A first note to the top five, in your voice
Your team runs it without us
Any source you cut, we replace

Elite Home Health sales playbook, in brief

Elite Home Health is a Medicare-certified home health agency in Fort Lauderdale, and its posting says growth is driven by relationships with physicians, hospitals, skilled nursing facilities, assisted living communities and case managers.Account Executive/ Sales Manager posting, Elite Home Health Services listing (CareListings)

The Account Executive and Sales Manager role is to build referral relationships in the healthcare community, make regular in-person visits to referral sources and help mentor new sales staff.Account Executive/ Sales Manager posting

The first 25 referral sources for a new Account Executive are South Florida hospitals, nursing facilities, senior living communities and physician groups, each with a dated change in 2026 and a saved source.

Each is scored on six rules: eleven strong fits, eight in the middle and six edge cases that test the rules.

Prepared by Kash Badami at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 1 sources · 1 postings · 0 customers · 60 stores looked at

Your talks and posts

Elite Home Health Services listing (CareListings)

Your open roles

Account Executive/ Sales Manager

Your customers

(santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

60 stores found and scored on 6 rules; the 25 chosen to teach: 11 strong, 8 middle, 6 at the edges. Logos are from each store’s own site.

Sources: hospital, trade press and local news announcements about each referral source, each opened and saved on November 9, 2026.
Elite Home Health’s own website did not load for us, so how it sells comes from the posting alone.
We don’t know which of these you already work with. Tell us and they come off.
Where a source gives no case management contact, the buyer title is a role, not a named person.