This ONE Question Doubled My Home Care Referrals (Doctors Can't Resist Answering It)

This ONE Question Doubled My Home Care Referrals (Doctors Can't Resist Answering It)

Ever walk out of a medical office building feeling like you just wasted your time? You're not alone. Most home care sales reps leave doctor's offices empty-handed because they're asking all the wrong questions.

After 25+ years of training home care sales, home health marketers and hospice liaisons, I've identified ONE question that consistently gets physicians' attention and opens the door to referrals.

The Question That Changes Everything

Forget generic questions like "Do you have any patients who need home care?" Those get you nowhere. Instead, try this:

"Which of your patients with [specific condition] struggled to follow their treatment plan last month?"

That's it. Simple, right? But the results are powerful.

Why This Works When Everything Else Fails

This question works for three key reasons:

1. It's specific - You're not asking about "any patients" but about a particular condition the doctor treats

2. It focuses on treatment adherence - This addresses a major pain point for physicians

3. It connects home environments to medical outcomes - This is the bridge most sales reps fail to build

"I was skeptical at first," admits Jennifer, a home care sales rep who tried this approach. "But when I asked a cardiologist which heart failure patients struggled with medication adherence last month, he actually stopped typing in his computer and looked at me. Within two minutes, he was telling me about three different patients."

How to Customize This Question for Different Specialties

The beauty of this question is how easily you can adapt it for different medical specialties:

For Neurologists: "Which of your Parkinson's patients had mobility issues at home that interfered with their therapy program last month?"

For Endocrinologists: "Which of your diabetic patients struggled with maintaining proper nutrition between office visits?"

For Primary Care Physicians: "Which of your senior patients missed follow-up appointments due to transportation challenges in the past 30 days?"

The Secret Ingredient: Specificity

Notice how each example mentions:

• A specific condition

• A specific challenge

• A specific timeframe

This specificity is what grabs attention. It signals that you understand their patient population and the real-world challenges they face.

From Question to Referral: The 3-Step Process

Getting this question right is just the first step. Here's the complete process:

1. Ask the targeted question about specific patients with specific challenges

2. Listen carefully to the referral partners' response and take notes

3. Bridge to a solution by explaining exactly how your services address that specific challenge

"The key is to have a ready response for whatever they tell you," explains Mark, a sales manager whose team has implemented this approach. "When they mention a patient who struggles with medication adherence, you need to immediately link your medication reminder program and how it's helped similar patients."

The Numbers Don't Lie

Sales representatives using this questioning technique report:

• 40% higher engagement from physicians

• 55% longer conversations

• 80% secured a follow-up appointment

• 2x more referrals on average

"I went from zero physician referrals to four per month just by changing the way I framed my questions," reports Michael, a home care rep in Texas.

Beyond the Question: Creating a Complete System

While this one question can dramatically improve your results, imagine having a complete system of questions, responses, and follow-up strategies for every type of referral source.

That's exactly what the RoadMap to Referrals program provides:

• Targeted questions for different specialties and care settings

• Ready-to-use responses that connect services to specific patient needs

• Professional handouts that reinforce your message after you leave

• A complete system for following up effectively

Try It This Week (But Don't Stop There)

I encourage you to try this questioning technique in your very next educational sales visit. You'll be amazed at the difference it makes in how referral sources engage with you.

But if you're serious about maximizing your referrals, don't stop with just one technique. The RoadMap to Referrals program gives you dozens of proven approaches, all organized into a systematic framework that eliminates guesswork and consistently generates results.

Ready to upgrade your entire approach to referral generation and client acquisition? Schedule a free strategy call today or click here to get immediate access to the complete RoadMap to Referrals system.

Leading with Heart and Winning with Strategy!

Melanie 

P.S. Using just this one questioning technique, many representatives double their physician referrals. Imagine what having dozens of proven techniques at your fingertips could do for your agency's growth!