Beyond the Walls: How Ancillary Services Are Redefining Senior Living

 In this episode of Gravity Healthcare Hacks, Melissa Brown welcomes Devin Kassi, VP of Home Health Operations at Gravity Healthcare Consulting, to discuss the game-changing potential of ancillary services for senior living providers.

They explore how expanding into home health, outpatient care, and other services can help senior living communities retain residents, diversify revenue streams, and prepare for the future. From leveraging expert insights to navigating complex setups, they share strategies to successfully integrate these services and avoid common pitfalls.

Don’t miss their tips on staying ahead in the evolving senior living landscape. 

Transcript

Gravity Healthcare Hacks Podcast - Episode 51

Melissa Brown: Welcome. You're listening to Gravity Healthcare Hacks with your host, Melissa Brown, Chief Operating Officer from Gravity Healthcare Consulting and self-professed healthcare nerd. Monthly, we provide industry expertise and tips to help keep your feet firmly on the ground in the world of healthcare.

Melissa Brown: Hello, everyone, and welcome to our podcast. I’m super excited to chat today about the single best idea for senior living today. My guest is a frequent visitor to the podcast, Devin Cassie, Vice President of Home Health Operations for Gravity. Welcome, Devin.

Devin Cassie: Hello! I'm excited to be here, as always.

Melissa Brown: It’s great to have you! I can’t wait to hear your thoughts. At Gravity, we’re often called upon to assist communities with strategic planning and repositioning. One solution that comes up repeatedly is expanding into ancillary services. Devin, can you tell us more about what that means for senior living providers?

Devin Cassie: Absolutely. The future of senior living is about helping people stay in their homes, whether that’s assisted living, personal care homes, independent living, or memory care. To support this, senior living providers need to bring in comprehensive services that allow residents to thrive. These services include home health, home care, private duty services, and outpatient care. Many providers are still focused solely on skilled nursing, but now is the time to diversify and embrace these ancillary services to better meet residents’ needs.

Melissa Brown: I completely agree. Specifically, outpatient physician services—even if primarily run by nurse practitioners—are key. By integrating providers who share the same vision and philosophy, communities can ensure care aligns with their goals. Building strong relationships between therapy and physician services is crucial. The best approach is to unite the right people around a shared vision on your campus and even extend those services beyond your walls. Devin, what are some of the benefits of adding these services?

Devin Cassie: The main benefit is alignment. When ancillary services like home health, outpatient care, and physician services are under the same umbrella, everyone operates with the same mission and values. This fosters a true team environment, ensuring residents receive consistent, high-quality care. Relying on outside providers often leads to misaligned priorities, which can negatively impact the community’s overall care philosophy.

Melissa Brown: That’s an excellent point. To make this work effectively, it’s important to have an ancillary services manager—someone who understands the campus vision, board goals, and can navigate transitions between levels of care. This role ensures all entities work together to best meet residents’ needs. Devin, why is this idea the right move for senior living providers today?

Devin Cassie: It’s simple: the timing is right. Right now, many states are still open to licensure for home health or outpatient services. However, as these services become more popular, states are likely to implement moratoriums, making it harder to start or purchase these entities. Providers who act now will be better positioned for the future. Additionally, with the "silver tsunami" of aging baby boomers, the demand for home and community-based services is set to surge. Expanding these services now sets providers up for long-term success.

Melissa Brown: Exactly. Diversifying with ancillary services allows providers to add revenue streams without the heavy expense of purchasing land or building new facilities. Plus, these services meet a growing demand among baby boomers who prefer to stay in their homes as long as possible. On the flip side, what are the risks of not moving in this direction?

Devin Cassie: The biggest risk is being left behind. Technology and services that help people remain at home are advancing rapidly. Providers who don’t adapt risk becoming irrelevant as residents and families increasingly prioritize staying in their homes. The pandemic accelerated this trend, and the upcoming wave of baby boomers will only reinforce it. Providers must find ways to support this preference to remain competitive.

Melissa Brown: That’s a great point. It’s a choice: stay on a sinking ship or move toward a winning strategy. Comprehensive ancillary services are a smart way to position senior living providers for today and the future. For those listening who want to pursue this strategy, what common pitfalls should they watch out for, and how can they mitigate those risks?

Devin Cassie: The key is surrounding yourself with experienced experts. We often see providers try to do this on their own, only to struggle because they approach it as if it were the same as running a skilled nursing facility. These services operate differently and require specialized knowledge. Without the right guidance, providers can face costly delays and inefficiencies. Partnering with experts who understand the process ensures a smoother setup and better long-term results.

Melissa Brown: I couldn’t agree more. We’ve seen scenarios where a well-meaning administrator or nurse is tasked with overseeing a new service they’re not experienced in. This can set everyone up for failure. Starting a home health agency, for example, requires expertise in areas like EMR setup, revenue cycle management, state and federal applications, and accreditation processes. Partnering with a consulting firm can save time, reduce costs, and help providers avoid missteps. Devin, what tips do you have for providers considering this move?

Devin Cassie: My biggest tip is to leverage expertise. Whether you work with a consulting firm or other experienced professionals, surrounding yourself with the right people is critical. A skilled team can guide you through the process efficiently and effectively, helping you establish and grow these new business lines.

Melissa Brown: That’s great advice. Trying to go it alone often leads to unnecessary hurdles, but with the right support, providers can succeed more quickly and cost-effectively. Devin, thank you so much for joining us today and sharing your insights.

Devin Cassie: Thank you! It’s always a pleasure to be here.

Melissa Brown: As always, if you’d like to learn more about Devin or Gravity Healthcare Consulting, please don’t hesitate to reach out to us on LinkedIn. Thanks for joining us! Don’t forget to subscribe to our podcast, and remember: It’s not just what you know, but how you apply it that makes all the difference. See you next time!