2d • General discussion
Before you go looking for clients, you need to know exactly who sends them.
In home care, clients rarely find you on their own. Someone sends them. Your job is to know who those people are, build relationships with them, and stay top of mind.
Here is how to build your referral source map.
TIER 1: CLINICAL REFERRAL SOURCES
These are the people who work directly with the population you serve and make care decisions or recommendations:
Hospital discharge planners and social workers — they are placing patients every day who need home care after discharge. One good relationship with a discharge planner at a local hospital can be worth 10 to 20 referrals a year.
Skilled nursing facility social workers — when a resident transitions back to home, they often need ongoing support that a SNF can no longer provide.
Home health agencies — if you provide personal care and companion services, you are not competing with a Medicare-certified home health agency. You are complementary to them. Build the relationship.
Primary care physicians and specialists — especially those serving elderly patients or adults with chronic conditions. A physician who trusts your agency will recommend you to their patients' families.
TIER 2: COMMUNITY REFERRAL SOURCES
Area Agency on Aging — in Virginia, Maryland, and DC, the AAA networks are a critical resource for older adults. Get to know your local AAA and understand the programs they administer.
Senior centers and adult day programs — the staff who work directly with your target population and know when families are struggling.
Faith communities — churches, mosques, temples, and other faith communities often serve as informal support networks for elderly members. A trusted relationship with a faith leader can generate meaningful referrals.
TIER 3: PROFESSIONAL AND LEGAL REFERRAL SOURCES
Elder law attorneys — they advise families on long-term care planning and often recommend home care agencies when clients need to begin services.
Geriatric care managers — professionals who coordinate care for older adults and their families. They are trusted advisors and will only refer to agencies they know and respect.
Now: build your list. For each tier, identify three to five specific names and organizations in your market area. These are not cold targets — they are relationship investments.
What is one referral source on this list that you have never reached out to? Drop it below.
1
0 comments
Before you go looking for clients, you need to know exactly who sends them.
skool.com/the-billion-dollar-agency
The room where healthcare agency owners scale to 7 figures—audit-free. Build. Scale. Dominate.
Powered by