Strategy Talks by Funeral Results Marketing

Strategy Talks by Funeral Results Marketing


10 – The Hospice Connection – How to Win More Referrals

June 27, 2017

In 2011, 44.6% of all U.S. deaths occurred under the care of hospice. That number has a huge impact on the ability of funeral homes and cremation businesses to win calls. About 90% of low-cost cremation families choose a “provider” that hospice speaks well of, or unofficially recommends. That is why it’s critical to find favor with hospice and win those referrals? In today’s program we are going to show you how to do that.
 

 

 
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 Topics discussed / In this video:
00:00 Hospice referrals
00:48 How to find favor with Hospice
01:05 Percentage of deaths in the United States were under hospice care.
01:29 How Hospice has time to build relationships with families
03:43 Understanding of Hospice workers
04:22 Hospice worker goals and roles
06:55 Hospice rules before recommending
07:44 How to stand out with Hospice workers
10:03 How removal is the biggest opportunity to win families and hospice workers
11:15 How Pamphlets and Brochure can be very helpful for the hospice worker
18:25 How to get noticed by Hospice workers
21:59 How giving out awards/recognition for Caregivers and Hospice workers beneficial to cremation arrangement websites.
26:20 Upcoming CremationConference.com in St. Petersburg, Florida
28:00 How John McQueen increased their revenue
 
 
Links and Resources Mentioned In This Episode:
Cremation Society of the Carolinas
CremationConference.com
St. Petersburg, FL
 
 
Transcription:
Robin Heppell: [00:00] On today’s show, we will be talking about how to win more referrals from hospice. Hospice referrals have a close rate of around 90 percent for low cost cremation referrals. With 50 percent of all US deaths happening under hospice care, you can’t ignore this lead source. If your competitor locks up the favor of hospice in your market, you’ll get locked out of this big opportunity.
[00:25] Stay tuned as we share how to connect with hospice and win more referrals.
[00:31] Welcome to strategy talks by Funeral Results Marketing, where funeral professionals discover the latest marketing strategies that get results. Now join Robin Heppell and Brian Young as they share their insights and experiences to help you and your firm during these ever changing times in the funeral profession.
Robin: [00:48] Welcome to another episode of strategy talks by Funeral Results Marketing. Today, we’re going to be asking Brian some questions about how to find favor with hospice. To get started, Brian, why should we be concerned about hospice if we are in the death care business?
Brian Young: [01:05] That’s really the question of the day, Rob, and when you look at the numbers, it makes it all clear. In 2011, 44.6 percent of all deaths in the United States were under hospice care. So that equals 1.16 million calls if anybody is doing the math. On top of that, it’s important to understand just how fast those calls happen sometimes.
[01:29] While it’s true that the average hospice stay is about 72 days, the medium hospice stay is just 19 days. Hospice has time to build relationships with these families and actually, as we’ll talk about a little bit later, 36 percent of people on hospice die within the first six days of being on hospice care.
[01:50] Hospice can be right there in a lot of cases where there’s...