Eligibility Vs. Readiness: How Samuel Powell Guides Families to Hospice with Confidence

Описание: Families often say “We’re not ready.” Samuel shows you how to separate readiness (emotional) from eligibility (clinical) using questions, checklists, and empathetic phrasing so decisions feel confident, not coerced.

Use The Medicare “Hospice Bank Account” To Educate Families
Explain that the hospice benefit is something families have already paid into. This bank-account analogy makes coverage, DME, and supplies easy to grasp and reduces cost anxiety.

Reframe The Morphine Myth and Focus on Quality Days
Replace fear-driven narratives with a clear plan for comfort and goals (e.g., attending a reunion, one last fishing trip). Families remember outcomes, not jargon.

Win Clinician Buy-In With Data And Follow-Up
Short, focused lunch-and-learns, readmission impact, and timely feedback loops help physicians and NPs recognize hospice-eligible patterns sooner and refer with confidence.

Lead Field Marketing with Trust and Accountability
“Trust but verify” your marketers. Ride along, remove operational blockers, and keep promises (equipment, supplies, weekend availability). Empowered teams deliver better experiences and more qualified referrals.

Chapter Guide (Timestamps)
00:00 - Welcome + Hook
01:30 - Samuel’s Path: Family Experience → CNA → Marketing
05:00 - Clinical Foundations That Shape Family Conversations
08:00 - Why “Salesy” Fails in Hospice Marketing
10:45 - Demystifying Meds & The Morphine Myth
13:30 - The “Hospice Bank Account” Analogy (Medicare Benefit)
16:45 - Eligibility Vs. Readiness: Scripts, Probing Questions, Checklists
21:00 - Clinician Education: Micro-Trainings, Data, Follow-Up
26:30 - Leadership: Trust, Ride-Alongs, Operational Follow-Through
32:00 - One Fix This Month: Be Available and Keep Promises
53:00 - Where to Connect with Samuel

Key Quotes To Share:
“I won’t tell you what hospice is until I hear what you think it is.” - Samuel Powell
“We don’t admit for readiness, we admit for eligibility.”
“The hospice benefit is a bank account you’ve already paid into, use it.”
“Being salesy fails in hospice; being genuine earns trust.”
“Owners: show up, follow through, empower your team, growth follows.”


Guest Bio: Samuel Powell
With over 18 years in customer service and more than a decade in sales and marketing, I’ve dedicated my career to helping organizations strengthen their impact through leadership, compassion, and connection. Using both my professional experience and my personal experience, I am passionate about hospice teams and the way they can elevate their marketing, inspire their people, and create meaningful experiences for every family they serve.

Connect With Samuel:

Guest Links:
LinkedIn:   / samuel-powell-9628a6145  
Company: https://www.powellmarketinginnovation...
Resources For Hospice Owners & Administrators
Family Education Toolkit Ideas: Eligibility checklist, “bank account” one-pager, DNR explainer
Clinician Micro-Training Topics: Eligibility indicators, readmission reduction, handoff scripts
Field Marketing Framework: Visit cadence, value-based touchpoints, follow-up templates

Interested in being a guest on the show? Reach out today!
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