vitalogics chiropractic software introduces vitalsigns

VITAL SIGNS

Trouble Shooting: Meaningful Metrics

The Vital Signs SeriesTrouble Shooting: Attraction

4 Pillars:o Internal Calendaro Passive Marketingo External 1o External 2

New Patient Prospect (NPP)Trouble Shooting: Marketing Plan

Internal Marketing Calendar:o Balancedo Themes

o Month Long (Month 1)o Week Long (Month 2)o 1 Day Event (Month 3)

New Patient Prospect (NPP)Trouble Shooting: Marketing Plan

External Marketing Calendar:o Annualo Special Eventso Anchor Events

New Patient Prospect (NPP)Trouble Shooting: Marketing Plan

Outside Marketing Leads (OML)o Frequency of Eventso Consistency of Eventso Quality of Events

New Patients Trouble Shooting: Outside Marketing

Outside Marketing Leads (OML)o Presentation Skillso Messagingo Team and Executiono Scheduling Strategies

New PatientsTrouble Shooting: Outside Marketing

NP Scheduled vs. NP Exams Inside Referrals

o Energyo Scriptingo Commitmento Connection

New Patient Exams (NPE)Trouble Shooting: NP Show Rate

NP Scheduled vs. NP Exams External NP Prospects

o Scheduling Procedureso Commitment: Time and Paymento Call Scriptingo Expectation Thread Videos

New Patient Exams (NPE)Trouble Shooting: NP Show Rate

Energy = MC2o Vision Castingo Training and Equippingo Goal Settingo Recognition and Celebrationo Discipline

New PatientsTrouble Shooting: Referrals

Patient Wait Timeo Goal: 7 – 15 minso Blocked Scheduleo Balanced Scheduleo Schedule Policies

New PatientsTrouble Shooting: Referrals

The Vital Signs SeriesTrouble Shooting: Conversion

“Not Moving Forward After ROF”o Complianceo Confusiono Defiance

New Patient ConversionTrouble Shooting: Non-Starter

Defiance:o Skeptic?o Cynic?

New Patient ConversionTrouble Shooting: Non-Starter

“Attraction is a reflection Of your CERTAINTY.”

o Trust Issueo Agree on the Problem?o Agree on the Goals / Objective?

New Patient ConversionTrouble Shooting: Non-Starter

1. Find out what they want.

2. Show them you can help them get it.

“Drop Off Between Day 1 and Day 2 ”o Serious Prospect?o Insurance Issue?o Logistical Issue?

New Patient ConversionTrouble Shooting: NP Drop-Off

Outside Marketing Lead (Drop Off)o Establish Trusto Scrutinize Day 1o Train as Team

New Patient ConversionTrouble Shooting: NP Drop-Off

Inside Referral (Drop Off)o Insurance Issueo Team Issueo Flow Issueo Leadership Issue

New Patient ConversionTrouble Shooting: NPC Drop-Off

The 20/60/20 Rule

The Vital Signs SeriesTrouble Shooting: Retention

“KEPT VISIT AVERAGE (KVA)”o Patient Commitmento Team’s Ability to Convey Valueo Clear Policies

Patient RetentionTrouble Shooting: COMPLIANCE %

“Compliance is a predictor ofRETENTION.”

“KEPT VISIT AVERAGE (KVA)”

o 87% and + = Growth Zoneo 82% - 86% = Stagnant Zoneo Below 82% = Breakdown Zone

Patient RetentionTrouble Shooting: COMPLIANCE %

o Create Value for Adjustment Rhythmo Written Compliance Policy o 3 Strike Rule o Call on First Missed Visit (!)o Tracking and Alert System

Patient RetentionTrouble Shooting: COMPLIANCE %

They Hire You For:

o Expertiseo Leadershipo Accountability

Patient RetentionTrouble Shooting: COMPLIANCE %

o Drives Better Clinical Outcomeso Drives Practice Growtho Drive Fulfillment for Team and DC

Patient RetentionTrouble Shooting: Patient Visit Average

“Retention is a reflection Of your CLARITY.”

1. Product Confusion2. Table Talk3. Workshop4. Progress Exams and Reports5. Practice Flow6. Expectations and Agreements7. Value Economy

Patient RetentionTrouble Shooting: The Big 7

o Reconversion Starts on Day 1o Re-Exam is Their Report Cardo Expectations and Agreements

Patient RetentionTrouble Shooting: Re-Conversion

o Educateo Adjusto Hold Them Accountable – Lead!

Patient RetentionThe Chiropractor’s Role

This is a Relationship…

o Day 1 = First Dateo Day 2 = Second Dateo Conversion = Engagemento Re-conversion = Marriage

Patient RetentionTrouble Shooting: Re-Conversion

3 Doors to Your Practiceo Front Door = Attraction Issueso Back Door = Conversion Issueso Side Door = Retention Issues

Patient RetentionTrouble Shooting: INACTIVES

Vital Signs Reportso Forensics Reporto Stick Rate Reporto Big 7 Reasons Patients Drop Out

Patient RetentionTrouble Shooting: INACTIVES

1. Product Confusion2. Table Talk3. Workshop4. Progress Exams and Reports5. Practice Flow6. Expectations and Agreements7. Value Economy

Patient RetentionTrouble Shooting: The Big 7

The Vital Signs SeriesTrouble Shooting: Collections

“Collections are the transactional manifestation of the VALUE that

you are delivering.”

“Find The Problem…”o Productivity Issue?o Systems Issue?o Training Issue?o Execution Issue?o Integrity Issue?

CollectionsTrouble Shooting: Practice Revenues

Business Model Issue?o Recommendationso Payment Planso Collection Visit Average

CollectionsTrouble Shooting: Practice Revenues

Collection Visit Average (CVA):

$35 / Visit - $50 / Visit

CollectionsTrouble Shooting: Standards

Collections Per Employee*

$15 K - $17,500** per CA

*Full Time Chiropractic Assistant** Monthly Collections

CollectionsTrouble Shooting: Standards

Collections Per 100 Office Visits (OV)*

$15 K - $17,500 per 100 OV**

* Chiropractic Care Only ** Weekly

CollectionsTrouble Shooting: Standards

Standard: $35 - $50 / Office Visito Pricing / Charges for Serviceso Care Planso Payment Plans

Collection Visit AverageTrouble Shooting: CVA

“You don’t get what you WANTYou get what you INCENTIVIZE.”

o Patientso Teamo Doctor

CollectionsTrouble Shooting: Integrity Breaks

o Cultureo Expectations and Agreementso Policies

CollectionsTrouble Shooting: Integrity Breaks

o Limiting Belief?o Money Blueprint?o Poverty Complex?

CollectionsTrouble Shooting: Integrity Break Doctor

“Focus on Delivering Value...Money Follows Value.”

VITAL SIGNS

Trouble Shooting: Collection Metrics