Path to Higher Revenue
Finding your top referrers(capturing the data)
Analyze the referral data(this is where your revenue comes from)
Nurture! Nurture! Nurture!(this is how you spend your marketing dollars)
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Keep those referrals coming(providing a steady stream of revenue)
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Referral Sources(a large pool of opportunity)
A process map for handling referral sources
Big surprise!!!you found that what works for the INDUSTRY isn’t what works for YOU:
(these are YOUR top referrers)
Client information: - client agency compatibility- caller’s contact information- relationship to client?
Referrer information:- referrers name- reason for recommendation - did referrer recommend other agencies?
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Your local Alzheimer’s
Association
The RotaryClub
Assisted livingfacilities
Post & currentclients and their
loved ones
Fiduciaries
So, what’s the next step?
Follow-up
Care updates
Touch-in calls
Thank younotes
Word of mouth
Trusted advisors
Servicecoordination agencies
Dementia support groups
Current & past employees, clients and loved ones
Agency owner contacts
Elder care placement agency
Government
Healthcare professionals
Networking
Other agency referrals
Agency service access points
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But - who are YOUR top referrers?
Top 5 overall referral sources(according to the Home Care Pulse 2016 Benchmarking Study)
Post & currentclients and their
loved ones
HospicesAssisted livingfacilities
Hospital dischargeplanners
Home healthagencies
(Medicare certified)
Questions to answer:- top referral sources by revenue?- top referral sources by client?- close rates per source?- conversion rate by source?- conversion rate by revenue?- non-conversion reasons?
Personalvisits
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RosemarkPOWERED BY SHOSHANA TECHNOLOGIES