Unlocking the Healthcare Goldmine: Your 2025 Prospecting Guide for Hotel Sales
- Lew Estes
- Aug 1
- 2 min read
In a shifting economic landscape where some corporate segments are tightening their belts, the healthcare industry remains a powerful engine for growth and, for us in hotel sales, a goldmine of opportunity. While the broader job market is cooling, the healthcare sector added a robust 55,000 jobs in July 2025 alone.
From hospital expansions and mergers to the constant need for traveling staff and patient family lodging, this segment is complex, resilient, and packed with potential room nights. The key is knowing where to look and who to call.
Here’s your guide to effectively prospecting the healthcare industry in 2025.
Your Prospecting Hit List: Key Contacts Inside the Hospital
Hospitals are ecosystems of opportunity. Don't just make one call; target the specific departments that generate travel.
1. For Recruitment, Relocation & Administrative Travel
This is your low-hanging fruit for high-value corporate travel. Focus on the people managing the constant flow of staff and executives.
Who to Contact:
Administrative Offices & Executive Assistants
Physician Recruitment
Nurse Staffing / Director of Nursing
Types of Business Generated:
Recruitment of new physicians and nurses
Relocating doctors, specialists, and executives on house-hunting trips
Temporary traveling nurses and medical specialists (often for weeks at a time)
Visiting auditors, inspectors, and contractors.
2. For Patient & Family Travel
This is the heart of healthcare travel, driven by need and often generating longer, emotionally-charged stays. Building relationships here can create a consistent referral pipeline.
Who to Contact:
Social Workers or Case Managers
Admissions Department
Patient Care/Discharge Planning
Specialty Departments like Cancer/Oncology, Transplant, CCU, and NICU
Types of Business Generated:
Families of long-term care patients
Patients and their families needing lodging pre-op and post-op
Visitors for specialty treatments that draw from out-of-state
Families visiting loved ones in special care units like the ICU, Burn Unit, or NICU
3. For Training, Education & Vendor Travel
Hospitals are centers of learning and are constantly upgrading. These activities bring in groups and extended-stay travelers.
Who to Contact:
Training & Medical Education Departments
Facilities, Engineering, and Purchasing Departments
Types of Business Generated:
Attendees for multi-day continuing education classes and seminars
New hires, medical residents, and fellows needing housing
Construction crews for hospital expansions
Equipment vendors, IT specialists, and maintenance contractors
Beyond the Hospital Walls
The opportunity doesn't stop at the hospital doors. The broader healthcare ecosystem is rich with potential.
• Pharmaceutical Companies: A primary source for meetings, events, and sales team travel.
• Rehabilitation Centers: These facilities often have patients in town for several weeks at a time receiving therapy, creating a need for extended stays for both patients and their families.
• Traveling Nurse & Physician Agencies (Locum Tenens): Go directly to the source! These firms are constantly placing medical staff in short-term and supplemental roles and need reliable housing partners.
• Medical Records Companies: Auditors and HIPPA compliance teams frequently travel to facilities.
The healthcare segment is not a simple "one-call-close" market, but its stability and diverse needs make it one of the most valuable pillars of a strong hotel sales strategy. Use this guide to build a targeted plan and start uncovering the consistent, year-round business that will keep your hotel thriving.
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