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Capturing referral opportunities: How to avoid letting money fall through the cracks

Briefings on Long-Term Care, September 1, 2008

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Generating referrals can sometimes seem like an arduous task. However, one of the simplest things you can do to keep beds occupied in your facility is to answer the phone.

“People in healthcare have not been taught how to recognize and capture an opportunity,” says Lou Burgess, president of Front Line Advantage in Scottsdale, AZ. “Opportunity does not knock once; it knocks all the time, but we don’t recognize the sound.”

Healthcare is a need-driven business, and it is training staff members how to handle moments of need that most often determines their success, Burgess says.

This is an excerpt from a member only article. To read the article in its entirety, please login.

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