This presentation attempts to show the value in the marketplace of the services provided to the long term care residents of an accountable, full time chaplain on site. While applicable for everyone, this like all of our presentations is specifically designed for caregivers in a long-term care environment.

1. Signature Chaplains in the
Marketshare

2. As being a core competitive advantage,
Signature Chaplains will assist to enhance:
• Referral Conversion Rate
• Referral Growth Rate
• Medicare Market Share

3. Referral Conversion Rate
The number of Direct Admits divided by the number of referrals equals
the Referral Conversion Rate:
Direct Admits/Number of Referrals=Referral
Conversion Rate
• Due to the high frequency of hospital visits, Signature Chaplains
have potential to develop relationships with referral sources such as
Discharge Planners, Case Managers, Physicians, ICU staff, etc.
• When the development of those contacts occur, there are major
opportunities to assist in improving the facility referral conversion
rate.

4. Scenario:
• While in the hospital, a Medicare/Managed Care
patient may be recommended for Skilled Nursing
before being able to return home.
• A Chaplain who has gained the respect of the
Case Manager and developed some knowledge of
the admissions process, can be an asset by
introducing themselves as the Chaplain of the
facility and having a positive visit with the
patient/family.

5. Referral Growth Rate
The Growth or Decline in referrals
within the last 3 months
• To ensure accurate tracking of the referral
growth rate, the Admissions/Marketing Director
will be made aware by the Chaplain when visits
are made in the hospital to potential admissions.
• The growth rate information will reflect based on
information entered into the YGL System.

6. Scenario:
• Signature Chaplains will be available to the
Case Managers at the hospital when visiting
facility residents.
• The Case Manager may request that the
Chaplain introduce themselves to a potential
referral or to a family who may be dealing
with denial in placing a loved one in a skilled
nursing facility.

7. Medicare Market Share
Measuring % of people admitted to a
Skilled Nursing Facility
• The data from the Medicare Market Share is
very vital to the success of the facility.
• Once the Chaplain has developed a good
working relationship with the Case managers,
the opportunity to get the majority of the
Medicare Market is a realistic and obtainable
goal.

8. Scenario:
• Once the facility Chaplain develops a good
networking relationship with referral
sources, the potential is there for
Signature Chaplains to “tell our story” and
gain as many Medicare admissions
possible.

9. Signature Chaplains
• As Signature Chaplains, we are meeting
our communities at the point of their need.
As we learn and grow in detail of our data
points, we will assist in the increase of our
Referral Conversion Rate, Referral Growth
Rate, and our Medicare Market Share!

10. This
presentation
was created
and produced
by Lashell
Spears of
Signature
HealthCARE.