JUSTASKBRET STARTER KNOWLEDGE BLUEPRINT

Use this file as your starter content. Edit it with your own real-world experience.

1. FIRST PULMONARY OFFICE VISIT
Goal:
Build trust, learn the referral process, and identify who handles sleep/DME referrals.

Opening:
Hi, I'm Bret. I work with practices that have patients needing sleep testing, CPAP/BiPAP support, oxygen, or respiratory-related services. I wanted to introduce myself and learn how your office currently handles those referrals so I can be a useful resource.

Questions:
- Who usually handles sleep or DME referrals here?
- What is your current process when a patient needs testing or equipment?
- Are there any parts of the process that create delays for patients?
- What do you like about your current providers?
- What could be better?

Avoid:
- Product dumping
- Asking for referrals too early
- Talking more than listening
- Bad-mouthing competitors

Top Rep Tip:
The first visit is for learning the office, not trying to close the office.

2. HOME SLEEP TEST REP TALK TRACK
Simple explanation:
A home sleep test gives appropriate patients a more convenient way to be tested for possible sleep apnea from home rather than requiring an overnight in-lab study.

Physician angle:
Focus on patient access, completion, workflow, turnaround time, and appropriate patient selection.

Referral coordinator angle:
Focus on easy referral process, fewer patient delays, and clear communication.

Questions:
- Do patients ever delay or avoid in-lab sleep studies?
- What happens when patients do not complete testing?
- How easy is your current referral process?

3. CPAP VS BIPAP SIMPLE EXPLANATION
CPAP provides one continuous pressure to help keep the airway open.
BiPAP provides two pressure levels: a higher pressure when breathing in and a lower pressure when breathing out.

Simple office explanation:
CPAP is one steady pressure. BiPAP gives different pressure support for inhaling and exhaling, which can be helpful for certain patients when ordered appropriately by the provider.

Safety note:
Always follow clinician orders and company-approved guidance. Do not diagnose or recommend therapy outside your role.

4. COMMON OBJECTIONS
Objection: We already have a provider.
Response:
That makes sense. Most offices do. I'm not here to disrupt what is working. I wanted to learn your process and see if there are any gaps where we could be a backup resource.

Objection: We don't have time.
Response:
I understand. I can be brief. Who would be the best person to leave information with so I can follow up at a better time?

Objection: Send me information.
Response:
Absolutely. I can send something concise. What would be most useful: referral process, product overview, or contact information for support?

5. LUNCH AND LEARN OUTLINE
Topic: CPAP vs BiPAP
Length: 15 minutes
Agenda:
- Quick introduction
- Simple explanation
- When offices commonly see these patients
- Referral workflow
- Common patient barriers
- Questions

Opening:
Today I want to keep this practical and focused on what your office sees day to day.

Close:
If there is ever a patient situation where you need help understanding the process or next step, we would be happy to be a resource.