Mike Perusich: Hi, everybody. I'm Mike Perusich, Dave Kats and Patrick Hammond with Kats Consultants, what do you guys want to talk about today?

Patrick Hammond: How about we talk about multiple appointment scheduling because they may do that in their practice.

Mike: That's a really good one. You know, we do that not only with our active treatment patients but our maintenance patients as well. David, how about you?

David Kats: We don't do the maintenance patients. We don't put them on a yearly schedule, but we schedule every single person for the advanced multiple schedule. There will be people that you talk to doctors and staff that say it won't work in this area. They'll give you the reason why. They'll say, "Well, we have too many blue-collar workers and they were swing shifter. We have too many white-collar people and they fly out of the country or we have coal miners and they don't know when they're going to get out of the mine." The truth of the matter is if you own the...

[Music]

Mike: Hi everybody. I'm Mike Perusich and Patrick Hammond with Kats Consultants. Patrick, I think something we ought to talk about today is this idea of preemptive communication. Telling patients things before they think of it or before they act on it. I do that a lot and I know you do it and most experienced doctors do it. It is very important because if you feel a patient might have a disc issue. I think that's a perfect example, say, "Hey, we're going to do some treatments here, if things don't come around the way we feel they should, we may be talking about referring you out for an MRI." You are being ahead of the game but also you're assisting that patient to take the next step that's necessary.

Patrick: That's absolutely right. Referrals to other doctors. Having a good referral network and being able to confidently refer patients out, because sometimes what happens is, if you don't mention a referral possibility and a patient's not getting their pain for example under...

[music]

Mike: Hi everybody I'm Mike Perusich, Dave Kats and Patrick Hammond with Kats Cnsultants. Thanks for joining us today. I thought something we ought to really talk about is maintenance care, and the fact that maintenance care is typically not covered by insurance especially Medicare. They don't cover it at all. Most of these companies have very specific rules. Let's throw that out on the table.

Dave: One thing with maintenance is doctors think if I quit charging insurance and have the patient pay for maintenance, all my patients, all my maintenance patients are going to quit but I've seen this for 30 years and that is absolutely not true. When you convert somebody from insurance paying to once a month maintenance, they're going to stay with you in 95% of the case.

Mike: I can give you a great example of that and that's my practice. I converted my entire practice from an insurance-based practice to a cash maintenance practice, and now my patients are begging me to come in...

[background music]

Speaker: Hi, I'm Mike Perusich with Kats Consultants, and I've got a video tip for you this week. We think it's really important to understand your stats, your statistics of your business when you're trying to run your chiropractic practice. Why? Because stats never lie. I came out of the investment banking world, and we use statistical measures for absolutely everything because they told you the black and white story of how good or bad your business was doing, and you should be doing the same thing.

In fact, you should know your statistics inside and out, and that's one of the things that Kats Consultants, that we are constantly coaching our members on. Learn how to do stats. If you need help with them, give us a call at Kats Consultants. Check us out at katsconsultants.com. I'm Mike Perusich with this week's video tip. Thanks for listening.

[background music]

Speaker: I want to talk to you a little bit about patient surveys. The best way to find out how great people think about your service is to take a step back once in a while and really evaluate your business from the patient standpoint. How do you do that? Patient surveys. Patient surveys can provide you with some great information about how well your practice is doing and maybe, even some of the things that you aren't doing well that you could improve on.

Now, I'm Mike Perusich with Kats Consultants, and I've got an offer for you as well for watching today's video tip. If you give our office a call within the next 24 hours, we will provide you with a free consultation about how Kats Consultants can help grow your business for the long term. I'm Mike Perusich with Kats Consultants. I look forward to hearing from you soon.

[music]

Dr. Kats: Hi, this is Dr. Dave Kats and Dr. Michael Perusich with Kats Consultants and we have a tip for you. There are certain segment of doctors who have trouble with getting patients to accept their schedule care or to pay for the care that they get. I'll tell you one thing that we have found that makes a difference. Normally, a patient will come in for the second day and they'll get a report of findings, then they'll get through adjustment, then they'll get therapy rehab, then they'll go to the advance mobile scheduling and the financial consultation.

I have found and we have found that when somebody is having trouble with people accepting the scheduled care or wanting to pay, if you do the financial consultation right after the report of findings that that's when the patient most likely to accept your care and be willing to pay the bill. I know you do that because I've been at your clinic and you have Marisa come in and do the financial consultation and you do that.

...