Selling Hospice Eligibility Without Compliance Risk

Hospice Palliative Care Business Development Directors Executive Leadership Marketing

On-Demand Webinar

StreamedOct 8, 2026Duration60 minutes

Unlimited & shareable access starting
two business days after live stream
Available on desktop, mobile & tablet devices 24/7
Take-away toolkit
Ability to download webinar video
Presenter's contact info for questions

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Grow hospice referrals with confidence while keeping every eligibility conversation compliant.

This practical webinar will equip hospice sales leaders and field representatives with proven language, coaching strategies, and documentation practices that support sustainable census growth while withstanding regulatory and surveyor scrutiny.

KEY WEBINAR TAKEAWAYS

A field-tested way to talk about hospice eligibility with referral sources that educates and builds trust without promising admission or making eligibility determinations in the field
The specific words and behaviors that draw OIG, surveyor, and payer scrutiny in eligibility conversations, and exactly what to say instead
A repeatable framework for teaching referral sources to recognize decline earlier, so referrals come in more appropriate, better timed, and easier to admit
A practical coaching and monitoring approach sales leaders can use so census growth and compliance pull in the same direction instead of against each other

BONUS MATERIALS

Say This, Not That: an eligibility conversation language guide for field staff, with side-by-side examples of compliant and risky phrasing
Eligibility Conversation Red-Flag Checklist: a self-audit tool sales reps and their leaders can use to review their own referral source interactions
Decline Indicators Teaching Tool: a one-page referral source education handout that helps physicians, discharge planners, and facility staff identify hospice-appropriate patients earlier

WEBINAR DETAILS

Hospice sales teams live in a hard tension. They are expected to grow census, and the fastest way to grow census is to talk about who qualifies. But eligibility is exactly where the compliance risk lives. One rep telling a discharge planner "she’ll qualify, send her over" can put an entire agency in the path of an audit, a denial pattern, or worse. Most agencies respond by telling their sales teams what not to say, and then wonder why referrals slow down and reps sound scared in the field.

This webinar will take a different approach. Drawing on twenty years of hospice sales and sales leadership, Nikki Patton will show how the strongest field teams talk about eligibility every day without crossing a single line. Participants will learn how to educate referral sources on decline indicators instead of diagnosing patients, how to position the hospice evaluation as the answer rather than a verdict, and how to document and coach these conversations so the whole team performs the same way. Attendees will leave with specific language, practical tools, and a way to grow census that holds up in front of surveyors.
Growth and integrity are not competing goals. Done right, the most compliant eligibility conversation is also the most effective one.

THIS WEBINAR WILL BENEFIT THE FOLLOWING AGENCIES:

Hospice
Palliative Care

WHO SHOULD ATTEND?

Hospice sales representatives, liaisons, and community educators
Directors and managers of sales, marketing, and business development
Administrators and executive directors
Compliance officers and quality leaders
Clinical liaisons and admissions staff

TAKE-AWAY TOOLKIT

Employee training log
Interactive quiz
PDF of slides and speaker’s contact info for follow-up questions
Attendance certificate provided to self-report CE credits

NOTE: All materials are subject to copyright. Transmission, retransmission, or republishing of any webinar to other institutions or those not employed by your institution is prohibited. Print materials may be copied for eligible participants only.