I want to introduce you to a concept that I think can dramatically improve your results with your patients, your practice as well as improving your own personal life!
I think this concept is so simple yet incredibly profound.
By now I believe we are all very familiar with the power of questions. All of our communications programs are based on LAASR or Listen, Acknowledge, ASK, Solution, Resolution.Continue reading
Is it true? Can you double your practice without adding ANY extra new patients?
Of course the answer is YES! All you have to do is double your retention.
Truth is, I am sick and tired of all of the management companies talking about new patients, new patients, new patients! How about keeping the ones that we have?
Retention can mean different things, but we don’t have time to look at all of them. For this conversation, we’re going to define “retention” with a formula so we can track it. Retention is a number found by taking the last 90 days of patient visits and dividing it by the number of new patients from that same period. You can also call this your PVA.
Before we go further, let’s make sure you have some tools in your toolbox to go through an exercise with me.
The first one monitors all the classics that most people monitor.
But we’re also monitoring how many new patients came back to visit 2.
Then, we take those and track how many signed up for care.
Then, we categorize by the type of plan (large, small, or pay-per-visit).
We track how many stopped care before their first re-evaluation.
We look at how many made it to the re-evaluation, then the re-report. Then, we look at how many stopped care after their first evaluation.
It also figures tons of metrics i.e. PVA for you!
The second stat sheet is a Dropped Patient Stat sheet. When did patients drop out of care i.e. visit 2, 5, 55, 155? And WHY did they stop? And it graphs it. This is extremely valuable information that most people do not take the time to monitor.
The average PVA worldwide is about 20.
Now remember we can think in terms of golf score or basketball score.
In golf, I want the lowest score; the lowest number. If I am practicing in a pain based model, my goal is to get them feeling better and out of my office as soon as possible.
But if I want to help people get healthy and stay healthy for a lifetime by correcting their subluxations and showing them ways not to recreate them in the future, then I would want more of a basketball score where the highest number wins.
From our perspective, the lowest number we consider as a True Optimal Health and Wellness practice is 60. We have doctors who have over 200 PVA.
So, if you double your PVA without adding any extra new patients, you double your practice.
The answer is simple. Get your patients to GET IT!
If your patients truly GET what you do, the odds are they will want what you offer.
In our model we find out what they want in RELATIONSHIP to what you can actually do for them. Then simply show them how to have it.
Let’s take a look at that. There is a huge gap between what they think they want when they come to see you and what they truly want in relationship to what you can truly do for them. It is our job to help close that gap and in visit 1 help them experience what we can actually do for them.
What is that? We can help them get healthy, stay healthy and have a better life.
How do we do that? By correcting subluxations and showing them ways not to recreate those subluxations. What might that entail? Help them eat better, exercise in a healthy way and deal with stress and of course once we get as much correction as possible of their nervous system we need regular checkups to keep it functioning at its optimum
Again I am sick of all the crap I hear out there. “Just get them out of pain, then they will come in when they are in pain. Just do what their insurance will cover… blah, blah, blah”
MALARKEY! Help them realize the tremendous value of a healthy functioning nervous system and reasonable lifestyle. Help them realize that they live their lives through their nervous system and how much better their present and future life will be under your care and they will happily stay, pay and refer for a lifetime!
You will be amazed at what happens when you do this. People will happily pay money right out of their pocket for this care. And more then you ever imagined!
But you must learn how to help people GET what you do and want what you offer and here is a clue. It is NOT what you TELL them. Instead it is what you ASK them.
We hear it all the time, “Tell the story, tell the story, tell the story”. Not true! We need to ASK the story. We need to ask a series of very specific questions to help them realize that they do in fact want what we offer assuming they do.
In our Communications Mastery Program, we give you EVERYTHING you would ever need to help your patients fully understand what you do, how you can help them and how they can have it. These include:
You can get started with our Communications Mastery program TODAY. Our 30 day satisfaction guarantee means that you can dive in, start learning, and decide for yourself if we should work together – all at NO risk to you. Pay either $149 for 12 months or a single payment of $1,497.
I had two emails come in today that inspired me to write this blog.
The first one was a coaching client. Dr. Miguel Cruz and his amazing wife Lesia (who runs the practice) who simply do what they say they will do each and every week!
The other was from a doctor who is considering doing personal coaching with me and asked me to clarify what “separates me from other coaches” to help him better make a decision between me and another wonderful coach.
First here is a copy of the email (yes I asked if it was okay to share) from Lesia. Every week both her and her husband Dr. Cruz send me an email as to what transpired this week so we can not only stay informed and I can better hold them accountable but so that we can save time during our coaching calls.
We started working together two and a half months ago.
I ABSOLUTELY LOVE WORKING with Dr. Cruz and Leisa because they both simply DO WHAT THEY SAY THEY WILL DO each and every week! Does that mean that nothing ever comes up to get in the way of them accomplishing their task for the week?
No! Of course not!
But they course correct. They stay the course and get-er-done.
Now for the email from the doctor asking me to clarify what separates me from other coaches.
Here are some points that I covered:
And then I was trying to figure a tactful way to say this.
The truth of the matter is if you want to thrive in a care vs. scare, true optimal health model I am extremely confident in my program, my coaching and my ability to help you. But after coaching doctors since 2001 I can tell you that that is not my concern. My concern is YOU.
Will you simply do what YOU say you will do?
You will notice I did not say, “Will you do what I tell you to do.”
My job is to bring the best out in you. My job is to help you clarify what YOUR perfect practice would look like. How YOU want to practice and how to accomplish YOUR goals.
Your job is simple. Just do what you agree to. Just do what YOU say you will do.
Along those lines I wrote a handout for patients called “Looking for a good doctor? We are looking for good patients.” Where I go into detail about what my job as a doctor is and what their job as a good patient is. If you would like a copy you can click below.
So how about you? Would you make a good coaching client? Are you coachable? Do you take action, or do you keep doing the same thing praying for a different response? Do you keep saying you will take action but never finish doing what you agree that you will do?
If you are coachable and would make a great coaching client, and you want to thrive in a care vs. scare true optimal health model we can help!
“To panic, or not to panic, that is the question…”
How many times in your life has a challenging situation arose and you find yourself on the brink of a panic? It could be a car accident, the athletic performance of your life, your teenager got suspended from school, your dog is missing or someone in your office poses a difficult question you don’t know how to answer. You have a choice ~ to panic or not to panic?Continue reading
Has a patient ever told you that your technique is the “same thing” as another type of doctor they see (like a physio)?
This happened to one of my wellness practice coaching clients recently. It was followed up by a challenge.
I asked this doctor about their response, which was both something I hear all the time and not very good.
Around this time of year, we get a lot of doctors asking how they can raise their fees.
This audio is from our “Half Hour to Power” Group coaching call.
As always there are two pieces to the puzzle. The first is headspace… and man, this is a doozy for so many of us. Am I worth that much? Will they think I am all about the money? Etc. Etc. Etc.
Here’s a scenario that I know happens in all of our offices. A doctor writes to me:
“I have just had a progress exam form filled in and a patient has circled that she was happy with care and happy with changes but that she finds the process tedious.
I guess when I talk to her at her progress eval I need to find out what exactly she finds tedious, but I have a feeling that it was just the frequency of care… which I can’t really change. If that is the case I am not really sure of a solution other than to stop care or just suck it up and deal with the fact you do have to come in regularly to see the changes you want.
Any feedback would be great, Dr. Rosen.”
Before I get to my response, I’m curious if this HAS happened to you in your office. It may not sound the exact same way, but you’ve probably heard things like:
During our Half Hour to Power, a doctor asked, “If I have 45 minutes in the morning before I have to get the kids up and start the day what daily rituals would you recommend to clear my head and clarify goals for the day? Should I go to the gym, meditate, read goals?”