In this episode I step aside from clinical talk, and revisit a phone call I had with listener Chauncey.
Last week I had a great conversation with Chauncey. We discussed the challenges a new marketer can face when working a territory for the first time.
In this episode I discuss the difference between referral sources that provide a lot of referrals versus the ones that only provide a few or have never provided a referral. I call these crock pot referral sources and microwave referral sources.
During the episode I discuss the importance of creating a consistent and repeatable process that will help referral sources build a certain level of expectation.
I talk about developing a balance between selling hospice philosophy and hospice services.
Towards the end I explain that all of hospice is really about trust and relationship. These two things are the foundation for which every hospice should be built upon.
As always, don’t forget to call, text or email to leave feedback! I would love to hear from you!
816-834-9191
James@confessionsofahospicenurse.net
Be sure to check out The Hospice Nursing Community for more hope, help and encouragement!
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