Everyone works the “middle” in the hospital. Those case managers, social workers and discharge planners. There are a number of other people in the hospital who are critical to referral development. They may never directly refer but have a tremendous influence on what hospice(s) gets a preferred status. Learning how to relate to these people on value will help pave the way to the referral promise land. But first you need to understand what relationships you have in place with these people. I call it “relationship mapping.” Below is a basic grid you can use to complete this process and instructions how to use it.

The days of selling solely replying on “Trash and Trinkets” is over!! Such things as pens, cupcakes and candy are a thing of the past. Selling Home Care and Hospice on value is king. Understand the value proportions and being able to communicate them to referral sources is what will drive referrals…..not cupcakes.

Here is a marketing tool that can turbo-charge your marketing and relationship development efforts in facilities. Home Health Aids!! That is right, HHAs. These unsung heroes are in facilities more than any other professionals from our interdisciplinary team. I have held numerous marketing training programs over the years and to date, this HHA training session was amongst one of the best. Several ideas that surfaced from this training I still use today. With some coaching and tools, your HHAs can help build your facility based business.

Are you looking for ways to grow your facility based business? Are you ready to differentiate yourself from others in your care and services in Senior Living Communities? Learn in this post how to increase the number of referrals from Senior Living Communities and truly strengthen your overall relationships. Six sure fire tactics included here.

Everyone is working the “middle” to get there next referral!! The hospital social worker, the oncologist, the SNF, etc. Here is a segment that both I and others have worked that is still under developed. The Parrish Nurse!!

I can hear you asking…..what the heck is a Parrish Nurse? Parrish Nursing actually started in USA around 1982 in Chicago.

The #1 best strategy I have come across to increase the number of referral inquires for Personal Care Home Health (aka, private duty) is: THE INTERNET.  Not sales people on the street or community events but the web!! Last year, the Wall Street Journal sighted people using the internet to search for medical and health information only second to people searching for adult XXX content. This fact is a high leverage point for those of us (yes, I own two Personal Care Companies myself) who are looking to increase referrals in a very competitive market place.

Hello from Albuquerque, New Mexico, Land of Enchantment! This post circles back and expands on a previous post that talked about maximizing your Medical Staff investment. I have had several recent calls and emails asking for better ways to develop a more comprehensive and results oriented Physician Engagement strategy. Engagement of both your own physicians as well as physicians in your community.

Here are three basic “blocking and tackling” physician engagement strategies and ways to turbo charge your greatest business development investment: physicians! Your own medical staff is not only there to help you insure that quality compliant care is delivered but to help you serve more eligible hospice patients. There are a number of ways to achieve this. As more of a philosophical statement, “if it is not illegal, immoral or unethical, the more business relationships you can establish the better!