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Do Patients Really Care How Much You Care?

December 5, 2019

Testing says your potential patients may not be very interested in claims about how much you care. In home health, it is almost ubiquitous marketing material touts how much this agency cares and how honest their compassion is. Are these claims persuasive to prospective clients or would the agencies be better served to make a […]

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How the Name-Recognition Effect Increases Census

October 7, 2019

Name recognition refers to the extent to which a consumer will claim familiarity with a business or product after being exposed to the name. In our articles, Brazzell Marketing Agency often jumps right over name recognition to discuss Top-of-Mind Awareness, a crucial component of maximizing referrals from doctors and discharge planners. However, name recognition has […]

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What’s Wrong With “How Did You Hear About Us?”

September 22, 2019

Imagine you started a new advertising campaign. Within weeks, 100% of your new clients respond to "How did you hear about us?" by citing that new advertising campaign. A lot of practice managers would think they had found the advertising method that definitely works for them. However, also imagine that you check your end-of-quarter numbers […]

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What Percentage of Home Health Referrals Should You be Getting from Doctors Versus Hospitals?

June 8, 2019

All home health agencies know that hospital discharge planners make lots of referrals. Interestingly, some home health administrators are convinced that doctors don’t make referrals. How many referrals should an agency be getting from doctors? Here’s the definitive answer from MedPac’s 2018 report to the Congress on Medicare payment policy. MedPac reports that 66% of […]

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Census Inertia: Why More Referrals Does Not Equal Higher Census

November 16, 2018

A first-of-its-kind study published in Pediatrics highlights a healthcare phenomenon we’ve been describing for years. If left unrecognized and unmanaged, this phenomenon crimps income potential and threatens the ability to accurately manage marketing. There are implications for quality of care as well. Jochen Profit MD, MPH, (Harvard / Beth Israel Deaconess Medical Center) and colleagues […]

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