Friends, for the last 29 years I have been working in post-acute care. For the last 9 years, I have worked in helping post-acute care providers such as home care, home health, and hospice organizations grow their census.
One of the biggest challenges your organization faces is in getting enough referrals for the company to remain profitable. Many times, organizations think they can get enough business from just websites and word of mouth and I will tell you, these are the ones that typically don’t succeed.
I was recently on a coaching call with an owner and his team. One of his team members is a senior rep who believes he knows everything there is to know about their service line. When I question him about his message…well, I’ll just come out and say it. His message is tired. He asks the same questions and shares the same information. The challenge: HE thinks he is “good,” and his owner THINKS he is doing “good” because his numbers are “good.”
