21 keys to open referrals

7/26/2019 21 Keys to Open Referrals

1/28

! ! ! ! " " " "

!!!! # $# $# $# $

% & '% & '% & '% & ' % (% (% (% ( ))))

* & ' &* & ' &* & ' &* & ' & & & & & ++++

) & ,) & ,) & ,) & , -. -. -. -. ****

&&&& //// - " - " - " - " //////// %%%% (((( ****

0 1 ' &0 1 ' &0 1 ' &0 1 ' & 1 ' 1 ' 1 ' 1 ' 2222

1 &1 &1 &1 & """"

0 1 - ' &0 1 - ' &0 1 - ' &0 1 - ' & # $# $# $# $ & & & & $ 3$ 3$ 3$ 3 ))))

1 & 4 51 & 4 51 & 4 51 & 4 5 ' & ' & ' & ' & ))))

0 1 &0 1 &0 1 &0 1 & """" 6666

- &- &- &- & # $# $# $# $ 6666

+ , " , & ,+ , " , & ,+ , " , & ,+ , " , & , % (% (% (% ( 7777

0 1 &0 1 &0 1 &0 1 & # $# $# $# $ 8888

& (& (& (& ( # $# $# $# $ 2222

1 & -1 & -1 & -1 & - 5 5 5 5

, " & 5, " & 5, " & 5, " & 5 # $# $# $# $ ))))5 3 9 :5 3 9 :5 3 9 :5 3 9 : 5; 5; 5; 5; # $# $# $# $


2/28

3 3 3 3 3 3 3 3

, ?, ?, ?, ?

////@ @ @ @

@ @ @ @

!$A!$A!$A!$A ; ; ; ;

, ;, ;, ;, ;

# $ 54$ 5(= 5045 . # $ 54$ 5(= 5045 . # $ 54$ 5(= 5045 . # $ 54$ 5(= 5045 . @ @ @ @ 4&-- !$ 4&-- !$ 4&-- !$ 4&-- !$

A !$A !$A !$A !$ B ! $C 4&-- B ! $C 4&-- B ! $C 4&-- B ! $C 4&-- # $ # $ # $ # $

D, , D, , D, , D, ,/

///4 ,D 4 ,D 4 ,D 4 ,D ?EE!$E

?EE!$E?EE!$E?EE!$E

! F886 ! F886 ! F886 ! F886 !$ - 5 ! !$ - 5 ! !$ - 5 ! !$ - 5 !

4 ? 4 ? 4 ? 4 ? ?EE!$E-5?EE!$E-5?EE!$E-5?EE!$E-5


3/28

% ( % ( % ( % (

& & & & 4 4 4 4

! ! ! ! "& "& "& "& 0 0 0 0

5 5 5 5 //// G G G G .H .H .H .H

3:= 4? 3:= 4? 3:= 4? 3:= 4?

,,,, & & & & //// $ $ $ $

! ! ! ! % % % % G G G G ....

$ 9 $ 9 $ 9 $ 9 //// 3 3 3 3

0 0 0 0 I ! I ! I ! I ! I # . I # . I # . I # . .I .I .I .I

) $ J) $ J) $ J) $ J ////

5 5 5 5

B .B .B .B . C C C C


4/28

!J!!"!J1 4? !J!!"!J1 4? !J!!"!J1 4? !J!!"!J1 4?


5/28

! ! ! !

4:((:> 0&:=10 4? 4:((:> 0&:=10 4? 4:((:> 0&:=10 4? 4:((:> 0&:=10 4?

8 4 =8 4 =8 4 =8 4 = //// ' ' ' '

5 5 5 5 " " " "

2 2 2 2 //// ' ' ' '

3 3 3 3

% ! ( % ! ( % ! ( % ! ( ////

( ( ( ( . # . # . # . #

, 5 , 5 , 5 , 5 ////

5 5 5 5 @ @ @ @

&"J#!J1 4? &"J#!J1 4? &"J#!J1 4? &"J#!J1 4?

) 3 , 4) 3 , 4) 3 , 4) 3 , 4 //// 3 3 3 3

! ! ! !

B . CB . CB . CB . C


6/28

I I I I 3 $ 3 $ 3 $ 3 $

$ $ $ $ " ! ! " ! ! " ! ! " ! ! I I I I

5 K 22)5 K 22)5 K 22)5 K 22)////< 4< 4< 4< 4

% ( % ( % ( % ( //// 4&-- J 4&-- J 4&-- J 4&-- J B B B B ?EEE?EEE?EEE?EEE D D D D 4D C 4&-- D 3 ! 4D C 4&-- D 3 ! 4D C 4&-- D 3 ! 4D C 4&-- D 3 !

5 5 5 5 //// 4 4 "D 5 4 4 "D 5 4 4 "D 5 4 4 "D 5 ************////+77+77+77+77////*8


7/28


8/28

! D1 5 3D! D1 5 3D! D1 5 3D! D1 5 3D $ O , - O ( 5 $ O , - O ( 5 $ O , - O ( 5 $ O , - O ( 5# # # # D4 ( F22222D4 ( F22222D4 ( F22222D4 ( F22222////$ D ?$ D ?$ D ?$ D ?

1 1 1 1 J J J J )))) = = = =

! B+ C ! B+ C ! B+ C ! B+ C

! ! ! ! D & D? D & D? D & D? D & D?

J J J J

J J J J )))) J J J J

! % (% (% (% (

1-!J1 &-4-&&"(, 1-!J1 &-4-&&"(, 1-!J1 &-4-&&"(, 1-!J1 &-4-&&"(, = G = G = G = G

" " " "

0 0 0 0 //////// = J = J = J = J B C B C B C B C , , , , J J J J " " " " //// ! ! ! ! ////

0 ;0 ;0 ;0 ;

, , , , ????

5 55 55 55 5



9/28

5 55 55 55 5

, 5 , , 5 , , 5 , , 5 ,

, 4 ", 4 ", 4 ", 4 "

' ' ' ' 0 0 0 0 " J " J " J " J

)))) BC !BC !BC !BC ! J 3 @ J 3 @ J 3 @ J 3 @

> JI > JI > JI > JI B B B B

C C C C 3 3 3 3


10/28

"# $ 1 ' 1 ' 1 ' 1 '

! ! ! !

! . ! ! . ! ! . ! ! . !

' @ ! ' @ ! ' @ ! ' @ ! J ! J ! J ! J !

!? !? !? !?

! ! ! ! P P P P

5 5 5 5

)))) , , , , ! ! ! ! ////


11/28

> ! ! > ! ! > ! ! > ! ! ! @ ! @ ! @ ! @ > 5 D! > 5 D! > 5 D! > 5 D! D D D D

1 1 1 1 54$ 5(= 5045 $ 4 ! 54$ 5(= 5045 $ 4 ! 54$ 5(= 5045 $ 4 ! 54$ 5(= 5045 $ 4 ! //// " 87* 1 " 87* 1 " 87* 1 " 87* 1 4 4 4 4 ?EEE?EEE?EEE?EEE

$

Q0 1 &P ! ! Q0 1 &P ! ! Q0 1 &P ! ! Q0 1 &P ! !

P P P P

( ( ( (

$ $ $ $

( ( ( (

" " " "

5 5 5 5

# # # #

" " " "

5 5 5 5

' ' ' '

' ' ' '

" R# ! IS ! RJS " R# ! IS ! RJS " R# ! IS ! RJS " R# ! IS ! RJS R> ISR> ISR> ISR> IS

! R3S !! R3S !! R3S !! R3S ! H . H . H . H . @ @ @ @


12/28

"# $ % # $ # $ # $ # $

3 H - 3 H - 3 H - 3 H - P P P P

, , , , R! ! ! R! ! ! R! ! ! R! ! ! ! S ! S ! S ! S

, " , " , " , " R> &S H R> &S H R> &S H R> &S H

! ! ! ! ! ! ! ! ? ? ? ? R P R P R P R P

P J P J P J P J S S S S

! " P ! " P ! " P ! " P : : : : E P E P E P E P

( E ( E ( E ( E : : : : R' NN NSR' NN NSR' NN NSR' NN NS R' # NN NSR' # NN NSR' # NN NSR' # NN NS

R! SR! SR! SR! S , . , . , . , . R!PR!PR!PR!P S S S SR> R> R> R> IS IS IS IS RNRNRNRN IS IS IS ISRN N ISRN N ISRN N ISRN N IS

# B C# B C# B C# B C3 "(( 3 "(( 3 "(( 3 "((


13/28

&

0 $ 3 D5 4 ,D?0 $ 3 D5 4 ,D?0 $ 3 D5 4 ,D?0 $ 3 D5 4 ,D?

5 5 5 5

# # # #

" " " " ( ( ( (

))))


14/28

? = ? = ? = ? = # " # " # " # "

( ( ( (

- - - -

( > ( > ( > ( > 5 5 5 5

' ' ' ' H H H H

3 > 3 > 3 > 3 > " " " "

: @ , : @ , : @ , : @ , " " " " . . . .

!!!! > > > >

? ? ? ?

= $ 2 . = $ 2 . = $ 2 . = $ 2 . # # # # I I I I

! I ! I ! I ! I

! ! ! !



15/28

4 > 4 > 4 > 4 > ! ! ! ! 3 3 3 3

= = = = //// @ 0 @ 0 @ 0 @ 0 ////

F F F F22 5 F22 22 5 F22 22 5 F22 22 5 F22 - - - - I 3 . F22 I 3 . F22 I 3 . F22 I 3 . F22

" ;" ;" ;" ;

0 ? " 0 ? " 0 ? " 0 ? "

@ @ @ @

' & " ' ' & " ' ' & " ' ' & " ' //// 5 5 5 5" '


16/28

> I> I> I> I

3 " . D 3 " . D 3 " . D 3 " . D D D D D

0 0 0 0 ////////////

3 3 3 3 , J #, J #, J #, J #????

"@ "@ "@ "@

$ $ $ $

)))) //////////// ( ( ( (


17/28

) & % ( % ( % ( % (

" " " "

@ @ @ @ . . . .

. . . . //// . . . .

, ?, ?, ?, ? ,,,,////=E- 5=E- 5=E- 5=E- 5

$ $ $ $ . . . .

0 0 0 0 3 H 3 H 3 H 3 H 3 @ 3 @ 3 @ 3 @ . . . . ////

,,,, ???? "E! 5"E! 5"E! 5"E! 5

0 "0 "0 "0 "

3 3 3 3 J. J. J. J. 4 4 4 4 ! ! ! !

> "> "> "> "

5 5 5 5 3 3 3 3 3 3 3 3

> "> "> "> "

" " " "



18/28

' B ' B ' B ' B C B C " C B C " C B C " C B C " > 5> 5> 5> 5 5(= . 5(= . 5(= . 5(= .

,,,, )?)?)?)? $ ' ,$ ' ,$ ' ,$ ' ,

5 @ '5 @ '5 @ '5 @ ' . . . .

5# 5# 5# 5#

,


19/28

////

//// J J J J .H " .H " .H " .H " ! ! ! !

5 K 22)5 K 22)5 K 22)5 K 22)////< 4< 4< 4< 4

% ( % ( % ( % ( //// 4&-- J 4&-- J 4&-- J 4&-- J B B B B ?EEE?EEE?EEE?EEE D D D D 4D C 4&-- D 3 ! 4D C 4&-- D 3 ! 4D C 4&-- D 3 ! 4D C 4&-- D 3 ! 5 5 5 5 //// 4 4 "4 4 "4 4 "4 4 "D 5 D 5 D 5 D 5 ************////+77+77+77+77////*8 > I " > > I " > > I " >

3 @ 3 @ 3 @ 3 @ 2M " 2M " 2M " 2M "

> ! 22 2 J> ! 22 2 J> ! 22 2 J> ! 22 2 J > I ! > I ! > I ! > I ! @ @ @ @

" , " , " , " , //////////// ////



20/28

J J J J ! ! ! ! ! ! ! ! @ 3 H @ 3 H @ 3 H @ 3 H

3 3 3 3

, , , , ////////////

0 0 0 0 $ D $ D $ D $ D D ! D ! D ! D !

3 3 3 3 . J . J . J . J " " " "

! ! ! ! ! ! ! ! ! ! ! !

* # $ # $ # $ # $

( ( ( (

J. J. J. J.

J I " J I " J I " J I "

" " " " 4 . 4 . 4 . 4 .



21/28

, , , ,

" " " "

" " " " ! J ! J ! J ! J

//////////// . . . . ( ? ( ? ( ? ( ?

3 ' $ $ 3 ' $ $ 3 ' $ $ 3 ' $ $ H H H H

. ! . ! . ! . !

! ! ! !

$ + ( 5 5 5 5

" " " "

" " " "

> > > >

DD DD DD DD : : : :

" " " "



22/28

- ! T- ! T- ! T- ! T

D1D1D1D1 //// ! !! !! !! !

' 1 ' 1 ' 1 ' 1 > ! > ! > ! > ! , @ , @ , @ , @

D! ' !D! ' !D! ' !D! ' ! ! ! ! ! ! ! ! !

D( DD( DD( DD( D

- ! T- ! T- ! T- ! T

D1D1D1D1 //// ! ! ! ! ! ! ! ! , U3U , U3U , U3U , U3U4 J 4 J 4 J 4 J @ @ @ @ ////

DJDJDJDJ ! ! ! ! ! ! ! !

! ! ! !

D- DD- DD- DD- DB5 22) 5CB5 22) 5CB5 22) 5CB5 22) 5C

5 5 5 5 1 ' &1 ' &1 ' &1 ' & J J J J BBBB'1'1'1'1////0C0C0C0C " . " . " . " . ////@ @ @ @ '#& 0 '#& 0 '#& 0 '#& 0= & ' ,V , , $ = & ' ,V , , $ = & ' ,V , , $ = & ' ,V , , $ - H 4 - H 4 - H 4 - H 4 ?EE&5?EE&5?EE&5?EE&5


23/28

# $ # $ # $ # $

$ :& S5 5S ' 22 ! $ :& S5 5S ' 22 ! $ :& S5 5S ' 22 ! $ :& S5 5S ' 22 ! 6 6 6 6 B 5"C - B 5"C - B 5"C - B 5"C -

6 ) 6 ) 6 ) 6 )

> B > B > B > B C ! C ! C ! C !

" " " "

$ ?$ ?$ ?$ ?

R R R R > > > > # , # , # , # ,

R' F)22 R' F)22 R' F)22 R' F)22 //// > > > > 5 5P # 5 5P # 5 5P # 5 5P #

R: P R: P R: P R: P . . . . . . . .

R, : R, : R, : R, : 5" 5" 5" 5"

R" 'R" 'R" 'R" ' P . P . P . P . S S S S

!P $ > ' !P $ > ' !P $ > ' !P $ > ' R5 5S > ;R5 5S > ;R5 5S > ;R5 5S > ;


24/28

, - .# + / # $ # $ # $ # $

' ! ' ! ' ! ' ! > P 7?)2 > P 7?)2 > P 7?)2 > P 7?)2

P P P P ! ! ! !

: *?)2 H : *?)2 H : *?)2 H : *?)2 H

> P > P > P > P 3 3 3 3P . " P P . " P P . " P P . " P " @ " @ " @ " @ I , I , I , I , E E E E

I " II " II " II " I

3 :3 :3 :3 : R R R R 5S . 5S . 5S . 5S .

# : # : # : # : ////////////

3P 3P 3P 3P

,0% $ $% # & # $ # $ # $ # $

: ' 4 ": ' 4 ": ' 4 ": ' 4 "" 4 4 " 4 4 " 4 4 " 4 4 $ "" $ "" $ "" $ "" ! ! ! !

: : : : D3 DD3 DD3 DD3 D "" "" "" ""



25/28

! ! ! !

3 " 0 3 " 0 3 " 0 3 " 0 I ! . II ! . II ! . II ! . I

5 5" 0 @ I 5 5" 0 @ I 5 5" 0 @ I 5 5" 0 @ I 0 I0 I0 I0 I

JI > JI > JI > JI > //////////// 5" " 5" " 5" " 5" "

> > > > D! @ D! @ D! @ D! @ ! ! ! ! ! D ! D ! D ! D

D , ! D , ! D , ! D , ! ID ID ID ID

>;>;>;>;! > I . ! > I . ! > I . ! > I . //// , ; , ; , ; , ;

( 3 , ( 3 , ( 3 , ( 3 , B: B: B: B: //// C C C C

# # # # . . . . > ! > ! > ! > !

J H J H J H J H //// " " " "

1 ; 1 ; 1 ; 1 ;

, , , , //// , , , ,


26/28

( # $ # $ # $ # $

: @ : @ : @ : @ 3 3 3 3

" " " "

5 H ;5 H ;5 H ;5 H ;

( ( ( ( D3 D3 D3 D3 ;D ;D ;D ;D

& & & & D ' ! @ IDD ' ! @ IDD ' ! @ IDD ' ! @ ID' ' ' ' D, IDD, IDD, IDD, ID

" " " " D! ! D! ! D! ! D! ! D D D D

" H " H " H " H D: !D: !D: !D: ! ! J ! ! J ! ! J ! ! J ! ////////////3 3 3 3 ; ! ; ! ; ! ; ! > ID > ID > ID > ID

" " " "

# ! # ! # ! # ! D 3D 3D 3D 3 ' ! ! ' ! ! ' ! ! ' ! ! I ! @ ID I ! @ ID I ! @ ID I ! @ ID

" " " " D,DD,DD,DD,D . . . . > > > >

% " % " % " % "

//// , , , ,


27/28

1 %

0 4 0 4 0 4 0 4 //// B B B B ?EEE?EEE?EEE?EEECCCC

: 5: 5: 5: 5

4 .4 .4 .4 . D ! D ! D ! D ! D D D D

D# - ' , "5 -IDD# - ' , "5 -IDD# - ' , "5 -IDD# - ' , "5 -ID

23

3 3 3 3 @ @ @ @ 0 0 0 0 ? ? ? ?

" " " "

$ G @$ G @$ G @$ G @

> > > >

> 1 ;> 1 ;> 1 ;> 1 ;

> > > >

> > > >

> > > >

!!!! ? ? ? ?

D! ! . !D! ! . !D! ! . !D! ! . !



28/28

@ @ @ @ ! ! ! ! . D . D . D . D

D! # @ D! # @ D! # @ D! # @

ID ID ID ID

% !% !% !% !

% 5 % 5 % 5 % 5 D DD DD DD D ! ! ! !

3 ! ! 3 ! ! 3 ! ! 3 ! !

, , , ,

' & ,' & ,' & ,' & ,

' ! ' ! ' ! ' ! . @ . @ . @ . @ 4 4 4 4

" ! " ! " ! " !

////

5-: ' $ 9 ' 5-: ' $ 9 ' 5-: ' $ 9 ' 5-: ' $ 9 '' 1 ' 1 ' 1 ' 1 D' # 5 D' # 5 D' # 5 D' # 55D 4 ?5D 4 ?5D 4 ?5D 4 ??EE'?EE'?EE'?EE'////####////5555////5E5E5E5E

, ( 3 4 5

N F886I 4 5 !N F886I 4 5 !N F886I 4 5 !N F886I 4 5 ! 5 ?5 ?5 ?5 ? ?EE!$E-5?EE!$E-5?EE!$E-5?EE!$E-5

21 keys to open referrals

Documents