Ask Lisa: When Your Patients Need Extra Help

Posted on August 12, 2025 by Lisa Barnett

payment terms for chiropractic care plan

When Your Patients Need Extra Help

Tips and Sample Policies for Financial Consideration Cases

It does happen from time to time… patients will need care but are not in a position to be able to afford care. To maintain your goals of:

getting sick people well and maintaining health through chiropractic, and
remaining profitable, you do have a duty to provide care to those that cannot afford care.

The two goals do not conflict. And you do not want a patient to discontinue care because they have financial problems. Your clinic should have policies in place to enable a patient to get care – regardless of their financial ability. For active clients sample policies can be downloaded from the PMA Members Site. For all others sample policies are included in our Patient Financial Consultation Tool Kit.

Immediately following the Report of Findings, the CA should meet with the patient (the Post Report) to work out any financial arrangements, and to answer any questions that the patient may have concerning the policies of the clinic.

If the patient expresses concern over their ability to pay for the services that will be performed, go over the different fee policies that you have and see if one of these programs will handle their financial problem.

First discuss payment at time of service and prepayment options.

Here is a sample Introductory Script you can utilize:

[Patient Name], it sounds like you know how important our care is for your condition, and we want to be able to treat you. We understand that money can be a problem and know that you have to eat, pay rent, etc. I would like to set you up on our individual “Financial Consideration” program. It will provide you with the care that the doctor has outlined, at a price that you can afford.”

If the patient pushes back, inquire, empathetically, if the problem is truly a financial problem, or if they have a problem with the treatment program prescribed.

OTHER TIPS

Avoid writing: “(“Clinic Name) agrees to waive $100 of patient’s $200 deductible.”
We suggeest this be worded: “(Clinic Name) agrees to accept $100.00 from patient towards their deductible and waive any remaining deductible.”
When writing up the agreement, please remember to use a “per visit” amount only, rather than per week or month.
Please note that in talking to patients, they are not a “hardship” case, but a Financial Consideration case.

For active clients sample policies can be downloaded from the PMA Members Site. For all others sample policies are included in our Patient Financial Consultation Tool Kit.

Lisa

920-334-4561

lisa@pmaworks.com

Please share this newsletter with your colleagues so they may benefit from these services too!

Scripts are Secondary in Your Chiropractic and Healthcare Practice

Posted on August 12, 2025 by Edward Petty

female chiropractor discussing care plan with patient

Why Scripting Can Fail—and How to Make It Work

A script is a prepared set of phrases, questions, or responses designed to guide staff or doctors in patient interactions. Whether word-for-word or just an outline, scripts help keep communication consistent, especially for new team members. But even the best script can flop if it’s missing one thing—authentic human connection.

Connection Comes Before Words

Think of connection like a radio signal. A carrier wave must exist before any music or voice can be transmitted. Without it, nothing gets through. In patient care, that “carrier wave” is trust and genuine interest. If it’s missing, your words—no matter how polished—won’t land.

I once had a doctor greet me after a minor surgery with a cheerful, “I can’t tell you even had it done!” It was a nice line, but it felt canned. The delivery lacked authenticity, so the message didn’t connect.

How to Create the “Carrier Wave”

Be authentic – Avoid sounding rehearsed.
Be curious – Take a few extra seconds to ask a follow-up question.
Recognize the person – Make patients feel valued and respected.

When you connect first, your scripted lines gain power and meaning. Without it, patients may feel unheard, leading to fewer new-patient conversions, lower follow-through, and less word-of-mouth.

Using Scripts Effectively

Review and practice scripts every couple of months.
Role-play different delivery styles (bored, overexcited, glum) to sharpen awareness.
Use scripts to keep patient conversations moving forward, not to replace genuine interest.

Bottom line: Scripts are useful tools—but they only work if you first connect with the human being in front of you.

For more helpful business tips visit our Goal Driver Blog [LINK]

Coaching Your Chiropractic and Healthcare Patients

Posted on July 29, 2025 by Edward Petty

Consider adding this to your Report of Findings

“Mrs. Jones, it will take 3 things to get better.”

Many, many years ago, I heard this from an extraordinarily successful chiropractic doctor. He invited me to observe him discuss this in a report of findings with one of his patients.

I sat on the side, next to his knee-chest table, and with the patient’s permission, observed, paid attention.

The first part of the report was typical: a review of the findings, an explanation of the condition, a treatment plan, and a description of the potential consequences of not treating the condition.

Pretty standard, even now.

Then, he told the patient: “Mrs. Jones, it will take 3 things to get better: Time. Repetition. Effort.”

He then went over each point. For example, it is obvious that it takes time to improve anything. It also requires repeated applications, such as painting a house, cleaning out a garage, or watering a garden.

But the last element he emphasized: Effort.

Any improvement takes work, he said, and gave examples. These included activities such as performing home exercises to improve their condition, attending a class on spinal fitness, and simply making it to the office to maintain their schedule.

He was an athletic doctor, and I believe this influenced his approach. He was coaching his patient, much like an athletic coach would motivate a player.

Yes, you are a well-educated, skilled, and caring doctor. But consider your role as a coach as well. You want to get your patient, as a “player,” to improve, and you know what it takes. You want them to win. So – you tell them!

They have a responsibility, just as you do. Seek your patient’s agreement on these three ingredients for a successful course of treatment, and remind them at approximately every 6 visits.

I have seen this work. It also applies to all aspects of our lives whenever we want to improve something.

In fact, I remind the offices we work with that these are the 3 factors needed to improve their business.

Educate your patients. But coach your chiropractic and healthcare patients on what it takes to get better, and that is:

Time
Repetition, and
Effort.

Keep caring, coaching, and stay Goal Driven.

He walked away when I asked, “Who is going to do it?”

Posted on July 15, 2025 by Edward Petty

distressed overwhelmed male business man When you are the bottleneck

Many years ago, I attended a large chiropractic conference. I was new to the profession and curious about how things worked.

One of the seminars at the conference was on how to generate new patients. There must have been several hundred in the room. The speaker was charismatic and had some sensible recommendations. The audience seemed enthused.

I was sitting in the back of the room. When the seminar was over, I was one of the first to leave and walk into the hallway where attendees began to cluster to discuss the presentation.

I remember one doctor in particular. He was tall and had his name tag with ribbons hanging down. I didn’t understand what the ribbons meant, but I figured he must have been important.

I asked him how he liked the seminar. He was deliberate, almost authoritative when he said that he liked it and was going to implement some marketing projects. I told him that I thought that was good.

But then, thinking about it, I asked him, “Who in your office is going to do it?”

I remember him looking down at me. He seemed perturbed, as if I had insulted him. He looked up and walked away. Didn’t say a word.

I’ll never forget it.

This was a long time ago, but it made an impression on me.

REMEMBER THE OLD MAXIM
“Do what you do best, and delegate all the rest.”

You can’t do it all.

In the beginning, when starting and growing your practice, yes, you pretty much had to do most everything.

But at some point, you must create other team members who are trained and motivated to share the load. I know practice owners know this, but it’s easier said than done.

This is why a manager is so vital to your practice. Your manager is the fulcrum point that helps you make a team. They are a servant to the team — as you are to your patients.

They help put in the systems that allow all your internal and external marketing procedures to be effective. And not just marketing. Standard procedures for patient retention, patient services, patient reimbursement, and so on.

They take the load off of you, so you are not the bottleneck!

We’ve found that most staff and managers are very willing and want to help their offices grow. But in most cases, they are not sure how, or how best to work with their team, or their doctor.

It is because of this we have developed our Practice MBA program.

Take time each week to train your team.

And for some of you, our manager training program is just what you need to answer the question,

“Who is going to do it?”

Stay Goal Driven,

P.S. Get on our Waitlist today to ensure you get a spot. First come first serve. Only 15 spots available this fall. [LINK]

Ask Lisa: Not a Robot – But Some Cool Technologies to Advance Your Practice.

Posted on July 1, 2025 by Lisa Barnett

Not a Robot – But Some Cool Technologies to Advance Your Practice, and Best Software Programs for the Chiropractic Practice

My computer technology training started in the 1980s. Here we are in 2025, and the demands for and surges in healthcare technology are real. But now I write with a fresh perspective. Technology can benefit, and even potentially save, your practice while maintaining human connection and personalized care. We’ve done some research for you – keep reading to learn about some healthcare technology to help your practice grow… and a link to the best practice management software programs based on Capterra surveys.

Let’s start with the patient record or SOAP note.

Your practice management software should work for you and the patient, not against, in recording subjective complaints that meet documentation standards and best practices.

Diagnostics Technology can include the use of Goniometers, scanners such as Surface EMG (sEMG), NeuroThermal, x-ray, inclinometer, and newer traumatic brain injury scanners such as quantitative electroencephalography (say this slowly, out loud).

In conjunction with your objective diagnostics, your practice management software should be a gateway to a solid clinical assessment of the patient’s condition, care plan, and expected outcome. Is your program user-friendly in assessing a patient’s case, and does it offer you the ability to present a sound assessment and expected outcome?

Using technology to administer and record a precise adjustment can include the use of the Activator, Impulse Adjuster, SOT (Sacro-Occipital Technique) Blocks, Impulse Adjusting Instrument, ArthroStim Adjusting Tool, Pulstar FRAS Adjusting Instrument, and the Atlas Orthogonal Percussion Instrument.

How to improve patient compliance with care plans
The use of AI and algorithms to assist in customizing treatment plans that patients stay engaged and comply with is at the forefront of the future of chiropractic care.(1) Technology devices as part of a patient’s care plan to help alleviate subjective complaints can include Utrasound and Laser units, electronic pulse devices such as Shockwave Therapy (extracorporeal shockwave), and Pulse RadioFrequency devices.

Ready to learn which software programs made the top-rate list? Click on the link below to review the top practice management software programs that made Capterra’s(2) list. Note that billing and invoicing capabilities are also part of the ratings:

https://www.capterra.com/chiropractic-software/

Other than the ratings included in the link, what else should you look for before investing in new practice management software, if you’re in the market?

Stephanie Maharjan, a brand leader at WellReceived, a corporate member of the American Chiropractic Association, gives the following guidelines in researching software:(3

Ensure it is compliant with HIPAA and CMS
Reviews from other chiropractic practices. When assessing a new software solution, gather reviews from other chiropractic clinics. Select reviews from a few clinics and see if they still use the technology. Stephanie points out that reviews and feedback are a great way to understand areas for improvement so you can boost patient retention.
Ask for a free trial or a demo before committing to new technology, so you can test various scenarios and evaluate its functionality. Assess how well the technology meets your clinic’s specific needs and determine if there are any workarounds.

Email me if you would like to chat!

Lisa
lisa@pmaworks.com

References:

Discipline Drives Chiropractic Practice Success

Posted on June 9, 2025 by Edward Petty

The Role of Discipline in Practice Success

Success in chiropractic or healthcare practices often correlates with discipline, much like weightlifting. While not universal, many successful doctors embrace the discomfort and effort required to achieve their goals, similar to consistent training.

Why Discipline Matters

Discipline means doing what’s necessary, even when it’s tough, and avoiding distractions or shortcuts. Like weightlifting or enduring hard work (e.g., the author’s father throwing sawdust down his shirt to toughen up for a grueling job), disciplined professionals push through challenges to achieve lasting success.

Jim Collins’ Insights on Discipline

In Good to Great, Jim Collins identifies discipline as key to transforming good businesses into great ones, applicable to chiropractic practices:

Disciplined People:

Leadership: Great leaders prioritize the practice’s success over personal gain, showing diligence and humility.
Team: Hire self-disciplined staff who don’t need micromanaging.

Disciplined Thought:

Face tough realities with courage while maintaining faith in long-term success.
Focus on what the practice is passionate about, excels at, and can profit from (Hedgehog Concept), avoiding distractions.

Disciplined Action:

Success comes from persistent, incremental efforts, like pushing a flywheel, not one grand action.
Stay focused on long-term goals, as greatness stems from disciplined choices, not circumstances.

Apply Discipline in Your Practice

Knowing what to do isn’t enough—discipline is executing it consistently. Embrace challenges, stay focused, and build momentum for lasting success.

Seize the Future,

Ask Lisa: The Art of Navigating Insurance Network Participation

Posted on June 4, 2025 by Lisa Barnett

participation in insurance networks building blocks

One of the most critical decisions you will need to make in your practice is, should you be “in-network” with a payer group, or out? It’s a tough choice, and one size does not fit all.

So, what do you do?

First, determine which companies you already are in network with, and assess.

Do you have a contract?
What are your obligations as a participating provider?
Are you getting reimbursed what the contract’s fee schedule says it will reimburse?
Are you currently enrolled in Medicare, and are you a participating or non-participating provider?
Are you also currently enrolled as a provider in your state’s Medicaid program?
Are you enrolled as a provider with the Veteran’s Administration in your area?

Additional items to consider prior to enrolling in a plan include:

What is the reimbursement rate?
What percentage of the approved charges are taken out for contract discounts?
Is there a fee to join?
Do they want you to participate in their worker’s compensation, PI programs? (In our experience, opting in to the WC and PI products means no steerage to you, and cut reimbursements).
Are there pre-authorizations required prior to care?
Is there a visit limit?
What is the initial credentialing and re-credentialing process?

Next, make sure you have a profile set up with the National Council for Affordable Quality Healthcare (CAQH) universal provider database and that the information is current, and re-attested quarterly. There is no charge to create and maintain your profile in this credentialing database.

Third, audit your patient demographic. Run a report in your practice management software, to determine

What percentage of your reimbursement comes from insurance?
What percentage comes directly from patients?
Which payers are you mainly seeing patients from and are you finding that patients are requesting you be in network with a certain company?
Who are the main employers in your area insured with?

Fourth, develop a spreadsheet called “Insurance Networks” to help you and your insurance department keep the information organized and up to date.

Once you have a grasp on the above, you’re ready to determine if you need to pursue network participation with additional companies. Treating this like a sales or business venture, you’ll want to have insurance companies coming to you and requesting you be in their network.

Remember, it is to their benefit and their obligation to keep their paying policyholders happy.

Patients should feel free to call their insurer requesting you be on their plan. Patients have done this, and outcomes have been successful. Why? Because the worst phone call an insurance company can receive is from an upset policyholder who can’t afford to see their favorite doctor who is helping them (that’s you!) because the doctor is not on the plan.

We’ve just touched the surface of network plans and credentialing. PM&A can provide specialized and unique advice on making the choice of which networks to join, which to be out of network, and which to run away from! We also will run those audit reports to assess if you’re getting the best bang for your buck.

Email me for assistance with how these processes work for your practice. You may reach me at Lisa@pmaworks.com.

Lisa

The Value Driven Chiropractic and Healthcare Practice

Posted on May 16, 2025 by Edward Petty

Many chiropractors and doctors, despite years of hard work, find their practices stuck in a cycle of growth and decline, unable to reach their full potential consistently. This is often due to operating in a “Personality-Driven Practice”, where the business relies heavily on the doctor filling multiple roles—clinic director, manager, marketer, and more.

While this model can launch a practice, it traps the doctor in a cycle of overwork, limiting growth and personal freedom.

The solution is transitioning to a “Goal Driven Business”, where systems and a motivated team, aligned by shared values, drive success with less direct effort from the doctor. To achieve this:

1. Define Your Philosophy and Values: Write a statement about your business philosophy and distill it into 5-8 heartfelt values (e.g., “Seek to understand, then be understood”).
2. Engage Your Team: Share your philosophy, have team members propose related values, and collaboratively agree on a shared purpose and goals for the business.
3. Systematize Operations: Build a business that runs efficiently, like a flywheel, requiring minimal effort to maintain momentum.

Benefits: Research from Gallup (2023) shows that organizations with clear, employee-embraced values experience 73% higher engagement, 23% higher profitability, 66% lower turnover, and 31% lower absenteeism.

By shifting to a Goal Driven Business, chiropractors can achieve sustainable growth, enjoy more freedom, and continue delivering impactful healthcare, supported by a team united by shared values.

Seize the Future

Read the full article here: [LINK]

PS: Get on our waiting list for our next MBA program if you are interested. I will be sending you special information about practice management, leadership, and marketing. Sign Up Now for Fall 2025 Wait-list

If you have any questions about creating a Goal Driven Business, just schedule a call or reply to this email. Book a Session Today

How Steve Jobs’ Vision Can Transform Your Chiropractic Practice Learning from Visionary Success

Posted on April 24, 2025 by Edward Petty

Apple, founded by Steve Jobs in 1976, is now the world’s most valuable company, with a market capitalization of $2.9 trillion and $54 billion in cash reserves. But in 1997, Apple was on the brink of bankruptcy. Jobs’ strategic overhaul turned it around, offering lessons for chiropractic and healthcare practices.

In a 1997 interview, Jobs shared a key insight: “If you do the right things on the top line, the bottom line will follow.” He emphasized that a clear strategy, passionate people, and a strong culture drive quality products, marketing, and operations—ultimately boosting profitability. For chiropractors, this means focusing on vision and values to achieve sustainable success.

The Top Line: Your Practice’s Foundation

Your “top line” is your practice’s vision, values, purpose, and the team that embraces them. When these are aligned, marketing, procedures, patient outcomes, and profits follow naturally.

Top-to-Bottom Framework:

Top Line: Vision, values, purpose, mission
Almost Top Line: A team aligned with these principles
Middle Line: Policies and procedures
Almost Bottom Line: Patient outcomes
Bottom Line: Net income

Focusing on the top line creates a “vision-driven” practice, much like Jobs’ approach at Apple.

Insights from a Chiropractic Leader

A seasoned chiropractor recently shared a video on social media, responding to a colleague concerned about high practice expenses. He identified the biggest cost: an “under-trained” team. His solution? Hiring passionate individuals and training them not just in chiropractic techniques but in the practice’s “why”—its purpose, mission, and vision. Team members who didn’t fully align were let go. The result? A thriving practice.

When I commented that his success stemmed from his own clear “why,” he agreed: “It all starts from the inside out. If the doctor has a big WHY and can teach it, the team will follow.”

Sustaining Your Vision

Keeping your practice’s values alive requires ongoing effort. It begins with your example as the leader and continues through consistent team coaching. In our MBA program, we explore proven strategies to maintain this focus, from vision to execution.

Apple’s Core Value and Your Practice

In 1997, Jobs defined Apple’s core value: “We believe people with passion can change the world for the better.” This resonates with top healthcare practices, where passion for patient care drives impact.

Does your practice reflect this passion? A clear vision, a dedicated team, and consistent coaching can transform your chiropractic business, just as Jobs transformed Apple.

Stay Goal Driven.

Momentum Magic: How the Flywheel Effect Boosts Your Chiropractic Practice and Service Business

Posted on April 15, 2025 by Edward Petty

flywheel effect

What separates good businesses from great ones?

It’s momentum—created by doing what works consistently and improving it over time. In business, especially in healthcare services like chiropractic, success often comes not from radical change but from steady, thoughtful progress.

Avoid the Trap of Constant Change

Healthcare entrepreneurs often seek out the next big thing—new therapies, machines, or procedures. While innovation can be beneficial, abrupt changes to proven systems can disrupt staff and confuse patients. A smarter approach is to test new ideas first, and only implement them if they complement what’s already working.

“If something works—fix it, refine it, but don’t toss it.”

The Flywheel Analogy

Jim Collins, in Good to Great, uses the image of a massive flywheel to illustrate how lasting success is built. At first, it takes immense effort to turn. But with consistent effort in the same direction, the wheel picks up speed and begins to turn on its own—powered by its own momentum.

The key lesson: there’s no single breakthrough moment—just consistent, focused effort over time.

How This Applies to Your Practice

Identify what’s working—and keep doing it.
Make small, strategic improvements over time.
Adapt to market changes gradually and intentionally.
Build systems that generate results with less effort over time.

By steadily turning your business flywheel, you’ll transform your practice from good to great—creating a self-sustaining engine of growth.

Keep building. Keep refining. Momentum will do the rest.

How Do You Start Your Day in Your Chiropractic Healthcare Practice?

Posted on February 28, 2025 by Edward Petty

bright yellow sunrise with a green grassy field

Morning Case Management Meetings

Does your day get off on the right foot, each and every day?

Are you and your team fully prepared when the patients start coming through the door?

Importance of Discipline

Arriving early and conducting Case Management meetings demonstrates discipline, which is crucial for business success. As Jim Collins states, “Greatness is not a function of circumstance. Greatness, it turns out, is largely a matter of conscious choice and discipline”.

Starting your day in a chiropractic healthcare practice with a morning case management meeting can significantly improve patient care, increase efficiency, and foster team cohesion. Here’s a summary of how to implement this practice:

Morning Case Management Meeting

The meeting should be brief, lasting about 10 minutes, and involve the entire team. Key components include:

1. Assign a Case Manager: Usually the Front Desk Coordinator, responsible for organizing and leading the meeting.

2. Review Appointments: Distribute the day’s appointment sheet to all team members.

3. Discuss Patient Goals: Go through selected patients, addressing:

– New injuries or concerns
– Scheduled progress exams or x-rays
– Patients transitioning to maintenance/wellness care
– Upcoming events like Patient Appreciation Day

4. Optional Office Review: Briefly discuss monthly numbers, marketing plans, and set goals.

5. Team Check-in: Ensure everyone is prepared for the day and maintain a positive atmosphere.

Benefits of Morning Meetings

– Enhances patient care quality
– Increases patient volume and referrals
– Improves organization and communication
– Sets a positive tone for the day

By implementing this morning routine, chiropractic practices can ensure they’re prepared to provide world-class care and maintain a goal-driven approach to their practice.

Stay Goal Driven

To read the full article and download the Sample Checklist go [HERE]

He Fired the Chiropractic Assistant When the Stats Went Up

Posted on February 18, 2025 by Edward Petty

green light for accepting patients

In the article *He Fired the Chiropractic Assistant When the Stats Went Up*, Ed Petty discusses how a positive attitude at the front desk can significantly impact the success of a chiropractic office. He compares busy and struggling offices, noting that busy offices often have a welcoming, “open” attitude, with a motto like “Always room for one more!” These offices focus on getting as many people as possible in for adjustments, creating an atmosphere of openness and enthusiasm. In contrast, less busy offices tend to have more rules and prioritize collections over patient care.

Petty shares a story of an office where the front desk assistant, despite being new to computers, became incredibly enthusiastic after attending a chiropractic seminar. Her attitude transformed, and visit numbers skyrocketed. However, due to computer issues and billing frustrations, the doctor fired her, which resulted in a decline in visits and the eventual loss of an associate. Petty argues that the doctor should have hired someone for data entry, allowing the front desk assistant to continue her work of promoting chiropractic care.

The article emphasizes that the front desk plays a crucial role in driving office volume and that a “high capacity” mindset is essential. Petty encourages chiropractic teams to ask their front desk if they can handle increased patient visits, and similarly, evaluate their own capacity for growth. He concludes with a call to adopt a “Big Capacity” attitude, referencing his book *The Goal Driven Business* and his upcoming Practice MBA program, to help chiropractic offices grow and succeed.

Read the full article here [LINK]

Sign up for Waitlist

7 Steps to Creating Goal Driven Team Members

Posted on January 15, 2025 by Edward Petty

little boy with a red hat playing in a sandbox

“The devil loves an idle mind.”

THE TRICK to keeping your practice lively, fresh and fun — and profitable, is to have your team set their own goals. Then, help them achieve them.

Without creative goals, we all can get bored. Attention drifts and performance and service slip.

According to Self Determination Theory, people want to have their own game. They want a degree of autonomy to demonstrate their competence in an activity they can control. They want their own sandbox.

Working in alignment with others in a group, people also want to be part of a community that shares a larger purpose – and is going somewhere.

This concept can be applied to your practice. Here is an example:

Steu Smalley (Steu has two major roles)

Role: Billing and Collections. Goal: Collections, Collections Percent
Role: Financial Consultation. Goal: Number of patients who accepted care, Percent of accepted care

Roseanna Danna: (Roseanna Danna has two major roles.)

Role: Front Desk Coordinator. Goal: Total visits, Percent full capacity, Kept Appt. %
Role: Internal Marketing. Goal: Patient referrals, Reactivated patients

It is understood that each office area depends on other areas, so teamwork is essential. However, everyone can improve the outcomes in their area.

Here are 7 steps to implement individual goals achievement.

Define roles and goals. Define the major roles, goals, and statistics for each team member.
Past statistics. Review past statistics if available.
Set goals and action steps. Each team member should write down their goals and action steps for the upcoming one to three months.
Copy to you. Team members provide you with a copy of their goals.
Team meeting. Each team member should state their goals and action steps at the monthly team meeting so that everyone knows each other’s goals.
Follow-up coaching. During the month, check in with each team member using the form they filled out and check their progress. Coach them as needed.
Repeat the process each month.

Implement this program gradually, starting with key positions.

This approach promotes responsibility, accountability, and constant improvement while focusing on business goals. And it makes work more enjoyable.

We teach this procedure in our Practice MBA program for managers and clinic directors.

If you want management and leadership training for you and your manager or manager-to-be, please sign up on our waitlist. I will send updates soon with unique information about key tips on practice leadership, management, and marketing.

Seize your goals in 2025!

PS. MBA 2025. We are starting a wait list for our next MBA program, which will begin in March. We only take a limited number of students, so if you are interested, please get on our wait list here. [LINK]

Ask Lisa: Best End of Year Reports to Run to Prepare for Success in 2025

Posted on January 9, 2025 by Lisa Barnett

Know where your practice stands statistically going into the new year.

Happy New Year! Now that you’re back in the swing from the Holidays, we’ve put together for you a list of the most important reports we feel will prepare you for success in 2025! Have fun with running the below queries, while at the same time resolving to acknowledge the report outputs are your objective, x-ray analyses of where your practice stood in 2024.

1) Standard Financials/both month-to-month and January – December 2024 Practice stats. This will give you your new patient counts, your patient visits, your charges and your collections. What do you see month to month in terms of your high/low months? Did you do something different in the months that were higher statistically? And repeat that action!

2) Run your end of year Accounts Receivable. This is a number your accountant or CPA should ask for. You’ll need this for your balance sheet.

3) Review your Profit & Loss statements from month to month, run by either your accountant or your internal accounting software. Things to look for include:
a. Your expenses – were your expenses in line with your projected budget?
b. Your net income – were you able to pay yourself along with your associate(s) and staff salaries corresponding to livable wages?

4) Want to compare your expenses to what most chiropractic offices are doing? First, remember you want to compare you to you. But we can provide a breakdown of averages that you can look at and see where you may be high or low.

5) Accounts Receivables: 30/60/90+ days
a. Can these be reconciled? Expect 60% recovery for accounts to 60 days old; 55% recovery for accounts 60-90 days; and 20% recovery for accounts 90 days and older. The exception here is Personal Injury and Workers Compensation A/R, which are normally fully recoverable.

6) Retail Purchases – supplement/vitamin sales, pillow/therapy equipment (Durable Medical Equipment) sales.

7) Get your Sales and Use Report off your management software to your accountant or CPA by the end of January for filing the Sales Tax Report. You’ll also want to look at any independent contractors (cleaning services, IC massage therapists or other providers, snow plowing service, roofers, etc, etc) Provide their information and pay amount to your accountant by the end of January for 1099 preparation.

Once you have completed these reports and have assessed where your practice stands statistically, you can now:

• Update goals for 2025,
• Review your marketing efforts, and
• Review your retail inventory.

Need help with any of the above? Contact Lisa – I can help!

Lisa
lisa@pmaworks.com
920-334-4561

Chiropractic and Natural Healthcare Predicted to Grow

Posted on January 7, 2025 by Edward Petty

People want and need your services

Happy New Year!

Welcome to the First Newsletter of the New Year!

Thank you for being a valued subscriber and for your continued support throughout the past year. We truly enjoy creating these newsletters and hope they provide you with valuable insights to help you achieve your goals.

Our focus remains on practice growth and business development. We aim to assist you in enhancing both the quality and quantity of your services—ultimately boosting your bottom line. Along the way, we want to ensure you and your team enjoy the journey.

Don’t forget, Lisa, our expert in insurance, credentialing, and practice sales, also sends out a newsletter on the first Thursday of each month. Feel free to reach out to her anytime for expert advice. (Details about Lisa can be found below.)

CHIROPRACTIC GROWTH: A POSITIVE OUTLOOK

To kick off the New Year, our message is simple: Stay positive and goal-driven!

There is so much to be optimistic about, and I’ll be sharing solid reasons for this in the upcoming weeks. But let’s begin with one key piece of good news—the growth of chiropractic and natural healthcare.

The chiropractic profession is projected to expand at a compound annual growth rate (CAGR) of 26.3% between 2023 and 2033. This means the industry could grow from a yearly value of $571 million in 2023 to nearly $6 billion by 2033!

chiropractic growth 2023-2033

In comparison, the dental market is expected to grow at a much slower rate of just 4% annually.

While some forecasts for chiropractic growth are more conservative, most predict an increase of at least 10%. The study I reference appears to be well-researched, and you can read more about it on our blog (link below).

IT’S NOT JUST CHIROPRACTIC—NATURAL HEALTHCARE IS BOOMING

The growth isn’t limited to chiropractic care. Naturopathy, for example, is expected to grow by 15-20% over the next decade.

The organic food market has experienced significant growth as well. Sales, which were about $13 billion in 2005, surged to $64 billion in 2023 and are projected to reach $144 billion by 2032.

Similarly, the U.S. supplement market has exploded. In 2000, it was valued at $15 billion; in 2023, it reached $53 billion.

WHAT’S DRIVING THE GROWTH IN NATURAL HEALTHCARE?

The reasons behind this surge in natural healthcare are clear—especially for those of you working directly with patients. Americans are increasingly looking for ways to improve their health, and what’s been promoted to them for decades is no longer cutting it. As a result, they are turning to alternative solutions.

When comparing the health of Americans to other industrialized nations, the U.S. ranks near the bottom. Surveys indicate a significant shift in consumer attitudes towards proactive health management rather than reactive, symptom-focused treatments. There is also a growing preference for non-invasive, drug-free approaches.

In many cases, people are turning back to simpler, more natural remedies—sometimes even relying on what “Grandma knew”—as they seek alternatives to pharmaceuticals due to concerns about side effects and dependency.

Other key factors driving the growth of chiropractic and natural health include:

Increasing Awareness and Acceptance: More people are becoming aware of the numerous benefits of chiropractic care.
An Aging Population and Active Lifestyles: The incidence of conditions like back pain, arthritis, and sports injuries is on the rise—especially among seniors and those with sedentary lifestyles. Many are looking for non-surgical solutions, and with professional football teams utilizing chiropractors, weekend athletes are following suit.
Integration with Traditional Medicine: There’s an increasing trend of collaboration between chiropractors and other healthcare providers. In fact, I personally know chiropractors working in hospital settings.
Affordability: Chiropractic care is generally more cost-effective compared to many conventional medical treatments.

Your future looks bright – keep smiling!

As you can see, the future for chiropractic and natural healthcare is incredibly promising. Keep moving forward with optimism and a focus on your goals.

Let’s work together to make America healthier, one patient at a time!

For auld lang syne, my friend,

References on blog [LINK]

Create Something New Every Day in Your Chiropractic Healthcare Practice

Posted on December 31, 2024 by Edward Petty

It’s a unique aspect of human nature that we thrive when looking toward the future. (Victor Frankl)

No one—neither you, nor I, nor the people we work with—is holding us back from shaping a better tomorrow. We are the authors of our next chapter: 2025.

In the coming months, we have the freedom and opportunity to craft a renewed and enhanced version of our chiropractic practices and our lives.

Creativity is not only fun, but it’s also deeply meaningful and rewarding. It aligns with our natural drive to improve, to take something good and make it better, then share that improvement with the world.

As the New Year approaches, take some time to envision what 2025 could look like for you. Collaborate with your team and others—it’s a reminder that we all need each other.

This is your chance to innovate. Whether it’s rearranging your desk, adding new wall art, offering care classes, trying a new activity like line dancing, stepping up your fitness routine, or simply listening more attentively to others—don’t take things too seriously!

The key is to treat each day as a fresh start. This ties into the concept of Present Time Consciousness (P.T.C.), something I remember Dr. Jimmy Parker teaching us. When you’re truly present—living in the now—you open yourself up to creativity.

On the other hand, if you fall into autopilot mode, your days blur together, and each patient becomes just another routine. The monotony can be draining—and when you slip into this, it’s likely your team will too.

This is where a strong support system can make all the difference. No one can do it alone, so lean on your teammates, coaches, and colleagues to help you stay grounded and hold you accountable.

In 2025, commit to making every day new—treat each patient visit like it’s the very first. Avoid slipping into automatic mode. Step outside the algorithmic world, and embrace your humanity, spirituality, and Innate wisdom.

CREATE!

Let’s make 2025 your best year yet.

Seize the Future.
(Carpe Futurum)

Warmly,
Ed

Download a tent poster here: [LINK]

Merry Christmas to All

Posted on December 24, 2024 by Edward Petty

merry christmas grandmother with young girl opening presents

The wish of a “Merry Christmas” is a warm and meaningful greeting for everyone, no matter their religious beliefs. It extends to your chiropractic and healthcare teams, your patients, family, friends, and even to those you haven’t yet met.

Christmas represents universal values such as joy, generosity, and goodwill—ideals that resonate with people across the globe, regardless of faith.

This season offers a special opportunity to reconnect with loved ones, whether near or far, and to deepen those bonds. It’s also a time for remembering those who cannot be with us.

It’s a moment to express gratitude, in any way or to anyone who comes to mind.

And of course, Christmas is a time to enjoy delicious food and a festive spirit that brings warmth and light to the winter season.

Whether you embrace Christmas in its literal or symbolic form, it’s a time for celebration and reflection.

From all of us, we wish you and your loved ones a Merry Christmas!

Warm regards,
Ed

P.S. Visit the original article at Goal Driven for two beautiful Christmas tunes to enjoy:
• We Wish You a Merry Christmas
• Trans-Siberian Orchestra – Christmas Canon

Delivering Kindness in Your Chiropractic Healthcare Practice

Posted on December 17, 2024 by Edward Petty

young lady with older lady showing kindness and caring

The article emphasizes the importance of kindness in chiropractic healthcare practices, suggesting that kindness is the core “business” chiropractors are truly in, rather than just focusing on adjustments, marketing, or insurance. Kindness, defined as acting with concern for others without expecting reward, enhances relationships with patients and within the team. This, in turn, leads to improved patient referrals, retention, and overall satisfaction.

Kindness also has personal benefits, improving the well-being and mood of both healthcare providers and patients, while creating a positive ripple effect in the community. The article concludes with a poem, Let Us Be Kind by W. Lomax Childress, reinforcing the idea that kindness is a priceless and transformative force in life and business. The message encourages practitioners to stay driven by kindness, especially during challenging times.

Read the Full Article Here: https://www.goaldriven.com/post/delivering-kindness-in-your-chiropractic-healthcare-practice

Why 2025 Could Be Your Best Year in Chiropractic Practice

Posted on November 12, 2024 by Edward Petty

John F Kennedy quote - our growing softness, our increasing lack of physical fitness is a menace to our security

Ed touches on the reasons why 2025 could be a promising year for chiropractic practice owners and healthcare entrepreneurs.

Health Care Advocacy: Robert F. Kennedy Jr., a prominent advocate for health and environmental issues, has been vocal about his concerns with polluters and health agencies like the CDC and EPA. His activism, including his work against companies like Monsanto and ExxonMobil, has earned him recognition in the healthcare space. The incoming presidential administration, under President-elect Trump, is expected to grant Kennedy significant influence to address healthcare matters, providing optimism for the future of natural healthcare.

Support for Small Businesses: Elon Musk, a notable entrepreneur, is also involved in the new administration and advocates for the protection and growth of small businesses. Musk emphasizes that while starting a business can be challenging, the right environment can help independent businesses thrive. His support for entrepreneurship signals potential benefits for chiropractic and other small business owners.

Historical Legacy of Health and Fitness: The article also references the historical efforts of the Kennedy brothers in the 1960s to promote public health and fitness, such as fitness testing in schools and cleaner air and water standards. Musk’s own family background, with his great-grandfather being the first chiropractor in Canada, ties the legacy of chiropractic to modern entrepreneurship and innovation.

The article concludes with an optimistic outlook for healthcare entrepreneurs in 2025, encouraging chiropractic practice owners to think big and embrace opportunities for growth in the coming year.

Read the full article here: https://www.goaldriven.com/post/why-2025-could-be-your-best-year-in-chiropractic-practice

Improving Your Chiropractic Practice Team Meetings

Posted on October 15, 2024 by Edward Petty

Team meetings can be very effective at improving the quality and quantity of your services.

At best, they bring everyone into alignment with the goals of the practice. They can release energy that results in sometimes almost magical results. I have seen it!

Here are some key tips for improving chiropractic practice team meetings:

1. Set Clear Goals and Structure

- Hold weekly meetings, ideally on Mondays to start the week strong
- Limit meetings to 1 hour maximum
- Create a consistent agenda covering key areas like practice goals, statistics, department updates, etc

2. Encourage Participation

Require all staff to attend and come prepared to participate actively
Allow time for each team member to report on their department
Create an open forum for discussion and suggestions

3. Focus on Improvement

Review practice statistics and track progress on goals
Discuss what’s working well and what needs improvement
Develop action plans to address any issues

4. Boost Motivation

Start with positive affirmations or recognizing accomplishments
Highlight exceptional work by staff members
Share patient success stories to reinforce the practice’s mission

5. Maintain Professionalism

Avoid criticizing individuals or changing policies during meetings
End on a positive, inspirational note
Follow up on action items and “to-do” lists from previous meetings

By implementing these strategies, you can transform your team meetings into productive, energizing sessions that align your staff and drive practice growth. Regular, well-run meetings are crucial for improving communication, motivation, and overall practice performance.

Read the full article here: https://www.goaldriven.com/post/improving-your-chiropractic-practice-team-meetings

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If your practice-building efforts aren’t taking you to your goals, there are reasons — many of which are hidden from you.

Find out what they are and how to sail to your next level by getting and implementing my book, The Goal Driven Business.

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Category Archives: Chiropractic