In this episode I step aside from clinical talk, and revisit a phone call I had with listener Chauncey.

Last week I had a great conversation with Chauncey. We discussed the challenges a new marketer can face when working a territory for the first time.

In this episode I discuss the difference between referral sources that provide a lot of referrals versus the ones that only provide a few or have never provided a referral. I call these crock pot referral sources and microwave referral sources.

During the episode I discuss the importance of creating a consistent and repeatable process that will help referral sources build a certain level of expectation.

I talk about developing a balance between selling hospice philosophy and hospice services.

Towards the end I explain that all of hospice is really about trust and relationship. These two things are the foundation for which every hospice should be built upon.

==============================
As always, don’t forget to call, text or email to leave feedback! I would love to hear from you!

816-834-9191
[email protected]
==============================
Be sure to check out thehospicenursingcommunity.com for extra content as well as hope, help and encouragement from other hospice nurses just like you!