Dr. David Kats: Do you know that one of the biggest things you could do to build your practice is just take care of the patients you have? I had a doctor once, a wise doctor when I was young tell me, "You don't need more new patients, you just need to take care of the ones you have." That's very true. As a result, when I released a patient, I put 100% of my patients on a wellness.
I don't care if 9 out of 10 of them didn't follow through. That didn't give me the excuse to not suggest wellness for the 10th person. You know yourself that anytime somebody gets a chiropractic condition, even though it's corrected, the chance of that condition coming back is much higher for them than for somebody that's never had it before. If there's anybody that should ever get in for wellness care with chiropractic, it's the person that you've treated, the active patient that's now going to wellness program. Treat everybody, put everybody on a wellness program.
Dr. Michael Perusich: I think that's...
Michael Perusich: Hi, everybody. I'm Michael Perusich. This is Dave Kats. We're with Kats Consultants. Coming to you from The Nebraska Chiropractic Physicians Association Conference. We're happy to be here. Dave and I both are speaking this weekend and really enjoying getting to see all the doctors here in Nebraska. You know there is this common theme that keeps coming up amongst a lot of doctors. That's patient retention. Patient retention is a really important thing. It's a factor that plays into how well you do your scheduling.
David Kats: Yes. That's right. If you advance-model schedule your patients you're going to have a lot better patient retention than if you don't. When you advance-model schedule your patients you're going to have to do it. You have to schedule them for all the visits all the time. In other words, if you're going to schedule them for 18 visits, if you're going to suggest 18 visits, schedule all 18 visits.
Some people suggest an 18 visit schedule, for...
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