Due it’s clinical effectiveness, ability to touch deep emotions, and power to comfort and heal in end of life care, music therapy can attract new referrals to your hospice company.

The inclusion of music therapy as a standard of care for hospice companies across the United States is growing. When effectively implemented and marketing, music therapy programs can generate revenue that exceeds the cost of the services for end of life care. This happens as a result of increase in Average Daily Census, with most hospice companies enjoying an increase of 3-6% within the first year of their music therapy program.

In his evaluation of four hospice programs that initiated music therapy into their programs, Dr. Russell Hilliard found an average daily census increase of 3%-6% and corresponding increases in revenue. Hospice programs with music therapy may also increase charitable donations received due to the highly visible and social nature of music therapy, and increased satisfaction in services. In his evaluation of hospice programs with music therapy, Hilliard found that when effectively implemented and marketed, revenue generated from music therapy programs exceeds expenses resulting in profits for the hospice agencies.

–Melissa Amy Hirokawa, MM, MT-BC, Western Michigan University

The reason for this increase in census is most likely due to service differentiation. A hospice company who offers quality music therapy shows that they are willing to go above and beyond standardized care in order to meet the unique needs of their patients. This innovation, combined with the attractiveness and effectiveness of music therapy, piques the interest of referring individuals and prospective patients. The result is that more patients in end of life care will want to receive services from the company that offers music therapy.

This is dramatic increase in census is only the case, however, when these companies in utilize music therapy as an essential element of their marketing strategy. The music therapist should be involved in marketing presentations and provide in-services to referral sources. When referral sources see and learn about the power of music therapy firsthand, they will be moved to refer patients in end of life care to your program. It is a powerful tool, and will attract referrals accordingly.

You can find more about hospice music therapy from Living Spirit Music Therapy HERE