For physicians, hospitals, facilities, home health agencies, and other referral partners, the answer to: Is it time for hospice? isn’t always obvious. And the first conversation doesn’t always result in an immediate hospice admission. A patient may not be ready. The family may need more information. Eligibility may need to be evaluated. A physician may…
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Read moreIndependent hospice agencies compete in a difficult market. Large health systems have established referral networks. National hospice organizations have scale, name recognition, and large marketing budgets. Smaller agencies don’t win by trying to outspend them. They win by being better, more useful, and personal. For some hospice organizations, palliative care can be part of that…
Read moreHospice attracts people who care deeply about patients. But caring about the same mission doesn’t mean everyone is working in the same direction. Hospice agencies are complicated organizations. Marketing, intake, nursing, aides, social work, spiritual care, physicians, billing, compliance, operations, and leadership all impact and engage different parts of the patient journey. When those teams operate…
Read moreStarting hospice can feel overwhelming. Patients and families may be processing a new diagnosis, a changing prognosis, physical and emotional turmoil, and difficult decisions about what comes next. For many people the word hospice brings fear. This fear often comes from the same place, the unknown. We like to know what happens next. A terminal…
Read moreOne of the most common questions patients and families ask is also one of the most important. “What’s the difference between hospice and palliative care?” The two terms are often used interchangeably, but they are not the same. Both focus on improving quality of life, relieving symptoms, and supporting patients and families. The difference is…
Read moreHospice & Hospital Fast Facts 1 out of every 5 hospice patients unenrolls from the hospice program. 25% of hospice patients that left the hospice program, or 6.7% of hospice admissions, resulted in hospitalization. Roughly 300,000 hospice patients unenroll of which over 100,000 hospice patients leave the program for hospitalization. The majority of these patients,…
Read moreCertification 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…
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