This is a chiropractic promotional coupon that can be used any time in the U.S., particularly in July in conjunction with Independence Day, Labor Day, or Memorial Day. [ Download/View File ]
Do Your Part Chiropractic Coupon
Reply
Do Your Part Chiropractic Poster
This is a chiropractic promotional poster that can be used any time in the U.S., particularly in July in conjunction with Independence Day, Labor Day, or Memorial Day. [ Download/View File ]
“Do Your Part” Patriotic Chiropractic Promotion
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This is a promotion that can be used any time in the U.S., particularly in July in conjunction with Independence Day, Labor Day, or Memorial Day.
Its purpose is to educate patients, and non patients, to understand that by getting healthier, the country and economy will benefit. Someone who is healthy is more productive and less of a burden on our disease care medical system. A healthier person contributes more to our national, and local, economy.
The theme of this promotion is that getting healthier — and getting others healthier — is somewhat of a patriotic duty, particularly in these hard economic times.
How To Do the Promotion
You can set aside a day or a week to hold a special promotion for your patients to encourage them to schedule their family and friends to come in to your clinic for an introductory service.
- Team Talk. Talk to the staff and go over the promotion with them. Take their suggestions and consider including them.
- Plan and Schedule. Set a date and plan out the particulars.
- The Reason. Go over the reason or “greater purpose” behind the promotion and how the promotion can help fulfill this goal.
- Delegate a staff member to be the Do Your Part Coordinator to help implement this program, and to be its cheerleader.
- Posters. Place posters in the office.
- Coupons. Hand out coupons to patients individually. Sign each one, with a date issued. You can even write the patient’s guest name on the coupon.
- Word of Mouth. Talk it up with all of your patients.
- Newsletter. Write a notice in your office newsletter.
- External. You can also promote this is a small town newspaper, insert, and or on your web site. Adjust the text of the poster slightly and place at local coffee shops, hair salons, etc.
And, you can Do Your Part by helping your patients and community do theirs.
No Cell Phones Sign
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Cell phones can be a nuisance. They can interrupt the harmony and pleasant atmosphere of your office. If you don’t have a sign up for your patients to remind them not to use their mobile phones, you can download this document, print it, and use it. Ensure that your patient’s experience in your office is not hampered by someone shouting to their aunt on their cell phone about their bunion operation.
[ Download/View File ]
Avedis Donabedian, MD, MPH
Hi!
I wanted to share this with you and hope you like it. Avedis Donabedian, MD, MPH, (1919 – 2000), was considered by many as the father of quality assurance in medicine. He preferred to call it “the process of ongoing improvement” in healthcare (much like our 3 Goals seminars discuss and the points Dr. Peter makes during his talks). A medical doctor and early graduate of the School of Public Health at Harvard, his work has defined quality of care issues versus the commercialization of health care. I hope you enjoy the attached quote from him. It applies as much to us as to all hospitals.
“I have never been convinced that competition by itself will improve the efficiency or the effectiveness of care or even that it will reduce the cost of care … Health care is a sacred mission. It is a moral enterprise and a scientific enterprise, but not fundamentally a commercial one… Doctors and nurses are stewards of something precious. Their work is a kind of vocation rather than simply a job; commercial values don’t really capture what they do for patients and for society as a whole.”
“Systems awareness and systems design are important for health professionals, but they are not enough. They are enabling mechanisms only. It is the ethical dimensions of individuals that are essential to a system’s success. Ultimately, the secret of quality is love. You have to love your patient, you have to love your profession, you have to love your God. If you have love, you can then work backward to monitor and improve the system.” – Avedis Denabedian
Training and Collections in a Chiropractic Office
Attached is an excerpt from last week’s NY Times Magazine. The section I highlighted illustrates both the importance of training new staff and also an effective viewpoint on collecting money from patients.
Thought you might enjoy this.
Dave
Fill Up Your Bus
If I was starting my chiropractic practice next week, one of the first things I would do would be to hire a front desk assistant. But not just anyone.
She, or he, would actually be my front desk coordinator, almost my Patient Service Coordinator.
Because I needed an individual who was dynamic and proactive, I probably would not hire someone who had worked on a medical front desk, post office, or as librarian. I would be interested in hiring someone who had been a successful athlete, wait person, or sales person.
This critical attributes of a successful front desk department, in many cases, are so overlooked that many doctors are inadvertently holding their offices back. Possibly looking for examples from other businesses, the front desk often becomes the part time insurance department, phone receptionist, and secretary.
We have seen established offices shoot up by a third just by having the right person on the front desk.
You need the right person. But they also need the right systems.
Think of your front desk coordinator as the tour guide and she has to fill the bus each day. Say there are 100 seats on the buss. Some people climb right on board. Others kind of drift around and she helps them get on board. Maybe a few are home sleeping. She calls and wakes them up and gets them on the bus. “Don’t want to be late..!” And some may think they are just too “sick” to come in. Her job is to fill the bus – each day. 100% capacity.
As the doctor, you are the driver and the buss is the Health Bus.
You should know where you are taking the patients. Are you transporting them all the way to the Land of Health and Wellness, or are you dropping them off to linger in Pharmaceutical-vile?
That choice is yours. But wherever you take them, you want a front desk that fills up your buss.
Phyllis Frase can teach you and your team just how to do this. And she can inspire them to do this. She is probably the most dynamic CA trainers in the country – certainly one of them. For over 11 years, she has been speaking at Parker Seminars and state associations and receiving standing ovations. She is even scheduled to speak in New Zealand later this year.
Don’t miss her telecasts this Tuesday.
And if you can make it, come to our seminar and to her break out session and get more than 4 hours of “killer” front desk training.
Live long and be healthy, and fill up your bus!
Ed
Your Promise
Here in the Midwest, flowers and trees are blossoming. We have a tree in front of my office that is exploding with light pink blossoms. Baby birds are chirping.
A new crop of students are graduating and new wave of young people are getting married. (My daughter is among them! [big smile])
Promises of what can be.
Just for a moment, think about what is it that your clinic promises?
Because it does promise something, whether or not you even planned it to. Every business does. For example, driving by a Starbucks, what is promised?
One of the definitions of a brand is a “promise.” Starbucks has worked hard on perfecting and systematizing their brand and promise.
Your brand, your reputation, your image – what does it promise?
The tone of your front desk when she/he answers the phone – what is the promise?
Your report of findings – what is promised?
When your patient accounts staff talks with your patients, what is the promise?
There are a hundred little units of communication that you are constantly sending out about what your patients can expect to receive with your services. Do your messages inspire trust and confidence? Are they friendly? Do they appeal to what your patients and potential patients really want?
And do you deliver on the promise?
The word promise has a number of meanings. One of the meanings is a “stated commitment.” Another is to “show potential for future excellence.” Both apply.
You can discuss this at your next staff meeting.
It is spring. A time for new beginnings and renewal; a promise of great expectations that can be achieved.
And your gift is that you and your team have the ability to make every day a spring day, every moment a spring moment.
Are you chirping?
Ed
Consumer Reports Recommends Chiropractic
A recent survey by Consumer Reports Rating Center, posted on WEBMD.com, says that more people seek chiropractic care for back pain than other therapies.
The article also states that 58% of those surveyed said that chiropractic helped “a lot” compared to 46% who said that physical therapy “benefited” them.
You can read the article here.
We made a poster version of this article for your patients if you want to post it on your office bulletin board. This can also help you with generating patient referrals.
Consumer Reports has not always been a promoter of chiropractic. However, with this survey, they have no other choice but to print the facts.
While this is good news, the survey also shows that the patient has other non surgical and pharmaceutical options. These other options should be taken into consideration when you put together you general marketing strategy.
Recycle Tote Bags and Promotional Events
The Chinese ladies in San Francisco had the idea years ago before it was fashionable. You would see the women in Chinatown transporting all of their shopping with rumpled white plastic bags. Both hands would be clutching separate sacks that were obviously from some prior purchase.
They recycled their bags. Now, many stores sell bags that can be recycled.
Maybe your “store” should as well. You can order some and have your logo or office name printed on them. Hand the bags out for Earth Day, Mother’s Day, Father’s Day, or for all new patients and put patient education material in them. There are many different opportunities to promote your practice using recycle tote bags.
You can order these in Wisconsin at www.northwoodspromo.com. Ask for Jean. Tell them you are with Petty, Michel & Associates and they should give you a discount.
I also talked to Matt at www.mpoel.mtoonline.com and he said “I have attached basic pricing starting @ 150 qty for each bag style.” I called a bunch of businesses and all had a minimum quantity. The above two companies seemed to offer the better deals. Here is one of their price lists: grocery-bag-150-qty
Spring Health Observances
And here are some other occasions in which you might want to use them. Excellent chiropractic promotion and for a worthy cause.
Health Related Observances – Spring 2009
Some upcoming dates in April, May, and June that can be utilized for promoting your services. You can use these, or even make up your own.
Earth Day – April 22
http://www.earthday.net/
Also, here.
Teacher’s Appreciation Day – May 5th
http://www.teacher-appreciation.info/
Mother’s Day – May 10
Correct Posture Month – May
Link
National Osteoporosis Awareness and Prevention Month – May
www.nof.org/awareness2/annual.htm
North American Occupational Safety and Health Week – May 3 – 9
U.S. Occupational Safety and Health Administration
www.asse.org/newsroom/naosh09
National Women’s Health Week – May 10 – 16
Office on Women’s Health
www.womenshealth.gov/whw
National Employee Health and Fitness Day – May 20
National Association for Health and Fitness
physicalfitness.org/nehf.html
National Scoliosis Awareness Month – May
National Scoliosis Foundation
www.scoliosis.org
National Headache Awareness Week — June 7 – 13
National Headache Foundation
www.headaches.org
National Men’s Health Week – June 15 – 21
Men’s Health Network
www.menshealthweek.org
Minneapolis Workshop, April, 2009
What a workshop and boot camp! With 4 separate breakout sessions, everyone was busy learning, training, and getting inspired.
We learned a lot too, and for those of you who attended – thank you! We had at least as much fun as you did.
We have had many glowing responses since we ended the seminar, including this one, the day after the seminar. One doctor called in and said:
“I don’t know what you guys did, but we are on fire! Heather loved Phyllis and sold THREE PREPAYS this morning!”
The exuberant doctor said that two new patients came in with a guest. All three became new patients, prepaid, and left with full appointments. “I ended up with an additional 96 visits scheduled”, the doctors said.
A practice tip from Phyllis from the workshop.
Some other workshop comments:
I learned about the individual departments in our office, learning what areas are strong and what are weak and what to do to make them better. I liked seeing our staff/team members gain knowledge to bring back to the office. Dr. A
Seminar was so good, just wanted more of it.
Learned new procedures for financial consultations. The information was EXTREMELY useful.
Liked the information on consultation and report of findings. Dr. Peter gave us tools to use in office. All pieces of the puzzle are coming together. Dr. D
I loved all the various classes offered (breakout sessions) Didn’t get bored. (C.A.)
The information was useful. I liked the marketing schedule, back to basics procedures with checklists, focus on low cost marketing, motivation. Dr. S
Lots of ideas we could apply. Everyone sells health, “scheduling week”, and other ideas – all were useful.
The information was absolutely useful and timely. Will help me with my consultations. Doctor
Dave was a great speaker. Learned more about financial consultations and billing.
Will improve my ROF’s and my wellness financials. I like the breakout sessions. Dr.H
I learned how to become the doctor’s support system, handle the new patient, cluster book, recall, and learning that I have the power to lead the patients instead of the patient leading me.
Great Speakers. Easy to follow.
Your company cares and listens to their clients.
Lots of ideas. Liked the external marketing ideas.
Dr. Peter was fabulous.
VERY INSPIRING
Geese
(This article is attributed to Dr. Harry Clarke Noyes.)
This spring, when you see geese heading north for the summer, flying along in the V-formation, you might consider what science has discovered as to why they fly that way: As each bird flaps its wings, it creates an uplift for the bird immediately following. By flying in a V-formation, the whole flock adds at least 71 percent greater flying range than if each bird flew on its own.
People who share a common direction and sense of community can get where they are going more quickly and easily because they are traveling on the thrust of one another.
When a goose falls out of formation, it suddenly feels the drag and resistance of trying to go it alone and quickly gets back into formation to take advantage of the lifting power of the bird in front.
If we have as much sense as a goose, we will stay in formation with those who are headed the same way as we are.
When the head goose gets tired, it rotates back in the wing and another goose flies point. It is sensible to take turns doing demanding jobs with people or with geese flying.
Geese honk from behind to encourage those up front to keep up their speed. What do we say when we honk from behind?
Finally, and this is important, when a goose gets sick or is wounded by gunshots and falls out of formation, two other geese fall out with that goose or follow it down to lend help and protection. They stay with the fallen goose until it is able to fly or until it dies. Only then do they launch out on their own, or with another formation, to catch up with their group.
If we have the sense of a goose, we will stand by each other like that.
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For a printable poster of this article, click here.
If you know any more about the author of this article, please let us know.
Timely Insurance Filing
Every insurance company has a time window in which you can submit claims. If you file them later than the allowed time, you will be denied.
For most major insurance companies, including Medicare and Medicaid, the filing limit is one year from the date of service. If you are a contracted or in-network provider, such as for BC/BS or for ACN or HSM, the timely filing limit can be much shorter as specified in your provider agreement. It may be six months or even 90 days.
There should seldom be a time when claims are filed outside the filing limit. The only exceptions might be when you are dealing with a Medicare secondary and were appealing a denial prior to submitting to the secondary, or when an account was sent to work comp, then after much review was denied as not liable and now must be billed to health insurance. In these cases, you can appeal the claims, but you must call the insurance company and see what their appeal rights are. Medicare and Medicaid have specific appeal guidelines in their provider manuals, but other insurance companies vary.
If you actually were outside the timely filing limit, many insurance companies and most provider agreements prohibit you from pursuing the patient for the denied balance. It is also poor consumer relations to make the patient pay for your office’s failure to submit the claim.
Rebills on Claims Filed Timely
A frustrating problem when doing account follow-up is that most insurance companies only hold or “pend” claims in their system for 60 to 90 days. After that, if they are not paid or denied, they are deleted from their computers. A large insurance company may receive over 100,000 claims a day and their systems cannot hold that volume of pending claims. When you call to follow up, they will state, “we have no record in our system of having received that claim.”
Now your only recourse is to rebill the claim. If it is outside their “timely filing”, you will get a denial back. You should and must now appeal the denial. The first thing that you will need is proof that you actually did file the claim within the time window allowed.
Proof of Timely Filing
For paper claims, you can reprint and attach the original claim, however some billing software will put today’s date on the reprinted claim. Ask your software provider to walk you through reprinting a claim with the original date. There is no reason to photocopy all claims just in case you need to prove timely filing. For electronic claims, you should have the claims submittal report from your clearinghouse. These should always be kept (in electronic format) on your computer by date in a folder that is regularly backed-up.
[Sample Appeal Letter for Timely Filing]
Name of Insurance Company
Address (get address for appeals if it exists)
Re: Appeal of Denial for Timely Filing
Patient Name:
Group Number: DOS:
Subscriber No: Reference No.:
(etc – get this information from the denial)
We are appealing the denial of claims for (patient name) and request that these claims be reviewed and paid.
On (original submission date) we submitted claims for services rendered to the above patient. This was well within your timely filing deadline.
The promptly and properly submitted claims were neither paid nor denied by your company. On (date of resubmission) we resubmitted the claims for consideration. On (date of denial) we received a denial of the claims for “timely filing”. Please see the attached EOB from your company.
I have attached copies of the original claims showing the date they were printed. Our office policy is to send all claims on the date they are produced. The printed date is the date of submission and is well within your deadline. (or) I have attached a copy of our Claims Submittal Report provided by our electronic claims clearinghouse showing that the original submission date was well within your deadline.
We respectfully request that these claims be promptly processed and that are office is paid for the services rendered to your subscriber as allowed by the State prompt payment regulations. If this claim is further denied, we intend to then file a complaint with the Office of the Insurance Commissionaire.
If you have any questions, you are welcome to contact me directly at (123) 456-7890.
Sincerely,
Your Name
Cc: Patient Name
Home Address
Special Circumstances
Occasionally, because of coordination of benefits or denials from the primary insurance or questions of liability, you will end up filing outside your agreed limit and get denied. In these cases, you have to call the insurance company and find out what their appeal guidelines are for late filing. I have not run across a company that does not have an appeal process for these rare circumstances, but it does vary from company to company.
Prevention
There are always some times when you will fall outside a company’s timely filing deadline. By reviewing your accounts receivable aging report every single month, by ensuring that your review all electronic submission reports (both from your clearinghouse and from the insurance company), and by setting up accounts correctly from the start, you minimize these problems.
David Michel
Petty, Michel & Associates
© 2009, All Rights Reserved
This article is not intended as legal advice or as replacement for legal representation. You should always consult a local attorney or tax advisor, as well as your State Board, when setting up any contracts, ads or policies. The reader is responsible for ensuring that he or she is operating within the scope of his or her practice and abiding by local regulations.
No Recess Here
Busy-busy-busy. Promotions, staff training, hiring, new procedures, patient finances, and patients, patients, patients.
There may be a recession, but with the doctors with whom we work, there sure hasn’t been a recess!
They are working harder than ever (and so are we!) And, their practice “scorecards” show it. Some offices report a slight decline but many in fact have been going up.
And that is, in the final analysis, our best solution: In a recess-ion – don’t take a recess. At least not a mental one. Now and then, it is good to get out, but that is just so you can come back with more energy than ever.
Quit Whining
Arnold Schwarzenegger recently told a group of Europe’s top trade officials:
“It doesn’t make any sense for people to sit back and whine and to complain about the economy slowing down because we have to look forward rather than back.” He went on to say: “We have to be part of the solution, not part of the problem.”
So, what is the solution?
When the Going Gets Tough
Over the years, we have seen so many chiropractic offices get by with poor procedures, hit and miss marketing, bad management, and sloppy clinical. The thing is, chiropractic works SO WELL that a poorly run office could limp along and survive. But not any more.
When the going gets tough, the tough get to work improving their business, or to paraphrase Stephen Covey, they get to work “Sharpening their Saw.”
You have to improve all aspects of your business. If you don’t, people will go to a doctor’s office that is.
First thing you should do?
But when numbers start to slip, what is the first thing you should do to improve your business? OK, let’s start out this way: what is the first thing you should NOT do?
Read the results of these 2 studies and see if you can guess the answer:
In a study of U.S. recessions, McGraw-Hill Research analyzed 600 companies from 1980-1985. The results showed that business-to-business firms which maintained or increased their advertising expenditures during the 1981-1982 recession averaged significantly higher sales growth, both during the recession and for the following three years, than those that eliminated or decreased advertising. By 1985, sales of companies that were aggressive recession advertisers had risen 256% over those that didn’t keep up their advertising.
Or how about this study by Roland Vaile:
“Advertising executive Roland S. Vaile tracked 200 companies through the recession of 1923. In the April 1927 issue of Harvard Business Review, he reported that the biggest sales increases throughout the period were rung up by companies that advertised the most.”
You guessed it: don’t stop marketing. Marketing costs money and takes time, and this is one of the first things business owners want to “cut back on” when frightened by a recession.
Hmm, is that defensive or offensive? And the best defense is a what? That’s right, a continuous outreach program. Talks, screenings, special promotions, networking, do it all and more. Now is not the time to cut back or economize. The time to do that is when you are making the money. If you try to save now, you will have less and less to save with. Most people spend money when they make it and try to save it when they don’t. In fact, the exact opposite should be done as a business strategy. More on that for a later post.
But marketing isn’t all external. The truth is, it is mostly internal to your office. This means you should work each week on improving your internal marketing procedures. These include patient education and extra-ordinary service procedures, and literally everything you do and that goes on in your office that each patient experiences.
What the patient experiences is a critical part of marketing. If the patient has a satisfying and rewarding experience, he or she will come back and maybe bring a family or friend. If she doesn’t, she will go somewhere else.
So, don’t go blaming the economy if your patients aren’t coming back or referring, or if your practice is not growing. Improve your patient’s experience in your clinic and get to work on improving your marketing outreach and all aspects of your business.
Even with the challenges that the economy sends your way, this still could be your finest year.
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Come to our Boot Camps and get trained. We are going to train train train, and have fun doing so.
Minneapolis, MN – Thursday, April 2. 8:30 to 5
Milwaukee, WI – Thursday, June 4. 8:30 to 5
Learn about them here.
Listen to Dr. Peter Kevorkian on our next Teleclass on March 23 at 12:30 Central Time. Special talk on “Creating Lifetime Patients”
To learn more or register, go here.
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link to above mentioned studies: Studies
Economic Factors
We all know or have heard that the number one reason that a patient drops out of care, based on surveys, is that they experienced an “attitude of indifference” on the part of the doctor or the staff.
Most offices nod knowingly and are assured that their office cares about the patients, that their staff show concern, that their doctors have the patient’s interest at heart.
But what is an “attitude of indifference?” How does it manifest in a clinic? What does it feel like to a patient?
A patient experiences an attitude of indifference when they feel they are the 38th visit on a 60 visit day. They experience an attitude of indifference when they feel like they are on visit 15 of a 36 visit treatment plan and that everything is the same as the last 13 visits.
They feel an attitude of indifference when the doctor says, during the ROF, that he will give them some home exercises, and then doesn’t. Or when the doctor instructs them to attend the spinal care class as an important part of the treatment plan and no one schedules them for it, or when the front desk says they will order a supplement for them and a month goes by without the order, or the doctor says she will do a re-exam and then keeps putting it off, or when the doctor is running 5-10 minutes behind each visit or worse, comes in late.
Normally, you may still get that patient to follow through. But put yourself in the patient’s shoes. They are feeling better, even feeling “healthy” now, they have a $30 copay twice a week, and they have just heard that the company their husband works for may be laying off some people.
90% of the population right now, according to USA Today, is worried about the economy. Many have been affected, and many more are concerned – they are uncertain. When will things get better? Are we heading down farther? Am I going to have any money left?
When people are uncertain, the decisions they make are either “no” or “maybe” (which isn’t a decision but a postponement). They don’t decide that now is a great time to spend more money. Not on cars, not on restaurants, not on healthcare.
Expressing an attitude of interest is an “every visit” manifestation. That patient’s visit is not the 38th of the day or the 15th in their treatment plan – it is a singular, unique moment in time that will never occur again. It is a one and only opportunity to make an impact and a difference in that patient’s life. When you talk to them about the weather (“gee, cold out today, isn’t it?”) or tell them a joke in the treatment room or bs about the Packers – and if that is ALL you do that visit, you are just more white noise in their life, just another piece of spam in their mental inbox.
You have to manage a patient’s care EVERY visit, you have to work to make a difference in that patient’s life EVERY visit. If you don’t, that is an attitude of indifference. There is no other way to put it.
There are four critical factors that go into growing during a recession. These are:
1) Great customer service. During a recession, other businesses cut back on the front end. People want and need good customer service. They deserve it from your office.
2) Excellent patient financial plans, well communicated. The first response in some clinics when times get tight is to tighten up your financial plans. “All patients have to pay their copay before they see the doctor. No copay, no visit.” Do this and watch your practice drop by 50% (actual case).
3) Step up your marketing. Great customer service and flexible financial plans don’t mean anything if no one comes in. Marketing is a variable expense and one of the first areas businesses cut. There were over 650 auto makers in the US before the great depression. After, there were six. Clinics are closing, going out of business right now. You can pick up market share.
4) Increase your patient education. Patients aren’t going to blindly come in “because you said so”. Educating patients on wellness, having a wellness report of findings, and a “can’t resist” wellness financial plan are keys to building your practice.
Following the 3-Goals principles, review the above four points. Implement them personally. Review them with your staff and see how they can implement them further. Review them again and refine them.
There has never been a better time to grow your practice.
Patient Reactivation Letter
Sample letter to send to patients who have not been in for a year.
[ Download/View File ]
Practice Strategies For Success in 2009
Milwaukee, WI
Winter (-14 degrees)
Our newsletters have been a little sparse over the last month. Like you, we have been getting the New Year going. It comes at you fast, like the Arctic cold in winter.
Phyllis, Dave and I got together recently and reviewed what has been working for the offices with whom we work and what hasn’t. We also looked at what we did that worked and what didn’t work so well. Based upon this, we have come up with a very exciting program and additions to our services for the New Year.
We will send out a description of these soon. Suffice it to say for now that we have kept our seminars and made them even better. We have also added more teleconferences. For the dates, locations, and topics, check the link below. Stay tuned for a complete description of them coming soon.
But the immediate subject of this letter is to present to you a very general strategy for what we feel is the best course for you to take in the New Year.
We enter the New Year in unprecedented times. There is no denying this. We do not live in our offices as islands, separated from the rest of the country or world. Some websites will tell you that the end is near. I have been reading doomsayers since the 70’s and they still sound the same. I think it bolsters their ego and gives them a cause, but that is just my opinion.
But it would be wrong to pretend everything is as it always was. Not just our economy, but the world’s economy is going through massive, even revolutionary changes. But there are, and have been, other changes taking place as well. In the last 15 years, electronics have gone through many unthinkable transitions for us coming from the mid 20th Century. Social changes world wide have taken us beyond the Third Wave, as Alvin Toffler described in his book. And, there is the ongoing “Wellness Revolution” and “Green Revolution”, which those of us in the chiropractic profession can take pride in the fact that we have been in the forefront. Needless to say, the “Times Are a Changing.”
But with this change comes opportunity. The country is going through a severe “cleanse”: parasite cleanse, colon cleanse, you name it. It is a time that offers many new avenues for growth and prosperity.
Jeffrey M. Stibel, an entrepreneur and brain scientist writes in a recent article in the Harvard Business Review:
The 2008 recession is an economic firestorm unlike anything the country has seen since the Great Depression. But 2009 is shaping up to be a trigger for an unprecedented surge of innovation that may be one of the most important turning points in the last 100 years. (article)
Let’s look at some general strategies that will help you prosper in this New Year. We offer a few below and will mail out more specific action steps soon.
- First, don’t panic. Danger is always near, especially for a small business owner. So what else is new? Whether it is your association’s alarming headlines about how doctors are earning less or chiropractic gurus advocating working for massage therapists, negative news is all pretty routine, really. People have always been around to promote the bad news. So what? Good news is hardly ever promoted.
- Motivation. It is fine to face the brutal facts, but what is happening with a Wall Street investment company is not as important as what is happening in your community. There is bad news. Negative news can distract and dishearten not only you, but also your staff and patients. Limit your exposure to national news and talk shows. Get the facts, fine. But more importantly, every day, look for new reasons to renew your purpose and drive to achieve your goals.
- Appreciate your profession. Chiropractic works. It has, it does, and it will. People benefit from it. People need it, in hard times and good times. These are facts that do not change. You have a skill that you will always have and that can’t be shipped to Asia and that will always be needed and will always be effective. It is a million dollar skill.
- Your success is just between you and your patients. You don’t work for a corporation. You are an independent business professional as well as an independent health care professional. Except from you patients, you can’t be fired. But they can fire you. So, take care of them better than you ever have. The chief difference between you and other options they have is the connection you generate with them. What is the quality of relationship you have developed with your patients as a result of your extra-ordinary service and care?
- Health is Wealth: Sell Health. Get across to your patients and community that health is the only real wealth and this is what your office is uniquely prepared to deliver. Regardless of the employment condition of your patients and potential patients, their health is their greatest wealth. If they are healthy, they can work 3 jobs if needed. If they are not healthy, they won’t be able to work even one. This is why they have to work on maintaining and improving their health. This has to be a recurring message you get across to your patients.
- Constant improvement. But only the best business will survive and thrive. Your business organization has to become better, or die. We have seen mediocre practices struggle along that did not and would not improve their procedures. In better times, they could still survive. These types will more than likely go the way of the dinosaur unless they step up their “game.” I am not advocating “social Darwinism”, but it is an observation that the better (healthier) companies survive and thrive, and poorly managed ones fail. We recommend adopting a policy of what we call the “Practice Development Process”. (Small plug: this is what we do and teach.)
- More for less. With a process of constant improvement you can work out how you can get more done with less effort. Economize does not mean don’t spend money. It means spend money better. Get more “bang” for your buck. For every dime you spend, you should get back a half dollar.
- Triple your patient base. Whatever you have planned for marketing, triple it. Some of your patients may not be able to see you as many times or pay the same fees as before. If this is the case, and I am definitely not promoting this, you have to talk about #5 above. You will also have to increase your volume of patient visits. It is no longer “how much you can get from how little, but how little you can get from how much”, to paraphrase an old quote from B.J. Palmer.
Over Christmas, most stores did poorly, except for Wal-Mart and McDonald’s. I am not advocating reducing your fees. You probably do not charge enough as it is. But, you have to be prepared to offer different plans based upon the time of payment (payment on assignment, at time of service, or in advance.), as well as other programs.
Now is a great opportunity for growth and entrepreneurship. You are the captain of your ship as it crosses the seas through storms and gales. Stand at the helm (steering wheel) as the misty wind blows and know that you can beat any storm and take your crew and passengers to sunny skies and calm waters.
It is a challenge, an adventure, and a worthwhile goal you and your team can achieve.
We will be there too.
See you on deck!
Upcoming seminars and teleclasses.
Success Strategies for 2009
We enter the New Year in unprecedented times. There is no denying this. We do not live in our offices as islands, separated from the rest of the country or world. Some websites will tell you that the end is near. I have been reading doomsayers since the 70’s and they still sound the same. I think it bolsters their ego and gives them a cause, but that is just my opinion.
But it would be wrong to pretend everything is as it always was and we live in prosperous times. Not just our economy, but the world’s economy is going through massive, even revolutionary changes. But there are, and have been, other changes taking place as well. In the last 15 years, electronics have gone through many unthinkable transitions for us coming from the mid 20th Century. Social changes world wide have taken us beyond the Third Wave, as Alvin Toffler described in his book. And, there is the ongoing “Wellness Revolution” and “Green Revolution”, which those of us in the chiropractic profession can take pride in the fact that we have been in the forefront. Needless to say, the “Times Are a Changing.”
But with this change comes opportunity. The country is going through a severe “cleanse”: parasite cleanse, colon cleanse, you name it. It is a time that offers many new avenues for growth and prosperity.
Jeffrey M. Stibel, an entrepreneur and brain scientist writes in recent article in the Harvard Business Review:
The 2008 recession is an economic firestorm unlike anything the country has seen since the Great Depression. But 2009 is shaping up to be a trigger for an unprecedented surge of innovation that may be one of the most important turning points in the last 100 years. (article)
Let’s look at some general strategies that will help you prosper in this New Year. We offer a few below and will mail out more practical action steps soon.
- First, don’t panic. Danger is always near, especially for a small business owner. So what else is new? Whether it is your association’s alarming headlines about how doctors are earning less or chiropractic gurus advocating working for massage therapists, negative news is all pretty routine, really. People have always been around to promote the bad news. So what? Good news is hardly ever promoted.
- Motivation. It is fine to face the brutal facts, but what is happening with a Wall Street investment company is not as important as what is happening in your community. There is bad news. Negative news can distract and dishearten not only you, but also your staff and patients. Limit your exposure to national news and talk shows. Get the facts, fine. But more importantly, every day, look for new reasons to renew your purpose and drive to achieve your goals.
- Appreciate your profession. Chiropractic works. It has, it does, and it will. People benefit from it. People need it, in hard times and good times. These are facts that do not change. You have a skill that you will always have and that can’t be shipped to Asia and that will always be needed and effective. It is a million dollar skill.
- Your success is just between you and your patients. You don’t work for a corporation. You are an independent business professional as well as an independent health care professional. Except from you patients, you can’t be fired. But they can fire you. So, take care of them better than you ever have. The chief difference between you and other options they have is chiefly the connection you generate with them. What is the quality of relationship you have developed with your patients as a result of your extra-ordinary service and care?
- Health is Wealth: Sell Health. Get across to your patients and community that health is the only real wealth and this is what your office is uniquely prepared to deliver. Regardless of the employment condition of your patients and potential patients, their health is their greatest wealth. If they are healthy, they can work 3 jobs if needed. If they are not healthy, they won’t be able to work even one. This is why they have to work on maintaining and improving their health. This has to be a recurring message you get across to your patients.
- Constant improvement. But only the best business will survive and thrive. Your business organization has to become better, or die. We have seen mediocre practices struggle along that did not and would not improve their procedures. In better times, they could still survive. These types will more than likely go the way of the dinosaur unless they step up their “game.” I am not advocating “social Darwinism”, but it is an observation that the better (healthier) companies survive and thrive, and poorly managed ones fail. We recommend adopting a policy of what we call the “Practice Development Process”. (Small plug: this is what we do and teach.)
- More for less. With a process of constant improvement you can work out how you can get more done with less effort. Economize does not mean don’t spend money. It means spend money better. Get more “bang” for your buck. For every dime you spend, you should get back half dollar, more or less.
- Triple your patient base. Whatever you have planned for marketing, triple it. Some of your patients may not be able to see you as many times or pay the same fees as before. If this is the case, and I am definitely not promoting this, you have to talk about #5 above. You will also have to increase your volume of patient visits. It is no longer “how much you can get from how little, but how little you can get from how much”, to paraphrase an old quote from B.J. Palmer.
Over the Christmas, most stores did poorly, except for Wal-Mart and McDonalds. I am not advocating
reducing your fees. You probably do not charge enough as it is. But, you have to be prepared to offer different plans
based upon the time of payment (payment on assignment, at time of service, or in advance.), as well as other
programs.
Now is a great opportunity for growth and entrepreneurship. You are the captain of your ship as it crosses the seas
through storms and gales. Stand at the helm (steering wheel) as the misty wind blows and know that you can beat
any storm and take your crew and passengers to sunny skies and calm waters.
It is a challenge, an adventure, and a worthwhile goal you and your team can achieve.
We will be there too.
See you on deck!
 |
Spirit
What is the Christmas Spirit?
Whatever the Spirit of Christmas is – compassion, love, joy, gratitude, generosity, empathy, reverence, whatever it is, deep down, you already know it.
It comes to you when you hear a carol for the first time of the season (though maybe not the 50th time). It comes to you when you see young children’s eyes light up when you talk about the Christmas tree. You may feel it at church, while gazing across a snowy landscape, or listening to a parent talk about bygone Christmases.
Even if you are not church-going, or a tabernacle-attending, or mosque-praying, or ashram-relaxing, you still know this Spirit.
Sometimes, you might have to be still for a moment to feel the Spirit. You have to let it come in. And with all the hustle of last minute activities, this Spirit may have a difficult time getting through.
But let it.
You work in one of the most helpful professions on the planet. Daily, you assist people find real relief, better health, and truer happiness. You do this with your technique, with your service, and with your love.
And you do it with this Spirit.
Our wish is for you to embrace it now and each day in New Year.
Stay tuned for a new announcement from Petty, Michel and Associates. Boy, do we have some COOL things planned for next year! Really NEW stuff. And fun too!
In a couple of weeks, you will see an important bulletin going out on what we recommend for essential Strategies and Tactics for Success in 2009. You won’t want to miss it.
But first, you don’t want to miss the Spirit of Christmas.
And so, Merry Christmas to you.
With love and our kindest regards to you and your families all,
Ed, Dave, Phyllis
and all of us at PM&A
Merry Christmas from Dave, Dana, Dr. Peter, Phyllis, Linda, & Ed