My brother worked as a sales rep for over 10 years in home health and hospice. He has told me many war stories. Per the article, a lot of companies avoid patien

My brother worked as a sales rep for over 10 years in home health and hospice. He has told me many war stories. Per the article, a lot of companies avoid patients who are short-term (less than a week to live) because the companies stand to lose money. He refused to do this and would regularly take on patients that represented a $10-15K loss. By doing so he formed close bonds with doctors and discharge planners who would turn to him when no one else was willing to take a patient. These relationships led to a lot of referrals and he grew his territory to one of the strongest. The company was later bought and new management enforced much harsher oversight on patient profitability metrics. Needless to say, he quit. Certainly something needs to change.