I once met the leading salesman for all of GM.
He was a short, fat, dumpy guy—the exact opposite of a slick car salesman.
But he personally had sold more cars for the company than anyone else—ever.
He was teaching the secret of sales and I wanted to know how much was applicable to growing the Medicare Advantage panels of myself and my partners.
Turned out, it was quite a lot.
The one pro-tip I took away from our time together was thanking existing patients for referrals with a personal, handwritten note. Nothing fancy, just a thank you for thinking of me. Three lines and a signature.
Referrals from existing patients are the single best, and easiest, method of growing your panel. It worked great for us.
How do you encourage them?
- After a particularly good encounter, advise your patient that your panels are open and you would appreciate it if they could send any new patients your way.
- Find out from every new patient how they got your name and if they would mind if you sent the referral source a thank you note for doing so (to make HIPPA happy). I’ve never had anyone say no.
- Then send a personalized, handwritten note to that referral source thanking them for their confidence and advising them you’re open to them sending any more patients your way.
The size of your success is a direct function of the size of your panel.
If you’re risk-sharing you should be growing it any way you can.
A systematic approach to thank you notes made that dumpy guy a multimillionaire.
It can generate enormous growth for your panel as well.