Managing Your Coordination of Benefits

insurance benefits

YOUR GUIDE TO COORDINATION OF BENEFITS AND WHO PAYS FIRST

Having issues with getting reimbursed due to reimbursement disputes between payer groups? Wondering who to bill first?

This question comes up a lot in the field, which tells me, dear reader, that you may be experiencing frequent circumstances in which your Medicare beneficiary patients fall into one or more of these categories:

  • The patient is not working and is 65 and older and carries retirement insurance
  • The patient has been in an accident resulting in personal injury
  • The patient carries a straight Medicare policy with a secondary insurance policy
  • The patient carries a straight Medicare policy with a supplemental insurance policy
  • The patient has been injured at work
  • The patient or patient’s spouse is working and carries group health insurance

In each of the above situations, Coordination of Benefits kicks in, which is the theme of our September article.

According to eHealth, Coordination of Benefits by definition is: “When a person is covered by two health plans, coordination of benefits is the process the insurance companies [payers] use to decide which plan will pay first for covered medical services and what the second plan will pay after the first plan has paid. Coordination of Benefits prevents duplicate payments for the same service on the same date of service, and helps keeps the cost to the patient affordable.”

Let’s look at each of the above circumstances, with resolution for proper claims processing and reimbursement according to the Centers for Medicare and Medicaid Services:

1.)  The patient is not working and is 65 and older:
Medicare Pays First if the patient has Retiree health coverage and is not
working

2.) The patient has been in an accident resulting in personal injury
The patient’s no-fault insurance or liability insurance pays first and Medicare
pays second for services related to the accident or injury. *

3.)The patient carries a straight Medicare policy with a secondary insurance policy
Medicare is billed first and will forward their remittance to the secondary payer if the services are billed with AT (Active Treatment) modifier.

They may or maynot forward to the secondary if the services are billed with a GA modifier (indicating service was a maintenance adjustment), and will not forward if a GZ modifier is billed (indicating a maintenance adjustment but no signed
Advanced Beneficiary Notice (ABN) is on file), since you cannot bill the patient
for a maintenance adjustment without an ABN.

You may need to file the secondary claim for adjudication on the GA adjustment directly to the secondary payer.

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Do you have questions or need help with:
insurance audits
credentialing new providers
debugging complex insurance issues
customizing billing systems to improve collections,
practice appraisals, and more.
Ask Lisa
Call Lisa: (920) 334-4561 (mobile)
https://pmaworks.com/lisa-barnett/

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4) The patient carries a straight Medicare policy with a supplemental insurance policy
The same applies as with a secondary policy: Medicare is billed first and will
forward their remittance to the secondary payer if the services are billed with
AT (Active Treatment) modifier.

They may or may not forward to the secondary if the services are billed with a GA modifier (indicating service was a maintenance adjustment), and will not forward if a GZ modifier is billed (indicating a maintenance adjustment but no signed Advanced Beneficiary Notice (ABN) is on file), since you cannot bill the patient for a maintenance adjustment without an ABN.

You may need to file the secondary claim for adjudication on the GA adjustment directly to the secondary payer.

5) The patient has been injured at work
Workers’ compensation pays first for items or services related to the workers’
compensation claim. However, Medicare may make a conditional payment if the
workers’ compensation insurance company denies reimbursement. In this case
the patient is financially responsible but Medicare may pay pending the
insurance company’s review of your claim.

6) The patient and/or patient’s spouse is working and carries group health insurance

    • Medicare pays first in both circumstances if the Employer has fewer than 20 Employees.
    • The group health carrier pays first in both circumstances if the Employer has greater than 20 Employees
    • If the patient has a disability and that patient or spouse is currently employed at an Employer with 100 or more employees, the group health plan pays first
    • If the patient has a disability and that patient or spouse is currently employed at an Employer with less than 100 employees, Medicare pays first

What about in non-Medicare situations where there is a minor child listed as a dependent on dual-spouse or parent policies?
The “birthday rule” is commonly applied for children covered by two employer group health plans. In this situation, the plan covering the parent whose birthday falls first in the year will pay primary on the children; the other parent’s plan becomes the secondary payer.

I hope that this gives you guidance as you navigate through the payer world of coordination of benefits. Have further questions? We can help. Reach out:
lisa@pmaworks.com
920-334-4561

For more info on insurance:

*The exception would be if the case is being handled by attorney representation and a settlement is forthcoming. You may bill the liability carrier and seek renumeration, in which case the patient is responsible for repaying the carrier (or Medicare) for services rendered at your office, after receiving settlement. You may bill the patient for their care up front, in which case they would need to wait for their settlement monies.

References:
1) https://www.medicare.gov/health-drug-plans/coordination/who-pays-first
2) https://www.medicare.gov/publications/11546-Medicare-Coordination-of-Benefits-Getting-Started.pdf
3) https://www.ehealthinsurance.com/resources/individual-and-family/coordination-of-benefits

Raising the Vibe Level in Your Chiropractic Office

lady walking on the beach listening to music

We ordinarily send our Goal Driver newsletter out to chiropractors and other healthcare business owners and support staff on Tuesday at 11 Central Time.

Today is different. This newsletter is going out early.

Today is the first working day of this week (in the U.S.) after a refreshing extra-long Labor Day weekend. It is the first day of September, and summer vacation is behind us. And it is just 4 powerful months (120 days) to 2025!

I wanted to send this to you before your day begins to help you get your motor running.

So here is some music.

You can listen to some tunes while you take your morning jog and cold plunge (!), get your kids ready and drop them at school, and drive into the office.

You can play it at the office with your team. And patients.

Pick your vibe below, or any music, turn up your speakers, and get your motor running!

Have a great day,

And seize the rest of 2024!

Ed

Steppenwolf – Born To Be Wild   https://www.youtube.com/watch?v=egMWlD3fLJ8

“Unstoppable” (The Score ft. Fleurie) https://www.youtube.com/watch?v=_PBlykN4KIY

“Eye of the Tiger” (Survivor)  https://www.youtube.com/watch?v=ob8TNqQw2hY

Chariots Of Fire Theme Song https://www.youtube.com/watch?v=8a-HfNE3EIo

“Lose Yourself” (Eminem) https://www.youtube.com/watch?v=xFYQQPAOz7Y

“Gonna Fly Now” (Bill Conti) (Theme from Rocky) https://www.youtube.com/watch?v=ioE_O7Lm0I4

“Brave” (Sara Bareilles) https://www.youtube.com/watch?v=4Ny_LX3byp8

 Beastie Boys No Sleep Till Brooklyn  https://www.youtube.com/watch?v=IDVq9s6HCB4

“Enter Sandman” (Metallica)  https://www.youtube.com/watch?v=9Q8SxnbL1ms

Dream On (Aerosmith)  https://www.youtube.com/watch?v=iJDtukGW79Y

 “It’s a Great Day to Be Alive” (Travis Tritt)  https://www.youtube.com/watch?v=d4tSE2w53ts

 “This One’s For the Girls” (Martina McBride) https://www.youtube.com/watch?v=4fvKzTC3-BA

 “I Hope You Dance” (Lee Ann Womack)  https://www.youtube.com/watch?v=F44nrK0MxEQ

Somewhere over the Rainbow – Israel “IZ” Kamakawiwoʻole  https://www.youtube.com/watch?v=V1bFr2SWP1I

Stand By Me | Playing For Change | Song Around The World  https://www.youtube.com/watch?v=Us-TVg40ExM

 Bobby McFerrin – Don’t Worry Be Happy  https://www.youtube.com/watch?v=d-diB65scQU

I Dreamed A Dream. Susan Boyle (part of Britain’s Got Talent) https://www.youtube.com/watch?v=mS5Om47vsaA

 

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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.

 
goal driven business www.goaldriven.com

The Goal Driven Business

goal driven business buy now button

How to Win as a Chiropractic and Healthcare Practice Athlete

balance beam athlete

Like the Olympic athletes, as a chiropractor or practice owner, you have begun a venture few dare. Where you go, there is no hiding or coasting. You are immediately rewarded or penalized based on your and the entire team’s performance. There is no guaranteed tenure in your job or assurance that you’ll have business next month. It is all up to you and each member of the team.

Read Ed’s weekly newsletter to find out how to:

  1. DEVELOP A CHAMPION’S MINDSET.
  2. BUILD YOUR SUPPORT TEAM.
  3. CONTINUOUSLY IMPROVE.
  4. CELEBRATE THE WINS!

Read More[LINK]

The Time I Asked a Doctor The “Who” Question?

woman multitasking in a chiropractic office

What is the who question?

It was at a large seminar. Maybe Parker, maybe a state convention, I don’t recall for sure. I was talking with some doctors I knew in the hallway when one of the sessions ended. The doors opened, and the doctors who attended the presentation began pouring out of the conference room. One of them joined us.

He eagerly discussed some new promotional projects he heard about in the session. He also said that he learned some new approaches to scheduling and billing. I was interested, so I asked him some questions. Once hearing about the ideas, I said that they sounded good.

But then I asked the WHO question: “Who is going to implement these new projects?”

He looked at me, suddenly changing his demeanor as if I had insulted him by asking him such an obvious and stupid question, and he walked away.

True story. But hey, that’s what we do at PM&A: ask the tough but obvious questions.

Time and time again, we have seen doctors and staff come back from seminars with useful information that never gets applied. And there is a reason for this.

THE MISSING “WHO”

The missing WHO is your manager.

Many practices do not have a functioning manager. And for those offices that do, their manager is usually not operating as fully as they could.

Every practice, whether large or small,  has a set of departments or roles. Minimally, these include:

  • front desk
  • billing and collections (patient accounts)
  • and the clinical services of the doctor or provider.

Beyond these, there is a boatload of other tasks that fall outside of the front desk, billing, and doctoring. Who does these? Who organizes these? Usually, the business owner, who is also the doctor, does.

Dealing with these tasks can take up valuable time and energy. And this is expensive. It costs more than most business owners realize. What is a clinical hour worth? $500, $1,000, $2,000. Having the doctor spend time on non-clinical or non-growth-oriented leadership projects is expensive!

There are so many benefits for a practice to have a manager that I have long considered why doctors and business owners don’t create and invest in this position. Even on a part-time basis, it makes practical sense.

I think these are some of the reasons:

  1. Reluctance to delegate: Starting a practice as an entrepreneur, many practice owners are accustomed to handling all aspects of their business themselves and may find it difficult to relinquish control over certain tasks and responsibilities.
  2. Lack of awareness: Some practice owners may not fully appreciate the potential benefits and return on investment that a skilled manager can bring to their practice.
  3. Misconceptions and uncertainties about the role: Is the manager our billing assistant, our accountant, or a glorified assistant? Can my spouse or daughter be the manager? What are their job duties?
  4. Overestimation of current efficiency: Business owners might believe their current operations are running smoothly enough without a trained manager.
  5. Concerns about team dynamics: when someone takes on the role of manager improperly, they can disrupt the team’s harmony.

And especially,

  1. Where can I train my staff member to be a skilled manager?

Because of these reasons, and a few more, we have launched our manager training program. I encourage all practice owners to create the manager position in their practice and then support it. If you are ready, I encourage you to consider our manager training program.

Our program starts the week after Labor Day and is filling up. Let us know if you are interested, and let’s talk soon.

Ed

“Based on our largest global study of the future of work, Gallup finds that the quality of managers and team leaders is the single biggest factor in your organization’s long-term success.”

It’s the Manager, by Jim Clifton and Jim Harter

Situational Awareness and Staying Focused

Abraham Lincoln - better angels of our nature - staying focused in chiropractic healthcareWith The Help Of The Better Angels Of Our Nature

Tuesday, July 16

Reporting… Milwaukee, WI

American politics and government are on display here.

The Republican National Convention is in town all week. There are estimated to be around 50,000 attendees at the convention.

And, of course, former President Donald Trump was in town after his near-death assassination.

What a monstrous difference two inches would have made!

I have lived through assassinations and assassination attempts. I clearly remember being excused from school when President John F Kennedy was murdered. A few years later, while in college, I remember hearing that Martin Luther King was killed. Being against the war in Vietnam, I was in full support of Robert Kennedy, who was also against the war and pledged to get us out of Southeast Asia. His murder still resonates with me. But there are others, many we don’t hear about, and many that are only attempts.

I always try to connect the dots. And as I do, look for more. How do these things happen? Are the perpetrators of such violence acting alone as we are told? Are we always told the truth? Does the government ever lie?

These are important questions. But I have a recommendation, perhaps a warning:

In sports, such as football, soccer, or martial arts, you need situational awareness. That is, you need to know what is happening outside your field of vision.

But more importantly, while doing so, you need to focus on what is in front of you.

The pitcher needs to watch who is stealing 2nd base, but his focus must be on the batter in front of him.

WHO IS IN FRONT OF YOU?

This applies in life as well. It helps to know what is going on in the world so that you don’t get blindsided or fooled.

But what is always most important is your patients. As a chiropractor, dentist, medical doctor, or any service provider, your customers are what is right in front of you. They, along with your fellow team members and your family, are what is most important.

One of my favorite books on history is The Soul of America, The Battle for Our Better Angels, by Jon Meacham. It looks at certain crises the U.S. has endured over its 250 years. It shows us that, despite serious challenges, time after time, reason and truth have prevailed.

In times of social unrest or uncertainty, I have seen the practice numbers of many offices go down. Doctors, staff, and patients react by contracting, pulling back, and hunkering down. I have seen other doctors go full-activist, spend time in marches, or become consumed with “doom scrolling!”

Don’t let this happen to your practice or to you. Situational awareness is necessary. Know your environment, question authority, and seek to discern the truth. I know you do this anyway.

But keep the patients in the forefront. Keep improving your practice, make it stronger, and help more people.

And have faith in what Abraham Lincoln said about the better angels of our nature.

THE BETTER ANGELS OF OUR NATURE

In March of 1861, the mood in the U.S. was one of deep division and uncertainty. In his first inaugural address, Abraham Lincoln attempted to calm the tensions and unite the states.

“We are not enemies, but friends. We must not be enemies.

“Though passion may have strained it must not break our bonds of affection.

“The mystic chords of memory, stretching from every battlefield and patriot grave to every living heart and hearthstone all over this broad land, will yet swell the chorus of the Union, when again touched, as surely they will be, by the better angels of our nature.”

Staying focused on our goals to improve the health of more people,

Ed

P.S. Our Practice MBA is just 7 weeks away.

Build a stronger business, increase your revenue, and enjoyment in and out of your practice.

Here’s what you need to know:

** Start Date: September 9th

** Registration ends August 30th or when the class is full

**Duration: 12 weekly classes

**Waiting List: Sign up now for exclusive program details!

Already on our list? Stay tuned—I’ll send more specifics soon. I’ll also schedule times to chat with you and answer all your questions.

Our last Practice MBA was a big success. Our latest version is even better, and I can’t wait to get it started with you.

Ed

—————————————————-

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.

 
goal driven business www.goaldriven.com

The Goal Driven Business

goal driven business buy now button

Are All Things Created Twice?

goal driven young girl holding up a house design dreaming of what it will look likeMidyear Checkup for Chiropractic Healthcare Practices

It’s Halftime.

2024 is half over.

How’s it going? Are you closer or farther away from your goals?

Here’s a fast tip:

Stephen Covey says:

“All things are created twice. There’s a mental or first creation and a physical or second creation of all things.”

If you are behind in achieving your goals for 2024 in the real world, you may need to recreate them mentally.

Great performers and coaches encourage us to visit our goals and vision often.

Lou Holtz was a college football coach. Per statistics, possibly the best college football coach ever. He was the only college football coach to lead six different programs to bowl games and the only coach to guide four different programs to the final top 15 rankings. *

Mr. Holtz said a book by Dave Schwartz called The Magic of Think Big was his favorite book. The following is from Schwartz’s book:

“Look at things not as they are, but as they can be. Visualization adds value to everything. A big thinker always visualizes what can be done in the future. He isn’t stuck with the present”

“Belief, strong belief, triggers the mind to figure ways and means and how-to.”

I don’t think it ever stops – the importance of staying connected to your vision, your meaningful goals as well as the practical ones.

But what the heck? Go for it! And even if you don’t achieve all your goals, you will have at least played the game and had an adventure!

As Eckhart Tolle says:

“Life is an adventure, it’s not a package tour.”

Happy summer and happy times with your team, helping others achieve their goals!

Ed

P.S. Our Practice MBA is just 60 days away.

Think BIG! Our Practice MBA is back, and it’s updated and tailored for your practice manager and Big Thinkers like you.

Here’s what you need to know:

** Start Date: September 9th

** Registration ends August 30th or when the class is full

**Duration: 12 weekly classes

**Waiting List: Sign up now for exclusive program details!

Already on our list? Stay tuned—I’ll send more specifics soon. I’ll also set up times to chat with you and answer all your questions.

Our last Practice MBA was a big success. The new managers in chiropractic and other practices have effectively improved their practices and the stats show it. Our latest version is even better, and I can’t wait to get it started with you!

Ed

References:

Steven Covey: The Seven Habits of Highly Effective People

Eckhard Tolle — www.brainyquote.com

David Schwartz – The Magic of Thinking Big

Lou Holtz – Wikipedia

=============================

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.

goal driven business www.goaldriven.com
The Goal Driven Business
By Edward Petty
goal driven business buy now button

What Makes You and Your Chiropractic Healthcare Practice Special?

statue of liberty in a display of fireworks, life, liberty and happiness, petty, michel, goal driven

Celebrating Health and Business Freedom

JULY 2nd

1776, Philadelphia.

The weather was cooler than usual, with intermittent rain showers. Some 50 members of the 2nd Continental Congress met at Independence Hall and finally agreed, after months of discussion,

“That these United Colonies are, and of right ought to be, free and independent States…”

We celebrate this declaration on July 4th in the USA as our Independence Day.

Aside from the summer cookouts, barbecues, parades, and festivities, we celebrate freedom – freedom from tyranny and freedom to pursue “Happiness.”

= = =

It could be said that multinational investment corporations, along with Bill Gates — whom Google Search offers up as the most powerful doctor in the U.S.*, have colonized the healthcare system in the U.S.

You and your team are independent chiropractic and healthcare businesses. You are not a colony of Big Pharma, Medicine, or Food. They have fought and marginalized you, but you have won and remain free. (**)

And it is not too big of a leap to point out that this is what you do for others: you help your patients and clients to become freer from pain, discomfort, and dysfunction. You help them become more independent from drugs and the toxic influences of our world.

As the July 4th celebration is for American Independence, I invite you to see this time as also a celebration for independent businesses and health care providers — like you.

= = =

Freedom is never free, and each of us at Petty, Michel & Associates appreciates your efforts to maintain and grow your business and help your patients and clients seek happiness.

So, THANK YOU!

Thank you for staying free and helping others do the same.

Ed and Dave, and all of us at Petty, Michel, & Associates

References:

* Screen capture of Google: “First search result when asked: “Who is the most powerful doctor in the U.S.”

** Contain and Eliminate, Howard Holinsky

Most powerful doctor according to Google.

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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.

goal driven business www.goaldriven.com
The Goal Driven Business
By Edward Petty
goal driven business buy now button

Revenue Cycle Management (RCM)

Revenue Cycle Management (RCM)

Two weeks ago we hosted a webinar, How to make insurance work for your office using six components. Since then, there has been interest in learning more about revenue cycle management or RCM. You asked, and here it is delivered.

According to TechTarget*, revenue cycle management is the financial process facilities use to manage the administrative and clinical functions associated with claims processing, payment, and revenue generation. The below diagram will give you a visual. The diagram consists of eight elements, listed here:

  1. Prospective patient calls inquiring about services, and making appointment. This is where your revenue cycle begins. Proper intake sets the stage for future revenues.
  2. Insurance eligibility and benefits verification, is critical for you and the patient to determine best estimates.
  3. Clinicals (doctor treatment(s); diagnoses; and entering charges which can be done by doctor or staff, depending on your office procedures.
  4. Clean Claims submission: Mistakes can happen here, but once you are aware of what needs to be done to create a clean claim, you’ll know what to watch for when you review your claims batches prior to sending.
  5. Payment Receipt or denial from remittances, & Payment Posting
  6. Insurance follow-ups on denials/records requests
  7. A/R Follow Ups
  8. Statistical Reporting (we recommend running: Daily Collections; and then monthly/quarterly/annually running stats on New Patients, Patient Visits, Services-Charges, and Collections.

Revenue Cycle Management (RCM) Diagram

The important thing here is to be consistent, meaning every step and each element of the flow must align with the goals and mission of the clinic. For example, a pediatric/wellness practice will have different polices each step of the way for RCM than a sports medicine clinic would. If you are having issues, you need to examine which step in your RCM is bottlenecked, or which step is not in alignment.

Ed’s book, The Goal Driven Business, will help you ground your practice goals and develop and maintain the consistency needed to keep your goals in alignment with the cycle.

Oh, and if you are leaning towards planning for less insurance participation, watch for details on our next upcoming class, Converting to a Patient Self-Pay Model — Preparing for Your Future Practice.

Happy Fourth of July!

Lisa

PS: Download the RCM Diagram

References:
*https://www.techtarget.com/searchhealthit/definition/revenue-cycle-management-RCM

Why You Should Have a Turnkey Chiropractic and Healthcare Practice

keys in a door of a goal driven turnkey chiropractic office

The Practice Development Scale

If you were going to buy a practice, wouldn’t you prefer it to be “turnkey?”

If you were to work as a chiropractic doctor or provider in another clinic, you’d want it to be “turnkey,” right?

Or, as a support professional and assistant, I bet working in a turnkey office would be your preference.

WHAT IS A TURNKEY PRACTICE?

The term “turnkey” implies that the necessary operational elements of a practice are in place so that all the owner or practitioner has to do is “turn the key,” and the practice just goes!

A turnkey practice is so well organized that the stress level is low, the revenue is high, and the service outcomes are excellent.

Consider a scale of 1-5, where 5 is a turnkey practice, and 0 is an insolvent practice.

SCALE OF PRACTICE DEVELOPMENT

___5: Turnkey Practice

  • The practice is fully equipped and operates at close to full capacity. It is ready to be sold, to bring on additional providers, or just happily and profitably cruise.

  • There is a strong, established patient base ensuring regular revenue.

  • Administrative, billing, scheduling, and management systems are highly efficient.

  • The practice is financially robust, accumulating income over expenses each month.

  • The practice has a trained and established manager who ensures the seamless operation and continuity of all systems and procedures.

  • Staff are highly skilled, well-trained, and capable of independently managing the practice. Morale is high.

  • The business owner spends just a few hours each month on administration.

___4: Well-Established Practice

  • The practice is well-established and runs well.

  • There is a large, loyal client or patient base.

  • Administrative systems are efficient.

  • The practice is financially stable.

  • Staff members are trained and experienced.

  • The owner spends a few hours each week on administration.

__3: Growing practice

  • The practice is showing signs of growth.

  • The client or patient base is stable and increasing.

  • Administrative systems are more organized.

  • Financial health is improving.

  • Staffing is more stable, with ongoing training.

  • Owner works hard each week

___2: Basic Operational Practice

  • The practice has the basic elements required for operation.

  • There is a modest, gradually growing client or patient base.

  • Basic administrative systems are in place but may be inefficient.

  • Financial stability is tenuous but improving.

  • Staff are present but may lack competence or numbers.

  • Daily admin operations are dependent on the owner

___1: Struggling practice

  • The practice is operational but faces significant challenges.

  • There is a small, inconsistent client or patient base.

  • Administrative systems are inefficient or nonexistent.

  • Financial difficulties are prevalent, with cash flow issues and potential debt.

  • Staff may be minimal, overworked, or inadequately trained.

  • Owner stressed by dealing with administrative tasks

___0: No Practice / Insolvent

SELL, CLONE, OR CRUISE

Once you have achieved turnkey practice, you can sell it for the highest price.

Or, you now have the option to add another provider profitably. There is no limit – if you develop each provider to a turnkey level before adding more.

But the third option is just to cruise and have fun seeing patients with a great team supporting you and the practice. This option allows you to continue helping your patients while integrating your personal life with your practice life.

In a subsequent article, I will list the key roadblocks, some of them hidden, that can get in your way from creating a turnkey practice. I will also show you how to get to a turnkey practice faster.

But just knowing this scale will give you a map to better chart your course to success.

Keeping the end in mind,

Ed

=============================

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.

goal driven business www.goaldriven.com
The Goal Driven Business
By Edward Petty
goal driven business buy now button

How to Make Better Use of Patient Reviews

goald driven healthy woman succeeding

In Chiropractic and Healthcare Clinics, Patient Reviews Are More Than Marketing

One of our chiropractic clients just sent me a patient review.

It expressed a profound improvement in the patient’s life. It was moving!

I am sure you have similar reviews.

Patient testimonials are useful in marketing and demonstrating your credibility. There is software that captures and encourages positive reviews, and you can just ask patients to write something about their wins. You can also record the patient talking about their health success in a short video. These can be included on your website, social media, and in your newsletter.

MORE THAN MARKETING

But testimonials and reviews are more than marketing.

FIRST, they are a personal statement sincerely expressed by your patient. Your patients courageously express their wins so other people can learn about them. They are standing up for themselves and the doctors and staff that helped them.

This is not a small thing — you should personally acknowledge any review you receive.

SECOND, you and your team may not always see or appreciate the outcomes of your combined work. Aside from providing clinical services, there is also scheduling, payments, note-taking, patient communication, and marketing. Plus, everyone shares a hundred other administrative tasks. All of this eventually results in a great result for your patient.

In college, one summer, I worked in a cannery. I was a “tray boy,” I put trays of empty cans on a stand and then took them off once the cans were filled with fruit (pineapple) from a conveyor belt that never stopped. That’s all I did. I never saw the completed canned products, their labeling, or even enjoyed eating them. I was basically a robot, a cog on an endless conveyor belt.

Similarly, team members can focus on their specialties and not always see the transformative results they are helping to create with patients. Work can become routine, just an assembly line that never ends.

LASTLY, the testimonial describes your WHY.

The idea of “Why” was popularized by Simon Sinek and his Ted Talk and posted on YouTube in 2009. He uses a 3 ringed circle to illustrate this idea.

the golden circle, how what and why by simon sinek

The outside circle describes WHAT the business does. The next inner circle describes HOW the business does what it does. And the innermost circle describes WHY the business does what it does.

“Every single person, every single organization on the planet knows what they do, 100 percent.

“Some know how they do it … But very, very few people or organizations know why they do what they do. And by “why” I don’t mean “to make a profit.” That’s a result. It’s always a result.

“By “why,” I mean: What’s your purpose? What’s your cause? What’s your belief? Why does your organization exist? Why do you get out of bed in the morning? And why should anyone care? … the inspired leaders and the inspired organizations — regardless of their size, regardless of their industry — all think, act and communicate from the inside out.” *

Everyone in your office, patients, staff, and perhaps people in your community, know WHAT you do. You provide health care. Some of your team members might know HOW you do it – what procedures you use and how they work for patients.

But to have a fully engaged and motivated team, and even a patient community, you need to keep connecting them to WHY the offices does what it does. And not just the office “mission statement,” but WHY this is your mission.

IN YOUR OFFICE

  1. Thank each patient for their review.

  2. Connect team members and their work with the clinic outcomes and patient successes.

  3. Connect everyone, including yourself, with the WHY of your services.

Ed

P.S. IN OUR OFFICE:

When the doctor sent me their patient’s review, I realized that, for all of us at Petty Michel & Associates and our Goal Driven Training, this was our WHY as well.

—————————————————-

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.

goal driven business www.goaldriven.com
The Goal Driven Business
By Edward Petty
goal driven business buy now button

A Health Challenge for Your Chiropractic and Healthcare Office

Chiropractic Healthcare Caring to Share

A month promotion where everyone wins

A local hot yoga studio where I live usually sees their numbers drop in the summer. So, a few years ago, they instituted a solution to lowered attendance: The Yoga Challenge. Attend 30 times over the summer and be eligible for a trip with your guest to a week of Yoga at a retreat in Costa Rica.

I know the owners, and the program has been overwhelmingly successful.

Why is this?

Well, obviously, a week paid for in Costa Rica can be a wonderful experience and so is an appealing goal. But much more than that, there are the intrinsic rewards of personal achievement and playing for a bigger goal. 30 visits of hot Yoga over three months is an accomplishment – you couldn’t help but get in better shape — if you didn’t become dehydrated and wrinkled like a dried prune.

COULD THIS TYPE OF PROMOTION BE USED IN YOUR CHIROPRACTIC OR HEALTHCARE CLINIC?

The short answer is … YES!

We have worked with clinics that have had success with versions of this program.

Essentially, a Challenge is a game and we all like games!

Whether it’s puppies, babies, or the Olympics, the gaming spirit is part of our makeup. Can we win? Can we achieve it? Let’s go for it.

Computer games include the concept of gamification. (Fun Fact: The computer game industry is expected to hit $282 billion in 2024)* That does not even include revenue from professional sports or racing.

I cover all this subject in my book, the Goal Driven Business , and how to apply it to everyday practice.

AN EXAMPLE – ONE-MONTH CHALLENGE IN YOUR OFFICE

You could meet with your team and discuss different versions of a “Care to Share Better Health Challenge.”

The goal would be to have fun getting healthier, helping others get healthier, and maybe win a few gifts!

“By accepting this Challenge, you will get healthier, help others get healthier, and maybe even win gifts!

To participate, patients receive tickets for completing health-oriented accomplishments.

Here are some examples of health-oriented activities:

  1. Attend one of our Wellness Classes. (2 tickets)

  2. Bring a guest.(2 tickets)

  3. Post a review of our services.(2 tickets)

  4. Keep all of your appointments. (3 tickets)

  5. Refer a friend to a no-charge consultation with one of our doctors. (2 tickets.)

  6. Exercise at least 3 hours per week (12 for the month). (3 tickets)

Tickets are entered into a drawing for several possible prizes at the end of the month.

CHALLENGE FOR YOUR CHIROPRACTIC AND HEALTHCARE TEAM

What makes a program like this work is that it is also a game for your staff. If specific goals are met, then they, too, receive awards!

Everyone is in the game!

A Challenge will need planning and lots of cheer leading! As with any internal type of promotion, it depends on the level of synergy in the office.

Talk it over with your team and customize it. Make up your own Challenge. Set goals for visits, class attendances, introductory consultations, and/or new patients.

And, let the games begin.

Ed

UPCOMING EVENTS

We have two upcoming events for you.

Improving Your Collections. On Tuesday, June 25 at 12 (noon) Central Time, Dave Michel and Lisa Barnett will present a free webinar to subscribers to this newsletter and our clients: The 6 Critical Components to Improving Your Collections. Click below to sign up.

Practice MBA for your manager (and you!). Our 2nd Practice MBA session for your manager and you as a clinic director is getting set to start later this summer. The results from our last one continue to be inspiring. One mature clinic I just checked in on yesterday has its revenue up 21% this year. If you are interested and not yet on the waiting list, please click below to find more info and reserve your space.

—————————————————-

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.

goal driven business www.goaldriven.com
The Goal Driven Business
By Edward Petty
goal driven business buy now button

What is Health Literacy in Chiropractic and Natural Heath Care?

patients watching a presentation by a chiropractor

The more people know about health, the more they will help others be healthier.

I just ran across a “study” entitled “The Relationship Between Health Literacy and Medical Costs. *”

Their findings:

  • Patients with lower health literacy had higher hospitalization rates compared to those with higher health literacy.

What does this mean? Let’s look at how Health Literacy is defined:

  • “Health literacy is the ability to obtain, process, and understand basic health information and services to make appropriate health decisions.” (U.S. Department of Health and Human Services) (HHS)

So, how is this working out for us in the U.S.?

  • The U.S. ranks last in a comparison of 11 high-income countries in terms of general health. This is despite the U.S. spending the most on healthcare compared to these nations.*

health care system performance rankings comparison

So, it can be reasoned that Americans aren’t getting much information on health care. Our people are fatter, sicker, and more depressed. Our kid’s health is getting worse.*

IMPROVING HEALTH LITERACY IN CHIROPRACTIC AND NATURAL HEALTH CLINICS

However, as the above study illustrates, there is a direct connection between educated patients and better health.

We already know this from experience in practice. I just thought it was interesting that there was a study showing this fact: better educated patients are healthier. They also refer more people for care.

Here are 3 approaches to improved patient education, though there are many others:

  1. Inform while you perform. Educate your patients each day about some aspect of health care. This is also called Table Talk.

  2. Care Class. It used to be common procedure in practice building to have regular new classes for patients. Not only were they educational, but entertaining. They built community. They also increased patient referrals, patient retention, and improved the motivation of those giving the talks. They cost next to nothing, except for the doctor’s and staff member’s time. In some offices, refreshments were added. In one chiropractic clinic I worked with would award attendees with clinic t-shirts and provide great pizza and had a full class!

  3. Newsletter with a case study. When your patients are not in the office, send them a short note. Maybe add a video. Doesn’t have to be professional, just authentic and describe a successful case or some health tip that they can use.

I think that because we work and live in a health profession that we take health knowledge for granted. And it can be easy to assume people know what you know.

They don’t.

There is a chasm between what you know about health and what your patients know.

How full would your schedule be if your patients, and their family and friends, knew what you knew about how to stay healthier?

Health literacy is a term from the medical world that has obviously failed to bring about health literacy.

No surprise there.

But in your corner of the world, you can change this and increase true health literacy with all your patients. And help more people.

Seize the future,

Ed

References:

* American Journal of Public Health, 1998. Baker, D.W., Parker, R.M., Williams, M.V., Clark, W.S.,

* U. S. Ranks last. https://www.commonwealthfund.org/press-release/2021/new-international-study-us-health-system-ranks-last-among-11-countries-many

—————————————————-

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.

goal driven business www.goaldriven.com
The Goal Driven Business
By Edward Petty
goal driven business buy now button
 
 
 

Summer Chiropractic and Healthcare Marketing. Get Outside!

Edward Petty Sheldon Wasserman 4th July parade www.goaldriven.com

Eighty percent of success is showing up

Summer is a great time to promote your chiropractic and healthcare services. Winter hibernation is over, as is the enforced isolation from COVID, and people are out and about.

Communities are coming alive with farmer’s markets, bicycle riding clubs, coffee shop meetups, parades, art shows, and fairs of all kinds. You got yer Lions Club pancake breakfasts, church barbeques, donation drives, and 5-Ks.

Online social networking is fine, but it is extra powerful if backed up or done in conjunction with people and events locally in your community. In Real Life!

You can just show up and meet people. Let them meet you like an elected official when they run for office. (It is an election year!) You can also get a picture taken of the event and then use this in your internal promotions. That’s me in the photo above a few years back when I jumped into our local 4th of July parade and had my picture taken with our state representative, Sheldon Wasserman, M.D. (He told me his mom sees a chiropractor, and I didn’t care about what political party he was part of.)

You can get a list of upcoming community events from the Chamber of Commerce and schedule a screening, talk, or information booth, or volunteer your help in a charity drive. You can also just show up. Be neighborly.

There is often a run or walk as part of a donation program during the summer months where you and your staff can participate. We have seen offices proudly wear their office t-shirts and recruit many patients to do the same. Encourage and support your team members to participate on their own.

I’d assign a staff member or two to find events and opportunities to join. Make it a team activity.

You can power up all your activities by partnering with other local businesses.

And take your cards. As the old timers told me, the old school technique of practice building was “WOC – Whip out Card!” It’s physics: you put out energy and communication, and it will return to you.

When you are networking, you get to know people. Be interested in them and their interests. Then you can hand out your cards. You can also hand out coupons for a screening or workshop at your office.

As Woody Allen is to have said:

Eighty percent of success is showing up.

You can’t lose. It’s Summer. Get Outside. Enjoy the freedom!

And seize the day!

Ed

—————————————————-

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.

goal driven business www.goaldriven.com

The Goal Driven Business
By Edward Petty

goal driven business buy now button

UPDATE: Change Healthcare Cyber Attack

Lisa recently had a phone conversation with United Healthcare for an update on the Change Healthcare Cyber Attack Update Regarding United Healthcare Payments & Remittances.  UHC advises that they are close to a resolution on getting all of the clinic remittances available on the provider clearinghouses, and troubleshooting improper denials.

For general inquires regarding payments and posting, clinics can email  client_assistance@optum.com

Be the Ripple in your Chiropractic and Healthcare Clinic

guitar player overlooking a city. One of the best chiropractic offices we have had the pleasure of working with has the subject of this email as its theme: “Be the ripple.”

Today’s newsletter comes out early so you can listen to music while you go to work, while you are at work, and after work.

Music is therapeutic and fun.

“Music has real health benefits. It boosts dopamine, lowers cortisol and it makes us feel great. Your brain is better on music. (Alex Doman. TEDx talk, CEO Advanced Brain Technologies)

The tune linked to below has artists from around the world playing together, from Playing for Change: Ripple.

LISTEN

“We never know how far-reaching something we may think, say, or do today will affect the lives of millions tomorrow.” (B.J. Palmer. Developer of Chiropractic)

Be the change, create the ripple, and seize the future!

Jimmy Buffet playing for change, ripple

An Inexpensive Method to Improve Chiropractic and Healthcare Patient Engagement

gray haired woman reading letter from chiropractor

How to Keep Table Talk Going

The new staff member said she could help with marketing by posting photos on Instagram and Facebook. The doctor said great!

I noticed a photo of a patient or the doctor with a short comment for a few weeks.

I usually had to search for the image. It often had a few likes or hearts. Maybe 5 at most. Then it stopped. The staff member had taken on other duties.

I had been asking the doctor to send regular email newsletters to his patients. He didn’t seem that interested, but we said we would help him put them together which would cost less than $100 per month.

He got us the content, and we put the newsletter together and sent it out. On the 1st day, over 500 people opened and looked at his newsletter. These weren’t strangers. These were patients who knew him, liked him, and trusted him. Most of them just hadn’t been in to see him for a while.

Linda, our manager and service coordinator, just conducted a quick survey with some of our clients. She found that the offices that consistently send out personal email newsletters have all had a positive impact on their practices. They have improved patient referrals, reactivations, and patient engagement.

Some of the responses included: “Increases volume.” “Patients refer.” “They love the recipes.” “[Patients] come into the office and comment that they saw a particular condition talked about in the newsletter that the office was not aware the doctor could help them with.” “Great response when promoting [a new service].”

Social media platforms are entertaining. They have to be because they are in the advertising business.

But unless you pay them for ads, your posts are shown at the whim of the platform. You have no control. Your readers are entertainment seekers and, even if they see your post, are often distracted by other posts and ads.

I have seen ad agencies use social media effectively to generate leads that become new patients. It can be pricey but worth it if done correctly. Done now and then, expert advertising on social media for a special offer for a limited time can work.

But if you do not regularly send personal newsletters to your patient base, you are wasting some of the goodwill you have generated over the years.

A CHIROPRACTIC AND HEALTHCARE PRACTICE IS A NETWORK OF RELATIONSHIPS

A practice is grown and sustained through communication and service to your network. The quality and quantity of your network, and how engaged it is with you, is your practice goodwill.

We are now in the age of Artificial Intelligence. Communications are manufactured. In other words, more and more communication is just plain fake.

But you are not fake, and neither is the easy dialogue you have with your patients. More than ever, people want authentic communication and relationships. Social media posts and ads just can’t compete with your short personal newsletters.

Here’s some tips on how to get your personal newsletter done fast:

SETUP

  1. Email Coordinator. Assign a team member to help you with the newsletter. Give them 1 hour per week to do so.
  2. Email service. Use an email service like Mail Chimp, Constant Contact, or others. They will assist with the setup. Have the assistant complete the setup and update it monthly.

CONTENT

  1. Table talk. Think of a patient that you often see in your office. Imagine talking to them about a subject that you are currently thinking about. It could be headaches, low back pain, nutrition, posture, or really anything you’re feeling passionate about.

    Now, write about 2-3 paragraphs as if you were writing a letter to them about your thoughts. (Link below.)

  2. Recipe. People love these. Always introduce a recipe and personalize it. “This was my grandmother’s favorite rabbit stew.”
  3. Success story. Introduce it: “Mildred did great.”
  4. Promotion. Every few months include a special promotion.

You can certainly add other elements. But the most essential component is your original message. It is YOUR VOICE that keeps the conversation going.

Effective newsletters will improve patient retention and patient referrals and reactivate inactive patients.

Nurture and sustain the relationships in your practice.

And seize your future!

=====

Sample message from the doctor for the newsletter

“You know, when I was driving to work this morning I saw this fellow bent over with a walker walking down the sidewalk. I bet if I had seen him 10 to 20 years ago, he wouldn’t be in that condition.

It’s the whole idea of a hinge. If it isn’t used much, it will rust and get stuck. Your vertebrae are like hinges. You gotta keep them moving otherwise they will get stuck.

Exercise helps. So does stretching.

But now and then your hinges (vertebrae) can get stuck, and that’s when you wanna come on and see us.

Keep moving and stay unstuck, and have a great June.

Dr. Bob Marley”

Related articles for chiropractors and independent healthcare practices:

https://www.goaldriven.com/post/sample-patient-group-activities

https://www.goaldriven.com/post/part-2-of-the-best-known-marketing-secret

 

Call Your Mom

mom with little boy and girl eating breakfast

Women, in general, see healthcare providers including chiropractors, more than men do. (The ratio is about 60% women and 40% men.)*

This week, hand each person in your office a flower and ask them to give it to their mom, or a mom. And if they are a mother, give them two. You could make a deal with your local florist and in return, post a sign on the flower vase stating where the flowers came from. Always try to create alliances with local businesses!

And, call your mom. I know, not all of us can. So, thank the moms you do know.

They take care of us and our future.

Here’s to moms!

Ed

*https://www.nccih.nih.gov/health/complementary-alternative-or-integrative-health-whats-in-a-name

Another post on moms! https://www.goaldriven.com/post/call-your-mom

2 Simple Tools for Marketing Success

calander and checklist

At least half of your marketing success lies in how it is organized and managed. Short-term advertising or special promotions can work. But like a sugar rush, they don’t last.

Good marketing is planned and consistent. Marketing by the latest bright idea, or what your school chum is doing in Kankakee, is, at best, a short-term fix. So, use these 2 tools, and over the next 6 months, your new patients and returning patients will improve.

Your Chiropractic Practice Marketing List

Make a list of all your successful marketing procedures and events. Organize it by daily, weekly, monthly, and yearly. You could have 20 procedures or events, from calling the new patient after their first adjustment and treatment, visiting external referral sources, your monthly newsletter, and a reactivation campaign in October as part of National Spinal Health Month. You can even include smiling! 😊

Give this list to an assistant to manage. (Download a free sample below.)

Then, review it every month. Ask these questions and take action as needed:

  • Were these items completed?
  • How did they work?
  • How can they be improved?
  • Should we consider pausing one or adding another?

Your Healthcare Practice Marketing Calendar

While your Marketing List includes most of your recurring actions, the Marketing Calendar shows your future scheduled special events. This would include upcoming events such as workshops, a special promotion like a food drive donation, a paid advertising campaign, a patient appreciation, or a booth and march in the town parade.

This is your plan for the next 2-4 months. Update it at least monthly. Post it in a communal area for the entire team to view.

Why post it?

Remember- where is the marketing department? That’s right – THE ENTIRE OFFICE! So, everyone has a role in “selling health.” Everyone is in the marketing department.

Just do these two actions – review your list and complete the actions on it, and schedule your marketing events on a calendar and complete them – and your new patients and returning patients will improve.

Persistence and Discipline

While these tools are simple to use, your challenge will be to keep using them. This will require persistence and discipline. As I recall Harvey Mackay saying, “Knowing what to do is not the same as having the discipline to do it.”

Keep doing what works and schedule your success.

Seize your future,

Ed

Download a sample Marketing List of procedures and events. [Marketing List]

See also