PATIENT EDUCATION

Organic consult and exam on day one

Report on day two

Touch and tell

Health care Class

Regular re exam and re reporting

Weekly patient education handouts

Day one and day two books

In room dry erase boards

Patient education posters and charts

Reception and therapy area DVD's

Patient cyber letter/education/ monthly

For Details go to:  www.drjaymorgan.com 

Will the road ahead always be easy?  Not at all.  But will it be worth your while?  Absolutely.  Because the struggle is not found on the path, it is the path. True strength comes when you have so much to cry and complain about, but you prefer to smile and appreciate your life instead.  There are blessings hidden in every struggle you face, but you have to be willing to open your heart and mind to see them.  You can’t force things to happen.  You will only drive yourself crazy trying.  At some point you have to let go and let what’s meant to be, BE.

1. Who you affect is more powerful than who you are at any given moment.  Because nothing is as enduring as a great memory.  In the end, its only intangible ideas, concepts, beliefs, and feelings that last.  Stone cracks.  Wood rots.  Skin dies.  But great thoughts, beautiful experiences, and inspiring legends… they live forever.  If you can change the way people think and feel, the way they see themselves, and the way they interpret the world, it means you can change the way they live their lives, and how they affect others.  That is, by far, the longest lasting thing you can create.

NEW PATIENTS/DINNER WITH THE DOCTOR

HERE IS NOW IT WORKS:

1- IN YOUR PRACTICE IDENTIFY YOUR BEST REFERING PATIENTS

2- THIS IS PROBABLY 5-10 PEOPLE MAX

3-HAVE NICE INVITATIONS MADE UP......INVITE THESE PATIENTS TO A DINNER SPECIAL FOR THEM AS YOUR FAVORITE PATIENTS

4- IN THE INVITES PUT A RSVP

5-ALSO PUT IN A SMALL CARD WHERE THEY CAN LIST UP TO 3 PEOPLE THEY CAN REFER IN TO YOU FAMILY,, FRIENDS, LOVED ONES

6-CONTACT A LOCAL RESTURANT....WIHT A PRIVATE DINING ROOM FOR ABOUT 30 PEOPLE

7-SEE IF THEY CAN DO A REASONABLE BUFFET DINNER $10 A HEAD

8-INVITE YOUR CORE PATIENTS..AND MAKE THE DINNER MID WEEK

9-EXPLAIN U WANT THEM TO BRING THESE OF THEIR MOST IMPORTANT FRIENDS

10-ASK THEM TO RSVP

11-GIVE THE PTS A RUN DOWN OF THE DINNER ..GOOBER like a mini health care class right?

12- HAND OUT INVITES PERSONALLY TO THESE PTS ....DRJAY YES GOOB EXACTLY

13-HAND THESE OUT APPROX 30 DAYS IN ADVANCE

NOW LETS TALK ABOUT THE CLASS ITSELF :

1-HAVE A DVD THEY CAN WATCH ON HEALTH, CHIRO ETC 15 MINUTES

2-HAVE YOUR BEST PT OR PTS GET UP AND TEL THEIR STORY

3-TELL YOUR PERSONAL STORY WHY YOU ARE A CHIRO ETC...WHAT CHIRO IS,. UR MISSION STATEMENT

4-GIVE A MINI HEALTH CARE CLASS OR STRESS LECTURE ..GOOBER I can see this working great so far

5-DO THE CLOSE JUST LIKE THE STRESS LECTURE

-sometimes when we do these people come up to me and ask me about their conditions and if chiro can help.. if u are wondering or have questions or would like to be examined, here is a pac of info.goover the info,,, and gotothe sign in sheet, have them put down their name and numb. give u the sheet.

6-hand out the pacs

7-DO ALL OF THIS AFTER THE DINNER

8-THEN DO DESSERT.... WHILE THEY ARE EATING DESSERT.. U SMOOZE THEM TALK TO THEM,.. MINGLE ETC...

SYNOPSIS

1- MEET AND GREET

2-DINNER

3-DVD

4- HEALTH CLASS

5-MAKE OFFER CLOSE

6-DESSERT.. TALK TO THE PTS ONE ON ONE, MORE SIGN UPS

7-CALL THE SIGN UP PEOPLE, AND SCHEDULE THEM FOR A VISIT.. CONSULT, EXAM, FILMS, AND REPORT ON DAY TWO

8- THIS VISIT, UP  UNTIL THE FIRST ADJUSTMENT ON DAY TWO, IS COMPLIMENTARY..

9- GIVE THEM YOUR STANDARD REPORT, AND PUT THEM ON SCHEDULE

10-MAKE SURE THEY KNOW THE $ DETAILS, AFTER THE REPORT, YOUR FEES, AND THAT THE CHARGES START TODAY AT THE FIRST ADJUSTMENT. NO FREE ADJUSTMENT.

YOUR FRONT DESK CA.   A-Z

CORRECTLY USING YOUR OFFICE STAFF IS VERY IMPORTANT.  MOST OFFICE DO NOT HAVE A CLEAR PLAN FOR THIS

HERE R THE RULES

1- PHYSICALLY SEPERATE OFFICE PERSONEL

2- OUTLINE EACH EMPLOYEES JOB DUTIES AND DESCRIPTION

3- MAKE A LIST OF EACH CA’s DUTIES

4- PARKENSONS LAW

STATES A GIVEN AMT OF WORK TO GET DONE IS DIVISIBLE BY THE NUMBER OF PEOPLE ASIGNED TO DO IT WITH IN THE TIME FRAME ALLOWED. FOR EXAMPLE. LETS SAY U HAD 100 UNITS OF WORK THAT WAS BEING DONE BY ONE PERSON. TWO PEOPLE DOING THE SAME JOB WILL NOT PRODUCE 200 UNITS OF WORK IN THE SAME TIME FRAME.

5- NEVER HAVE A JOB WHERE EMPLOYEE HAS FREE TIME

6-USE AS FEW PART TIME PEOPLE AS POSSIBLE

7- INSTALL UR CAUSE, PURPOSE, PHILOSOPHY INTO UR EMPLOYEES...IF U HAVE A HIGHER CAUSE,, UR EMPLOYEES WILL TEND TO GET CAUGHT UP IN THAT AND BE MOTIVATE BY IT, RATHER THAN BY MONEY

8-REWARD EFFICIENT AND LOYAL EMPLOYEES

9-HAVE JOB DESCRIPTIONS

10- HAVE AN OFFICE POLICY

11- ALWAYS SET GOALS FOR ALL STAFF

EFFICIENT SYSTEMS FOR FT DESK

1- LARGE APPOINTMENT BOOK. NON COMPUTERIZED

2- TRAVEL CARDS TO GET PTS TO AND FRO THE ROOMS

3- A CLIP SYSTEM TO KNOW WHICH ROOMS ARE OPEN AND NOT

4- MULT APPNT CARDS

6- OFFICE POLICY

(Much of the new technology in Chiropractic is great, however experience in hundreds of offices has proven that some of the basics are better not changed. The above list is 6 such procedures.)

CHARACTERS OF A GOOD EMPLOYEE

-committed

- pleasant

- efficient

-bright

- people person

-dependable

- motivated

- positive

- enthusiastic

CHARACTERS OF A POOR EMPLOYEE

-performs poorly

- chronic late

- makes repeated mistakes

- not dependable

-misses work

-negative

- not a team player

OVERVIEW:

IF YOU EVER HAVE A BAD FEELING ABOUT AN EMPLOYEE, IN YOUR GUT OR IF U EVEN START DREADING GOING IN YOUR OFFICE THEN INNATE, YOUR GUT IS PROBABLY TRYING TO TELL U SOMETHING AND U NEED TO MAKE AN ADJUSTMENT.. CHANGE AS SOON AS POSSIBLE.

HOW MUCH SICK DAY DO YOU GIVE?

HERE IS HOW THIS WORKS FIRST VACATION PAY NONE FOR THE FIRST 6 MONTHS ON THE JOB'..THEN STARTING THE 7TH MONTH, THE CA ACCUMULATES 8/10'S OF A DAY FOR EACH MONTH.. SO AT THE END OF ONE YEAR.. OR 12 EQUAL MONTHS, THE CA HAS ACUM 5 EQUAL DAYS OF 8 HRS A DAY..SO FOR EXAMPLE, IF A CA HAS BEN THERE 7 MONTHS THEN THAT CA HAS ACCUM 8/10'S OF ONE DAY..8/10'S OF ONE DAY IS ABOUT 7 HOURS.

THERE ARE REASONS FOR THIS:

1- SO THE CA DOESNT GO OVER 5 DAYS THE FIRST YEAR VACA

2- SO THE CA DOENS WORK 6 MONTHS, TAKE A WEEK OFF, AND THEN QUIT.THEY HAV TO WORK THE FULL 12 MOTNHS TO ACCUM 5 DAYS OFF VACA.

3-THE SECOND YEAR IT ACCUM THE SAME WAY, BUYT THERE IS NO WAIT THE FIRST 6 MONTHS MEANING THE SECOND YEAR THE CA ACCUM 10 DAYS AT THE END OF THE SECOND YEAR..

4-CA CAN TAKE ANY VAC THEY WISH AT ANY TIME, AS LOONG AND THEY HAVE ACCUM IT...IF THEY DONT HAVE IT IN THEIR ACCUM BANK, THEY DONT GET IT

FRONT DESK JOB DESCRIPTIONS. YOUR FT DESK PERSON IS THE MOST IMPORTANT PERSON IN UR ENTIRE OFFICE..THIS IS THE # ONE CONTROL POINT. UR FT DESK PERSON HAS 8 SPECIFIC RESPONSIBILITIES:

1- ANS THE PHONE

2- APNT BOOK

3- PROCESS NEW PTS

4- MULT APPNT CARD

5- COLLECT MONEY

6- TRAVEL CARD SYSTEM

7- MISSED APOINTMENTS

8- SCHED AND PROCESS NEW PTS

BONUSES

BONUSES R BASED ON MULT CATEGORIES ..COLLECTIONS..PRODUCTION..PT VISITS..NEW NEW PTS..THIS IS BROKEN DOWN DAILY..MONTHLY..AND WEEKLY

1-GO BACK AND GET UR AVERAGES FOR THE PAST 3 MONTHS IN EACH CATEGORY..TAKE UR AVERAGES AND MOVE THEM UP BY 15%% APPROX..THIs IS UR BONUS LEVEL..UR NEW SET POINTS..WHEN U HIT THEM, U MOVE IS AHEAD IMMEDIATELY BY ANOTHER 15 %..

2-THEN U PUT A DOLLAR AMT ON EACH BONUS LEVEL

-DAILY IS $15

-MONTHLY IS $50

-WEEKLY IS $25

EACH TIME A GOAL IS HIT, U PAY IT OUT..  AND MOVE IT UP IMMEDIATELY ANOTHER 15%. SO, THERE A MULT LEVELS AND WAYS THEY CAN HIT THESE. LETS TAQKE AN EXAMPLE LETS SAY IN THE MONTH OF OCT YOU HIT, 4 WEEKLY GOALS.. THE BONUS PAY OUT WOULD B $100 EACH CA AND LETS SAY YOU HIT 2 WEEKLY, THE PAY OUT EACH CA OWOULD BRE $50. AND LET SAY U HIT 3 MONTHLYU GOALS, THE PAY OUT EACH CA WOULD BR BE $150..SO LETS SAY THE ON MONDAY..YOU HIT A DAILY GOAL FOR PT VISITS AND ONE FOR NEW PTS..THE PAY OUT WOULD BE $30 ETC ETC,, THE POINT BEING THERE ARE MULT WAYS THEY CAN BE HIT, AND MULT COMBOS ETC.. IT KEEPS IS INTERESTING, AND YOUR STAFFS MIND IN IT

THE LEVEL YOU ADD STAFF DEPENDS ON IF YOU DO THERAPY/REHAB/ OR ARE A NON THERAPY PRACTICE.  HERE ARE THE GENERAL STAFFING LEVELS.

IN A THERAPY PRACTICE:

- ONE CA CAN HANDLE EVERYTHING UP UNTIL YOUR OFFICE HITS 75 VISITS A WEEK, THEN YOU ADD FULL TIME CA # 2. THIS WILL TAKE YOU TO 150 PER WEEK, AT WHICH TIME YU ADD CA # 3.  THIS   WILL TAKE YOU TO 225 PER WEEK…  THESE EMPLOYEES NEED TO BE FULL TIME. ONCE YOU HIT 225 YOU CAN CONSIDER SOME PART TIMERS TO FILL GAPS

IN A NON THERAPY OFFICE:

-  ONE CA CAN HANDLE IT UP TO 120 VISITS A WEEK.  AT WHICH TIME YOU ADD CA # 2.  THIS WILL TAKE YOU TO 200, AT WHICK TIME YO U ADD CA # 3. THIS WIL TAKE YOU TO 350 PLUS PER WEEK

MESSAGE FROM DOCTOR JAY

I’m going to call this week’s message to you “WHAT ARE YOU REALLY DOING?”  Why you might ask?  Several reasons, first to just stay level in todays practice of Chiropractic take hard work and effort, but to grow and prosper, takes enormous effort!  There are no gimmies in practice anymore. With that in mind in mind there are two ways to grow. They are:

1-            Increased Collections

2-            Increased savings

Increasing collections. To do that you have to increase business. To increase business production you have to add more projects.  We week you are sent a minimum of 5 new patient projects.  20 a month. How many are you regularly adding each week? If not many, then why not? Weekly we have live chat rooms where you can interact with your peers on office growth, are you in most of not all of these?  If not why not?  The second Tuesday of each month we have a one hour live teleseminar training session. It simply doesn’t get any easier than this. Dial a phone, put in a code, and listen.  Front row seats. Do you and your office take full advantage of this each month?  If not why not?      

So this week’s message is going to ask you to take an honest look at these things. Pat yourself on the back for the good things done and doing. Make a list of the things not done or doing, and add them this week.  BE FULLLY DETERMINED THAT YOU ARE GOING TO DO WHAT EVER IT TAKES TO EARN MORE, AND SAVE MORE.  Above is your outline, it just doesn’t get any easier than this.    

      

NEW PATIENTS/GROUPON/LIVING SOCIAL

Today let’s talk coupons, in short Groupon and Living social.  When this first came out a few years ago, I had some Chiropractic clients do this, and I observed them. I found it interesting that none went back and did it a second time.  So I asked and they gave me several reasons why.  First they were flooded with hundreds of new patients. A great problem right? However the biggest reason I was given for not going a second time was the cost of processing the new ones, versus payment from Groupon, versus the ones that took care. In English it ended up being a money loser for most of them.

However I have noticed over the past 6 months, several other clients doing these, however adding a twist, such as a massage, or another service beyond a chiropractic exam.  Once again they are flooded with new patients, we are talking 300-400 on average (spread out over time/4-5 months average) but this time it seems to be working better. More patients are sticking, and the doctors are wanting to give it a second go. Why it is working better this time I’m not totally sure, but would imagine that they are getting their procedures down better for such high volume, or perhaps being able to weed out tire kickers early on.    

For starters if you do this, these coupon companies probably are not going to let you just do a first visit discount for straight Chiropractic. There will have to be something else tossed in. If you are not comfortable with this, they I suggest you pass and focus strictly on the 5 other new patient projects I send you weekly. However if you are ok with this, then I suggest you give it at least one shot.  Here is how it works:

1-            Google Groupon or Living Social in your area.

2-            Contact a sales rep for your local area.

3-            You will have to get in line and wait.

4-            They will probably have to toss something else extra in like a massage, or nutrition, or something other than the exam/ x ray first visit. 

5-            You will have to offer a steeply discounted first visit. And there is additional over head to consider if you offer additional services tossed in.

6-            These companies as a rule keep 50% of the funds, and send you a check for the other 50% from coupons purchased.

7-            Get ready to process hundreds of new patients over 4-5 months.

If you choose to do this these here is what you need to make sure is in line.

1-                  Solid first visit and follow procedures

2-                  Low overhead  

        3 -           Staff well trained

The last thing you want to do is get them in, stress the staff, raise overhead, and blow them out the door.  I have often wondered how the places I use these coupons at make it because usually there is at least a 50% discount and profit margins are not that large.  The only logical answer is repeat business down the road for eating establishments, and other businesses. For Chiropractors it has to be patient conversion to a care plan. If you are good to go on all of this then I say GREEN LIGHT. Try it at least once and go from there.

        

PLEASE FIRST CHECK WITH YOUR STATE BOARD ON THIS TO MAKE SURE IT IS LEGAL IN YOUR STATE TO DO THIS PROGRAM!!

OFFICE PROCEDURE/ THE SUCCESSFUL OFFICE

STEP ONE

A SUCCESSFUL OFFICE START LONG BEFORE THE NEW PATIENT ENTERS YOUR OFFICE.  A SUCCESSFUL OFFICE BEGINS WITH ALL OFF THE PARTS OF THE MACHINE RUNNING IN SYNC AND IN PROPER ORDER. IT MOSTLY INVOLVES THE HEAD SPACE OF THE DOCTOR.  UNDERSTAND THAT YOUR HEAD SPACE WILL DETERMINE THE LEVEL OF YOUR GROWTH.  YOU, ARE AND WILL BE, THE HARDEST PATIENT YOU WILL EVER MEET. ONCE YOU FIX YOU, THE REST BECOMES EASY.

THE SECOND IMPORTANT THING, IS YOUR OFFICE WILL ONLY GROW TO THE CAPACITY OF YOUR FRONT DESK PERSON.  MEANING YOUR FRONT DESK MUST OWN CHIROPRACTIC.  AND THAT PERSONS PROCEEDURE MUST BE 5 STAR.  IF YOUR FRONT DESK PERSON IS OFF AT ALL, YOUR GROWTH WILL STOP AS IF YOUR PRACTICE HIT A BRICK WALL.  I HIGHLY SUGGEST, NO MATTER HOW GOOD YOU FEEL THAT PERSON IS, YOU NEED TO CONTINUOUSLY TRAIN THEM USING THE 51 STEPS PAC I SENT YOU IN HAND.  THIS TRAINING MUST BE ONGOING.  I SUGGEST 10-15 MINUTES DAILY, AND 1-2 HOURS EACH WEEK.

STEP TWO

BEFORE THE PHONE RINGS, YOUR FRONT DESK PERSON MUST BE MENTALLY BE CONCEPTING NEW PATIENTS.  IN ENGLISH, EACH TIME THE PHONE RINGS THE FRONT DESK ASSUMES THAT THE PERSON ON THE OTHER END IS A NEW ONE.  WE HAVE ALWAYS HELPED THAT ALONG USING WHAT I CALL GREEN DOTS.  THESE ARE SMALL ROUND GREEN STICKERS WE PUT ALL OVER THE PLACE IN THE OFFICE. ON THE PHONE, ON THE FRONT DESK, EVERYWHERE.  EACH TIME WE LOOK AT THE DOTS, WE THINK NEW PATIENTS.  AND YOU KNOW WHAT?  NEW PATIENTS TEND TO JUST FALL OUT OF THE SKY. INTERESTING ISNT IT.  YOU MIGHT CALL IT ADVANCED CONCEPTING.  VERY POWERFUL.

WHEN YOUR C.A. DOES ANSWER THE PHONE, THE VERBAGE MUST DRIP WITH RECCOGNITION OF THE PERSON ON THE OTHER END.  ASK YOURSELF, IS MY FRONT DESK PERSON ADDRESSING THIS PERSON AS IF IT WERE HER/HIS LONG LOST RELATIVE?  IF NOT, CHANGE IT.  THIS IS IMPORTANT.  THE FRONT DESK PERSON MUST BE GOING OVER THE TOP.  WAY OVER.  BECAUSE THAT IMPRESSION WILL BE LASTING.  AND WILL HAVE A DIRECT IMPRESSION ON EACH AND EVERY ONE OF THE STEPS THERE AFTER.  DO NOT UNDERESTIMATE THIS STEP.

STEP THREE

WHEN THE PATIENT ENTERS YOUR OFFICE, THE GOING OVER THE TOP MUST CONTINUE.  THE CA NEEDS TO GET UP OUT OF THE CHAR AND GREAT THE PATIENT WITH A WARM SMILE AND DOUBLE HAND SHAKE.  THE PATIENT MUST ENTER THE OFFICE AND BE LIFTED 4 FEET OF OFF THE GROUND.  DOES THIS HAPPEN IN YOUR OFFICE?  IF NOT CHANGE IT.  AND CHANGE IT NOT. THIS IS THE NUMBER ONE, MOST IMPORTANT NEW PATIENT IDEA/PLAN YOU HAVE.  USE IT.

STEP FOUR

MAKE SURE NEW PATIENT ENTRY IS EASY AND PAINLESS IN YOUR OFFICE. MAKE THE PAPER WORK SIMPLE AND EASY.  IT SHOULD TAKE 15 MINUTES OF LESS.  IF IT TAKES LONGER THAT THIS FOR A NEW ONE TO GET IN, IT IS A NEGATIVE AND WILL HAMPER YOUR ABILITY TO SEE THE NUMBER OF NEW ONES YOU WISH TO SEE.  AFTER THE PAPER WORK IS COMPLETE, YOUR FRONT DESK CA HAND DELIVERS THE NEW PATIENT TO THE CONSULATATION ROOM.  THIS IS ONLY ONE OF TWO TIMES THE CA HAND DIRECTS PATIENTS, HOWEVER IT IS IMPORTANT TO DO SO IN THIS STEP.

STEP FIVE

YOU REALLY NEED A PRIVATE CONSULTATION AREA OR ROOM.  THIS ROOM NEEDS TO BE 5 STAR AND IS DESIGNED TO "WOW" THE NEW PATIENT.  YOU NEED TO BLOW THEIR MIND IN THIS STEP.  IF YOUR CURRENT CONSULT AREA DOESNT DO THIS, THEN CHANGE IT.  THIS AREA MUST BE POSH, NEAT, IMPRESSIVE, AND DRIP CHIROPRACTIC.  WHEN THE DOCTOR ENTERS THE CONSULT ROOM, HE OR SHE MUST MIRROR THE CA.  A WARM HAND SHAKE, BIG SMILE, LOTS OF PASSION AND ENERGY.  THIS MEETING POINT, IT CRITICAL IN THE FUTURE MANAGEMENT OF THE PATIENT.  THE DOCTOR, AFTER THE INITIAL MEET AND GREET, NEEDS TO BORE A HOLE IN THE BACK OF THE PATIENT SKULL.  FOCUSING ON THE PATIENTS CONCERNS WITH TOTAL FOCUS AND CONCENTRATION.  THIS PATIENT WILL BRING SYMPTOMS WITH THEM.  AND THE DOCTOR MUST PAY CLOSE ATTENTION TO THEM, EVEN THOUGH YOU KNOW THAT SYMPTOMS MEAN VERY LITTLE.  AS THE CONSULT PROGRESSES, YOU MUST CHANGE THE LINE OF QUESTIONING AND THINKING.  ASK ABOUT ORGANIC PROBLEMS.  HEALTH ISSUES.  DIGESTIVE ISSUES.  ALLERGY, HEART, BREATHING, ETC, ISSUES. THE MORE YOU CHANGE DIRECTIONS TO THIS COURSE, THE MORE CONTROL YOU WILL HAVE OVER THE MANAGEMENT OF THE CASE.  AND THE REASON IS SIMPLE.  IF ALL YOU FOCUS ON IT PAIN OR SYMPTOMS, THEN ONCE THESE ARE GONE, THE PATIENT WILL BE GONE.  BUT IF YOU EDUCATE AND CHANGE THE VALUE SYSTEM OF YOUR PATIENT STARTING FROM DAY ONE, THEN THEY WILL COME TO UNDERSTAND THAT THERE IS ANOTHER, MORE IMPORTANT REASON TO CONTINUE CARE.

HAVE  YOU EVER NOTICED WHEN YOU GO TO THE DENTIST THAT MOST OF THE TIME, THE WHOLE FAMILY GOES THERE? RARELY DOES THE MOTHER GO, AND LEAVE THE KIDS AT HOME TO HAVE THEIR TEETH ROT OUT OF THEIR MOUTH. THIS IS BECAUSE THE PARENTS UNDERSTAND THERE IS AI NEED TO THE WHOLE FAMILY TO HAVE SOLID DENTAL HYGINE. I HAVE TO ASK MY SELF, WHAT IS MORE IMPORTANT, CLEAN TEETH OR A FUNCTIONING NERVOUS SYSTEM?  SO IF THE DENTIST CAN EDUCATE AND GET THE FAMILY TO COME IN FOR CARE.  THEN SO CAN YOU.  FOR A MUCH MORE IMPORTANT REASON. LETS TALK ABOUT HOW.

STEP SIX

THE NEXT PART OF YOUR DAY ONE JOURNEY IS THE NEW PATIENT EXAM.  LETS BE HONEST, MAYO CLINIC, THE MOST RECOGNIZED DIAGNOSTIC CLINIC IN THE WORLD, IS ACCURATE, UNDER 30% OF THE TIME.  SO WHAT IS THE VALUE OF YOUR NEW PATIENT EXAM? THE ANSWER IS SIMPLE, IT IS A MAJOR BONDING OPPORTUNITY BETWEEN YOURSELF AND THE PATIENT.  IT IS ALSO A SEPARATING OPPORTUNITY.  IT SETS YOU APART.  IT GIVES THE PATIENTS THE OPPORTUNITY TO RECOGNIZE YOU AS A DOCTOR.  SOMEONE WHO KNOWS WHAT THEY ARE DOING.  IT GIVES YOU CREDIBILITY IN THE PATIENTS MIND. THIS WILL SET THE TONE FOR THE REST OF THE DOCTOR PATIENT RELATIONSHIP. AND WILL DETERMINE IF THE PATIENT FOLLOWS YOUR RECCOMENDATIONS, REFERS TO YOU, AND PAYS YOU.  SO THE EXAM SHOULD LAST 10-15 MINUTES.   IT SHOULD BE THOROUGH AND AS COMPLETE AS POSSIBLE.

STEP SEVEN

AFER THE EXAM, IT IS IMPORTANT TO X RAY THE PATIENT.  THERE ARE SEVERAL REASONS.  FIRST, YOU CAN SCREEN PATHOLOGY, SUBLUXATION, MIS ALIGNMENT, ETC.  BUT MORE IMPORTANTLY AND MORE USEFUL, IS THE FACT THAT VISUAL COMMUNICATION IS THE MOST POWERFUL AND MOTIVATING PATIENT TOOL YOU HAVE.  AND THE MOST POWERFUL VISUAL COMMUNICATION TOOL YOU HAVE ARE THE PATIENTS OWN X RAYS.  THERE IS SOMETHING POWERFUL, ALMOST MAGICAL IN THE WAY VIEWING ONE VERY OWN INSIDES, IN THIS CASE, THE SPINE, CREATES A POWERFUL MOTIVATING TOOL.  VISUAL COMMUNICATION THROUGH THE FILMS WILL RADICALLY IMPROVE YOUR PATIENT RETENTION, REFERRALS, AND MOTIVATION TO FOLLOW THROUGH ON YOUR RECCOMENDATIONS.

STEP EIGHT

THE NEXT STEP IS RELEASING THE PATIENT FROM THE FIRST DAY.  IN A NUTSHELL IT IS NORMALLY AND ERROR TO ADJUST YOUR PATIENT ON THE FIRST DAY.  SO RARELY IF EVERY DO THIS.  AND YOU CAN NOT DO THIS, BY RELEASING THE PATIENT PROPERLY.  HERE IS WHAT YOU SAY AFTER YOU EXAMINE, AND  TAKE THE FILMS.  YOU ARE SITTING KNEEE TO KNEE WITH YOUR PATIENT AND SAY THE FOLLOWING.  "FRED, WHAT I NEED TO DO NOW IS REVIEW YOUR EXAM, AND ALL OF ITS TESTS.  THEN WHEN I AM DONE,  I WANT TO STUDY YOUR X RAYS.  I NEED TO GO OVER THE FILMS BONE BY BONE AND SPEND TIME WITH IT.  SO IT IS VERY IMPORTANT THAT I NOT RUSH THROUGH THIS.  WITH THAT IN MIND, AND WITH YOUR PERMISSION, I WONT BE ABLE TODO ANY MORE RIGHT NOW, HOWEVER I WILL BE READY FOR YOU TOMORROW.  WHEN YOU COME BACK TOMORROW, I WANT TO REVIEW THE EXAM WITH YOU, AND GO OVER THE X RAYS PERSONALY WITH YOU.  AND OF COURSE THERE IS NO CHARGE TO DO THAT.  DO YOU HAVE ANY QUESTIONS?"

IF YOU SAY IT THIS WAY, YOU WILL HAVE NO PROBLEM AND THE PATIENT WILL WANT YOU TO BE THOROUGH AND NOT RUSH, AND WILL BE HAPPY TO AFFORD YOU THIS TIME.  IT ALSO IS A PIECE OF THE BIG PICTURE IN SETTING YOURSELF APART FROM THE REST.  "BOY, THIS CHIRO IS DIFFERENT, I AM IN THE RIGHT PLACE!"

STEP NINE 

THE FINAL STEP ON DAY ONE IS GETTING PAID AND MAKING THE APPOINTMENT FOR THE NEXT DAY.  IT IS IMPORTANT THAT AT THE END OF THE RELEASE BY THE DOCTOR OUTLINED ABOVE IN STEP SEVEN, THAT THE DOCTOR EXPLAIN THE BASICS OF THE FINANCES.  FOR EXAMPLE IF IT WERE A CASH PATIENT, THE DOCTOR WOULD SAY "YOUR EXAM IS $30 AND YOUR X RAYS ARE $49, $79 TOTAL.  YOU CAN TAKE CARE OF THAT WITH USE AT THE FRONT DESK.  AND IF YOU HAVE A COPY OF AN INSURANCE CARD, YOU CAN LEAVE THAT WITH SUE AND WE WILL SEE IF THERE IS COVERAGE FOR THESE ALSO. HOWEVER IT IS IMPORTANT TO GO AHEAD AND TAKE CARE OF TODAYS FEES WHEN YOU LEAVE, WITH SUE."  "DO YOU HAVE ANY QUESTIONS?"     "AND ONE LAST THING, TOMORROW I WANT YOU TO BRING WITH YOU YOUR SPOUSE, BECAUSE IT IS VITAL THAT HE/SHE SEE YOUR XRAYS AND UNDERSTAND WHAT IS GOING IN, AND HOW TO BEST HELP YOU."

AT THE END OF STEP EIGHT YOU TAKE THE PATIENT TO THE FRONT DESK AND BID THE PATIENT GOOD DAY, MAKING CERTAIN THE PATIENT PAYS, AND THAT THE FRONT DESK CA MAKES A RESERVATION FOR THE PATIENT FOR THE NEXT DAY.  IT IS BEST IF THE DOCTOR OVERSEES THIS STEP WHEN EVER POSSIBLE TO MAKE SURE NOTHING SLIPS THROUGH THE CRACKS.

BECOMING A PATIENT MAGNET

The world is changing all around you!  All you need to do is read a paper, watch TV, go online, or open your eyes, and you can see that we as a world are finally paying to price for over extending ourselves, living on credit, and wanting instant gratification.   Because of this, people, patients, friends, relatives and others are concerned and stressed.  The bottom line is the world is filled with uncertainty now as never before. How does this fit in with the success of your office?

Simple.  People are looking for stability. They are searching for happiness. They want reassurance. Now look at yourself and your office. Do you offer these things?  Are you certain, positive, happy, reassuring, solid, stable, reliable and more?  If not change it quickly and become these things. If you do, and as people see you are one of the very few places they can go to get reliable answers and help, your office will grow, and most everything I am teaching you will work and will work well. On the other hand, if you and down, discouraged, uncertain, worried, and more, then there is no way you can expect others to come to you for help, and most of what I teach you will not work.   

I did a study on this years ago, in a small Texas town where I was working with two doctors from differing clinics across town.  One was a solid pillar, optimistic, happy, fun, encouraging, and stable. The Second was always looking for what was wrong, depressive, and negative.  Guess which one was the most successful? Guess which one had great success with the things I taught?  Guess which one nothing worked for?

I think you get the point. Now look at you and your office. Which one do you fit into?  Please do not underestimate the power of this on your future. If you don’t like where you are now, then change it now.  And this message will give you some solid places to start.     

CHANGE YOUR PRACTICE LIFE BY CHANGING YOUR THOUGHTS

ALL OF THE GREAT LEADERS THROUGHOUT HISTORY HAVE TAUGHT THE PRINCIPLE THAT OUR LIFE IS THE RESULT OF OUR THOUGHTS. HAPPINESS COMES FROM HAPPY THOUGHTS, SADNESS FROM SAD THOUGHTS, SUCCESS FROM SUCCESSFUL THOUGHTS.  FAILURE FROM FAILING THOUGHTS ETC. DID YOU EVER WONDER WHY YOUR DIDN'T ALWAYS GET WHAT YOU WANTED IN YOUR PRACTICE? PERHAPS YOU ARE SENDING NEGATIVE MESSAGES TO YOUR SUBCONSCIOUS, OR PERHAPS IT PICKED UP NEGATIVE INPUTS FROM YOUR ENVIRONMENT.  IF YOU ARE NOT HAPPY WHERE YOU ARE NOW, PERHAPS YOU HAVE SET IT UP YOURSELF.

FOR EXAMPLE, IF YOU ARE EXPERIENCING LACK, YOU MAY HAVE BEEN THINKING IN TERMS OF SHORTAGE.  IF YOU WANT THAT TO CHANGE, YOU MUST START THINKING IN TERMS OF ABUNDANCE AND PROSPERITY. IF YOUR PRACTICE IS NOT WHAT YOU WANT IT TO BE, YOU HAVE THE POWER TO CHANGE IT. YOU START CHANGING IT BY CHANGING YOUR THOUGHTS WHICH ARE PROGRAMMED IN YOUR SUBCONSCIOUS.  START BY THINKING OF THE THINGS YOU WANT, NOT THE THINGS YOU DON'T WANT........  YOU MUST PLANT AFFIRMATIVE POSITIVE STATEMENTS AT ALL TIMES. AS YOUR THOUGHTS IMPROVE, SO WILL YOUR PRACTICE..........

EXPANSION MENTALITY.

I HAVE STUDIED SUCCESSFUL AND NOT SO SUCCESSFUL CHIROPRACTORS FOR OVER 2 DECADES OF OBSERVATON, STUDY, AND LISTENING.  MY HOPE IS THAT IT WONT TAKE YOU 20 YEARS BUT THAT YOU WILL STUDY THESE, PRINT THEM OUT, AND MAKE THEM YOUR OWN. TODAY WE TALK ABOUT THE FIRST SECRET.  AND THAT IS THE HEAD GAME. RESPECTED GOLF PROFESSIONALS WILL TELL YOU THE 80% OF THE GAME IS MENTAL.  THE OTHER 20% IS IN YOUR HEAD. AND WHILE THERE IS A GREAT DEAL MORE TO CHIROPRACTIC SUCCESS THAN THINKING SUCCESSFUL. IT DOES FORM THE FOUNDATION FOR YOUR SUCCESS.

ONE OF THE KEY MENTAL PATTERNS THAT CREATES A VAST GULF BETWEEN THE TOP 5% OF THE MOST SUCCESSFUL DOCTORS, AND THE OTHER 95%, Is WHAT I REFER TO AS EXPANSION, VERSUS CONTRACTION THINKING. LET ME EXPLAIN WHAT I MEAN.  THE TOP 5% ARE ALWAYS ON THE LOOK OUT FOR WAYS TO EXPAND.  EXPAND THE PEOPLE THEY SERVE THRU THEIR PRACTICES, EXPAND THEIR LIFESTYLES.  THESE ARE THE ONES THAT ALWAYS, AND CONSISTENTLY BUY AND READ NEW BOOKS, TAPES ATTEND SEMINARS, WATCH MOTIVATIONAL VIDEOS, AND SURROUND THEM SELVES, FOR A LACK OF A BETTER TERM, WITH SUCCESS.  THESE FEW ARE LIKE DOGS WITH FLEAS.  THEY REALIZE THAT TO GO TO THE NEXT LEVEL, AND THE NEXT, AND THE NEXT, THEY HAVE TO FOCUS ON EXPANSION.

NEVER EVER NEVER CONTRACTION.

I NEVER TAKE ONE TIRE OFF OF THE CAR TO SAVE RUBBER.  I KNOW FROM EXPERIENCE THAT IN DOING SO, IT IS ONLY A MATTER OF TIME, BEFORE THE VEHICLE FLIPS OVER AND CRASHES.  AND I ALSO UNDERSTAND THAT TO GET SOMETHING OUT, I HAVE TO PUT IN.  I KNOW THAT IF FOR ONE SECOND, I BUY INTO LACK, AND RETREAT, THEN I OPEN THE DOOR FOR FAILURE.

SUCCESS KEYS

I am frequently ask what the keys to success in getting new Chiropractic patients.  While there are many, there are two main ones that stand out. Two things that cause the top 1% to stand out about the rest.

They are:

1-Consistency

2- Persistency

Unfortunately most people, due to human nature, try things for a short while, and then change.  The vast majority of employees I have ever interviewed looking for work have on their resume 6 to 8 different jobs they have been in. Others invest in this, and lose money, and then invest in that and usually lose more money. 

It’s the ones that find one thing, and stick with it. Constantly fine tuning it, but rarely changing, that make tons of money, have great savings, happiness, and low stress..   The challenge is doing the same thing tends to get boring.  Just like exercise and good eating does. It is far more fun to lay on the couch, watch football, and eat that chocolate dessert. However, there are penalties to pay.  The same penalties are there for a lack of consistency and persistency.

So what you have to do in your practice, it find a way to make the repetition, the mundane similarity, fun. Figure out how to break it up. Mix it up. Enjoy the process.  However what Docs tend to do, rather than this, is they go out and make large and expensive purchases, thinking this will make it fun.  But the reality, just like that chocolate dessert, the fun and enjoyment is only temporary. Then the stress sets back in, and you find yourself back at square one again. Only with a lot less money in the bank. 

So this week, lets to a self analysis.  How can "I work on being more consistent and persistent?  Remember is take 27 tries or repetitions to change a prior pattern. So constant working at it, is key......

HOW TO FAIL IN PRACTICE

Now that I have your undivided attention let's talk about how to fail in practice. It is important to totally understand the clear step to failure in practice, before you can grasp how to succeed. The sure fire way to fold the tent is "not to try."  Failing to try to succeed, is a 100% guaranteed way to fail. It works every time. 10 out of 10. It’s a simple principle, "fail to try, and we fail." 

On the other side, if you "try and fail", that only happens one out of every 5 times.  Meaning if you give something your all, one out of 5 times you will fail.  20% of the time you won’t make it. This of course means that 80% of the time, you will succeed.  I understand this concept very well because when I first opened my office in 1985, I signed an expensive practice management contract, had the manuals, materials, and promotions, and just because I spent the money, figured they would work and make me successful.  What I didn’t grasp, it to succeed, I had to try.  So for the first 60 days in practice I opened mounting bills, but few checks.  Until one day it hit me light a bolt of lightning, "to be, I had to do."  Meaning the missing ingredient was action.  LOTS OF ACTION QUICKLY.  Once I clearly understood that concept, everything else took off.       

SO, WHAT WILL 2014 BRING YOU? B.J. PALMER SAID "WHO CAN ANCHOR TO AN UNMADE MIND?" IS YOURS MADE UP YET?  DO YOU HAVE A CLEAR VISION OF WHAT IT IS YOU WANT THIS COMING YEAR IN YOUR CHIROPRACTIC PRACTICE? REMEMBER, THE PRACTICE STARTS WITH A VISION...YOU CAN'T PRACTICE AND THEN GET A VISION.  ONE BEGETS THE OTHER.  I'M CERTAIN YOU HAVE HEARD THE EXPRESSIONS "I SEE IT."  OR "IN THE MINDS EYE."  WELL, THIS IS JUST WHAT THIS IS DESCRIBING.  VISION.

The person most influenced by your expectations is you. When you genuinely expect the best of yourself, something inside you will do everything possible to deliver. The great thing is, your expectations are yours to decide. No complex skills or scarce resources are needed in order for you to expect the best of yourself, of others, of this day and this moment. Your expectations set the range within which your reality operates. Expect the best, and you greatly increase your chances of getting it.

LIVE your life TODAY! Don’t ignore death, but be afraid of a life you never lived because you were too afraid to take positive action. Death is not the greatest loss in life. The greatest loss is what dies inside you while you’re still alive. Be bold. Be courageous. Be scared to death, and then take the next step in the direction of your dreams ANYWAY.

Pay as much attention to the changes that are working positively in your life as you do to those changes that are giving you trouble. Appreciate how the unexpected is sometimes better than what you expected. And above all, stop stressing over what’s behind you. The end of something good is always the beginning of something great. Say to yourself: “Dear Past, thank you for all the life lessons you have taught me. Dear Present, I am ready now!” Because a priceless new beginning always occurs at the point you thought would be the end of everything.

ICD-10 Delay Ready to be Signed into Law The Senate voted Monday evening (March 31st) to delay scheduled cuts in physician payments under Medicare and move the switch to ICD-10 billing codes to October 1, 2015. The bill also provides a 0.5% Medicare pay bump over the next 12-month period. The bill has already been passed by the House and is now ready to be signed into law. I expect that President Obama will sign the bill. This means that the current Medicare fee schedule will remain in effect. You may click this link to get the Current Medicare Fee Schedule for your state and region. EHR is NOT Mandatory You DO NOT have to adopt Electronic Health Records! Currently there is a lot of hype and pressure tactics being applied to Doctors of Chiropractic in an effort to SCARE them into buying Electronic Health Records (EHR). YOU DO NOT HAVE TO Adopt EHR. Although, some insurance companies MAY require you to adopt EHR in the future in order to participate with their plan. Click this link for a more detailed EHR explanation! New HCFA 1500 Claim Form A new claim form goes into effect April 1, 2014 and will be required for Medicare claims. After April 1, any claims submitted to Medicare on the old claim form will be rejected. The date/version of the claim form can be found in the lower right hand corner of the form. The old claim form is dated (08-05) and the new form (02-12). Usually there is an extension when a new claim form is introduced but I would have expected it by now if there were going to be one. There doesn't appear to be clear instructions yet on how the claim form is to be completed for chiropractic claims. We will keep you posted as soon as we know something. PQRS is NOT Mandatory The Centers for Medicare and Medicaid Services (CMS) has ruled that providers who are not successfully/satisfactorily participating in Physician Quality Reporting System (PQRS) by the 2013 reporting period (Jan. 1 - Dec. 31, 2013) and beyond, will have their Medicare reimbursement decreased by 1.5 percent beginning in 2015. In 2016, the payment decrease will be 2%. Therefore, the 2012 reporting period is the last opportunity providers have to voluntarily participate in PQRS while incentives are still offered and Medicare reimbursement is not subject to penalty. Click this link for More Information.