Certification that are accurate and timely are a key element in managing a compliant hospice agency. Certifications are not only for medical record compliance and proper patient care, but also impact the efficiency and success of the billing department to get claims paid in a timely manner. Hospice Benefit Periods First, we have to define…
Read moreIn part one we discussed the process for how hospice marketers should handle objections. You can read the full article here: https://www.hospicetools.com/supercharge-your-hospice-referrals-with-objection-handling/ To recap, when presented with an objection there are 5 tips to remember: 1. Stop Take a breath. Don’t say anything for at least 1-2 seconds. Responding immediately means you haven’t heard the…
Read moreHospice agencies rely on their marketers to grow their business by generating referrals. It’s the marketers job to connect with referral sources, present their agencies truthfully, professionally, and as the agency best suited to handle the referral sources’ hospice appropriate patients. If you approach sales as a numbers game and get your face in front…
Read moreThe corona virus pandemic has upended the traditional service sales process. Unlike service sales, product sales have shown resiliency and flexibility to adapt to the new reality. This adaptability is not because product salespeople are better – it is because they are less important! For a growing number of product companies the position can be…
Read moreWhile hospice care is a priceless service to patients and families, the hospice industry is hyper-competitive. Our hospice & palliative experts provide advice & insights on how small & mid-size agencies can get more referrals even in our new normal of Covid-19. While many of the principles of service sales are the same regardless of…
Read moreUnlike traditional industries, hospice & palliative care providers have organizational & operational structures that pose unique challenges to alignment. While team members may be philosophically aligned around the idea of providing great personalized care to each patient, each team and team member can often find themselves so focused on their tasks and specific goals that…
Read moreAs some hospice agencies grow bigger, small & mid-size agencies, the heart & soul of hospice, need the right tools to compete. Some interesting takeaways from the LexisNexis report on the Top 100 Hospice Providers of 2019. Click here to view the report. The top 100 hospice providers account for 41.82% of the market. The…
Read moreThe CAHPS Hospice Survey response rate for the upcoming public reporting period, first quarter of 2017 through the fourth quarter of 2018 (1/1/2017 through 12/31/2018) is 32%. The response rate for the current public reporting period, fourth quarter of 2016 through the third quarter of 2018 (10/01/2016 through 09/30/2018) is 32%. How does your agency’s…
Read more“There are three kinds of lies: lies, damned lies, and statistics.” – British prime minister Benjamin Disraeli Last week our Hospice Tools Insights published a well-received article: Tips to Generate More Hospice Referrals It’s really about being proactive with your referral sources and showing them the benefits and value of hospice to make them more hospice minded rather than…
Read moreWhile people working in hospice tend to be altruistic, the hospice industry is hyper-competitive. Our hospice & palliative experts provide advice & insights on how small & mid-size agencies can get more referrals. This is especially important when competing against national enterprise level agencies and large vertically integrated health care networks. 5 Tips to Get…
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