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