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Author Archives: Edward Petty
New Services for Chiropractors and Chiropractic Offices for 2013
2013. The first month is already over.
Things are moving and changing fast and faster. Nothing is slowing down, that is for sure. We see it everyday when we visit your offices, see your patients, talk to your staff.
But that’s cool…’cause we are ready for it and we are ready to help you jump ahead of the waves that are coming.
And they are coming. Affordable Care Act, Fiscal cliffs, climate change, whatever… we’re already ahead of the game. And we have the tools and services to help you make 2013 your frigging most blown out, busted out, and “funned-out” year ever.
And why not? There is the game of getting people healthier and if you are in it, how about winning, or at least going for it?
Here are some of the new services we have in store for you and your team … :
10 Live Team Training Teleseminars with Phyllis Frase and Dana Pittner. And if you can catch these classes live, they are free! Otherwise they will be in our vault for those of you who are active with us.
You can see a list of what they are and when they are here. (They start in March.)
Oh, and these women … you want bad-ass? Well, even if you don’t, you’ll get it with these two serious take-no-prisoners chiropractic legionnaires. You know Phyllis, of course, a Parker team teacher for more than 10 years, an International team trainer, one of the most sought after team teachers ever… and, we are proud to say, a PM&A consultant. Dana is our newest trainer and coach. And you know how younger coaches are… they just don’t know when to back off. They play harder and are over the top with enthusiasm and purpose. She takes the term “chiropractic passionate advocate” to an entirely new level.
Both ladies will not only educate your team, but will light up your phone and burn down your office — with love and purpose of course.
Oh, for those of you are active with us, don’t forget to check out our library where we have archived 16 C.A. training teleclasses recorded for your team with Phyllis and others.
**
Now, the eminently qualified Mr. Dave Michel, also known as “RAM” for Reimbursement Answer Man, has some teleclasses lined up for us as well. Seriously, I doubt if there is ANYONE this side of Fargo that knows more about the practical aspects of chiropractic (and medical, for that matter) billing and collections. And how long has he been doing chiropractic billing? Well over 25 years — more than double the time most current D.C.’s have been in practice. He is also one hell of a practice coach, but that goes without saying. His classes include:
- Surviving, Striving and Thriving Through the Affordable Care Act
- How to Use Patient Financial Plans to Create a Wellness Practice
- Your End of Year Financial Success Checklist.
And these will be at NO charge when caught live. They will be tucked away in our archive for later listening by those of you who are active with us. You won’t want to miss them. Stay tuned for dates and times. First one is in March.
And don’t forget, Mr. Michel has some exclusive information and killer techniques also recorded in our archive including 10 teleconferences. Plus forms.
Wait, there’s more…
…Ah, gee, sorry! Looks like I’m running out of room here so stay tuned. More material, and NEW techniques just for you all.
And…parties, clubs, time saving techniques.. all this and more to help you win the game and.. have more fun. Tell you more about what’s coming up soon.
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You know, the new stuff always gets attention, but I just want to mention that our unique form of practice coaching, honed over the years, is deadly effective for those practices we are engaged with. Last year we had many long term offices that did their best ever. Many kudos and congratulations to everyone for the successes we all had. We all can be, offices and us PM&Aer’s, too modest really. (Working overcoming this!)
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LASTLY, on the practical side now, it is the start of a new month and do you know where your goals are?
To kick things up a notch, do this now. (390 words – about 4 minutes.)
Monthly Goal Setting for the Chiropractic Team
- Chiropractic Team Goal Setting
At the beginning of each month you want to see that your team sets new TEAM GOALS. You can also set individual goals privately at a different time, but TEAM goals are most immediate and important.
Each goal setting session always begins with a REVIEW of the past month. This gives the opportunity for the group (or individual in individual goal setting) to explain how they did and how they did it. And it gives you the opportunity to listen and then give some feedback. The feedback could be praise, or otherwise.
After the review, set the goals. Group goals should be simple, usually just Office Visits and New Patients, though Collections can also be included. IMPORTANT: Let the group set the goals. You should negotiate the goals, but it has to be theirs. Once these goals are set, ask the group (or individual) how they/we plan to achieve these goals? Get at least 3 action steps.
The last goal should include a “greater purpose” goal or two. This could be a party at your house next Thursday night, Betty, the Front Desk Coordinator will give a book report on one of the books in the Lending Library at next month’s Team Goal Setting meeting, and a check to see who is going to volunteer for working at the food bank next Saturday evening.
Why? You should also spend some time discussing why you have these goals. This takes you back to your MISSION. Numbers for numbers sake is a soulless and goalless pursuit.
In sum:
- Review last month’s numbers. Were they up or down from the prior month? Ask.
- Then, ask why? Get the team to figure it out. Let it be a brainstorming session if possible.
- Let them tell you and you listen and question as needed.
- Acknowledge. Praise or show disapproval, as appropriate.
- Then ask for action steps to achieve goals.
- Then, get a few “greater purpose” goals.
- Then, continue with the rest of the staff meeting, such as announcing upcoming events, miscellaneous, etc. Include some discussion about WHY these goals are important.
- Do the same for individual team member’s right after the Team Goal Setting, or soon after.
For more information on how this procedure is done, refer to the webinar called the Fast Flow CEO.
Chiropractic Practice Management, Marketing, and Leadership Recorded Training Webinars
This is a list of our practice development recorded webinars.
Each is a recording of a slide show driven lecture, each filled with an abundance of practice information derived from in the field work – and plenty of slides!
Currently, you have to be active on a PM&A program. By this summer, these will be available on and individual basis for a small fee.
Chiropractic CEO Webinars
Creating your Dream Team Summary and VideoA virtual “live” interview with the doctor and staff of a true chiropractic dream team. Find out what they do to achieve high numbers, profit, and fun.
The Fast Flow Practice CEO -55 minutes webinar video and summary.
One of the biggest challenges in running and growing your business is the time it takes you away from seeing patients and from your family. We have solved this with what we call the Fast Flow Practice CEO System. A new system derived from old principles.
Management by the Numbers: 44 minutes – Summary and Video
Management is a subject that has techniques to help you go from where you are to where you want to be. Management By the Numbers (MBN) can be faster and more accurate than other forms of management, and help build staff morale and make it more self directed.
Capacity Constraints : 33 minutes – Summary and Video
Do you work hard but you just don’t get as far as you should? The reason may be that you are running into unseen bottlenecks that are choking off your production and suffocating your growth. This is the subject of Capacity Constraints.
How to Be an Effective Practice CEO Video
If you are struggling with the ups and downs of a stressful practice, or have finally “settled” into a comfort zone producing much lower than you know you are capable of, this program is for you.
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Chiropractic Office Manager Webinars
Chiropractic Manager Webinar – Roles and Goals Summary, Video and Study Guide
What Are The Key Roles In Your Office? A hidden barrier in many offices has to do with confusing roles and job duties. Clear these up and see how much smoother patients and paper flow, and happier the team becomes. Small office or big health business, clarify these 8 roles and the numbers will go up.
Chiropractic Manager Webinar – Job and Performance Reviews Video
Employee reviews are often neglected, or are dreaded by employee and doctor. This webinar covers the basic steps to make them effective and positive for both doctor and employee. Approx 37 minutes.
Chiropractic Manager Webinar – Motivating Your Staff – Video Ms. Phyllis Frase shares 5 secrets to keeping yourself and your staff motivated.
Chiropractic Manager Webinar – Team Meetings Summary, Video and Study Guide. This is an overview of 8 essential actions to help you improve your meetings and make them faster, more fun, and more effective. Plus, different types of short meetings that your team can grow.
Chiropractic Manager Webinar – The Office Manager Job Description Summary, Video and Study Guide. This class covers 17 essential duties of the office manager. Both the doctor and the office manager should watch and discuss these duties.
Chiropractic Manager Webinar- How to Best to Train Your Staff Summary, Video and Study Guide This webinar covers eight tips to improve the performance of your team. Training plays a big part in team building.
Chiropractic Manager Webinar– How to Hire the Right Team Member Summary, Video and Study Guide.
This webinar covers eight priniciples for hiring the right team member from knowing when to hire, who to hire and how to hire.
Office Manager Webinar – It’s All About the Patient, the Doctor and the MISSION [Summary, Video and Study Guide]
There are procedures to help the patients and procedures that help the doctor help the patient and then there is Everything Else. Tips on how to deal with Everything Else. (30 minutes)
Office Manager Webinar- Part II – Tips and Tricks to make the office more efficient[Summary, Video]
Part II reveals tips and tricks of what an office manager can actually do in the office on a day to day basis to make things run smoother and significantly improve the volume and quality of services. (55 minutes)
Office Manager Webinar- Part I – Fundamentals of Practice Management [Summary, Video]
Part I covers the fundamentals of Practice Management (55 minutes)
Chiropractic Marketing Webinars
Innate Marketing (55 minutes) – Webinar plus Summary.
There are stories that float around every now and then about how some offices can simply “think” “New Patients” and they come in.
Are these stories an urban legend? A myth, or a fact? Can staff or doctors “concept” new patients in the door. Is this true? If so, how can you do this? 10 steps to help you generate more patient visits through “concepting.”
Chiropractic Special Promotions (55 minutes) – Webinar plus Summary.
This webinar covers different promotions by month. You will learn 2-4 different practical promotions for each month of the year. More importantly, you will learn how to organize them so that they are time effective and productive.
Patient Retention – Summary and Video
If you understand the underlying basics of patient retention your appointment book should always be full. Covered in this webinar is: Patient retention should be based on Principles – not gimmicks. Where are we you taking your patients? Why they quit? The cost of not getting them there.
Chiropractic Patient Education – Summary and Video (45 min)
We go over 7 basic strategies that cover the entire horizon of patient education and explain why it is so necessary to educate your patients if you want them to be healthier.
Infomercials. – Summary and Video .
Whatever happened to Infomercials? They’re still around and they still work. And you can do them very inexpensively. You just need to know how. This webinar will give you practical examples and include forms for you to use in producing your own amateur and informational marketing that can help you create more new patients and keep the ones you have.
Internet Marketing and Social Media. – Summary and Video . This webinar covers some fundamentals regarding social media, Facebook, and general Internet marketing. (35 minutes) (not yet posted)
The Art of Spinal Screenings. – Summary and Video . Spinal Screenings – The Queen of External Marketing. Everyone has done at least a few spinal screenings. You have probably had some success with them. But how much better could you do if you knew the fundamentals of this time tested external marketing activity? This is a three part series on spinal screenings. This session we will review the most fundamental principles of screenings. Get these, and all else will follow.(45 minutes)
Scheduling Screenings and other External Events – Summary and Video . How to Schedule External Events And Create External Referral Sources. Types of events, Outcomes, Purpose. How to plan the events and get them scheduled.(30 minutes)
Marketing Tips: Earth Day, Spring Promotions, and other Tips – Summary and Video This webinar covers: Powerful internal marketing script, Report of findings referral procedure, upcoming spring promotions, with special attention to utilizing Earth Day as an opportunity to promote your services.
Short Overview of Chiropractic Marketing Management with Some Marketing Tips – Summary and Video This is a short version of marketing management and some tips for the upcoming months. What are the three levels of marketing? What part does communication have in your marketing? How to engage your patients in your marketing efforts. Upcoming special promotions. (30 minutes)
Marketing Management, Part I and Part II – This is the longer version of how to manage your marketing, and why.
Chiropractic Marketing Management – Session I – Summary and Video The Why, What and How of Marketing. Getting your Marketing off the Ground. (55 minutes)
Chiropractic Marketing Management – Session II – Summary and Video Specific Marketing Manager Duties – Your Job Description. General Overview of the Most Effective Marketing Procedures in Each of the 11 Marketing Categories (55 minutes)
Faster To Tomorrow
It comes at you fast.
The New Year. Like a fast train, you know it’s coming, and suddenly, it is already whizzing past you.
Actually, each year it comes by faster. You may not have yet fully had a chance to finish all of last year’s work, or set your chiropractic goals for the New Year. But nothing slows down the advance of this New Year – and before you know it, it will be spring.
And come summer and fall, what will you have changed in your practice? Probably not as much you would have hoped for. Why? Because change is coming at you so fast it’s almost too much to keep up.
And it’s not just you that is experiencing change – our whole world is changing. Faster and faster. The political noise and tumult we hear constantly are just the symptoms of the conventions of the old grating up against the realities of the new.
Ray Kurzweil, whose predictions have been mostly correct over the last 20 years or so, predicts that by 2045 we will have computers that will be able to teach themselves so fast that the speed in which they learn will reach infinity. This is a very rough description of the Singularity he describes in his book. (The Singularity Is Near: When Humans Transcend Biology)
“An analysis of the history of technology shows that technological change is exponential… There’s even exponential growth in the rate of exponential growth… The twenty-first century will see almost a thousand times greater technological change than its predecessor…” – Ray Kurzweil
In other words, change is changing exponentially.
This New Year of change is faster than ever before. But if we move way out beyond all the hue and cry of chiropractic philosophy, “evidence based” chiropractic, “injectables”, politics in and out of the profession, the rah-rah and rock and roll, there is a quiet universe waiting of healing and success which we may only get glimpses of.
In my opinion (IMHO) … it is a world which you, the chiropractor, have always been in. It is not a matter of reaching your goal as a healer. You are already there. Science in fact is catching up to what D.D. Palmer talked about as the 19th Century rolled naively into the 20th. Bruce Lipton, a professor in biology who once taught medical students at a medical school here in Wisconsin, after his research and similar epiphany, now teaches chiropractors at a chiropractic college. He gave a wonderful presentation at Life West Presentation in San Francisco in 2012. I was there and heard him. (Spontaneous Evolution by Bruce Lipton)
- Ed Petty and Bruce Lipton
But the truth is, you, as a chiropractor, are already there. You have already ridden the wave and, to some degree, are on the other side of the Singularly. You may not fully realize this, the full power and truth of your profession, and I certainly don’t pretend to. Well, maybe you do since you are reading this, but probably most doc’s don’t fully appreciate what they have with chiropractic. But the Innate power defined and used by chiropractors is there. How else do you think it has been able to survive and persist over these 120 years through the teeth of vested interests and vicious and covert attacks – that still persist? (see Doctored, the Movie.) It is certainly not because of the great skill and effectiveness of your national or state organizations (not to discount the good work they have done here and there.)
And this brings me to the point of this article: you have got to upgrade the architecture and skills of the management of your office. So, while the healing aspect of your profession is, and has been, way ahead of the times, in many cases your management is not. Military control of your staff, robotic scripts, referral gimmicks and other relics from the 60’s and 80’s have no place in the future. Dr. Noope left the building a long time ago. (Who remembers him?)
For you to succeed, your management and marketing has to be way ahead of the curve. The world is changing so fast that if you are not keeping up, patients will look for chiropractic offices that are. It is that simple: lead from the future, or perish as an amalgamation of P.T., massage, and G.N.C.
It is now 2013 and by now you may have, or should have set some chiropractic goals for 2013. The challenge now is getting there. This is also our challenge as Petty Michel & Associates consultants and coaches as well.
This year, our goal is to get you to your goals FASTER.
Faster to the future and faster to your goals. It is a challenge, but we have been developing newer and faster approaches that can help you (and your team) get more done quicker.
We want to help you get to tomorrow’s goals – faster and once there, help you stay there and enjoy the ride. “Get There Faster and Stay There Happier.” Yep, them’s our goals!
As the world speeds up and changes faster each day, we can whine about how we are being left behind, stoically assert our principles and pretend everything is just the same, or embrace the changes and in fact drive them forward ourselves.
On February 1st we will be announcing new management technologies to get you to your goals faster and funner. Or Funnier.
In either case, please stay tuned.
There is nothing like a dream…
What will the New Year bring – for you, your family, and your business?
No one can know for sure. But we do know this much – either you create it or someone will create it for you.
Your dreams count. They count more than anyone may have let you to believe.
All things are created twice. First you dream your dream, then you build it.
We’d like to help you build your dreams in 2013. There is no getting around it – we are all in this together.
And, by the way, we want to thank you for your efforts in making this world a better place. We know how hard you work and the sacrifices you sometimes have to make. We also know that you aren’t always recognized for the good you do.
We know that the world will be a better place in 2013 because of your dreams and efforts.
So, here comes 2013. Let’s get busy – it will be a blast!
Chiropractic Health Never Takes a Holiday
AUTHOR NOTE: The links below are now working…. if you have a problem accessing, please contact Linda at 262-749-0221.
This is a busy season, isn’t it?
But, usually a productive one. Although there are the usual complaints, in the big picture I think we all do very well. For the most part, we accomplish many good deeds during this time.
First, there is the Spirit of Christmas – which is always a good thing. Regardless of how devout you are to Christ’s birth, different religions and different cultures recognize this time in their own way. We are all maybe just a bit nicer to each other, or at least called upon to think about having more compassion for each other. Tragedies also remind us of this. In my opinion, the Spirit of Christmas transcends all religions.
Then, there are the reunions. Family and friends get together. Hectic? Usually. Messy? Often. Sometimes agitating? Yes. But still, it is a time for meeting together and talking and eating and sharing. And loving.
Did I say eating? Yes. That is usually yummy good, as long as we do not over indulge in too much or too bad food.
NOW TO A PRACTICAL PRACTICE MANAGEMENT SUGGESTION: Don’t’ forget to politely remind your patients – “This is NOT a time to fall off the Wagon of Health!”
Health Doesn’t Take a Holiday
Embrace this time. Have fellowship, share kindnesses – and have yourselves a Merry Little Christmas. But maintain your health and insist your patients do as well.
Keep them to their appointments and schedule them through January.
The links below direct you to pdf posters for examples. They say: “Health Never Takes a Holiday.” You can place these on your front desk and in your adjusting rooms to remind patients to keep to their schedules and to get scheduled if needed.
Clients may go to their members’ site and pull down the same files as customizable Word posters. There is a link for that below.
If you are not a client and want a Word file, just let us know. We will get you one.
Use them if you want, or make your own.
Also, just for fun there is a link to a poem adapted from “The Night Before Christmas”: “Twas the Day Before Christmas.” Not sure who wrote and would like to know for attribution.
Now, if you think about it, what is the most important element to real health care?
… (thinking)….
Getting adjusted? Eating right? Exercising right? Yes, all these and more.
But even more fundamental is doing them. And to do them, you need to schedule them. This is why I place such an importance on the dynamic nature of the Front Desk. If patients are not scheduled, they don’t come in, and nothing else can happen. Too obvious, but often overlooked or under stressed.
In the real world, the best guarantee for chiropractic health is the SCHEDULE.
From all of us at PM&A
Have yourself a merry little Christmas, and
May your hearts be light …
–Ed
Health Never Takes a Holiday (PDF)
Health Never Takes a Holiday-2(PDF)
Links to the members site for the fully customizable version of Health Never Takes a Holiday. (You will need to enter your user name and password.)
Health Never Takes a Holiday (DOC)
Health Never Takes a Holiday-2 (DOC)
Chiropractic Christmas Poem – “Twas The Day Before Christmas”
A Real Chiropractic Dream Team
How does a doctor get nominated by her community as Woman of the Year?
Eight years later, how does she get selected by her peers as Chiropractor of the Year for her state?
And then… a couple of years later, how does her office get selected by its town as Small Business of the Year?
How does this doctor raise children, be a loving spouse, sell a house, build a new one, take vacations, be involved in her community, yet see a high volume of patients? And all the while having a happy and stress free office. Oh, and also be quite prosperous?
How does she do it?
Is she a Super-High-Energy- Doctor and Outspoken Leader? Naw, not really.
Killer marketing, right? Nope. Good marketing, but, not the way most seminars teach it.
Good clinical services? Definitely. Excellent clinical care – but that still isn’t the key.
And there is a key. You can learn it and you can have it.
And if you use it, you too can achieve this too – but first you have to shed old beliefs of practice management, many of which are still taught. In fact, conventional management procedures are so backward in many cases that they don’t belong back in the 20th Century, but back in the 19th.
You may be unknowingly operating your business much like medical doctors did and do, or using a industrial model or even a feudal model of management. I have even seen some doctors use a military model for managing their office! Sir, yes Sir!
All of these models have had their time and place, but not in the here and now. And definitely NOT in 2013.
As an end of year, Christmas (and Holiday) gift, and one that can set the stage for your New Year, we are offering a free webinar this Thursday at 12:30 Central Time.
Meet the doctor, and her team for a lively interview and how they do it.
They are a truly a Dream Team. Not perfect – just working on it and having fun doing so.
I could tell you more about it now… and I want to. You can piece together some tips on how they do it from our blog, particularly the information about 3 Goals. But I don’t want to give away too much before the webinar.
Afterwards, definitely. But I really want you to hear it live – from the doctor and her amazing team.
Hope to see you there.
Best regards,
Ed
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Webinar Thursday, December 13th, 12:30 Central ~~~~~~~~~~~~~~~~~~~~~~
How To Make Your Dream Team
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Your Chiropractic Office Dream Team
No one succeeds by themselves.
Your success will be no better than the team you make to help you get there.
On Thursday, December 13, 12:30 C.T., we will be hosting a 55 minute webinar on how to make your own chiropractic dream team.
We will be interviewing – live – the doctor and staff of a true chiropractic dream team.
Find out what they do to achieve high numbers, profit, and fun. You’ll hear from the doctor, the billing coordinator and office manager, the front desk coordinator, and maybe others.
Not only will you learn, but you will come away smiling – that’s how much fun they have! But don’t be mistaken by their good spirits: they are all very productive and see lots of people every day.
We can learn from successes.
Register here: How to Make Your Dream Team
PS This webinar is for your entire team! Come on over and join us!
PSS Oh, and there is no charge for this webinar. Merry Christmas and Happy Holidays!
Get New Patients By Just “Concepting” Them
The stories exist.
It is not talked about much. Most offices don’t know about it, and those that do, often just take it for granted.
But we have seen it happen and it never fails to amaze.
One office I worked with had been doing badly with new patients and office visits. It was March and numbers had been declining since the previous summer. They had tried about everything – new marketing procedures, new staff, but nothing was working. It was a three doctor office – all good chiropractors and the support team was great. But everyone was exhausted at trying to increase the volume. They all looked haggard and disillusioned.
The senior doctor and I worked out an ambitious plan to solve the problem. We decided to hold a staff meeting to go over our ideas with everyone. The meeting lasted about an hour and a half. Everyone brought their lunch and we talked. We discussed items on the plan and followed an agenda the doctor and I had put together. At the end of the meeting, the mood of the office seemed to change.
Then, the phone starting ringing.
Literally, off of the hook. Existing and inactive patients starting calling in for appointments. I remember that the front desk team scheduled at least 4 new patients before I left that afternoon. By the time I left, what had been a sullen office in the morning was now an exuberant and festive party of healing in the afternoon.
I am really not exaggerating. Looking over their numbers at the end of the month, the doctor and I noticed that they had their best month ever for office visits and new patients.
Their success was not due to a new marketing or management procedures. It was because of something magical.
This magical thing – you too have it. You have probably even experienced it a few times. It is not always easy to acquire, but never the less, it is there. If you can grab it, harness it, it will help you towards your dreams.
Our webinar this Thursday, November 15 will cover 8 solid steps to uncovering your magic that can help you boom your office – and your life.
The power that made your practice is the power that can heal and grow your practice.
Learn how this Thursday.
Marketing the movie DOCTORED for your practice and community
There has never been a movie like this for chiropractors. Now with this professionally produced documentary on DVD, you have an extraordinary tool to help you educate your staff, patients and community.
It really is historic.
You can learn more about it on the trailer and of course, by watching the movie. I am not going to give it a review here other than to give it two thumbs up.
I recommend that you use it to educate your office team, patients and your community. Here are some tips on doing so:
- It is intended to be shown as a movie and not as a reception room video clip.
- Set aside two and a half hours with your team during some down time. Watch it uninterrupted. No phones, patients, etc.
- Afterwards, eat. Have the food brought it.
- Now, discuss the movie. What did everyone think?
- Then discuss how best to use it – for patients and non patients. Put together some tentative plans.
- Set up two or three special private screenings for 8-10 patients.
- Watch the movie with them, feed them and then ask them what they thought and then how they recommend we use this movie.
- This now becomes a focus group. You will find that you get good ideas from them that might also appeal to other patients. Plus, they will now be very motivated to bring in more of their family and friends.
- Rent a space outside of your office and show the movie for non patients. This requires LOTS of promotion and preparation. Dr. Anthony Ebel has a description with examples of what he is doing this year. See links below.
- Over November and December, use the movie internally to generate excitement with your patients. With Holiday and Christmas and New Year retail promotions, we recommend to keep the promotion directed internally. Then, in Jan and Feb., promote your special screenings to the community.
In the end, I think DOCTORED shows how courageous and committed all of you are who work in and with the great profession of chiropractic.
New ideas and methods that work are often opposed at first before they are generally accepted by the public. This movie will help get your services more accepted and in fact, desired.
RESOURCE LINKS:
Order the movie and trailer
Movie Trailer trailer of movie, originally entitled: “Medical, Inc.”
Dr. Ebel’s flier and tickets Front Back of flier
Interview with one of the executive producers of the movie, Dr. Paul Riegleman from WI (5 minutes) Link
Doctored image you can download for your posters
“Doctored”– The Movie Shown at October EPOC
I just had the privilege of viewing the new movie, “DOCTORED” in Lake Geneva, WI with the EPOC (Epicenter of Chiropractic) group.
I am sure you have heard of it by now, originally called “Medical Inc.” I know some of you have even seen it. It was great and I would definitely give it a thumbs up. I am not going to review it here except to say that for those of you who have been around for a while, most of the information was not new. It exposed corporation’s greedy control of medicine, pharmaceuticals, food, and the government in an attempt to eliminate competition, including chiropractic, organic food, and other alternative natural health care methods.
It was professionally done and all in all, a good movie – definitely historic as far as chiropractic goes.
But the move is not for us. It is for all the people in your community who are not under care. For them I think it will be excellent.
I also had the privilege of talking to one of the executive producers of the movie (turns out we’ve known him for years!), Dr. Paul Riegleman, and one of the doctors who stared in it, Dr. Tony Ebel.
In the next couple of days, I will send you some suggestions for a marketing plan with input from myself and other doctors, including the doctor who starred in the movie, Dr. Tony Ebel.
So stay tuned. Properly marketed, this movie can be a big boost for your patient volume and create outstanding good will in your community. And maybe just a little bit of controversy. 😉
Are you ready? Good. Stay tuned…
The Chiropractor Versus the Chiropractic CEO
There is a constant struggle in your office.
It is a battle between you as the doctor and you as the CEO.
As the CEO, you want to grow your business. You want it to be profitable, smooth running, and systematized. You want it to be efficient and providing excellent service.
As the doctor, you want to focus on each patient and their unique treatment program. You really could care less about administrative concerns as these are usually just distractions to your patient care.
Who wins this war between the doctor and the executive manager?
Unfortunately, in most cases, no one. Usually, the doctor’s duties blend in with the executive duties and the services get watered down and the growth of the office never reaches its full potential.
Without a doubt, the biggest dilemma in practice management is just this:
How can you be the best doctor you can be
and also run your office?
If you had the time (and perhaps the training, but that too just takes more time!) you could take your business to the next level. But there just isn’t the time. You are too busy as it is.
This was the theme of Gerber’s book, the E-Myth, wasn’t it?
You know you should “systematize” your office procedures, but that still takes time. And maybe this systematizing stuff hasn’t worked all that well for you.
It comes down to roles: how can you be a compassionate and dedicated doctor while at the same time being the CEO of a growing small business?
This Thursday, October 18, 12:30 pm Central to 1:20, we will show you how –
Learn how you can, in 5 hours or less each month:
* Drive your business to the next level
* Improve communication with team members
* Help each staff member be more goal oriented
* Help create a stronger team that is more goal oriented
* Have more fun in practice
* Achieve more of your clinic goals
As the doctor, you are taught patient management procedures. You need them and patients benefit from them.
But as a business owner, you also need practice management procedures. Done properly done, your business will benefit.
We will show you how to do it in just over 1 hour per week, on average.
You won’t find this anywhere else. (Hype alert.) This is a culmination of our Marketing Manager System (2001), 3 Goals Management System (2008), and three other management systems which we have incorporated into our consulting over the last 25 years.
Because we feel this process is so important for your practice, we are waiving the fee for this webinar.
That’s right, this is one is FREE. It should be three times the usual price but we want to get it out to you now and fast. We want to help you get a head start on 2013.
But you have to register, so go HERE to do so.
Best regards,
Ed
PS This webinar is for doctor owners only and the office manager or administrative/office coordinator.
5 Levels of Administrative Support in a Chiropractic Office
Someone in your office needs to be responsible for the administrative duties that fall outside of the usual functions in a chiropractic office of:
- Front Desk
- Patient Accounts
- Hallway/Therapy.
This someone is usually the chiropractor – at least at first. But as the practice grows there is more administrative work to do. The doctor can do it, of course, but he or she should be spending time on adjusting patients and building the office.
The smart doctor knows this rule:
Do what you do best,
And delegate all the rest.
Some offices have a chiropractic assistant that is called an “office manager.” The role of the office manager is often vague and the duties are varied. Usually the “office manager” has had very little, if any, management training.
The growth of the business will eventually stall because of this.
Most chiropractic team members are bright and industrious and whoever is assigned the role of office manager usually does her best for the office. Unfortunately, this is not enough in most cases for the office to achieve its capacity and goals.
In 2013 we will be launching a number of new office manager training programs to help doctors and office managers achieve their full potential.
In the meantime, the chart below may help clarify the general range of duties of an office manager. It lists an approximate hierarchy of responsibility for someone delegated by the doctor to perform administrative functions.
A staff member who has another job in the office, for example, front desk, may take on a part time role of Administrative Assistant. As the office grows, she could take on more responsibilities as the Administrative Coordinator, and then finally as an Office Manager. She may have to delegate some of her front desk duties to give time for the extra admin work she now has.
The titles below are intended to demonstrate that there are different levels of administrative responsibility and are not exact. Your office might just need an admin assistant.
However all doctors need to delegate their management and administrative duties and more offices than not, suffer for lack of well trained and effective office managers.
5 Levels of Administrative Support
Administer = from Latin administrare, from ad- + ministrare to serve, from minister, servant
5. Practice Manager – Similar to a general manager. This role is for a larger office with 15 or more staff.
4. Office Manager – About 5 hours per week or more, but takes on a majority of the administrative duties and some of the management functions. Supports the staff and the doctor to give better service. Is accountable for office growth and performance.
3. Office Coordinator – Works 5 hours a week on administration. Helps the doctor with management duties, including human resources (hiring, training, etc.), marketing, coordinates with the staff on training, marketing, and other special projects.
2. Administrative Coordinator – Works about 3-5 hours a week on administration. Clerical duties, some important. Helps the doctor with management duties, including human resources, marketing, etc.
1. Administrative Assistant – Works about 3 hours a week on administration. Mostly clerical duties.
Why You Shouldn’t Have Promotions
As a chiropractor, there are many reasons why you shouldn’t have practice promotions.
Hundreds. You can come up with 10 right now. Your staff could think of more. So could your family!
Most of them would have something to do with not enough time to do them, or too much of a hassle, or it might cost too much. Then, there is also: not sure if they would work, or what do we do and how do we do it? Maybe you are really too frightened, embarrassed, or burned out to promote.
Now, you could say: “Hey, I already have more patients than I can see.”
Yes, maybe you could. But then you would have to ask yourself: “is everyone in my town getting proper chiropractic and natural health care?” “Is anyone in my neighborhood receiving unnecessary drugs, surgery?”
On the other hand there are only a few reasons you would want to have practice promotions. These would include:
- Help more people
- Fill up your office
- Make more money
- Make your services and those of chiropractic more popular
In terms of traffic lights, promotions are GREEN.
In your office, what light is flashing? Yellow, red, or green?
Green means GO! Promotion = pro + motion. The word comes from “forward motion.”
Ultimately, there are three basic reasons for not promoting:
3. Not knowing what or how
2. Lacking the motivation
1. Lacking the organization
In our upcoming webinar, we cover the what and the how and the why to get your promotions going, fill up your office, increase your revenue, and make your services more popular.
Hope to see you there.
Best regards,
Ed
10 Strategies for Improving Patient Retention
In our recent webinar on patient retention, we reviewed basic procedures that can be used to decrease patient drop outs.
More significantly, we looked at a new or model for practice retention that many businesses are now using successfully.
If your visit average is less than 60, then you can benefit from the material we covered.
The old approach to patient retention is focused around patient control procedures designed to “plug up” the “leaky bucket.” These still work and we covered some of the more effective procedures.
But this approach tends to address the symptoms more than the causes. A more effective approach is focuses on teamwork.
Patients, like customers, want two things: results and a “good feeling.” The “good feeling” is a product of how much each doctor and staff member genuinely cares about that patient at the time he or she is interacting with that patient. Patients will even tend to stay with a doctor and a practice if their results are not satisfying IF the service is extraordinary.
An effective method of improving patient retention includes role playing the “moments of truth” each team member has with patients. These include phone and walk-in greetings from the front desk, patient encounters with the doctor, therapist, and with the billing department for financial consultations.
Here are ten strategies you can put into place to keep your chiropractic patients coming back.
10 Strategies To Improve Patient Retention
__1. Love The Services You Provide. If you don’t love what you do, how can you expect your patients to? People buy based upon confidence – and if don’t have faith, confidence and love for your services, your patients won’t either and they won’t come back. (They won’t refer either.)
__2. Love Your Patients. People can tell if you are being real, or just reading a script. You see it when you go to the chain stores and the checkout clerk says “hello”, or “have a nice day.” They say the words, but it isn’t genuine. They just don’t care. Practice and improve these “moments of truth.”
__3. Their Goals. Be goal oriented with your patients. Get them to set and commit to a goal for improving their health. Keep them recommitting.
__4. Coaching Patients. Once you have their commitment, you now can use your patient control techniques. The webinar included a short presentation on an effective patient recall system used many years by Linda Skiles, former Chiropractic Assistant of the year in WI. The forms discussed in the webinar are located on our PM&A members site.
__5. Education to Make Your Patients Self-Motivated. Would you as a chiropractor, or experienced chiropractic team member, stop getting adjusted? Of course not. And why not? Because you know it how important adjustments are to maintaining your health. You have been educated.
__6. Help With Finances. Third party pay is confusing. Financial concerns can be embarrassing for your patients. Providing friendly and easy access to personal help in working out paying for their services can assist keeping your patients coming back.
__7. Stand for Something. Your mission has to extend beyond relieving pain, just like Apple goes beyond computers or Starbucks beyond coffee. If you honestly embrace a greater purpose, your patients will see why you do what you do, not just how you do it. They will want to support that purpose as well by getting adjusted regularly
__8. Family. People like to belong to communities. We like to have friends. Some offices call their patients “Practice Members”, while others have “wellness clubs”, and advisory committees. However you do it, your patients should feel like they are part of your inside circle.
__9. Measure, review, improve. Constantly work on improving your service. That which you don’t improve upon eventually atrophies.
__10. Take care of each other. We spent a lot of time on this one, but need to spend more. One of our webinars later this year will zero in on how this action helps create a winning team.
As it turns out, the way you treat each other is the way you will treat your patients.
The webinar is located on our PM&A members site now. PM&A Members: Marketing Training/ Patient Retention
[Download version of this file for your staff meetings and reference: 10 Strategies for Patient Retention. ]
Where Are All Your Patients?
Where Are All Your Chiropractic Patients?
What would your daily volume of visits be like if ½ of all the NPs you have ever seen still came in to see you once every month? Or even every other month.
Let’s take a look: say you have been in business for 10 years. Each month during these years you averaged just 10 new patients per month. (Pretty low, I know.) That would total 10 x 12 months = 120 new patients per year and in ten years that would be 1,200 new patients. If half of them saw you every two months, that would be 600 patient visits every two months, or 300 visits per month.
How would that be? Pretty nice, right? And do you think they would refer more family and friends if they saw you more regularly?
Aside from whether you recommend wellness care or not, it would make sense to retain your patients on some kind of schedule simply as a sound marketing strategy. From an economical point of view, both in terms of time and expense, it is much more cost effective to take care of existing patients than to promote for and process new patients.
Some Chiropractic offices we work with have a visit average, or a retention rate of 20. (This is calculated by dividing office visits by actual new patients.) And for some, the Patient Visit average is 50 – or more. This means that the patients come in an average of 50 times. Very few of their patients drop out of care.
How can your office achieve a visit average of 50 or more?
We will go over at least 8 practice procedures to help your office increase its patient retention on our next webinar this Thursday, August 23 at 12:30. (Office managers, marketing coordinators, and doctors should attend.) Go here to register: Register Now
Here is the first tip: Patients come to you for only two reasons – results and good feelings.
You have to deliver the results equal to or better than their expectations. (Frankly, compared to the medical and pharmaceutical alternatives, you have an unfair advantage!) But even if you miss here and there, what is amazing is that they will stick with you if you – and your office team – make them feel good! I will go over examples of this in the webinar.
As an example in the world of management consulting, I was asked once to help one seminar company, years ago, provide private consultations to their clients. The seminar speaker was busy and asked me to help. He was very popular and charismatic. I agreed and saw about four of his clients. I gave each what I considered to be relevant and practical advice for their unique situations. But what struck me was that the majority of the doctors I saw had declining numbers: their practices were getting worse by objective measurement. However, they all loved the seminar speaker and his program! I didn’t understand it at first until I realized that he made them feel good.
So, get results on your patients. But, at every patient encounter with every team member in your office, make sure the patient walks away feeling better than they did before the encounter.
I will explain more about this in the webinar but it is something you can work on now with your staff. When the patient calls, are the front desk staff truly interested, or are they too busy with their computers? On their 6th visit, is the doctor genuinely interested in the patient as a special person, or just as another “case” to see before lunch.
Review these “moments of truth” with your team. You can practice and roll play and even tape record different types of patient encounters. You will be amazed at how, sometimes, you sound hurried, disinterested, or less than friendly.
We all get so busy that we can lose the moment – and just that one moment with that patient can make all the difference. It has been called “Present Time Consciousness.” But it is really just paying attention.
That moment you have with that patient is unique and you will never have it again.
Make the best of it.
Life Chiropractic College West “Call Me Maybe” – Cover
This is a cover (copy) of a popular song from a young Canadian singer by students at Life Chiropractic College in California. It is a little rough, and judging from at least on of the comments, one person found it embarrassing.
I loved it. Great spirit.
What do you think of it?
Add your comments below. I would be interested to read what you think.
Thanks,
Ed
Link: http://youtu.be/28ZrcYj-VLI
From the Wave, the Mountains, to Your Chiropractic Office
Dr. Bruce Lipton discussing how the environment determines behavior more than genes.
Just returned from a long winding motorcycle trip in the Sierra’s and Coastal ranges of CA. We will be posting some photos of these on the Chiromotorcycleriders.com web page and Facebook pages soon.
Also attended the Wave in San Francisco put on by Life West. The best seminar program I have seen in a long time. Philosophy is needed, but the science presented by Bruce Lipton, PhD., and others, was amazing. I can’t recommend Dr. Lipton’s books enough.
For those of you who know Dr. Lipton, he is a biologist and taught cellular biology to medical students at the UW Medical School in Madison, WI. In doing pioneering work in cellular biology a few years ago, he realized some basic flaws in the allopathic model of health. He gave up teaching MD’s and now teaches chiropractic students at chiropractic colleges. He says that the profession of chiropractic, and the works of its founder, D.D. Palmer, was way ahead of its time and are fundamentally correct based upon his and other’s research.
Dan Murphy, D.C; Joe Mercola, D.O.; Gary Null, PhD.; and Malik Slosberg. D.C. were some of the other speakers I caught on Friday. Oh, and of course, Dr. Sigafoose. I couldn’t stay for Saturday.
Chiropractic is fairly unique in that it does have a “philosophy.” This gives it a soul and a purpose where other professions, unfortunately, have none.
But the nuts and bolts of studies and research that was presented demonstrated that there is abundant evidence supporting the effectiveness and progressiveness of chiropractic.
Scientific evidence is reaffirming and enlightening. At the same time, the “evidence” you need has always been there in the successes of your patient.
A while ago an office wanted me to help them with their marketing. I was happy to meet with them and they said that they had been receiving help from an “evidenced based” consultant. They said they were trying to establish relationships with MDs. I replied that was great – but I also mentioned that they did not need another license to practice chiropractic. If they were seeking permission from MDs and trying to justify their profession with “evidence” when they already had all the proof they needed with their patients, it was no wonder their practice was slowing down.
I might have been a little too direct as I have never heard from them again.
Will be posting some video clips from the Wave soon and will let you know when they are up.
Best regards,
Ed
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This Month’s Webinars – August
Office Manager Webinar Roles And Goals: What Are The Key Roles In Your Office? – Thursday, August 16th – 12:30 to 1:30pm CDT
A hidden barrier in many offices has to do with confusing roles and job duties. Clear these up and see how much smoother patients and paper flow, and happier the team becomes. Small office or big health business, clarify these 7 roles and the numbers will go up.
We will also provide you with a fast test for you to grade your office on how each of these roles is performing.
Register Now: https://www1.gotomeeting.com/register/322088520
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Marketing Manager Webinar: Patient Retention: 8 Practical Procedures – Thursday, August 23rd – 12:30 to 1:30pm CDT
Do your patients see you as often as they should? Do they follow through and complete their programs? If not, this webinar will cover eight basic procedures that any office can use to ensure their patients get the care they need.
By now, you probably have heard more than a few different approaches to patient retention. It certainly isn’t rocket science. However many procedures taught at seminars are just a bit gimmicky, and in the end, don’t work. Find out, or be reminded, of what does work.
Register Now: https://www1.gotomeeting.com/register/311709721
July Webinars- Positive Job Reviews and Practical Chiropractic Patient Education
This month, we have 2 webinars designed to help you grow your practice and provide better service to your patients. These are in addition to our world class expert consulting and coaching, our free articles on our web site and those especially for our clients in our PM/A Members Library.
These are short discussions with plenty of slides and examples, along with follow up summaries.
Register now. Keep training!
- Office Management – How to Do An Employee Job Review For Your Chiropractic Office So That Everyone Wins.
Are these job reviews really necessary? Do employees get raises automatically every year? Employee reviews are often neglected, or are dreaded by both employee and doctor. This webinar covers the basic steps to make them effective and positive for all concerned.Thursday, July 12, 12:30pm Registration
- Marketing Management – Educating Your Chiropractic Patients – 6 Programs that Work.
Does patient education work? How much of it just a sales pitch by companies to get you to buy their brochures and videos? Even if it does work, what are some practical steps you can use in our office? We will discuss 6 simple programs that are working to help increase patient referrals and retention.
Thursday, July 19th, 12:30pm Registration
****To view the calendar and/or register for our other webinars as an active PM/A client or guest, please go here: LINK