So much is changing in chiro practice these last few years. And will happen more and more as medical insurance continually declines.
It’s no debate the majority of traditional practice management strategies were created during unlimited insurance reimbursement days.
When patients didn’t have to dig deep into their pockets for care. But it’s a much different story today. It doesn’t work as easily unless fear or pressure is used. And no quality DC should need to use fear or pressure for NP care compliance.
There’s a new model for care that works extremely well though. And it’s a win-win for both you and your patients. It’s replacing trading number of adjustments for your relationship and expertise. New patient care is based on an initial time period rather then a total visit number. Which does NOT mean unlimited visits. You still dictate their schedule as you see necessary.
And suddenly you’re not “selling visits” anymore, and recognized for far more value than just “delivery adjustments” like a commodity. Watch how everything changes from then on.
Benefits to YOU:
- Your revenue isn’t based on # of visits you see (and your NP investment increases)
- This frees you from believing you have to be in on Fri or Sat to see more visits
- You can be truly honest in your recommendations and care timeline
- The traditional long term cookie cutter care models often have no objective clinical validity
- You get paid and valued for your knowledge and expertise now
- Rather than it going in 1 ear and out the other because it’s not what patients are coming for
Benefits to Your Patients:
- Far easier to digest, understand and ACCEPT your recommendations
- Because no matter your ROF or lay lecture, a new patient will never be able to
explain to their spouse why you’re recommending “X” # of visits. Ever.
- Because no matter your ROF or lay lecture, a new patient will never be able to
- Patients NEVER get the feeling the reason you want to see them is because you’re profiting more from each visit (bc now you’re not)
- A huge issue in our profession and reason for our low credibility
- Patients take advantage of all you offer and educate on because they’re investing in it.
- We value what we pay for. If patients aren’t paying for your education, don’t expect them to listen or follow it.
When this model was introduced to DCs this was immediately sent to me:
“This is AWESOME! I’ve been trying to brainstorm ways to have income not based on someone physically walking in the door (as in transaction based), but rather being recurring revenue… and THIS FITS PERFECTLY! I’m also doing stuff in the practice I’m not currently being paid for. Thank you for what you do!”
So… If you feel you’re selling a number of adjustments instead of a relationship for care – this is for you.
If you want the freedom that hours in practice and number of adjustments delivered doesn’t equal your revenue – this is for you.
If you want your NPs saying yes easier, investing easier (and more) and listening to your advice outside of frequency schedule – this is for you.
To this year being your best and most freeing year yet.
Dr. Josh Wagner
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