hospice-referral-sales

Veteran playbook for reading the hospice referral-to-admission funnel — the stage definitions tied to observable events, conversion rate, time-to-admission and same-day admits, the declined-referral root-cause taxonomy with an owner for each, average daily census and length-of-stay reads, and the activity-to-census model. Consulted by admissions-conversion-coach. A referral is not census until it converts.

Veteran playbook for the human conversations in hospice referral work — the hospice-vs-palliative distinction, the timing problem, the myth-and-objection responses ('giving up', 'too soon', 'my doctor didn't mention it', 'I want to keep fighting'), and a values-first, no-false-promise framing approach. Consulted by goals-of-care-conversation-coach. Empathy and accuracy; never a scripted guarantee or a pressure tactic.

Veteran playbook for EDUCATING referral sources on hospice eligibility — the Medicare Hospice Benefit structure, the non-disease-specific decline guidelines, the diagnosis-specific LCD criteria, and the PPS/FAST/NYHA scales. Teaches recognition, never certification. Consulted by hospice-eligibility-educator. Every output ends with 'the attending physician and medical director certify eligibility.'

Veteran playbook for hospice referral-marketing compliance — the Anti-Kickback Statute and its hospice-relevant safe harbors, Stark, the beneficiary-inducement CMP, the gift/meal nominal-value discipline, OIG hospice risk areas, truthful-marketing rules, and HIPAA for a liaison. Consulted by hospice-sales-compliance-advisor. Frames the question and names the rule and safe harbor; routes the RULING to the compliance officer / counsel.

Veteran playbook for hospice key-referral-partner work — the partner business-review structure (patient outcomes, access improvements, honest assessment, shared goals, joint plan), the account-plan template (relationship map, whitespace by unit/service line, growth plays, risks), the relationship-recovery sequence, and the partner-health read. Consulted by referral-account-manager. Patient-outcome-led; never retain or grow a partner with an un-cleared value exchange.

Veteran playbook for planning and growing a hospice referral territory — referral-source segmentation, the volume × eligibility-density × relationship-gap targeting model, trigger events, the in-service education program, and the source-type-specific multi-touch outreach cadence. Consulted by referral-development-strategist. Patient-access-led; every value exchange routes to compliance first.