DiscoverHome Care Strategy LabWhy Private Pay Referrals are Earned, Not Asked For (Gabrielle Pumpian)
Why Private Pay Referrals are Earned, Not Asked For (Gabrielle Pumpian)

Why Private Pay Referrals are Earned, Not Asked For (Gabrielle Pumpian)

Update: 2025-07-09
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#17 Gabrielle Pumpian, a former 7-figure home care business development rep, shares how she got started, what kept her motivated, and what most home care owners misunderstand about sales. She breaks down her top-performing health care referral sources—and exactly how she stood out—then dives into the non-health care partners and offers tactics for selling to trusted advisors. She adds insights into the evolving private-pay landscape and introduces her new venture: Trail Angel Partners.


Chapters:
00:59 Gabrielle Pumpian's Journey in Home Care
02:59 Early Days in Sales and Learning the Ropes
06:04 Transitioning to Home Care Sales
08:58 Defining the Role of Sales in Home Care
12:07 Motivations Behind Sales Success
14:01 Misconceptions About Sales Reps
17:09 The Importance of Integration in Sales
20:00 Building Relationships with Referral Sources
25:00 Exploring Healthcare-Related Referral Sources
29:47 Strategies for Engaging with Skilled Nursing Facilities
34:51 Concierge Medicine and Unique Referral Opportunities
39:26 Breaking Down Barriers in Sales
44:36 Leveraging Geriatric Care Managers
52:43 Connecting with Wealth Advisors
58:16 Collaborating with Attorneys
01:01:04 Understanding Your Ideal Customer Profile
01:06:33 Navigating the Evolving Home Care Landscape
01:12:46 Launching Trail Angel Partners



This episode is brought to you by 52 Weeks Marketing.
80% of home care revenue is driven by referral marketing. Yet, less than 50% of home care businesses have a dedicated sales person focused on building relationships with referral partners. That’s where 52 Weeks Marketing comes in, providing a complete referral marketing system designed by Debbie Miller, who built a $10 million home care business in just 10 years. With done-for-you marketing tools, a healthcare referrer database, and a CRM to track results, 52 Weeks helps you build a scalable marketing engine that drives real, long-term growth.


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Why Private Pay Referrals are Earned, Not Asked For (Gabrielle Pumpian)

Why Private Pay Referrals are Earned, Not Asked For (Gabrielle Pumpian)

Miriam Allred