[Sample] Q&A: How do we build referral relationships with local senior living communities?

Sample article for testing the newsroom layout. The agencies, people and figures below are fictional.

Senior living communities refer families to home care every week, often when a resident needs more help than the community provides. Agencies that build referral relationships with them early get those calls. These answers draw on what our fictional sample of agencies told us.

Who should we contact first?

The executive director or the resident services director. In larger communities, the wellness nurse also refers families.

What should we bring to the first meeting?

A one-page sheet with your services, hours, response time and a direct phone number. Skip the brochure.

What do communities want from an agency?

Fast starts, reliable caregivers and updates. A community's reputation suffers if your caregiver does not show up for one of its residents.

How often should we follow up?

Once a month, in person if you can. Bring a short update, not a gift basket.

How do we know if it is working?

Track every referral by source. After six months, put your time into the three communities that send the most families.