April 27, 2012
The Only Weekly Newspaper Exclusively for the Newport Area
The Newport News
Our Lady of Mount Carmel Church Masses: Saturdays: Sundays: Weekdays: Holy Days:
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A Catholic-Christian Faith Community within the Diocese of Orange
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PHYSICIAN REFERRAL COMPANY SUPPORTS PEOPLE IN TRANSITION
Gary Calvaneso, Mary Baker, Sandra McElwee, Miriam Kang, Linda Matulis
When your primary care physician tells you that you need to see a specialist, most patients assume their doctor will refer them to a quality physician. After all, anyone who is going to treat you should be board-certified, well versed in the latest techniques and have an impressive record of successes with other patients; right? Well it may come as a surprise that the referral system doesn’t actually work that way. Most people assume their primary care doctor has a rolodex of top notch specialists to pass along as needed. In today’s fast paced world, primary care physicians simply don’t have the time to go out, research and meet with other specialists. With specialists operating margins falling over the past decade and health care reforms putting pressure on their bottom line, quality specialists have a need to do a better job educating referring doctors and patients about their expertise. That’s where 2 local residents, Gary Calvaneso and Sandra McElwee who met through Saddleback Church, decided there was an opportunity to work with quality specialists and educate referring primary care physicians about their skills. In early 2011, they formed a referral marketing company called The Referral Specialists (www.TheReferralSpecialists.com).
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The Newport News
The Referral Specialists provide practice representatives and referral marketing services to specialty physicians. Practice representatives are experienced healthcare professionals who call on primary care physicians and complementary specialists to educate them about their specialist client’s expertise. Since starting their business, their specialty physician clients have experienced positive gains as a direct result of their services. Typically these specialists triple or quadruple the number of referring physicians who refer to them and increase their bottom line. In fact, the Referral Specialists business caught the attention of the Wall Street Journal’s Smart Money magazine where they were mentioned by name. “Our business connects quality specialists with PCP’s (Primary Care Physicians) through referral marketing, said Gary Calvaneso, Managing Partner. Educating the medical community not only benefits everyone in the medical market but also produces jobs which is something that our community really needs”. Aside from achieving positive results for their clients, what makes The Referral Specialists unique is their dedication to helping those that are unemployed and need help. For Calvaneso, it is something he takes to heart.
Nearly every Monday for the past 6 years, Calvaneso has been a volunteer at Saddleback Church in Lake Forest, listening to and coaching unemployed people with a smile and an offer of hope. “For our practice reps, we only consider candidates that are unemployed” said Calvaneso. “We are not interested in recruiting people that already have a job and an income. We prefer to support those that do not. It is our way of giving back to the community by helping those in need which is a principle of our faith.” “You would be surprised at the high level of unemployed talent there is out there” said Sandra McElwee, Managing Partner. “One of our practice reps is a senior woman with over 25 years of pharmaceutical sales experience calling on physicians’ offices. She was out of work for over 2 years before joining up with us and has done a great job for our clients”. Not only do the Referral Specialists focus on working with unemployed candidates, but they also do the same for suppliers. “We wanted to apply our faith based principles of helping those in need to all aspects of our business, said Calvaneso”. “Even the caterer we use is trying to generate income through a home based business. What employers need to understand is that being unemployed has nothing to do with talent or quality. We carefully screen our suppliers, looking for skill and quality first. The doctors all rave about her food and she now gets additional business from them”. “We have a stay-at-home mom who makes some of the best toffee you’ll ever taste, right out of her home kitchen. Here again, our clients rave about her toffee and have provided her additional business” said Calvaneso. For his volunteerism in supporting people in transition in 2011, Calvaneso received the Orange County Spirit of Volunteerism Award as part of the leadership team managing Saddlebacks Career Coaching and Counseling program. If you are a physician with a specialty medical practice and are interested in a free consultation to learn more about how The Referral Specialists can help increase referrals from other physicians, visit their website at www. TheReferralSpecialists.com , call them 949-433-1702 or e-mail them at info@get-referred.com.