What’s Inside Hospice Growth Lab
Everything a hospice liaison needs to perform at a higher level — organized, on-demand, and built for the way you actually work.
Many hospices don’t have the training resources to support their liaisons — it’s hard enough keeping up with the education needs for their clinicians. But your growth team is the front door for your organization and the main driver of sustainability, allowing you to live your mission.
Most growth training for hospice falls into one of two buckets: a general sales approach that’s been half-adapted for hospice (if you’re lucky), or worse yet liaisons are simply handed a binder, a list of accounts, and sent out into the field to figure it out on their own.
Hospice Growth Lab is different. It’s a working knowledge system built specifically for hospice business development professionals — the people who carry the census and do it in the field, one conversation at a time. When you join, you get immediate access to two core resources: a structured 2-hour Orientation Course that builds your foundation fast, and a 50+ topic Knowledge Wiki that answers the specific questions that come up in real territory work. No fluff. No generic sales theory. Just the knowledge and frameworks you need to grow hospice census with confidence and compliance.
START HERE
Orientation Certificate
Get up to speed on the fundamentals — and understand what separates average liaisons from high performers.
The Orientation Certificate Course is where every member starts. It’s designed to give you a clear picture of how high-performing hospice business development works: the referral relationship model, the clinical fluency you need to earn credibility, and the habits that drive consistent census growth.
Whether you’re new to a hospice growth role or you’ve been doing this for years, the Orientation builds a shared language and framework for everything else inside the platform.
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The Knowledge Wiki
50+ topics. 8 practice areas. Just-in-time answers when you need them in the field.
The Wiki is the engine of Hospice Growth Lab. It’s organized into eight topic buckets that reflect the real dimensions of hospice growth work — from clinical knowledge to difficult conversations to data and competitive intelligence. Each topic is a focused, practical resource. Not a lecture. Not an hour-long module you have to sit through. Something you can absorb in five minutes before a sales call at a SNF or revisit from the parking lot after a challenging physician visit.
Clinical Knowledge for Liaisons
Referral sources trust reps who understand what they’re talking about. Disease trajectories, eligibility criteria, the difference between hospice and palliative care, and how to speak credibly with physicians, nurses, and other clinical referral sources.
Field Sales Techniques
The tactics and approaches that actually move the needle in hospice growth. Territory planning, account prioritization, visit structure, handling objections, asking better questions, and building relationships that generate referrals over time.
Handling Difficult Situations
Every liaison hits walls. Referral sources who pull back. Families who push back. Internal friction that bleeds into the field. Frameworks for navigating the hard stuff — professionally, ethically, and without burning relationships.
Referral-Setting Deep Dives
The referral settings that matter most to your census, covered in depth. How each setting works, who the real decision-makers are, what they care about, and how to build durable access and trust.
Account and Territory Strategy
Sustained census growth is a territory management problem as much as a relationship problem. Account tiering, routing, and building a book of business that compounds over time.
Data and Competitive Intelligence
Referral pattern analysis, market share, quality scores and outcomes, competitive positioning, and how to use what you know in conversations with analytically-minded referral sources.
Ethics, Compliance, and Professionalism
Anti-kickback, HIPAA, appropriate gifts, documentation, and the professional standards that protect you, your organization, and your referral relationships.
Resilience and Internal Relationships
Managing relationships with the clinical team, navigating admissions friction, avoiding burnout, and building the internal credibility that makes your field work easier.
Ready to Get Started?
Hospice Growth Lab is built for working hospice growth professionals who want to get better — not someday, but now. Start with the free preview to see how it’s organized, or join as a full member and get immediate access to everything.