Community Referrals 101: Building Ethical, Steady Pipelines for AFC/HFA

For AFC and HFA homes in Michigan, one of the biggest challenges is keeping a steady stream of referrals. Empty beds cost money, but chasing referrals the wrong way can damage your reputation—or even violate state rules.

The key is building an ethical referral pipeline: one that is steady, professional, and based on trust. Here’s how to get started.

Build Relationships with Discharge Planners

Hospital and rehab discharge planners are often the first to know when a patient needs a step-down placement.

• Introduce yourself and your facility in a professional, respectful way.

• Provide brochures and a one-page service sheet (make it easy for them to share).

• Stay responsive—answer phone calls quickly, even outside “business hours.”

Connect with Home Health & Hospice Agencies

Home health nurses and hospice teams frequently identify patients who can no longer remain safely at home.

• Educate them about what level of care your home provides.

• Clarify that you work as a partner, not a competitor.

• Share success stories of smooth transitions to build trust.

Leverage Community Networks

Sometimes the best referrals come from the community itself.

• Attend senior fairs, church events, and caregiver support groups.

• Keep business cards and flyers handy.

• Make yourself available as a resource, not just a marketer.

Stay Ethical (and Compliant)

• Be transparent: Families and professionals should know exactly what you provide.

• Respect privacy: Don’t share resident details without proper releases.

Build a Referral Tracker

Don’t leave your pipeline to chance. Keep a simple tracker with:

• Contact names & organizations

• Dates of outreach or meetings

• Notes on what was shared

• Next steps or follow-ups

A tracker makes it easy to see which connections are most active and where you may need to put in more effort.

Bottom Line

Building steady referrals isn’t about quick wins—it’s about long-term relationships. By focusing on hospitals, home health, and community connections—and doing it the right way—you can keep your beds filled and your reputation strong.

At Roseberri, we help providers set up ethical, sustainable referral systems that align with Michigan regulations and community standards.