Enrollment, not a product sale
The patient is joining an ongoing clinical program rather than receiving an item. That changes the call: agents are explaining a relationship with a care team, and the patient is consenting to ongoing contact. Framing it as a device giveaway produces enrollments that lapse, which buyers track and act on.
Why expectation-setting drives your volume
RPM buyers measure retention after enrollment. A center whose patients disengage within weeks receives less volume than one with fewer but better-informed enrollments, even if raw transfer counts favour the first. Accurate framing on the call is therefore a commercial lever, not just a compliance requirement.
Screening structure
Typical criteria are a qualifying chronic condition, qualifying insurance coverage, and an existing treating physician relationship. The last of these is often overlooked and is a frequent rejection cause — a patient with no current physician generally cannot be enrolled.
Payment models
Both transfer-based and enrollment-based models exist. Transfer campaigns pay when a qualified patient reaches the clinical team; enrollment campaigns pay on completed enrollment and typically pay more, with a longer validation window. The model and its review window are published on each campaign.