#18 Debbie Miller, CEO of Senior Helpers in Franklin, TN, shares how her team strategically integrated seven virtual assistants across recruiting, scheduling, billing, and after-hours support. She walks through their step-by-step approach—from starting with just two VAs to scaling to a fully embedded offshore team. Debbie breaks down key results like a 40% reduction in time-to-hire, 25% fewer cancelled shifts, and stronger after-hours coverage. She also explains why they launched their own VA company, Helper Heroes, to solve the biggest flaw in the traditional VA model: turnover.

• Debbie Miller on LinkedIn
• 52 Weeks Marketing
• Helper Heroes Flyer
• Book a Discovery Call about Helper Heroes VAs

This episode is brought to you by Acrisure

90% of home care businesses are not properly insured for their operational needs—yet insurance is often overlooked or underappreciated until disaster strikes. Acrisure’s Home Care Practice Group specializes in insurance solutions designed to protect home care businesses from lawsuits, data breaches, employee injuries, and more. With expert home care guidance and comprehensive coverage, Acrisure helps you safeguard your business so you can focus on what you do best—providing great care.

#17 Gabrielle Pumpian, a former 7-figure home care business development rep, shares how she got started, what kept her motivated, and what most home care owners misunderstand about sales. She breaks down her top-performing health care referral sources—and exactly how she stood out—then dives into the non-health care partners and offers tactics for selling to trusted advisors. She adds insights into the evolving private-pay landscape and introduces her new venture: Trail Angel Partners.

• Gabrielle Pumpian on LinkedIn
• Contact: Gabriellepumpian@gmail.com
• Trail Angel Partners coming soon

This episode is brought to you by 52 Weeks Marketing.
Mention LAB @ 52weeksmarketingllc.com for $100 off your first month’s subscription between July 1 - July 31.

80% of home care revenue is driven by referral marketing. Yet, less than 50% of home care businesses have a dedicated sales person focused on building relationships with referral partners. That’s where 52 Weeks Marketing comes in, providing a complete referral marketing system designed by Debbie Miller, who built a $10 million home care business in just 10 years. With done-for-you marketing tools, a healthcare referrer database, and a CRM to track results, 52 Weeks helps you build a scalable marketing engine that drives real, long-term growth.

#16 JM & Michele Simmonds share how they built a successful home care business in rural Texas through trust, community ties, and a strong team culture. From recruiting and marketing to handling challenges and keeping a stellar reputation, they break down what worked and what didn't. We also dive into their expansion across Texas and what it took to sell the business. Now, they’re gearing up for a fresh start in rural Colorado—with lessons learned, new ideas, and big goals.

• JM Simmonds on LinkedIn
• Michele Simmonds on LinkedIn
• Clear Path Home Care
• Sarah Barker - Senior Care Sales Solutions
• Jensen Jones - Home Care CEO Forum

This episode is brought to you by The Home Care CPAs
Mention LAB @ thehomecarecpas.com for 25% off your first month’s service between July 1 - July 31.

Are you managing your bank account, or is it managing you? The Home Care CPAs specialize in helping home care agencies—from startups to $40 million businesses—optimize cash flow, streamline billing and payroll, and build scalable financial strategies. Whether you need full-service bookkeeping or expert coaching, their team ensures your finances are working for you, not against you.

#15 VA billing expert, Greg Bean spells out how agencies can streamline and increase VA billable hours. He talks about the importance of educating veterans on their benefits and using thorough assessments and care plans to support billing and authorizations. Greg shares strategies for community outreach, veteran advocacy, and leveraging technology to improve service delivery. The episode also features success stories showing how agencies have grown their VA clientele.

• Greg Bean on LinkedIn
• AxisCare website
• VA rates & billing with AxisCare

This episode is brought to you by Caribou
Mention LAB @ caribou.care for 10% off between July 1 - July 31.

Do you want to build a high-performing team through the power of recognition? Caribou helps home care agencies boost recruitment, retention, and performance by tapping into simple to use technology and powerful data to engage your care team in the behaviors that matter most to your business. With Caribou, you can build a culture of appreciation that keeps caregivers engaged, connected, and committed for years, not months.

#14 Not many home care companies have been operating for 50+ years or scale organically to $60M+. Neal Kursban, CEO of Family & Nursing Care shares the three areas that have supported their growth and helped them stand out in the crowded Maryland/DC market. We unpack delivering a white-glove client experience, paying and retaining caregivers at scale, and maintaining ownership of a family-owned agency while staying laser focused on the original mission.

Neal Kursban on LinkedIn

Family & Nursing Care

Their Foundation

NBRI - customer, employee, and market research surveys

This episode is brought to you by AxisCare.
Use code LAB @ axiscare.com for a waived onboarding fee between July 1 - July 31.

Running a home care business is challenging enough—your software shouldn’t be part of the struggle. That’s why top-performing home care leaders and enterprise agencies choose AxisCare, rated the #1 home care operating system for the past two years. With powerful, scalable tools, best-in-class customer support, and a team that truly understands home care, AxisCare helps agencies streamline operations and scale with confidence.

#13 Everyone talks about revenue, but rates, wages, margins, taxes, travel time, mileage, shift durations, overhead… these are the real numbers behind your top line. Dana Charumbira, Managing Director of The Home Care CPAs, breaks down gross margins across common shift types—1, 4, 8, and 12 hours—and shows how each impacts your bottom line. Then we dig into overhead: how to calculate it, how to allocate office salaries, and how return on sales plays into smarter financial planning.

• Dana Charumbira on LinkedIn
• The Home Care CPAs website
• Key Metrics Calculators—gross profit per hour, gross margin, breakeven rate, overhead per hour, and target rate calculator

This episode is brought to you by Acrisure

90% of home care businesses are not properly insured for their operational needs—yet insurance is often overlooked or underappreciated until disaster strikes. Acrisure’s Home Care Practice Group specializes in insurance solutions designed to protect home care businesses from lawsuits, data breaches, employee injuries, and more. With expert home care guidance and comprehensive coverage, Acrisure helps you safeguard your business so you can focus on what you do best—providing great care.

#12 Jeff Stevens, Co-Founder and CEO of Village Caregiving, shares how they grew from a single office in Barboursville, West Virginia to become the largest privately held home care company in the U.S. He breaks down two unique formulas: one for growing from 1 to 8 offices, and another for scaling from 8 to 60. Jeff dives into the strategies, decisions, and defining moments that shaped their growth—and offers a candid look into his leadership style and what’s driven the company’s success.

Jeff Stevens on LinkedIn

Village Caregiving website‍

Corporate Lifecycles by Ichak Adzes

This episode is brought to you by 52 Weeks Marketing.
Mention LAB @ 52weeksmarketingllc.com for $100 off your first month’s subscription between July 1 - July 31.

80% of home care revenue is driven by referral marketing. Yet, less than 50% of home care businesses have a dedicated sales person focused on building relationships with referral partners. That’s where 52 Weeks Marketing comes in, providing a complete referral marketing system designed by Debbie Miller, who built a $10 million home care business in just 10 years. With done-for-you marketing tools, a healthcare referrer database, and a CRM to track results, 52 Weeks helps you build a scalable marketing engine that drives real, long-term growth.

#11 Mike Hoskin shares why he started a home care franchise as a third career—and what surprised him most along the way. He talks about managing a business from afar, hiring with heart, and the systems that keep things running. Mike opens up about the emotional side of caring for older adults, the pressure of account receivables, and why good caregivers make or break the business. He also touches on KPIs, marketing, and his vision for scaling to 4-6 locations.

• Mike Hoskin on LinkedIn
• A Better Solution website

This episode is brought to you by The Home Care CPAs
Mention LAB @ thehomecarecpas.com for 25% off your first month’s service between July 1 - July 31.

Are you managing your bank account, or is it managing you? The Home Care CPAs specialize in helping home care agencies—from startups to $40 million businesses—optimize cash flow, streamline billing and payroll, and build scalable financial strategies. Whether you need full-service bookkeeping or expert coaching, their team ensures your finances are working for you, not against you.