Category Archives: Teleclasses/Webinars

Patriot Project: Chiropractic Care for Military, a Recorded Interview

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Phyllis Frase, consultant with Petty, Michel and Associates recently met up with Dr. Carol Ann Malizia in Texas.  Dr. Malizia began sharing her story of her involvement in helping military personnel obtain chiropractic care and the Patriot Project.

Below is  a recorded interview where Phyllis talks with Dr. Malizia as she shares her thoughts on the current climate of military health care today compared to years ago, how she became involved in the mission, and what the Patriot Project is all about and how you can get involved.

Patriot Project Interview (mp3-36 min)

Dr. Malizia mentioned a few books for followup reading:

  • 24/7 The First Person you must Lead is You, by Becky Halstead
  • 1 Degree of Change, by Dr. Georgia Nab
  • Steel Will, My Journey through Hell to Become the Man I Was Meant to Be, by Retired Staff SGT Shilo Harris
  • ArmyOneSource 10 hr training/certification

If you’d like to contact Dr. Malizia she can be reached at camdc63@aol.com 

If you’d like to learn more about the Patriot Project visit: Patriot Project

Patriot Project: Helping Military Families with Their Health Care.

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Patriot Project

You may have heard about the Patriot Project.

The Patriot Project is a grass roots movement to provide chiropractic care to all active military, their families, wounded warriors & all gold star dependents.

Chiropractic care is included in veteran’s health benefits but has not been made readily available for all wounded warriors. Many of the ailments are currently being treated largely with pain medication and psychotropic drugs but can be relieved more conservatively with chiropractic care.

It is important to offer our active duty non-drug, non-surgical options for their painful conditions and Doctors of Chiropractic offer such care with attention to the optimum function and health of the whole person.

The Patriot Project aims to make chiropractic care readily available for ALL active duty personnel, military veterans & their families including all gold star dependents.

Thursday November 20th Ms. Phyllis Frase will be interviewing Dr. Carol Ann Malizia, D.C., who is on the Board of Directors of the Patriot Project. She recently heard Dr. Malizia speak at Parker Seminar in Texas and was very moved by her compassion for our veterans and what she has done to help them.

On our webinar you will learn how the Patriot Project can help you grow your practice, and in return, how you can help our veterans.

Register now for Patriot Project – an interview with Dr. Carol Ann Malizia moderated by Ms. Phyllis Frase on Nov 20, 2014 12:30 PM Central Time at:

https://attendee.gotowebinar.com/register/1716307227105199105

After registering, you will receive a confirmation email containing information about joining the webinar.

If you need assistance registering please contact Linda Skiles at linda@pmaworks.com or 262-749-0221.

For more information about the Patriot Project and Dr. Malizia:
Patriot Project

Patient Retention in Chiropractic and Delivering Happiness

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In our webinar on chiropractic patient retention, we reviewed some basic procedures that can be used to decrease patient drop outs.

More significantly, we looked at a new paradigm for patient retention that many businesses are using successfully.

If your visit average is less than 60, then you can benefit from the material we covered.

The webinar also 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.

We discussed why patients drop out of care – the basic reasons, and ten strategies you can put into place to improve your visit average .

One of the last strategies examined a company called Zappos. This is an online shoe selling company that began in 1999 and ten years later was selling a billion dollars worth of shoes.  We looked at a couple of key features on how it did this.

Under the strategy of “Take Care of Each Other”, we reviewed their ten core principles.  According to the founder and CEO ,Tony Hsieh, employees are hired in part based upon these core values. He discusses this in his book, Delivering Happiness.

These are the ten core values that Zappos employees live by:

  1. Deliver WOW Through Service
  2. Embrace and Drive Change
  3. Create Fun and A Little Weirdness
  4. Be Adventurous, Creative, and Open-Minded
  5. Pursue Growth and Learning
  6. Build Open and Honest Relationships With Communication
  7. Build a Positive Team and Family Spirit
  8. Do More With Less
  9. Be Passionate and Determined
  10. Be Humble

What are the core values of your office? Have you defined them? Should you? Does each team member live by them?

Below are two links to two short videos that illustrate how Zappos applies these core values. The first is a music video put together by Zappos and their employees. Just fun – and maybe even inspirational.

Then, watch as Rachel Ray anonymously calls in to place an order on Zappos and see how she is treated.

Zappos illustrates the strategy we call: “Taking Care of Each Other” and “Creating a Community.”  Both of these are effective strategies that can help increase patient retention.

You can use these videos at a staff training meeting and discuss how it could apply to your team.

If you are an active client, you can also watch the webinar on our members site.

Your patients may come to you for health and relief, but they stay because of friendship and how you make them feel as people. By hiring the right team members and helping each other stay true to patient centered core values as exemplified by Zappos, your patients will want to come back and see you again and again.

If you are having trouble viewing the video above, please click this link:

http://youtu.be/4gHlEBU_NSg

If you are having trouble viewing the video above, please click this link:

http://www.youtube.com/watch?v=td-nVat6cLY&feature=colike

Upcoming Medicare and Reimbursement Changes: To Survive and Thrive – You Need to Study and Train

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“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.”  Alvin Toffler

 

I don’t see this discussed much – at least not enough.

It’s called: STUDY.  Study is similar to training, which includes practice, and both require real personal effort and engagement to be effective.

You may want to study more but just don’t feel like you have the time to do so.  It does take time away from other activities. It can be confusing, tedious, and even seem belittling – sitting down and grinding over information, trying to figure out how something works. Practicing and roll playing can seem even worse.

But the return on your investment is worth it.   And nowadays, you have to constantly study just to stay up to date, let alone get ahead.    For example, for those of you in the insurance departments – patient accounts – you have probably had to learn many new things lately. You may have had to upgrade your computer programs for electronic health records. You have had to learn about “meaningful use” and other new terms.

But wait, there’s more!
INSURANCE
I checked in with our resident billing expert, Mr. Dave Michel, and he informs me you have the following headed your way:
  • June: new CMS 1500 claim form
  • July: PQRS implementation
  • Sept 7: WPS to NGS (Medicare administrator change in several Midwest states.)
  • Oct: new ICD 10
  • January major provisions of the PPACA and required EFT and ERA

For those of you in charge of patient reimbursement, you will have to learn about these new programs, train and then get them correctly implemented.  You have many resources from which to learn, including: association seminars and webinars, the CMS website, Chirocode.com, NGS web site for those of you in the Midwest, the PM&A Members website and Facebook page.  There are other resources as well, but the point is that you will have to study, learn, and work it out and get it implemented.

FRONT DESK AND OTHER CLINIC DEPARTMENTS
This also applies to every other job in your office. Each team member should be able to write a book about their department and job within five years and be capable of presenting a full day seminar on what they do to other chiropractic staff.

The front desk should be experts in customer service, sales for scheduling, and excellent in many other skills.  Therapy and rehab staff should know the physiological affect their machines and protocols produce for their patients. They too need to be exceptional at patient education, customer service, and as compassionate as the patient’s mother.

YOU ARE PROFESSIONALS
These are high standards, but you are professionals. You don’t work on an assembly line at the Ford plant. We now live in a networked economy. We have long since passed the Industrial Age, even though most of our management techniques still seem tied back to when “Father Knows Best.”

There is no getting around it, this is a new age. Alvin Toffler, quoted above, wrote about post the Industrial age for business in his book, The Third Wave. The second wave was the Industrial Age – and the third was and is the Information Age.

It is 2013 and your patients are smarter than patients have ever been and expect more.  They know about you before they call you and report on you after they see you so the whole world knows how you treated them.

You have to be better.  You have to study, learn, train.  In a tough economy, patients will go to the best and  bypass the rest. You have to be the best.

A NOTE TO DOCTORS
This apples to you doubly. Beyond the continuing education credits, I suggest you consider challenging yourself to constantly work on improving any and every aspect of your clinical craft like a true artisan. Like a scientist. And like a philosopher.

But you are also a CEO, which includes an entirely different set of skills. As the owner and manager of your business, you need to perfect your skills as a leader, manager, and marketer.  This is so horribly omitted (or perverted) in many programs as to be either laughable or criminal.   Once you do learn these subjects, you can delegate most of them and we can show you how, but you need to learn them nevertheless.

ONE HOUR PER WEEK
Stephen Covey talks about how you have to “sharpen the saw.”  You can cut a tree much faster if the saw is sharp and that sharpening is called training and study.  According to the American Society for Training and Development, since 1991, annual training budgets in the U.S. have grown from $43.2 billion in 1991 to $156 billion in 2011. Obviously, business sees an ever increasing need for training.

Encourage your team to take at least one hour each week to study some aspect relating to their job.   Encourage them to attend seminars and webinars and tele-classes, and have them give a presentation for the entire team at the next team meeting about what they learned.  You can give them a bonus if they give a book report about a book they read in the Lending Library.

YOUR PATIENTS
Lastly, this also applies to your patients. One of the primary functions of your office should be the training and education of your patients.  They need to take responsibility for their own health and in order to do this – they need to know what you know.  Regular care classes, a “lending library” and of course, warm “table talk” by doctor and staff help.

***SPECIAL TEAM TRAINING TELECLASS WITH PHYLLIS FRASE AND DANA PITTNER TUESDAY, MAY 21, 

12:30pm – 1:30pm CDT – “Dialogues and Dilemmas”

Take time this Tuesday to listen to these dynamic ladies discuss solutions to the 10 most common conversations staff often gets stuck on with patients.

Learn how your staff can share and educate your patients on the chiropractic lifestyle.  What you can say at the front desk, in therapy, financials, etc.

There is no charge for this teleclass. For active PM&A members, you will find it on you Members site in a few days just in case you missed it.

April Teleclass: Affordable Care Act:How Will it Affect Your Chiropractic Practice?

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“2014 will bring the greatest changes to the health insurance industry in our lifetime. This is not bull or scare tactics. The face of health insurance – already vastly different than it was ten years ago – is about to undergo a dramatic and seismic change.” -David Michel

Join us this Thursday April 18th, 12:30 CST to listen to Mr. Dave Michel of Petty, Michel & Associates discuss the Affordable Care Act.

Mr. Michel will discuss:

  •  Are your financial plans set for further limits on care?
  •  Can you continue to treat your patients based on your philosophy?
  •  Are you ready for mandatory changes to your Dx, your EOBs, the HCFA CMS 1500 claim form, and HIPAA? All coming in 2014?

If you can catch this class as it happens, it is free! Otherwise they will be in our vault for those of you who are active members with us.

To Register visit: Surviving, Striving and Thriving Through the Affordable Care Act

2013 – Teleclass Schedule – Poster

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We are excited about our upcoming teleclass schedule for 2013 which will start this Tuesday, March 19th.

We have an awesome line-up of teleclasses for you and your staff in the areas of chiropractic philosophy, office procedures and reimbursement.

Class description and registration can be found on the calendar on this site.

We have also prepared a poster you can print and post on the wall in your staff commons area for an easy view of upcoming class.  [Link]

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.  Hope to “hear” you in class.

26 Chiropractic Training Webinars presented by Petty, Michel & Associates

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The following is a list of 26 training webinars put on by Petty, Michel & Associates. These were recorded live  for doctors who wanted to improve their skills as a CEO, for the office managers, and for marketing managers. The links provided take you to the recorded webinars on PM&A’s members site.

Over the years, we have learned a seemingly obvious fact: Any difficulties you are having in practice or in business usually do not stem from clinical issues, but from administrative ones.

Why are CEO’s paid so much?

One reason is that they can make such profitable difference in the business that boards of directors and accountants see that rewarding them is a good investment. Likewise, good managers and good marketers can be worth their weight in gold.

In chiropractic business training, however, there has been little adequate training or support for these roles.  Yet the comparison to high paid executives and managers in other businesses also apply your office.  The more effective you are as a practice CEO and leader,  the more your office will be prosperous. And the better your office manager is, or your marketing coordinator, the more solvent your business will also be.

CEO Webinars

 1. 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.

 2. 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.

3. 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.

 4. 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.

 5. 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.

Chiropractic Office Manager Training Webinars

1. Chiropractic Office Manager Training Webinar- Part I – Fundamentals of Practice Management [Summary, Video]
Part I covers the fundamentals of Practice Management (55 minutes)

2. Chiropractic Office Manager Training 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)

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 3. Chiropractic Office Manager Training 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)

4. Chiropractic Office Manager Training Webinar – How to Hire the Right Team Member   Summary, Video and Study Guide.
This webinar  covers eight principles for hiring the right team member from knowing when to hire, who to hire and how to hire.

5. Chiropractic Office Manager Training 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.

6. Chiropractic Office Manager Training 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.

7. Chiropractic Office Manager Training 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.

8. Chiropractic Office Manager Training Webinar – Motivating Your Staff – Video  Ms. Phyllis Frase shares 5 secrets to keeping yourself and your staff motivated.

9. Chiropractic Office Manager Training Webinar – 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.

10. Chiropractic Office Manager Training 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 Marketing Manager Training Webinars

 1. Marketing Management – Session I – Summary and Video The Why, What and How of Marketing. Getting your Marketing off the Ground. (55 minutes)

  2. 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)

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 3. Marketing Tips for Chiropractic Marketing Managers – 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)

 4. Marketing Tips for the Chiropractic Marketing Manager – 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.

 5. Scheduling Chiropractic 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) 

 6. The Art of Chiropractic 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)

7. Chiropractic  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.

8. 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.

9. Chiropractic  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.

 10. 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.

11.   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.”

New Services for Chiropractors and Chiropractic Offices for 2013

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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.

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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.)

2013 Chiropractic Team Training – Live Teleclasses – at Petty Michel & Associates

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Ms. Phyllis Frase and Ms. Dana Pittner will be presenting 10 special training classes for chiropractic teams in 2013.

Petty Michel & Associates
Phyllis Frase and Dana Pittner
Chiropractic Team Teachers and Coaches

These classes will be offered free of charge when sitting in for the live session. (Fees may apply for viewing the archived edition)

Classes will be held on the third Tuesday of every month from 12:30 to approximately 1:45.

March 19, 2013- What Makes Chiropractic  So Special?
Getting Oriented With Chiropractic Basics: History, Science – Art – Philosophy, Key Terms.

April 16, 2013 – Extra-ordinary Service:
8 basic everyday actions to deliver WOW to your patients.

May 21, 2013- 7  Ways To Educate Your Patients During Your Day – And Why.

June 18, 2013- Over the Counter Collection
Strategies and Tactics.

July 16, 2013 – The Secrets Of Scheduling:
Cluster booking, and multiple scheduling the right way.

August 20, 2013 – Recall Systems that Work.

September 17, 2013- What You Should Be Telling Your Doctor.
What your doctor doesn’t know that you should tell him/her, and why.

October 15, 2013- Leadership Role in Chiropractic

November 19, 2013 – Purpose, Procedures and Checklists: How To Improve Your Skills And Success In Chiropractic.

December 17, 2013- Your Golden Future in Chiropractic

To Register Please Visit the Calendar of Events and follow the instructions.

For all classes register immediately by selecting the class(s) of your choice on the calendar and click the Register Now link below the class description.   You will automatically, via email, receive your special log-in access number where you can participate via computer, or by telephone only.

*** Each class will require a new access number and a new phone number. To attend the conference, all you have to do is call the number from any phone, enter the access number, and you will be in the class.

If you are a PMA client, you will receive  a special email during the week before the talk with the access number and new phone number. You can also find this information on the PMA Member’s web site at www.pmamembers.com.  It will be a posted a few days before the teleconference.

For questions, please give us a call at 1(414) 332-4511.  Or Email!

A Real Chiropractic Dream Team

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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

Webinar Thursday, December 13th, 12:30 Central

  More Info and Registration

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How To Make Your Dream Team

Get New Patients By Just “Concepting” Them

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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.

Register Now

Why You Shouldn’t Have Promotions

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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

 

Where Are All Your Patients?

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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.

From the Wave, the Mountains, to Your Chiropractic Office

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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

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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 

Chiropractic Principles, Chiropractic Infomercials, Management by Numbers: 3 New Webinars in June

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June, 2012
Milwaukee, WI

A tidal surge of politics rampages across this state with a big recall election for our standing governor taking place. But this surge will no doubt continue across this country for the rest of this year. Like massive tectonic plates shifting, the forces will be widespread as more people become involved in current events.

No matter what side you take in politics, if any, and there are more than two sides, there is only one side when it comes to taking care of your patients. That decision is already made for you by virtue of being a chiropractic doctor and chiropractic team member. That side is simple: deliver the highest quality care and service possible for your patients.

You must always do what is best for their health. That is never an issue.

Similarly, you must always do what is best for the health of your business that provides this care. It too must be strong and healthy so that it can provide the facility that allows you to give provide for your patients.

We encourage you to stay informed on all sides of the issues that concern you, for there is usually some truth to be found  in every corner of an issue.  But even more, we encourage you to consider voting with the quality of your clinical care and the quantity of your chiropractic services.

Yard signs for your cause or candidate are fine. But even louder should be your voice for the health freedoms of your patients – freedom from toxins in their water, food, and air.  Freedom from misinformation about chiropractic care.  Freedom to be healthy without drugs or surgery.

In addition to our world class expert consulting and coaching, our free articles on our web site or those especially for our clients in our PM/A Members Library, this month we have 3 “kick-gluteus maximus” (management term for kick-ass) webinars.

  • Office Manager Training: How to Motivate Your Team and Keep Them Motivated With Chiropractic Principles and Philosophy. With Phyllis Frase (Date, Time. More info below.)
  • Marketing Manager Training: The New Infomercials For Chiropractors That Work and Are Inexpensive, Fun, And Effective. Learn How. (Date, Time. More info below.)
  • Executive Management: Why You Shouldn’t Manage Your Practice by Statistics…And Why and How you Should. (Date, Time. More info below.)

Attend these webinars and VOTE WITH YOUR CARE.

Think global, but act local and make your voice heard by setting an example of the best health care provided in the best run health care business in your town.

Webinars for June, 2012 from Petty Michel and Associates

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OFFICE MANAGER TRAINING

How to Motivate Your Team and Keep Them Motivated

This webinar will provide your office manager with the tools to motivate your team by using the key fundamentals of chiropractic philosophy.

The webinar presenter will be Ms. Phyllis Frase, an internationally known chiropractic team trainer. As a team teacher with the Parker Seminars since 1998, she also has taught across the country at many state conferences, and as far away as the New Zealand Chiropractic College.  She has been a PM&A consultant and coach since 2007.

An outstanding speaker, she is also a hard worker and gives her all to her client’s success.

45 minutes with Question and Answer available. Excellent for all office managers and doctor/owners.

Thursday, June 14th, 12:30 CDT. Registration

 

MARKETING MANAGER TRAINING

The New Infomercials for Chiropractors That Work

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.

Ideal for the doctor owner, marketing manager, and anyone involved in practice marketing.

45 minutes with Questions and Answer Available.

Thursday, June 21st, 12:30 CDT Registration

 

EXECUTIVE MANAGEMENT

Why You Shouldn’t Manage Your Practice by Statistics…And Why and How you Should

C.A. Reports have been around for a long time. Every management company seems to require you to report your numbers. But is this a good idea? What are the hidden downsides of doing this?

Even if you have the numbers, what do you do with them? How do you use them. What about ratios? And then there are those financial reports your accountant sends you – like they should. What should you do with these other than just file them?

The fact is, IF you know how to use the numbers of your practice your life will suddenly be much easier. Practice “noise” will dissipate and the time spent as a CEO will be less, AND more effective.

This webinar will give you both the benefits and risks associated with using statistics to manage your business, with follow up materials to use in your office.

A must for Practice CEO’s. We also encourage you to include your office manager to participate in this webinar.

45 minutes

Thursday, June 28th, 12:30 CDT. Registration

Internet Marketing: Don’t Waste Your Time with Facebook – What’s Working

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Join us to learn more about how to make Internet marketing work for you and your chiropractic practice.

Internet Marketing and Social Media: Myths and Realities. What’s Working and What Isn’t

** Thursday, May 17, 12:30 Central 45 minutes

Special Guest: Dr. Jamie Phillips

Some of the topics include:

Facebook –  Myths and Realities. How to make it work – and not!
Your Website  — What you can do to improve your website NOW!
Internet  – How you can generate more new patients from the Internet without paying anything.

You and your marketing team are invited to attend this Internet marketing Webinar at no charge.

**Why Internet Marketing? Because it works – if done right.

** Why NO CHARGE? We are offering this webinar at no charge to our newsletter subscribers and friends and colleagues of our clients because many offices get so close to effective marketing but still miss it by a mile. Enuf already!

** Special Guest. Dr. Jamie Phillips. Dr. Jamie sets up web sites for chiropractors across the country and gets them ranking high on search engines. See has been helping our clients increase their Internet presence and generate more new and returning patients for a couple of years.

If you can’t attend, sign up anyway you will have access to the recorded webinar for the next week. Active PM/A members will have full access on PMA members site.

Hope you are having a great month.

Best regards,

Ed

****TO REGISTER for these webinars as an active PM/A client or guest, please go here: LINK    

Registration for Chiropractic Marketing and Management Webinars

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How to Register

  • For guests (not active PM/A members), you may register for all  of these webinars, plus full access to our extensive practice building library for one low introductory fee of $250/mo for all classes.

Guest Registration Form

  • For all active PMA clients register immediately for these classes at: Active Client Registration.  (Register for each webinar separately. You will automatically receive your special log-in access number where you can participate via computer, or by telephone only.)

If you’d like more information visit our website HERE, or contact Linda via email at Linda@pmaworks.com, or call her at: 888-762-8808

You can also download a calendar for upcoming webinars: LINK

Freedom Package Webinars for 2012

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INTRODUCTION

For 2012, we will be offering an ongoing program of training and support for chiropractic marketing managers, office managers, and chiropractic doctors as CEO’s.

We are calling this the Practice Freedom Package. Its purpose is to help free the office from financial concerns, day to day managements worries, and give it the freedom to follow its greater purposes.

Over the years we have observed that the key barriers to achieving practice success are organizational.  The barriers do not lie with chiropractic. It is not a matter of chiropractic failing the office, but the office failing chiropractic.

These failings occur as a practice grows beyond its ability to effectively manage itself.  The capacity restraint ultimately stems from the doctor who is too busy doctoring to run her growing business.

This package of webinars and services is designed to help the doctor and the office overcome these organizational limits.   More information about how and why this program works can be found on by following the link below.

FREEDOM PACKAGE WEBINARS: COURSE DESCRIPTIONS

♦♦♦♦♦ Chiropractic Practice Marketing Webinar♦♦♦♦♦

When. The 3rd Thursday of each month at 12:30 Central Time.

Description. You will learn principles and accompanying action steps which will help you generate new patients from other patients, from external sources, as well as reactivate former patients and better retain the ones you have.

Each webinar will cover at least 4 practical marketing procedures that are effective in generating more patients.

Who should attend. Designed particularly for chiropractic marketing coordinators and managers, doctors and office managers.

♦♦♦♦♦ Chiropractic Practice Management  Webinar♦♦♦♦♦

When. The 2nd Thursday of each month, 12:30 Central Time.

Description. You will learn fundamental principles of management with specific applications to managing a chiropractic practice and business.

Each webinar will cover at least 3 practical action steps to improve individual and group performance, efficiency, and productivity. Also, tips on working with your doctor and how to provide more support for her or him as a doctor and as the CEO.

Who should attend. Designed for office managers, practice managers, and doctor owners

♦♦♦♦♦  Executive Management Webinar♦♦♦♦♦
The Doctor as a CEO

When. Starting in February, the 4th Thursday of every other month, 12:30 Central Time.

Description. Using actual case studies for examples, we will see what worked and what didn’t for doctors and their teams.  We will uncover the basic principles of effective leadership and management in case and see how to translate this to your business.

This is training on how to be a prosperous CEO.

Who should attend. This is only for doctors who own their own business.

♦♦♦♦♦ Discussion Group/Share Session♦♦♦♦♦

After the presentation is over, we will open up the group for those who want to stay to ask questions and also to offer their experiences and advice to share with others.

This is often the most popular part of the program as other professionals really want to hear your stories and ideas. So, hang around and share and get to know your fellow teammates from other areas of the country. (Must be ready to contribute and share a successful procedure.)

♦♦♦♦♦ Follow Up Materials♦♦♦♦♦

After the presentation is over, you will receive an email with a link to a private vault of marketing materials referred to in the most recent webinar.  There will also be a short summary of our discussion. Additionally, attendees will have access to our private Practice Marketing and Management Library of information and customizable tools for practice building which you can use in your practice.

♦♦Calendar of Classes [Link]

♦♦More information about how and why the Chiropractic Practice Freedom Package (Lots more info here, though not complete.) . Link