Customized discovery questions for physicians, nurses, case managers, ED staff, social workers, and more. No more one-size-fits-all approach—just the right question at the right time.
Learn how to walk in with curiosity instead of a pitch. When referral sources feel heard instead of sold to, everything changes. This tool shows you exactly how.
Discover what your referral sources have been waiting for someone to ask. Get to the real barriers, the pain points, and the untapped opportunities in every conversation.
Your Field Guide to Referral Source Discovery
This isn't a sales script. It's a conversation starter—a practical field tool designed by Nikki Patton, The Hospice Sales Coach, to help you navigate the unique concerns and priorities of every referral source you meet. Inside, you'll find five carefully crafted discovery questions for each room: physicians, RNs, case managers, discharge planners, ED staff, social workers, and facility teams. Each question is built to uncover what matters most to them, where the real barriers live, and how hospice can genuinely help. You'll walk in prepared, ask with purpose, and leave having built trust instead of pressure. Whether you're looking to strengthen existing relationships or break through with new referral sources, this tool gives you the exact framework to do it.
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Nikki Patton - The Hospice Sales Coach
Nikki Patton spent years in hospice sales watching the same mistake happen over and over: good people walking into referral meetings with a pitch instead of a purpose. She saw talented hospice professionals lose opportunities—not because they didn't care, but because they were approaching conversations all wrong. The moment a referral source feels sold to, you've already lost them. That realization sparked a mission: What if we could flip that? What if we walked in with questions instead of pitches? What if we took time to understand each room's unique fears, pressures, and priorities? Nikki built this tool to answer those questions. Drawing on years of real conversations with physicians, nurses, case managers, and facility teams, she created a field guide that works because it's built on how people actually think and what they actually need to hear. Now she's sharing it with hospice professionals everywhere who are ready to build real referral relationships.
Ready to Change How You Build Referral Relationships?
Download your free Referral Source Discovery Questions field tool today. Get the exact questions for every room, walk in with confidence, and start building the kinds of referral relationships that actually work.
$19.95