Hospice Advisors

02/06/2024

10/02/2023

Hospice Advisors is excited to be exhibiting and participating in the NHPCO 2023 Annual Leadership Conference in little Rock, AR. We are at booth #522. Please do stop by to say hello. I’m looking forward to making new friends and colleagues as well as reconnecting with old ones.

The best to all as we head into October.

Kurt Kazanowski
734.658.6162

09/04/2023

Growth Takes More Than A Superior Sales Team. It Require A Strong Culture of Growth and Excellence!

Master Hospice Growth and Sales Boot Camp

October 24th and 25th- Orlando, Fl.

Whether you are a seasoned and experienced hospice professional like Cindi (see below) or a hospice “newbie,” our 2-day Boot Camp with teach you how to develop a professional sales model as well as how to create a strong culture of growth and excellence.

Superior Sales Team + Strong Culture of Growth = Growth, Growth and More Growth.

We will teach you how to develop a superior sales team and provide you with the tools, techniques, materials, referral development phraseology and strategies to create a superior sales model.

Also walk away from the Boot Camp with detailed information and approaches to create a strong culture of growth. Learn how to:

1.). Create a strong sense of urgency and organizational alignment around “Leaving Not Patient Behind.”
2.) Strengthen and improve your referral inquiry to admission process. The “Life Blood” to any organization.
3.) Engage your Medical Director and providers to be a great part of your growth engine.
4.). Develop powerful Clinical, Programmatic, Professional and Partnership Differentiators.
5.). Build Accountability into your growth plans. Most organizations are super excited and enthusiastic after our Boot Camp but fail on ex*****on. Learn how to build stronger accountability into your growth process.

We hope you can join us and “turbo-charge” your growth engine. For more information and to register: https://lnkd.in/gSXunRgM Or call Kurt at 734.658.6162.

05/18/2023

Visit hospiceadvisors.com for more information or call Kurt at 734-658-6162 for a complimentary dialogue!

05/03/2023

Lots of hospice organizations are very intent on making sure the “on the ground marketing functions” are making lots of visits, cold calling, taking lots of lunches to physician offices and doing basic in-services to referral sources. Our thought (and this shared by referral sources that we talk to all over the country) is Hospice representatives should be able to discuss the clinical essentials and understand the underlying reason why different market segments would refer to hospice. Every hospice representative should be able to answer the following questions and if not, consider our upcoming bootcamp.

Hospices, if you want earlier admissions then your front line marketing must be able to discuss the basics of what an eligible patient looks like to referral sources. Just saying six months or less is not helpful and/or not knowing the basics related to the disease trajectory and possible complexity of care opportunities only perputates short length of stay.

- How many end-stage liver patients have you taken care of over the past year?
- Ask your marketers to define which providers refer ESLD patients.
- Ask them what the two LCD guidelines for hospice eligibility with ELSD are.
- Do they even know what ESLD is?
Ask your sales team to identify at least three pulmonary conditions that would be candidates for hospice referral – who would refer them?
- Can patients on a transplant list be admitted to hospice?
- What qualifies a patient for hospice with cardiac disease? Is all heart disease CHF? What is CHF?
- Can your marketing team interpret the following medical prefixes: hepato-, nephro-, onco-?
- What do oncologists really want from a hospice?
- How can you leverage your clinical team’s knowledge to drive educated conversations with referral sources? Are your clinical managers working closely with business development or is that relationship adversarial?

Take a minute and check out this intense agenda and with very quantifiable learning objectives: https://hospiceadvisors.com/product/two-day-clinical-business-development-boot-camp-new-orleans/

05/03/2023

Join us May 22-23 2023 in New Orleans for our 2 day Clinical Business Development Bootcamp!
Register here: https://hospiceadvisors.com/product/two-day-clinical-business-development-boot-camp-new-orleans/

01/22/2023

See what others are saying about our Hospice Master Growth and Sales Boot Camp!

Our Next Boot Camp is:
When: Tuesday and Wednesday, March 7-8, 2023
Where: Las Vegas, NV
To register https://lnkd.in/gdCvEenG or call Kurt at 734.658.6162

12/31/2022

Wishing you health and happiness in the coming year! ✨

12/30/2022

Five Essential Things To Improve Your Referral Inquiry to Admission Process:

1) KNOWING you are capturing ALL referral inquires (professional, soft, and “napkin referrals”)
2) First-to-bed-side-wins! Building capacity and “first-responders” abilities. Having a sense of urgency!
3) Eligibility process. Preventing single-points-of-failure. Do you have a process in place or is it personality driven?
4) Building and working a superior 90-day pending list. Arguably the best place to admit a patient now.
5) Organizational collective wisdom and commitment to the process. Do you have a culture of growth in place where all staff have a role in supporting admissions?

Have a complimentary dialogue to learn more! https://lnkd.in/g5g4NK8Y

12/23/2022

We wish you and your loved ones a wonderful holiday! 🎄

12/21/2022

1) The Pending List. The referral inquiry-to-admission 90-day pending list is the BEST place to obtain an admission. People on this list have already touched your organization.

2) Your Medical Director/Providers. They can give you access to their professional network and advocate for you and your hospice. Ask them for help. And along the way, ask them to make a direct referral.

3.) The Last Place You Received an Admission. Go back to the last place you received a referral/admission to give an update on the patient’s plan of care and to ask if there are other clients who have similar health challenges you can assist.

Hospice sales and marketing is a “contact sport”! To serve more people and grow and give the gift of hospice, you need to connect with at least 50 accounts (people who can make a referral) per week. Our free downloadable eBook, “The Seven Pillars of Growth” is your guide. Click here - http://www.hospiceadvisors.com and scroll to the bottom to grow your census.

12/13/2022

Here are the essential areas we suggest hospices address to improve their processes:

1) KNOWING you are capturing ALL referral inquires (professional, soft, and “napkin referrals”)
2) First-to-bed-side-wins! Building capacity and “first-responders” abilities. Having a sense of urgency!
3) Eligibility process. Preventing single-points-of-failure. Do you have a process in place or is it personality driven?
4) Building and working a superior 90-day pending list. Arguably the best place to admit a patient now.
5) Organizational collective wisdom and commitment to the process. Do you have a culture of growth in place where all staff have a role in supporting admissions?

Have a complimentary dialogue to learn more! https://hospiceadvisors.com/contact/