WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
THIS WEEKS TOPICS ARE:
-To Do List
-LAST CALL / LIVE TEAM TRAINING SEMINAR
-Motivation
-Message from Dr. Jay
-New Patients – Health Care class
-Fees
-Success Keys
-Live Teleseminar
-Live Videos/ Office Procedures
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” New Patients / Health care class ”
4-Review the below section on ” Success Keys ”
LAST CALL / LIVE TEAM TRAINING / NEW PATIENT EXTRAVAGANZA / MAY 6-7 / AUSTIN TEXAS
We have arranged this special weekend specifically for team training so that your entire office will be on the same page as far as collections, patient education, and new patient acquisition. I hope you and your crew can join us! This will be the final team training event for 2017.
HILTON AUSTIN MAY 6/7 (Book your sleeping rooms for Friday May 5th/ Saturday May 6th )
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganMay17
If you have any questions regarding this event, please feel free to e mail or call me directly. 512-343-2503. [email protected]
Jay
TOPICS:
-CONVERTING TO CASH
-COLLECTIONS
-DOCUMENTATION / CODING/ BILLING
-COMPLIANCE
-MEDICARE UPDATES
-TEACHING STAFF HOW TO CREATE REFERRALS TO YOUR OFFICE
-WORKING AS A UNIFIED TEAM
-TOTAL INTERNAL NEW PATIENTS / REFERALS
-TOTAL EXTERNAL NEW PATIENTS
*****We have two new team trainers on board, Dr. Amy Wood, and Danna Pittner!*****
-Amy Wood DC. Collections master, insurance and cash. Amy will be showing your team how to collect for your services. This includes in depth instruction on proper coding, billing, and documentation. Dr. Amy will also be covering compliance and making sure your office is compliant. All Medicare update will be covered as well.
-Dana Pittner master CA, motivator and trainer. Total team training. Dana is a practicing CA in the trenches and one of the most talented staff/team trainers and motivators in the profession. Dana will be teaching your staff how to create referrals and function as a unified team. She will also focus on instilling the “Why” of what we do, and motivation your team to new levels.
-Jay Morgan DC. Ran one of the professions most successful and profitable practices. 28% overhead and 1.2-1.4 million per year in collections. Dr Jay will discussing conversion to cash and moving away from insurance. He will also discuss in depth how to stimulate referrals inside the clinic, and attract new patients from outside the office on a steady basis.
Seminar Location: Austin Texas / Hilton downtown 4th street.
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganMay17
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority of seminar fee goes directly to its cost.)
MOTIVATION / THREE MOST COMMON GROWTH BARRIERS
#1. Doctor burnout due to the lack of philosophy or purpose
#2. Little or no consistent patient management procedure
#3. Less than a dedicated or purposed support staff.
Of course there are other reasons that practices stall or fail to grow but taking an in-depth look at almost any situation, I find without exception, one or all of these primary causes present. THE SOLUTION... Renewed purpose and rededication to the practice, implementation and adherence to sound patient management procedure and on-going motivation and education of the staff. It's as simple as that. Here's to growth and fulfillment in your practice.
MESSAGE FROM DR JAY
The following are what I believe to be the basics of good character. Miss one of these, and you’ll find a weak link in your character—one that might be your leadership’s undoing. These form the foundation of every successful practice.
1. Integrity. Integrity is a good catchword that is similar to character but provides us with a different way of looking at the ideas of character. The root of integrity means “whole” or “undivided,” and that’s a terrific way to help us understand what integrity is—an undivided life. For example, you don’t act one way in one situation and another in a different situation. There is integrity and wholeness to your life. Living this way will build trust in your followers. Another use of the word integrity that provides insight for us is when the word is used in regard to a physical structure. A wall or a building that is strong and has no cracks is said to have integrity. The same could be said for great leaders.
2. Honesty. It is regularly said that honesty is the best policy, but I would add that honesty is the only policy for great leaders. Think about it. Why do people hedge the truth? Usually for a few basic reasons: They are either afraid of the ramifications or they are trying to hide something. Either way, a lack of honesty results in the fact that you destroy the trust of those who follow you. Even if you tell them the truth but they know you have lied to others, it will destroy the trust you had with them. They find themselves thinking, “If he will lie to them, will he lie to me?” I’ve never understood what people hope to accomplish by being dishonest. Eventually people come to know that you’re not honest in your dealings, and that is what you become known for. Your reputation is what your leadership is based on, though. When we’re honest and live transparently before our followers, they’re able to see us for who we are and make solid decisions to follow.
3. Loyalty. People of good character are loyal people. They have a “stick-to-it” attitude when it comes to others. Anybody who knows human nature knows that people fail. It’s just a matter of time, no matter how talented someone is. A person of good character stays with their friends even in the downtimes. Anyone can be friends with others when times are good. People of good character stay with their friends when they need them most. How this translates into making you a good leader is this: People want to follow a leader who will stretch them beyond where they are now, but who’ll also allow them to try—and to fail. When we are loyal to our followers, they’ll be loyal to us and make every effort to succeed on our behalf and on behalf of the organization. There are few things that strengthen the leader-follower bond more than when a leader shows loyalty to a follower in need.
4. Self-Sacrifice. Lee Iacocca became a legend when he said he’d bring Chrysler back from the brink of bankruptcy and would take only a dollar a year in pay. This was a classic example of a leader sacrificing for the followers. It also showed his understanding of and empathizing with the average line worker. As a result, the workers of Chrysler rewarded him with an incredible following as they built Chrysler into one of the world’s leading car companies. What is it about self-sacrifice that breeds followers? Followers don’t mind putting in the hard work. They don’t even mind a leader making more money or reaping benefits from their work. What followers do mind, though, is when the leader is using them for personal gain. People of good character don’t use other people, period. So when a leader shows sacrifice of personal gain, it says to the followers that they are willing to come alongside of them—and followers reward that almost universally. A person of good character shows that they can give up personal gain for the good of the whole.
5. Accountability. People of good character don’t mind accountability. In fact, they welcome it. This is the act of allowing others to have a say in your life, to speak to you straight about your life and conduct. The brutal truth is that we have blind spots and need other people to be in close to us so we can advance down the road of success. The need for accountability doesn’t prove lack of character. Rather, it proves the presence of character. G.K. Chesterton said, “Original sin is the only philosophy empirically validated by 3,500 years of human history.” The person of good character knows this and invites others to speak into their life. Followers grow tired of leaders who will have nothing to do with accountability. They don’t mind leaders who make mistakes, but they do mind leaders who don’t take responsibility for their mistakes by being accountable. When we allow ourselves to be held accountable, our followers know that we are serious about keeping our own house in order, and thus will do a good job in leading the rest of the organization.
NEW PATIENT PROJECT INSIDE YOUR OFFICE/Health care class details
What is Health. It is not an absence of pain It takes a single breast cancer cell 7 years to grow into the size of a pea on average a mamogram can detect it two years earlier A woman had no pain, Imagine this fire alarm... do fire alarm drill, Health is not just the absence of disease Where does true health come from review embryo and development of nervous system first. Health comes from the inside out, not the outside in, It is the nervous system that controls and regulates the heart and its formation subluxations interfere with he expression of this life force. From the time of conception to the time of death your brain produces impulses these are your life force and your bodies ability to heal itself. How do I know that, Say a person is in a serious car accident and rushed t the hospital, when do they determine that they are no longer with us? when their heart stops no, when their lungs stop breathing no it is when their brain stops fun functioning, they know at that point that no other healing can occur.
Christopher reeves story, spine severed up here 3 million nerve fibers that happens to us to a smaller extent, These branch off to give us 32 pair of spinal nerves each of which can be pinched by the spine that protects it. If you look at one of these nerves under a microscope you will see that it contains 100,00 to 300,00 nerve fibers fully half are from the Autonomic NS Review the chart with them , the other half is motor sensory, Draw a pie chart, Fully two thirds of that are motor, that is why all your major football teams, athletic teams have a chiro on the sideline.
50%% chance is will effect this... point to ANS chart, your heart, stomach acid reflux even if you don't have symptoms yet. the next question is where do subluxations come from, you know the pinched nerve When a baby is born on average they will ad 50-70 lbs of pressure to the babies neck helping it come out. Do you think that can cause the neck to pull apart and come back together crooked like this effect the babies ability to feed, sleep comfortably, If you have ever been around a collic baby you know what I mean, The when a they get to be year old how often do they do this? Drop the spine My 6 year old jumps off of everything, and you know his little legs were not meant to catch him the we learn to play sports, fall asleep on the couch, bad work habits , they all ad up.
I had a woman 25 yrs old came in and said I was just picking up a Kleenex off the floor and my back went out I have never done anything to my spine in my life! Do you believe that that is true? (they now say no) I asked if she had any problems with her heart or lungs, Yea I have asthma, taking inhaler and drugs for that, do you have any prob with your stomach yea taking prilosec for that, she also had irritable bowel treated with zoloft, and menstrual problems. We got her adjusted and set down with her for a re exam after a month, how is your athsma doing, ""dr L this is usually my worst time of year, i havent had to use my inhaler at all, "" That is Great! How bout your acid reflux, she said "" You know after 5 yrs that prilosec finally started working! everyone laughs
I had another woman in her 70s married to the same man for 30 some years, she came in with Irritable bowel, the bloating, the constipation etc SHe said it only bothered her when her husband george was acting up. He had apparently been acting up 3-4 times a week for about 13 months. We started working wiht her, sat down after 6 weeks, and I asked her about her symptoms, she said ""I just love you Dr. Lowe It has only bothered me once or twice since I started coming here. "" I got scared and asked ""Where is george?"" What changed, you kow george didnt change after 30 year What changed was her bodies ablity to handle stress, That happens a lot If your spine is out fo line, this muscle grows shorter and this one grows longer the shorter one pulls harder. and will make the symptoms worse, we see that with athsma in kids and stress, acid reflux, irritable bowel, that is why it is irritable, it changes with stress.
How many people do you know who are taking drugs for these types of problems. ALOT you know americans make up 5%% of the worlds population but we take over 50%% of the worlds drugs. you would think spending more money on health than any other country we would be the healthiest, WHO does a ranking every year ..do you know were we rank? 29th out of 37 industrialized countries. Now don't get me wrong there is a time and place for drugs, If I am walking across this busy street and get hit by a car, and my leg is severed, I want drugs, I want them now and I don't care how I get them, At that point I would shoot them smoke them or swalow them. But we make a ton of little choices that effect our health. In fact I wanted to know what they base their rankings on # Deaths per year. Sorry I keep a cheat sheet for this one. :) Approx 12000 , in 2000 JAMA printed a study Ranking medicine as the third leading cause of death in the US My # add up to 416,000 deaths, How many nights are you watching the news an hear about a fatal car accident somewhere around here. 1-2 per day. There are about 49000 auto accident deaths in the US every year. For every one of those you hear of, there are 8 of these med related deaths that you will never hear about.
THE CLOSE--NEW PATIENTS
One of the best decisions I ever made was learning more about my spine and my health I believe once we know something like this we have a missionary responsibility to tell our friends and family. I had a lady recently who cam e up after the class and said. ""so what are you going to do about it?"" I will tell you. Because you now know this information and are going to go tell your friends and family we have a special program for them. You know the exam and X-ray usually costs around 150 dollars. As part of this program we will do it for them at no charge, Here is a packet of info
on the back is an enrollment form, If you have someone you would like to have checked out, someone you care about a co worker with headaches your spouse, your kids. we will do it for them and we will do it at no charge, Simply write your name, so I know who referred them in, their name and number, I will call them in the next two days to set up
their appointment.
AT YOUR H C CLASS CLOSE U HAVE A PAC U HAND OUT HAS 5 SHEETS: (e me if you want a copy)
1- COVER SHEET
2- SIGN IN SHEET
3- MERIC CHART
4- POSTURE SHEET
5- EXERCISE CHART
BRIEFLY REVIEW EACH SHEET. THEN GIVE THE OPPORTUNITY TO SIGN UP FAM AND FRIENDS AND LOVED ONES THEY CARE ABOUT. FOR A FREE FIRST VISIT. INCLUDING CONSULT, X RAYS, REPORT, ..FOR THOSE THAT DO SEND IN OTHERS NEVER BREAK PROCEDURES. CONSULT EXAM AND X RAY ON DAY ONE, REPORT AND ADJUST DAY TWO. NO FREE ADJUSTMENTS FOR THESE PATIENTS. DONT BREAK ANY PROCEDURES.
FEE SYSTEMS
THE NUMBER ONE REASON A NEW PATIENT WILL NEVER START CARE AND THE NUMBER ONE REASON A REGULAR PATIENT WILL STOP CARE, REVOLVES AROUND MONEY. AS A MATTER OF FACT, I CAN TELL YOU THAT IN 99% OF THE CASES, IF YOUR PATIENTS IS STOPPING, OR WANTS TO STOP CARE, THE REASON HAS SOMETHING TO DO WITH THE FINANCES.
SO HAVING A FAIR FEE SYSTEM IS VITAL TO YOUR LONG TERM SUCCESS. SOMETIMES DOCTORS FEEL THEY ARE WORTH CHARGING THE PATIENT MORE, AND IN FACT THEY ARE. WHAT YOU ARE PROVIDING THE PATIENT IS WORTH 10 TIMES MORE THAT YOU ARE CHARGING FOR IT, HOWEVER, YOU MUST MAKE CERTAIN YOU DO NOT CUT YOUR "NOSE OFF TO SPITE YOUR FACE" SO TO SPEAK.
IN A NUT SHELL HERE IS WHAT THIS ALL BOILS DOWN TO:
-FOR CASH AND HIGH DEDUCTABLE PATIENTS YOUR FEE NEEDS TO BE LOW. I BUILT A MILLION DOLLAR PLUS PRACTICE WITH A $30 EXAM FEE ON THE FIRST VISIT, AND $49 X RAYS. MEANING THE FIRST VISIT WAS $79. MANY DOCS ASK ME IF THAT FEE STRUCTURE FOR CASH, OR HIGH DEDUCTABLE PATIENTS IS STILL VALID IN TODAYS MARKET, AND MY ANSWER IS "MORE SO TODAY THAN EVER." IF YOU WANT TO HAVE A SECOND LEVEL FEE FOR OTHER TYPES OF CASES, THAT IS FINE, AND WHY THE CPT CODING SYSTEM IS SET UP AS IT IS TO ALLOW YOU TO DO SO. HOWEVER, THE CASH, HIGH DEDUCTABLE PATIENT MUST HAVE A PAINLESS FIRST VISIT, OTHER WISE YOU WILL CUT YOU NOSE OFF FAST.
-FOR CASH AND HIGH DEDUCTABLE PATIENTS THE COST OF AN ADJUSTMENT SO BE CLOSE TO THE COST OF A STAMP. SINCE A STAMP IS 48 CENTS, THE CASH PRICE FOR THE ADJUSTMENT SHOULD BE $48. USE YOUR FIRST LEVEL CODE FOR THIS. ALL OTHER PATIENTS INSURANCE, PI, COMP, YOU SHOULD USE THE SECOND LEVEL CODE, AND THAT SHOULD BE $10-$12 DOLLARS HIGHER, AROUND $58 PER VISIT.
-PATIENTS SHOULD PAY A FLAT FEE OUT OF THEIR POCKET FOR CO PAY. IN OTHER WORDS, AS LONG AS YOU ARE GETTING $48 plus PER VISIT SET A FLAT CO PAY, SO THE PATIENTS ALWAYS PAYS THE SAME FEE. WE CALL THIS THE BRAIN DEAD SYSTEM. THIS WAY YOUR FRONT DESK, AND YOUR PATIENTS DONT HAVE TO THINK ABOUT IT. IT IS ALWAYS $_____ PER VISIT. IN A NUT SHELL IF THE INSURANCE PAYS $30 PER VISIT, THEN THE PATIENTS FLAT CO PAY IS, $23 PER VISIT. YOU MODIFY THIS ACCORDING TO THE SPECIFIC SITUATION, AND NOTE IT ON TOP OF THE PATIENTS STATEMENT. THIS WAY WHEN THE CA PULLS IT ON EACH VISIT, ALL HE/SHE NEEDS TO DO IS LOOK ON TOP OF THE STATEMENT/LEDGER CARD, TO SEE WHAT THE PAYMENT NEEDS TO BE.
-USE A HEALTH CARE MADE AFFORDABLE PLAN FOR THE MAJORITY OF YOUR PATIENTS NO MATTER THE TYPE OF CASE THEY ARE. YOU CAN USE THIS IN 85% OF YOUR CASES. THE HMA GIVES THE PATIENT A 20% DISCOUNT FOR PAYING FOR THEIR ENTIRE CARE UP FRONT, AND A 10% DISCOUNT IF THEY BREAK IT UP INTO 5 EQUAL PAYMENTS, PAID AT THE BEGINNING OF EACH MONTH. THE DISCOUNT IS GIVEN TO THE NON INSURANCE PORTION OF THE BILL. SO IN A CASH PATIENT YOU BALL PARK THE COST OF THE CASE, LETS SAY IT IS $1600, AND THEN GIVE THEM A 20% DISCOUNT IF THEY PAY THAT UP FRONT. A SAVINGS OF $320 TO THE PATIENT. 50% OF YOUR PATIENTS WILL OPT FOR THIS ASSUMING YOU ARE GIVING THE CORRECT GIBSON REPORT OF FINDINGS, HEALTH CARE CLASS, RECCOMENTAIONS, CONSULTATION AND EXAM 'WITH WOW FACTORS, ETC. MY SON JUST GOT BRACES, THE COST TO ME WAS $4,000. I ASKED ABOUT A PAID IN FULL UP FRONT DISCOUNT. THEY SAID NO. THAT WAS 5 MONTHS AGO, AND THEY HAVE BEEN PAIF ONLY $1000 BY ME TO DATE. THEY COULD HAVE HAD THEIR CASH IN HAND BY NOW. OH WELL, THATS THEIR PROBLEM, DONT MAKE IT YOURS. WITH THE HMA PATIENTS DONT MISS THEIR APPOINTMENTS, YU DONT HAVE TO CHASE THEM, AND YOU DONT HAVE TO WORRY ABOUT COLLECTING.
-USE THE ONE STOP SYSTEM. HERE ARE THE KEYS TO THE ONE STOP SYSTEM. LETS PRETEND IT IS FRIDAY OR PAYDAY."HI MRS JONES, IT IS GREAT TO SEE YOU, BEFORE I SEND YOU TO THE ROOM I SEE YOUR BALANCE IS SEVENTY, WOULD YOU LIKE TO PAY CASH, CHECK OR CARD TODAY? CA BREAKS EYE CONTACT AND STARTS WRITING RECEIPT."
THE KEYS:
1-BEFORE
2-NEVER SAYS DOLLARS
3-WRITES RECEIPT
4-GIVE OPTION OF CASH/CHECK/CARD
5-BREAKS EYE CONTACT AND STARTS WRITING. BREAKING EYE CONTACT TAKES EMOTION OUT OF THE TRANSACTION
TWO VITAL SUCCESS KEYS
Practice.
If I were to write a book entitled, “How to Be Amazing at Anything”, it would only contain a single page with one word on it: “Practice!” Because that’s all it takes to be amazing. Whether it means learning to write by practicing writing or learning to live by practicing living, the principles are identical. In each instance, it is the relentless routine of a precise set of actions, physical and intellectual, focused on a desired result. Practice means to perform, over and over again in the face of all obstacles, some act of vision, faith, or desire. Practice is a means of inventing an amazing outcome in all walks of life.
Eliminate the negative to make room for more positive.
It’s not what you look at in life that matters; it’s what you choose to see. The biggest wall you must climb is the one you have built in your mind. If you don’t control your attitude, then it will control you. Negative feelings are like weeds; if you don’t fully extract their roots, they will keep coming back. So take control of your attitude. Look at what’s right. Believe in yourself. Ignore those who try to discourage you. Avoid negative people, places, things, and habits. Don’t give up, and don’t give in to consuming the garbage these negative sources are trying to feed you.
Sure, there will always be problems and challenges, but there are always people willing to transform those problems and challenges into great opportunities. Those who have the courage, commitment and discipline to do so, create a better life for everyone. Be one of these people. Focus on positive solutions and work your way eagerly toward a brighter future. Sometimes things won’t work out like you plan. Life has other things in mind. You need to let these things go. Learn what you can and move along. You can’t have a great day today if you’re still thinking and worrying about yesterday. Whatever could have been or should have been, doesn’t matter. This moment is here and now for you to live.
It’s okay to not have all the answers yet. In fact, you’ll never have ALL the answers. Sometimes being strong and moving on are the only choices you have. There are some things in life that you may never completely get over. The best you may be able to do is get through them slowly, and that’s perfectly okay. Just continue the journey, focus on the present, do your best, and trust the process. The struggle forward is worth the effort. There’s still a lot of beauty left to be seen on the road ahead.
MEDICARE UPDATES /CHANGES / ABN BASICS
PLEASE NOTE: THERE IS A NEW UPDATED MEDICARE ABN FORM THAT IS GOING INTO EFFECT the effective date of the new form is June 21, 2017. Now the form is the same except for a few words that were added. the rules of how to use the form have not changed in any way. Go to https://www.cms.gov/Medicare/Medicare-General-Information/BNI/ABN.html to read and download the new version of the form.
Here are the basics of how to use the ABN:
1.Covered services - spinal manipulation only:
a. patient cannot sign on the first visit. They will be approached to sign when you have a reasonable expectation that Medicare may not or no longer will cover spinal manipulation. This is tabulated based on your personal experience in your location of the country. It may be at the 8, 12. 15 visit mark and so on.
b. The patient has to sign the ABN for them to continue on being seen in the practice. They will select which option 1,2 or 3. Option 1 is what they will usually choose at this time. This tells you to bill Medicare even though they may not cover it.
c. They sign a new ABN when any of the following is triggered.
2. New calendar year. So if the patient starts in November 2014 and it is now 2015 they sign a new form. This point is debatale for the guidelines state that the form is good for up to one year after signing as long as the condition or treating diagnosis does not change. There is some writing in the guidelines about calendar year. But to play it safe will cause no harm. You can tie this into having them sign the annual HIPAA form.
3. There is a change is circumstance, meaning a new injury, illness or accident that requires a new treatment plan. This does not include an excaserbation of the current condition. That is something that you would just take care of in your notes for a review is requested. When the patient signs the ABN then you add the GA modifier which is intended to be a used as a bridge to maintenance. So after a few times submitting the GA they will look for it to stop being used.
4. Non-covered services - for everything else that you do the patient has to sign the ABN OR ITS EQUIVILANT (MEANING THAT YOU WROTE YOUR OWN FORM USING THE GUIDLINES AS PUBLISHED, CORRECT FONT SPACING AND SO ON - PAIN IN THE ASS - YOU ARE ALLOWED TO USE THE ABN SO JUST USE IT). The form is signed before the treatment is rendered and your fee range needs to be disclosed. Meaning you can list x-ray 50 to 200, pt 20 to 50, and so on. Yes it has to be listed out and attached to the form. The same rules apply as stated above in reference to when they need to resign the form.
With non covered services they choose which option. 2 is best for it states that they know Medicare will not pay and they agree to pay you directly. You DO NOT bill Medicare for these services. You just generate an invoice or statement and give it to the patient. If they choose option 1 then you bill Medicare and you add the GX modifier to indicate that the ABN or its equivalent has been signed and the patient has been informed of the fees.
Non covered service covers spinal manipulation when it is being performed without a treatment plan that is designed to either reduce pain or restore a functional loss. Increasing joint mobility is not a reimbursable functional goal in and of itself.
LIVE CHAT ROOM
-Our next is MAY 1ST. The Topic will be : MOTIVATION. KINDING, KEEPING AND SHARING IT / PART 3
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
“Darkness cannot drive out darkness, only light can do that. Hate cannot drive out hate, only love can do that.” - Martin Luther King
There is always some light shining somewhere, but sometimes we have to look really hard to find it. Now seems to be one of those times for a lot of people. If you too have found yourself in the darkness of late, this message is here to assist you in a transition out of the darkness back into the light. What we are looking for is shifting away from fear-based consciousness.
Take a close look at whatever it is that is holding you hostage in fear or anger or sadness or whatever it is. Hold a clear image of that person or group of people in your mind. With the image clear in your mind, send your love. Imagine that you are surrounding them entirely with love and light until you can see their innocence begin to emerge. Keep it going as you allow your own feelings to about them to transform. Do this practice every day for 30 days and watch how your life opens up. I must point out that you can do this with absolutely anything that is causing you distress in your life!
Hi Doc-
If you can add one additional new patient project to your practice each week from the below extra projects, in addition to the one that comes to you each week in the “Success Game plan”, then that extra log on the fire so to speak, will cause a pattern of growth in your office for 2017.
This week’s extra new patient plan is divided into three separate projects.
-BASIC
-INTERMEDIATE
-ADVANCED
This way if you really want to get aggressive and throw all the fuel onto your growth, you can do all three. However, if you simply want a base hit project for the week, you can focus on the basic or intermediate project..
In my continuing effort to keep you focused and in the growth mode.
Your Friend,
Jay
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
THIS WEEKS TOPICS ARE:
-To Do List
-LAST CALL / LIVE TEAM TRAINING SEMINAR
-Motivation
-Message from Dr. Jay
-New Patients – Health Care class
-Fees
-Success Keys
-Live Teleseminar
-Live Videos/ Office Procedures
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” New Patients / Health care class ”
4-Review the below section on ” Success Keys ”
LAST CALL / LIVE TEAM TRAINING / NEW PATIENT EXTRAVAGANZA / MAY 6-7 / AUSTIN TEXAS
We have arranged this special weekend specifically for team training so that your entire office will be on the same page as far as collections, patient education, and new patient acquisition. I hope you and your crew can join us! This will be the final team training event for 2017.
HILTON AUSTIN MAY 6/7 (Book your sleeping rooms for Friday May 5th/ Saturday May 6th )
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganMay17
If you have any questions regarding this event, please feel free to e mail or call me directly. 512-343-2503. [email protected]
Jay
TOPICS:
-CONVERTING TO CASH
-COLLECTIONS
-DOCUMENTATION / CODING/ BILLING
-COMPLIANCE
-MEDICARE UPDATES
-TEACHING STAFF HOW TO CREATE REFERRALS TO YOUR OFFICE
-WORKING AS A UNIFIED TEAM
-TOTAL INTERNAL NEW PATIENTS / REFERALS
-TOTAL EXTERNAL NEW PATIENTS
*****We have two new team trainers on board, Dr. Amy Wood, and Danna Pittner!*****
-Amy Wood DC. Collections master, insurance and cash. Amy will be showing your team how to collect for your services. This includes in depth instruction on proper coding, billing, and documentation. Dr. Amy will also be covering compliance and making sure your office is compliant. All Medicare update will be covered as well.
-Dana Pittner master CA, motivator and trainer. Total team training. Dana is a practicing CA in the trenches and one of the most talented staff/team trainers and motivators in the profession. Dana will be teaching your staff how to create referrals and function as a unified team. She will also focus on instilling the “Why” of what we do, and motivation your team to new levels.
-Jay Morgan DC. Ran one of the professions most successful and profitable practices. 28% overhead and 1.2-1.4 million per year in collections. Dr Jay will discussing conversion to cash and moving away from insurance. He will also discuss in depth how to stimulate referrals inside the clinic, and attract new patients from outside the office on a steady basis.
Seminar Location: Austin Texas / Hilton downtown 4th street.
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganMay17
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority of seminar fee goes directly to its cost.)
MOTIVATION / THREE MOST COMMON GROWTH BARRIERS
#1. Doctor burnout due to the lack of philosophy or purpose
#2. Little or no consistent patient management procedure
#3. Less than a dedicated or purposed support staff.
Of course there are other reasons that practices stall or fail to grow but taking an in-depth look at almost any situation, I find without exception, one or all of these primary causes present. THE SOLUTION... Renewed purpose and rededication to the practice, implementation and adherence to sound patient management procedure and on-going motivation and education of the staff. It's as simple as that. Here's to growth and fulfillment in your practice.
MESSAGE FROM DR JAY
The following are what I believe to be the basics of good character. Miss one of these, and you’ll find a weak link in your character—one that might be your leadership’s undoing. These form the foundation of every successful practice.
1. Integrity. Integrity is a good catchword that is similar to character but provides us with a different way of looking at the ideas of character. The root of integrity means “whole” or “undivided,” and that’s a terrific way to help us understand what integrity is—an undivided life. For example, you don’t act one way in one situation and another in a different situation. There is integrity and wholeness to your life. Living this way will build trust in your followers. Another use of the word integrity that provides insight for us is when the word is used in regard to a physical structure. A wall or a building that is strong and has no cracks is said to have integrity. The same could be said for great leaders.
2. Honesty. It is regularly said that honesty is the best policy, but I would add that honesty is the only policy for great leaders. Think about it. Why do people hedge the truth? Usually for a few basic reasons: They are either afraid of the ramifications or they are trying to hide something. Either way, a lack of honesty results in the fact that you destroy the trust of those who follow you. Even if you tell them the truth but they know you have lied to others, it will destroy the trust you had with them. They find themselves thinking, “If he will lie to them, will he lie to me?” I’ve never understood what people hope to accomplish by being dishonest. Eventually people come to know that you’re not honest in your dealings, and that is what you become known for. Your reputation is what your leadership is based on, though. When we’re honest and live transparently before our followers, they’re able to see us for who we are and make solid decisions to follow.
3. Loyalty. People of good character are loyal people. They have a “stick-to-it” attitude when it comes to others. Anybody who knows human nature knows that people fail. It’s just a matter of time, no matter how talented someone is. A person of good character stays with their friends even in the downtimes. Anyone can be friends with others when times are good. People of good character stay with their friends when they need them most. How this translates into making you a good leader is this: People want to follow a leader who will stretch them beyond where they are now, but who’ll also allow them to try—and to fail. When we are loyal to our followers, they’ll be loyal to us and make every effort to succeed on our behalf and on behalf of the organization. There are few things that strengthen the leader-follower bond more than when a leader shows loyalty to a follower in need.
4. Self-Sacrifice. Lee Iacocca became a legend when he said he’d bring Chrysler back from the brink of bankruptcy and would take only a dollar a year in pay. This was a classic example of a leader sacrificing for the followers. It also showed his understanding of and empathizing with the average line worker. As a result, the workers of Chrysler rewarded him with an incredible following as they built Chrysler into one of the world’s leading car companies. What is it about self-sacrifice that breeds followers? Followers don’t mind putting in the hard work. They don’t even mind a leader making more money or reaping benefits from their work. What followers do mind, though, is when the leader is using them for personal gain. People of good character don’t use other people, period. So when a leader shows sacrifice of personal gain, it says to the followers that they are willing to come alongside of them—and followers reward that almost universally. A person of good character shows that they can give up personal gain for the good of the whole.
5. Accountability. People of good character don’t mind accountability. In fact, they welcome it. This is the act of allowing others to have a say in your life, to speak to you straight about your life and conduct. The brutal truth is that we have blind spots and need other people to be in close to us so we can advance down the road of success. The need for accountability doesn’t prove lack of character. Rather, it proves the presence of character. G.K. Chesterton said, “Original sin is the only philosophy empirically validated by 3,500 years of human history.” The person of good character knows this and invites others to speak into their life. Followers grow tired of leaders who will have nothing to do with accountability. They don’t mind leaders who make mistakes, but they do mind leaders who don’t take responsibility for their mistakes by being accountable. When we allow ourselves to be held accountable, our followers know that we are serious about keeping our own house in order, and thus will do a good job in leading the rest of the organization.
NEW PATIENT PROJECT INSIDE YOUR OFFICE/Health care class details
What is Health. It is not an absence of pain It takes a single breast cancer cell 7 years to grow into the size of a pea on average a mamogram can detect it two years earlier A woman had no pain, Imagine this fire alarm... do fire alarm drill, Health is not just the absence of disease Where does true health come from review embryo and development of nervous system first. Health comes from the inside out, not the outside in, It is the nervous system that controls and regulates the heart and its formation subluxations interfere with he expression of this life force. From the time of conception to the time of death your brain produces impulses these are your life force and your bodies ability to heal itself. How do I know that, Say a person is in a serious car accident and rushed t the hospital, when do they determine that they are no longer with us? when their heart stops no, when their lungs stop breathing no it is when their brain stops fun functioning, they know at that point that no other healing can occur.
Christopher reeves story, spine severed up here 3 million nerve fibers that happens to us to a smaller extent, These branch off to give us 32 pair of spinal nerves each of which can be pinched by the spine that protects it. If you look at one of these nerves under a microscope you will see that it contains 100,00 to 300,00 nerve fibers fully half are from the Autonomic NS Review the chart with them , the other half is motor sensory, Draw a pie chart, Fully two thirds of that are motor, that is why all your major football teams, athletic teams have a chiro on the sideline.
50%% chance is will effect this... point to ANS chart, your heart, stomach acid reflux even if you don't have symptoms yet. the next question is where do subluxations come from, you know the pinched nerve When a baby is born on average they will ad 50-70 lbs of pressure to the babies neck helping it come out. Do you think that can cause the neck to pull apart and come back together crooked like this effect the babies ability to feed, sleep comfortably, If you have ever been around a collic baby you know what I mean, The when a they get to be year old how often do they do this? Drop the spine My 6 year old jumps off of everything, and you know his little legs were not meant to catch him the we learn to play sports, fall asleep on the couch, bad work habits , they all ad up.
I had a woman 25 yrs old came in and said I was just picking up a Kleenex off the floor and my back went out I have never done anything to my spine in my life! Do you believe that that is true? (they now say no) I asked if she had any problems with her heart or lungs, Yea I have asthma, taking inhaler and drugs for that, do you have any prob with your stomach yea taking prilosec for that, she also had irritable bowel treated with zoloft, and menstrual problems. We got her adjusted and set down with her for a re exam after a month, how is your athsma doing, ""dr L this is usually my worst time of year, i havent had to use my inhaler at all, "" That is Great! How bout your acid reflux, she said "" You know after 5 yrs that prilosec finally started working! everyone laughs
I had another woman in her 70s married to the same man for 30 some years, she came in with Irritable bowel, the bloating, the constipation etc SHe said it only bothered her when her husband george was acting up. He had apparently been acting up 3-4 times a week for about 13 months. We started working wiht her, sat down after 6 weeks, and I asked her about her symptoms, she said ""I just love you Dr. Lowe It has only bothered me once or twice since I started coming here. "" I got scared and asked ""Where is george?"" What changed, you kow george didnt change after 30 year What changed was her bodies ablity to handle stress, That happens a lot If your spine is out fo line, this muscle grows shorter and this one grows longer the shorter one pulls harder. and will make the symptoms worse, we see that with athsma in kids and stress, acid reflux, irritable bowel, that is why it is irritable, it changes with stress.
How many people do you know who are taking drugs for these types of problems. ALOT you know americans make up 5%% of the worlds population but we take over 50%% of the worlds drugs. you would think spending more money on health than any other country we would be the healthiest, WHO does a ranking every year ..do you know were we rank? 29th out of 37 industrialized countries. Now don't get me wrong there is a time and place for drugs, If I am walking across this busy street and get hit by a car, and my leg is severed, I want drugs, I want them now and I don't care how I get them, At that point I would shoot them smoke them or swalow them. But we make a ton of little choices that effect our health. In fact I wanted to know what they base their rankings on # Deaths per year. Sorry I keep a cheat sheet for this one. :) Approx 12000 , in 2000 JAMA printed a study Ranking medicine as the third leading cause of death in the US My # add up to 416,000 deaths, How many nights are you watching the news an hear about a fatal car accident somewhere around here. 1-2 per day. There are about 49000 auto accident deaths in the US every year. For every one of those you hear of, there are 8 of these med related deaths that you will never hear about.
THE CLOSE--NEW PATIENTS
One of the best decisions I ever made was learning more about my spine and my health I believe once we know something like this we have a missionary responsibility to tell our friends and family. I had a lady recently who cam e up after the class and said. ""so what are you going to do about it?"" I will tell you. Because you now know this information and are going to go tell your friends and family we have a special program for them. You know the exam and X-ray usually costs around 150 dollars. As part of this program we will do it for them at no charge, Here is a packet of info
on the back is an enrollment form, If you have someone you would like to have checked out, someone you care about a co worker with headaches your spouse, your kids. we will do it for them and we will do it at no charge, Simply write your name, so I know who referred them in, their name and number, I will call them in the next two days to set up
their appointment.
AT YOUR H C CLASS CLOSE U HAVE A PAC U HAND OUT HAS 5 SHEETS: (e me if you want a copy)
1- COVER SHEET
2- SIGN IN SHEET
3- MERIC CHART
4- POSTURE SHEET
5- EXERCISE CHART
BRIEFLY REVIEW EACH SHEET. THEN GIVE THE OPPORTUNITY TO SIGN UP FAM AND FRIENDS AND LOVED ONES THEY CARE ABOUT. FOR A FREE FIRST VISIT. INCLUDING CONSULT, X RAYS, REPORT, ..FOR THOSE THAT DO SEND IN OTHERS NEVER BREAK PROCEDURES. CONSULT EXAM AND X RAY ON DAY ONE, REPORT AND ADJUST DAY TWO. NO FREE ADJUSTMENTS FOR THESE PATIENTS. DONT BREAK ANY PROCEDURES.
FEE SYSTEMS
THE NUMBER ONE REASON A NEW PATIENT WILL NEVER START CARE AND THE NUMBER ONE REASON A REGULAR PATIENT WILL STOP CARE, REVOLVES AROUND MONEY. AS A MATTER OF FACT, I CAN TELL YOU THAT IN 99% OF THE CASES, IF YOUR PATIENTS IS STOPPING, OR WANTS TO STOP CARE, THE REASON HAS SOMETHING TO DO WITH THE FINANCES.
SO HAVING A FAIR FEE SYSTEM IS VITAL TO YOUR LONG TERM SUCCESS. SOMETIMES DOCTORS FEEL THEY ARE WORTH CHARGING THE PATIENT MORE, AND IN FACT THEY ARE. WHAT YOU ARE PROVIDING THE PATIENT IS WORTH 10 TIMES MORE THAT YOU ARE CHARGING FOR IT, HOWEVER, YOU MUST MAKE CERTAIN YOU DO NOT CUT YOUR "NOSE OFF TO SPITE YOUR FACE" SO TO SPEAK.
IN A NUT SHELL HERE IS WHAT THIS ALL BOILS DOWN TO:
-FOR CASH AND HIGH DEDUCTABLE PATIENTS YOUR FEE NEEDS TO BE LOW. I BUILT A MILLION DOLLAR PLUS PRACTICE WITH A $30 EXAM FEE ON THE FIRST VISIT, AND $49 X RAYS. MEANING THE FIRST VISIT WAS $79. MANY DOCS ASK ME IF THAT FEE STRUCTURE FOR CASH, OR HIGH DEDUCTABLE PATIENTS IS STILL VALID IN TODAYS MARKET, AND MY ANSWER IS "MORE SO TODAY THAN EVER." IF YOU WANT TO HAVE A SECOND LEVEL FEE FOR OTHER TYPES OF CASES, THAT IS FINE, AND WHY THE CPT CODING SYSTEM IS SET UP AS IT IS TO ALLOW YOU TO DO SO. HOWEVER, THE CASH, HIGH DEDUCTABLE PATIENT MUST HAVE A PAINLESS FIRST VISIT, OTHER WISE YOU WILL CUT YOU NOSE OFF FAST.
-FOR CASH AND HIGH DEDUCTABLE PATIENTS THE COST OF AN ADJUSTMENT SO BE CLOSE TO THE COST OF A STAMP. SINCE A STAMP IS 48 CENTS, THE CASH PRICE FOR THE ADJUSTMENT SHOULD BE $48. USE YOUR FIRST LEVEL CODE FOR THIS. ALL OTHER PATIENTS INSURANCE, PI, COMP, YOU SHOULD USE THE SECOND LEVEL CODE, AND THAT SHOULD BE $10-$12 DOLLARS HIGHER, AROUND $58 PER VISIT.
-PATIENTS SHOULD PAY A FLAT FEE OUT OF THEIR POCKET FOR CO PAY. IN OTHER WORDS, AS LONG AS YOU ARE GETTING $48 plus PER VISIT SET A FLAT CO PAY, SO THE PATIENTS ALWAYS PAYS THE SAME FEE. WE CALL THIS THE BRAIN DEAD SYSTEM. THIS WAY YOUR FRONT DESK, AND YOUR PATIENTS DONT HAVE TO THINK ABOUT IT. IT IS ALWAYS $_____ PER VISIT. IN A NUT SHELL IF THE INSURANCE PAYS $30 PER VISIT, THEN THE PATIENTS FLAT CO PAY IS, $23 PER VISIT. YOU MODIFY THIS ACCORDING TO THE SPECIFIC SITUATION, AND NOTE IT ON TOP OF THE PATIENTS STATEMENT. THIS WAY WHEN THE CA PULLS IT ON EACH VISIT, ALL HE/SHE NEEDS TO DO IS LOOK ON TOP OF THE STATEMENT/LEDGER CARD, TO SEE WHAT THE PAYMENT NEEDS TO BE.
-USE A HEALTH CARE MADE AFFORDABLE PLAN FOR THE MAJORITY OF YOUR PATIENTS NO MATTER THE TYPE OF CASE THEY ARE. YOU CAN USE THIS IN 85% OF YOUR CASES. THE HMA GIVES THE PATIENT A 20% DISCOUNT FOR PAYING FOR THEIR ENTIRE CARE UP FRONT, AND A 10% DISCOUNT IF THEY BREAK IT UP INTO 5 EQUAL PAYMENTS, PAID AT THE BEGINNING OF EACH MONTH. THE DISCOUNT IS GIVEN TO THE NON INSURANCE PORTION OF THE BILL. SO IN A CASH PATIENT YOU BALL PARK THE COST OF THE CASE, LETS SAY IT IS $1600, AND THEN GIVE THEM A 20% DISCOUNT IF THEY PAY THAT UP FRONT. A SAVINGS OF $320 TO THE PATIENT. 50% OF YOUR PATIENTS WILL OPT FOR THIS ASSUMING YOU ARE GIVING THE CORRECT GIBSON REPORT OF FINDINGS, HEALTH CARE CLASS, RECCOMENTAIONS, CONSULTATION AND EXAM 'WITH WOW FACTORS, ETC. MY SON JUST GOT BRACES, THE COST TO ME WAS $4,000. I ASKED ABOUT A PAID IN FULL UP FRONT DISCOUNT. THEY SAID NO. THAT WAS 5 MONTHS AGO, AND THEY HAVE BEEN PAIF ONLY $1000 BY ME TO DATE. THEY COULD HAVE HAD THEIR CASH IN HAND BY NOW. OH WELL, THATS THEIR PROBLEM, DONT MAKE IT YOURS. WITH THE HMA PATIENTS DONT MISS THEIR APPOINTMENTS, YU DONT HAVE TO CHASE THEM, AND YOU DONT HAVE TO WORRY ABOUT COLLECTING.
-USE THE ONE STOP SYSTEM. HERE ARE THE KEYS TO THE ONE STOP SYSTEM. LETS PRETEND IT IS FRIDAY OR PAYDAY."HI MRS JONES, IT IS GREAT TO SEE YOU, BEFORE I SEND YOU TO THE ROOM I SEE YOUR BALANCE IS SEVENTY, WOULD YOU LIKE TO PAY CASH, CHECK OR CARD TODAY? CA BREAKS EYE CONTACT AND STARTS WRITING RECEIPT."
THE KEYS:
1-BEFORE
2-NEVER SAYS DOLLARS
3-WRITES RECEIPT
4-GIVE OPTION OF CASH/CHECK/CARD
5-BREAKS EYE CONTACT AND STARTS WRITING. BREAKING EYE CONTACT TAKES EMOTION OUT OF THE TRANSACTION
TWO VITAL SUCCESS KEYS
Practice.
If I were to write a book entitled, “How to Be Amazing at Anything”, it would only contain a single page with one word on it: “Practice!” Because that’s all it takes to be amazing. Whether it means learning to write by practicing writing or learning to live by practicing living, the principles are identical. In each instance, it is the relentless routine of a precise set of actions, physical and intellectual, focused on a desired result. Practice means to perform, over and over again in the face of all obstacles, some act of vision, faith, or desire. Practice is a means of inventing an amazing outcome in all walks of life.
Eliminate the negative to make room for more positive.
It’s not what you look at in life that matters; it’s what you choose to see. The biggest wall you must climb is the one you have built in your mind. If you don’t control your attitude, then it will control you. Negative feelings are like weeds; if you don’t fully extract their roots, they will keep coming back. So take control of your attitude. Look at what’s right. Believe in yourself. Ignore those who try to discourage you. Avoid negative people, places, things, and habits. Don’t give up, and don’t give in to consuming the garbage these negative sources are trying to feed you.
Sure, there will always be problems and challenges, but there are always people willing to transform those problems and challenges into great opportunities. Those who have the courage, commitment and discipline to do so, create a better life for everyone. Be one of these people. Focus on positive solutions and work your way eagerly toward a brighter future. Sometimes things won’t work out like you plan. Life has other things in mind. You need to let these things go. Learn what you can and move along. You can’t have a great day today if you’re still thinking and worrying about yesterday. Whatever could have been or should have been, doesn’t matter. This moment is here and now for you to live.
It’s okay to not have all the answers yet. In fact, you’ll never have ALL the answers. Sometimes being strong and moving on are the only choices you have. There are some things in life that you may never completely get over. The best you may be able to do is get through them slowly, and that’s perfectly okay. Just continue the journey, focus on the present, do your best, and trust the process. The struggle forward is worth the effort. There’s still a lot of beauty left to be seen on the road ahead.
MEDICARE UPDATES /CHANGES / ABN BASICS
PLEASE NOTE: THERE IS A NEW UPDATED MEDICARE ABN FORM THAT IS GOING INTO EFFECT the effective date of the new form is June 21, 2017. Now the form is the same except for a few words that were added. the rules of how to use the form have not changed in any way. Go to https://www.cms.gov/Medicare/Medicare-General-Information/BNI/ABN.html to read and download the new version of the form.
Here are the basics of how to use the ABN:
1.Covered services - spinal manipulation only:
a. patient cannot sign on the first visit. They will be approached to sign when you have a reasonable expectation that Medicare may not or no longer will cover spinal manipulation. This is tabulated based on your personal experience in your location of the country. It may be at the 8, 12. 15 visit mark and so on.
b. The patient has to sign the ABN for them to continue on being seen in the practice. They will select which option 1,2 or 3. Option 1 is what they will usually choose at this time. This tells you to bill Medicare even though they may not cover it.
c. They sign a new ABN when any of the following is triggered.
2. New calendar year. So if the patient starts in November 2014 and it is now 2015 they sign a new form. This point is debatale for the guidelines state that the form is good for up to one year after signing as long as the condition or treating diagnosis does not change. There is some writing in the guidelines about calendar year. But to play it safe will cause no harm. You can tie this into having them sign the annual HIPAA form.
3. There is a change is circumstance, meaning a new injury, illness or accident that requires a new treatment plan. This does not include an excaserbation of the current condition. That is something that you would just take care of in your notes for a review is requested. When the patient signs the ABN then you add the GA modifier which is intended to be a used as a bridge to maintenance. So after a few times submitting the GA they will look for it to stop being used.
4. Non-covered services - for everything else that you do the patient has to sign the ABN OR ITS EQUIVILANT (MEANING THAT YOU WROTE YOUR OWN FORM USING THE GUIDLINES AS PUBLISHED, CORRECT FONT SPACING AND SO ON - PAIN IN THE ASS - YOU ARE ALLOWED TO USE THE ABN SO JUST USE IT). The form is signed before the treatment is rendered and your fee range needs to be disclosed. Meaning you can list x-ray 50 to 200, pt 20 to 50, and so on. Yes it has to be listed out and attached to the form. The same rules apply as stated above in reference to when they need to resign the form.
With non covered services they choose which option. 2 is best for it states that they know Medicare will not pay and they agree to pay you directly. You DO NOT bill Medicare for these services. You just generate an invoice or statement and give it to the patient. If they choose option 1 then you bill Medicare and you add the GX modifier to indicate that the ABN or its equivalent has been signed and the patient has been informed of the fees.
Non covered service covers spinal manipulation when it is being performed without a treatment plan that is designed to either reduce pain or restore a functional loss. Increasing joint mobility is not a reimbursable functional goal in and of itself.
LIVE CHAT ROOM
-Our next is MAY 1ST. The Topic will be : MOTIVATION. KINDING, KEEPING AND SHARING IT / PART 3
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
“Darkness cannot drive out darkness, only light can do that. Hate cannot drive out hate, only love can do that.” - Martin Luther King
There is always some light shining somewhere, but sometimes we have to look really hard to find it. Now seems to be one of those times for a lot of people. If you too have found yourself in the darkness of late, this message is here to assist you in a transition out of the darkness back into the light. What we are looking for is shifting away from fear-based consciousness.
Take a close look at whatever it is that is holding you hostage in fear or anger or sadness or whatever it is. Hold a clear image of that person or group of people in your mind. With the image clear in your mind, send your love. Imagine that you are surrounding them entirely with love and light until you can see their innocence begin to emerge. Keep it going as you allow your own feelings to about them to transform. Do this practice every day for 30 days and watch how your life opens up. I must point out that you can do this with absolutely anything that is causing you distress in your life!
Hi Doc-
If you can add one additional new patient project to your practice each week from the below extra projects, in addition to the one that comes to you each week in the “Success Game plan”, then that extra log on the fire so to speak, will cause a pattern of growth in your office for 2017.
This week’s extra new patient plan is divided into three separate projects.
-BASIC
-INTERMEDIATE
-ADVANCED
This way if you really want to get aggressive and throw all the fuel onto your growth, you can do all three. However, if you simply want a base hit project for the week, you can focus on the basic or intermediate project..
In my continuing effort to keep you focused and in the growth mode.
Your Friend,
Jay
4/26/17 BASIC NEW PATIENT PROJECT
RECALL SCRIPT FOR YOUR STAFF OR DOCTOR
GO THOUGH YOUR MISSING PATIENT FILES STARTING WITH THE LETTER “A”. CALL 5 MISSING PATIENTS PER DAY UNTIL YOU CONTACT ALL OF THEM.
"HI MS JONES, THIS IS DOC JAY FROM CHIRO ASSOCIATES. HOW R YOU? I WAS GOING THRU SOME FILES YESTERDAY AND CAME ACROSS YOURS, AND NOTICED U HAVE NOT BEEN IN, IN A WHILE. HOW IS YOUR HEALTH? I WAS CONCERNED. ---BLA BLA TALK..LISTEN...
YOU KNOW JUST LIKE GETTING YOUR TEETH CHECKED ..EATING HEALTHY FOOD, EXCERCISE, IT IS VITAL TO GET YOUR SPINE CHECKED TO KEEP IT HEALTHY. RATHER THAT WAITING UNTIL YOU ARE DOUBLED OVER IN PAIN, AND NEED EXTENSIVE AND EXPENSIVE TREATMENT. THE KEY IS KEEPING THE PRESSURE OFF YOUR NERVES, THAT GO TO ALL OF YOUR INTERNAL ORGANS, RATHER THAT WAITING UNTIL IT CUTS OFF THE NERVE FLOW THEN U FEE PAIN.
I HAVE A FEW OPENINGS THIS WEEK AND WOULD BE HAPPY TO CHECK YOU, AND SINCE YOU ARE SUCH A GREAT PATIENT, I WILL DO THAT COMPLIMENTARY...WHAT DAY IS BEST FOR YOU?
4/26/17 INTERMEDIATE NEW PATIENT PROJECT
PATIENT EDUCATION/ SMOKE ALARM DRILL
THIS SHOULD BE DONE ON THE FOLLOWING OCCASIONS:
1-RE REPORT
2-HEALTH CARE CLASS
3-EVERY OTHER WEEK
4-WHEN THE PATIENT WANTS TO REDUCE CARE
GO TO HOME DEPOT AND GET A SMOKE ALARM.THEY COST 8 BUCKS.I WOULD GET ON FOR EVERY ROOM IN THE CLINIC.THIS IS A CHEAP RETENTION DRILL, THAT WORKS AS GOOD AS YOUR MOST EXPENSIVE MACHINES.I AM NOT A ROCKET SCIENTIST BUT 8 BUCKS IS BETTER THAN 12 GRAND IS IT NOT? NOT THAT THE 12 GRAND MACHINES ARE NOT EXCELLENT.THE PROBLEM IS THAT BY NATURE WE LOOK FOR SOLUTIONS OUTSIDE OF OURSELVES. WHEN THE KEY MOST OF THE TIME IS INSIDE OURSELVES. KEEP THE SMOKE ALARMS IN THEIR PLASTIC PACS SO THE BATTERY WILL STICK STAY THE ALARM AND YOU WONT LOOSE IT..
HERE IS HOW IT GOES...........
"MR. JONES LETS PRETEND THAT THIS SMOKE ALARM WENT OFF IN THIS ROOM. WHAT WOULD THAT MEAN? NOW WHAT WOULD YOU THINK OR SAY IF I PULLED OUT THE BATTERY.........AND TOLD YOU IT WAS OKAY TO STAY? WELL I AGREE WITH YOU, THAT WOULD BE CRAZY!! THE REASON I MENTION THIS TO YOU IS BECAUSE PAIN IS JUST THE SAME AS THIS BATTERY IN THE FIRE ALARM. IT IS AN INDICATOR, NO MORE.
SO ALTHOUGH YOU ARE FEELING GOOD, OR BETTER, I DIDN'T WANT YOU TO GET CONFUSED AND THING YOU WERE BETTER OR FIXED, BECAUSE ALL WE HAVE DONE TO THIS POINT IS GET RID OF THE INDICATOR OR THE SYMPTOM. THE PROBLEM, THE SUBLUXATION PINCHING THE NERVE, IS STILL THERE.
SO IF I WERE A GOOD FIREMAN, AFTER I GOT THE ALARM OFF, WE WOULD LOOK FOR THE FIRE RIGHT? AND WE WOULD PUT IT OUT WHEN WE FOUND IT RIGHT? THAT'S CORRECT. SO NOW THAT YOUR PAIN IS GOING AWAY, WHAT WE ARE DOING NOW, IT GETTING THE PRESSURE OFF OF THE NERVE. IT JUST SO HAPPENS THAT THIS PARTICULAR NERVE THAT IS PINCHED IN YOUR BACK, GOES TO AND CONTROLS YOUR HEART. NOW DO YOU THINK HAVING 100% NERVE FLOW OT YOUR HEART IS IMPORTANT? WHY?
SO AFTER WE GET THE PRESSURE OFF THE NERVE, WE DON'T WANT THE PRESSURE TO GO RIGHT BACK ON THAT NERVE. BECAUSE AS YOU MENTION AND I AGREE WE NEED TO HAVE 100% NERVE FLOW ALWAYS TO YOUR HEART. SO WE WANT YOU TO BE OUT OF PAIN....GET THE PRESSURE OF THE NERVE, AND KEEP PRESSURE OF THE NERVE TO YOUR HEART, AND KEEP YOU WITH 100% NERVE FLOW.TO THE HEART .
NOW, HOW LONG DO YOU THINK IT WOULD BE IMPORTANT TO KEEP PRESSURE OFF THE NERVE TO YOUR HEART? THAT'S CORRECT.SO KEEPING YOU WELL FOR THE REST OF YOUR LIFE IS OUR ULTIMATE GOAL.
IF YOU WERE TO ASK ME HOW YOU WERE DOING THEN, I WOULD SAY WE ARE RIGHT ON SCHEDULE.AND WE ARE NOT GOING TO CHANGE ANYTHING JUST YET. I JUST WISH ALL OF MY PATIENTS WERE JUST LIKE YOU ARE. WE APPRECIATE HAVING YOU AS A PATIENTS, AND ENJOY EACH AND EVERY VISIT YOU ARE HERE. HOP UP ON THAT TABLE...........
EDUCATED PATIENTS ARE REFERRING PATIENTS! HINT!
4/26/17 ADVANCED NEW PATIENT PROJECT
DEVELOPING THE PERSONAL INJURY SIDE OF YOUR PRACTICE.
There is no magic bullet. It’s all about establishing a personal relationship. Here is how it is done:
1- Get a list of pi attnys in a 5-10 mile radius
2- Call them up and speak to either them or their paralegal
3- Tell them you either have pi patients or are establishing a pi practice and are looking for an attny that is accepting new pi business. Ask if they are accepting new clients?
4- If they have half a brain they will say yes.
5- Sent up a lunch meeting. Talk about mutual referrals. Discuss why you are the expert. Share that you will work with the attny if needed on the bill.
6- Establish a friendship/ relationship.
7- ASAP send this attny a patient and follow up.
8- Follow up in 30 days.
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Effective Patient Communication
-Goals
-Staff Bonus
-Patient Education
-New Patients / Lecturing basics
-Live Teleseminar
-Live Videos/ Office Procedures
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”Communication”
4-Review the below section on ”New Patients /Lecturing Basics ”
MOTIVATION
It’s important that we forgive ourselves for making mistakes. We need to learn from our errors and move forward. Make a pact with yourself today to not be defined by your past. Sometimes the greatest thing to come out of all your hard work isn’t what you get for it, but what you learn from it. A happy, successful life, after all, is not a life absent of problems, but one that’s been able to rise above them.
MESSAGE FROM DR JAY
One of the key roles any leader plays is finding ways to motivate your team to reach your practice goals. But the secret to motivating people is, wait for it .....that you can't do it. I have studied this issue by talking to and working with thousands of people over many years and the one thing everyone can agree on is that you can't motivate someone to do what they don't want to do. What you need to do instead is find out what people want and then show them how they can get it. Motivation is intrinsic. People get excited about pursuing a goal when it's in their own self-interest. As a leader, the trick is to see if you can find an alignment between what your people want and what will help grow the organization.
The upside is that if you can tap into the underlying desires people have, you will get amazing performances in return from them. The first step in finding what motivates someone is to make the time to listen to him or her and find out what they actually want out of their job. Now you might be thinking that's simple: everyone wants more money, a bigger title, time off, and an easy job. But those things don't really hold true for most people. It's been my experience that the vast majority of folks want fair compensation and opportunities to pursue challenging and interesting work because we all need to do something during our time on this planet. Some people are driven by mental stimulation, others by meeting lots of people and connecting - people are all different.
The key is to not make assumptions about what you think someone wants; this isn't about employing a command-and-control approach where you give them orders to charge a hill. Rather, you need to actually ask them what they want. Maybe they do want a new job in the office, or maybe even more time to spend with their family. Maybe it's about making more money to buy a new truck or send their kid to college. The point is you won't know what truly motivates someone until you make the time to understand what he or she wants from life.
That leads us to the second step: show people how they can get what they want. Now this might take some creativity on your part. If someone wants more money, you'll need to come up with the plan of attack that if they do what you ask them to, they will receive their reward in return. The final secret of being a great leader is to find ways that allow your people to get what they want while also benefiting the practice. That rule doesn't apply to just the office either. It can work in our personal lives as well.
Again, the real secret to motivating people is finding a way to find alignment between their personal goals and your desired outcomes. When you can do that, everyone wins.
EFFECTIVE PATIENT COMMUICATION
No matter how successful you are, jobs, practice, self-employment, managing family and social life are all very stressful for most people. All of these stresses are chronic and can lead to dysfunctional patterns in how we cope with stress. I wanted to share some thoughts on one of those patterns: isolation. We all have triggers in our lives; things that take our stress from 0 to 60 in a moment or things that cause a slow burn within us. Each of us is unique but our triggers tend to arise in our relationships to 4 key areas of life. You cannot avoid these areas they are part of the human experience.
1. Food (fitness, exercise, body image etc.)
2. Relationships (staff, spouse, kids, social and sexual)
3. Money (too much, too little, hard to get hard to manage etc.)
4. Authority (perception of the world and relationship to instructions)
If we have the capacity, which takes training for most people, to be aware of and able to express our emotions in a reasonable timeframe we can cope with the triggers and stress efficiently. If we cannot, denial tends to creep in as a temporary means to control the trigger. Denial is hard to maintain, it requires an incredible amount of our energy and robs us of our real power.
Denial fixates and is maintained in three polarities:
1. Emotional Rumination, we’re not really having our feelings or doing anything about the triggers; instead we sit, chewing over situations with “next time I’ll say….” , “I can’t believe she said….”. We are like a cow standing in a field chewing it’s our vomit over and over.
2. Right and Righteous, we become right and often righteous in our opinions about whatever the trigger was. For example if the trigger was someone telling us we were wrong or made a mistake we develop a righteous view with “who are they to tell me that I’m wrong” and we proceed to ruminate over all the ways we are better or smarter that the other person.
3. Victim Cycle, instead of blaming other we blame ourselves and or our circumstances. “If I was smarter, if I studied more, if I was a better person then this wouldn’t happen to me”. Victims want to be saved so we look at everything outside of ourselves as a possible savior.
You can be on one or more of these states ate the same time. You can also go in out of these states throughout the day depending on how preset the triggers are AND how you are thinking about them. The key thing to understand is that while you are in these reactive states you are isolated.
The only way out of isolation is through communication. ( Courtesy Eric Smith DC )
GOALS
Goal setting, target attainment and taking action are not taught in schools, management classes, leadership training or the weekend conference. No formula exists that determines the correct effort estimation of effort needed. And clearly sufficient levels of motivation, work ethic, and follow up, at least in the chiropractic profession are clearly in shortage today. Setting your goals it one step. The first step. Reaching them is an entirely a different matter. It has nothing to do with education, talent, connections, personality, lucky breaks, money, technology, fancy machines, tools, or being in the right place at the right time. In every case in which a Chiropractor has reached success, sometimes massive success, I guarantee you he or she was putting massive effort behind the goals to reach them.
A main factor required for success and reaching your goals is your ability to estimate the right amount of effort necessary for you and your team to achieve your goals set. Everyone knows how important it is to set goals however most fail to correctly estimate the amount of energy and action necessary to accomplish the goal. Most grossly underestimate this. You have to figure in general it is going to take you on average "ten times" the amount of energy and effort on your part and the part of your team to get where your goal level is set.
I don't say this to discourage you or make you pessimistic, just being real with you so there are no illusions. Just be prepared. Tackle this as if your life depended on it. Many of us drift through this part as if setting a goal is the end. In reality it's the starting gate where you start busting your ass ten times harder then you ever have before in your life. Stop making excuses and adopt a "take no prisoners" attitude. Approach each goal with a "in it to win it mentality". Whatever it takes expansion mentality.
Sound too aggressive? Sorry it is reality and what is required to win in today's chiropractic environment. There are no bailouts, hand outs, unlimited insurance reimbursements or coverage. Success does t just happen. It is the result of relentless proper actions taken over time. Only those Chiropractors who operate with the appropriate view and corresponding actions will have success. Luck clearly has something to do with it however anyone who is getting lucky will tell you that their luck is in direct proportion to what they do and have done. The more aggressive action you take the luckier you become.
I challenge you to "get lucky."
STAFF BONUS SYSTEM ( Staff only , not Doctors )
1- Go back 3 months prior and get your averages in the following categories-. collections daily/weekly/monthly. production daily/weekly/monthly..patient visits daily/weekly/monthly..new pts daily/ weekly/monthly
2- Next set a dollar amount to the levels. I suggest $15 for each daily goal hit/ $25 for each weekly/ $50 for each monthly.
3- Go back to your averages AND MOVE THEM AHEAD APPROX 10-15% to get your new set/bonus level.
4- Each time it is hit, it immediately moves forward another 10-15% to form the new set/bonus level. It never stays the same.
5- This gives your staff mult ways to earn bonuses not just collections. For example lets say the second week of the new year you hit your set mark for new patients daily and weekly. And one collection level. The pay out to staff that week would be $15 times two = $30 plus one times $25. or a total of $55 cash bonus.
6- I suggest you paying out the bonus money the first and the 15th of each month to keep it exciting and interesting with staff engaged into it. Also if any level goes flat and you do not hit it for 90 days, you go back and re set it using the method listed in # 1 above.
NEW PATIENTS / PATIENT EDUCATION
WHO ARE YOUR BEST NEW PATIENTS? REFERRALS OF COURSE. HOW DO YOU GET PATIENTS TO REFER? EDUCATED THEM OF COURSE. HOW DO YOU DO THIS? FOLLOW THE BELOW OUTLINE.
A-PATIENT ENTERS YOUR OFFICE WITH A MUSCULOSKELETAL PROBLEM. CONSULT WITH THEM ON THIS AND TAKE NOTES ON A CONSULTATION CHECK LIST.
B-AFTER DISCUSSING THE SYMPTOMS AND THE PATIENTS CONCERNS, TURN THE TABLE TO ORGANIC BY ASKING THE 8 ORGANIC QUESTIONS. FOR EXAMPLE: "MS JONES, DOES YOUR LOW BACK PAIN CAUSE YOU
-INSOMNIA
-LOSS OF ENERGY
-TIREDNESS
-LACK OF MOTIVATION
-INDIGESTION
-DIZZINESS
-BLURRED VISION
-INTOLERANCE TO CERTAIN FOOD GROUPS. DAIRY ETC.
MAKE UP YOUR OWN ORGANIC QUESTIONS. THE PATIENT WILL USUALLY IDENTIFY AT LEAST ONE AS BEING POSITIVE.
C-ON EXAMINATION DROP THE SUBTLE HINT. FOR EXAMPLE, IF YOU HIT A HOT TRIGGER POINT, OR A STUCK JOINT, OR A SPASM, SAY "DOES THIS HURT? HUMMMM...THIS NERVE AREAS GOES TO YOUR STOMACH........HUMMMMMM."
D-ON REPORT OF FINDINGS ON DAY 2, PREFERABLE ON X RAY REVIEW, TIE THE SUBLUXATION DIRECTLY INTO THE ORGANIC FINDING. FOR EXAMPLE "SEE THIS BONE ON YOUR FILMS. IT IS OUT OF PLACE PINCHING A NERVE, AND THAT NERVE GOES TO YOUR STOMACH. I FEEL STRONGLY THAT THIS IS THE REASON YOU ARE HAVING INDIGESTION PROBLEMS WITH THIS LOW BACK PAIN."
E-TOUCH AND TELL. ON EVERY ADJUSTMENT, TIE THE BONE YOU AE ADJUSTING BACK TO THE ORGANIC CONDITION. "MS JONES I AM GLAD TO HAVE YOU HERE TODAY. THIS NERVE GOES TO YOUR STOMACH, WE NEED TO GET 10% OF THE PRESSURE OF OF IT SO YOUR STOMACH CAN WORK PROPERLY." THAT WAS A GOOD ADJUSTMENT, YOU NEEDED THAT. IT IS IMPORTANT FOR THAT NERVE TO WORK 100%. SEE YOU WEDNESDAY.
F-RE EXAMINE AND RE REPORT THE PATIENT EVERY 3-4 WEEKS. ON SEPARATE DAYS. TIE THE FINDINGS ONCE AGAIN BACK TO ORGANIC.
G-HAND THE PATIENTS 2 HEALTH PASS CARDS ALREADY FILLED OUT, SO THEY CAN REFER THEIR FAMILY OR FRIENDS IN TO YOU. MAKE CERTAIN YOU PUT A 14 DAY EXPIRATION DATE ON IT AT THE LATEST.
THERE YOU HAVE IT. THIS IS HOW YOU BUILD THE FOUNDATION TO A REFERRAL PRACTICE. ORGANIC PATIENTS REFER WITH OUT PAIN. MUSCLOSKELETAL PATIENT WAIT UNTIL THEY ARE DYING WITH PAIN, AND EVEN THEN MIGHT NOT COME IN.
NEW PATIENTS / LECTURING BASICS
Lecturing is one of the most effective and time efficient ways to gain new patients. However doing it effectively is vital. At what point would you stop listening to a speaker who opens with: "So, OK, I wanted to just briefly, you know, give you an overview, I think ..." Increase your own clarity and look more like a leader by eliminating these four influence killers in your own speech:
1. Saying "so" when you begin speaking. It's a little word with a big impact. When you start with "so," you're tentatively asking for permission to be heard. It's the metaphorical equivalent of raising your hand. Eliminate your "so" starters: Say a person's name instead. When directly addressing one person, instead of saying "So here's an overview," say "Jamie, here's an overview." Address the entire audience. When you're addressing a group, you might say something like, "Thank you all for your comments in preparation for this meeting." Pause before speaking. Breathe, and then begin intentionally. You'll look thoughtful and grounded. Prepare your first sentence ahead of time. For example, you could state the purpose of the meeting, "Our purpose today is to ensure the overview matches the goals we set out to achieve."
2. Using filler words. Words such as "you know," "kind of," "um," "ah," and "er" are fillers because they don't convey meaning. Most people have embedded their favorite filler word or phrase so deeply into their speech that they don't notice it anymore. While the occasional filler word is unavoidable (and may be a sign you're speaking conscientiously), an abundance of them give the impression you're uncertain.
Trash the fillers: Analyze your speech. With permission from the other person, record a conversation. When you play back the recording, count how many fillers you used, noting each type. Do you use fillers throughout your speech or only in particular places? Knowing when you use them can help you understand why you use them. Create an antidote. Depending on when you use fillers, you might have different antidotes. For instance, if you use "ums" instead of periods at the end of each sentence, visualize the period at the end of the sentence and consciously take a breath instead.
Eliminate one at a time. If you have a diverse vocabulary of fillers, trash one filler at a time. Paying attention to too many will distract and frustrate you. Ask a friend for help. Ask a trusted colleague to cue you when they notice you using your favorite filler. Play back your conversations. Keep recording your conversations and notice any progress. With regular listening, you'll be able to anticipate when you're about to filler-ize your sentence and stop yourself. Gmail users can try the Just Not Sorry add-on to eliminate fillers in their emails.
3. Asking permission. When you say "I want to" or "I'd like to," you may come across as diffident, and listeners may become impatient for what you actually want to say. Don't say, "I want to show you a chart with our competitive analysis." You can simply say, "Here's a chart with our competitive analysis." Be stingy with your wants: Distinguish between a want and a statement. "I want to sleep now. Would you please turn down the TV?" is a want. "Here's our competitive analysis" is a statement.
4. Using "I think" as a qualifier. When you frequently use "I think," you sound unsure--like you're trying to establish your competence. James Pennebaker, a psychology professor at UT Austin, who studies how we speak, shows in his research that frequent use of the word "I" lowers a person's perceived status.
Reduce your "I think" count: State your opinion. Your audience will assume that what you're saying is based on what you think. End with assurance. Qualifying your statement at the end will equally undermine its credibility. In a fast-paced, limited-attention-span world, you won't get a large word budget. Crisper speech is interpreted as crisper thinking. You'll be more effective and get more done if people can understand and act on what you say.
Clean speech isn't window dressing; it's a powerful leadership tool for being heard, influencing others, and, ultimately, getting what you want.
LIVE CHAT ROOM
-Our next is MAY 1ST. The Topic will be : MOTIVATION. KINDING, KEEPING AND SHARING IT / PART 3
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
The way you view success is just as important as how you approach success. Unlike a product that is manufactured and inventoried, there is no limit as to how much success can be created. In reality most Chiropractors look at success as though it is somehow a scarcity. Success is not a lottery, bingo, a horse race, or a card game that allows for only one winner. Success is created by Chiropractors who have no limits in terms of ideas, creativity, ingenuity, talent, intelligence, persistence and determination. Notice that success is something that is created not acquired. Unlike items that already exist success is something people must make.
Experience tells me the biggest reason Chiropractors never reach their success potential is "shortage thinking" or as we have discussed prior "contraction thinking". I have found that most if not all shortages with Chiropractors are manufactured shortages on the part of the Chiropractor. You have to rid yourself of the concept that your success is or can be restricted in any way. If you operate under this notion it will hurt your ability to create success for yourself. To get beyond the shortage myth you have to shift your thinking from contraction mentality to opportunity mentality. Do you get inspired when you see another chiropractor have success that has perhaps eluded you? Or do you assume the worst, have envy?
Seeing success invigorates Chiropractors with expansion mentality. It should reduce belief that your ability to accomplish something similar or greater is "impossible." There is no shortage of success in Chiropractic, it is entirely possible for anyone. Sure it's not easy. It's downright hard as heck. However outrageous success if available to each and every one of us. So erase any concept you might have that success is limited and only available in certain amounts. The second you start thinking in terms of loss, retreat or contraction you limit yourself by your very thinking. This is the time when you must discipline yourself and your thinking to equate any success with the possibilities for more success.
I believe that success is your ethical, moral and fiscal responsibility. Make success your commitment, your duty. Doing so will motivate the most creative parts of you to open your mind to the solution and the way to create success in abundant amounts.
RECALL SCRIPT FOR YOUR STAFF OR DOCTOR
GO THOUGH YOUR MISSING PATIENT FILES STARTING WITH THE LETTER “A”. CALL 5 MISSING PATIENTS PER DAY UNTIL YOU CONTACT ALL OF THEM.
"HI MS JONES, THIS IS DOC JAY FROM CHIRO ASSOCIATES. HOW R YOU? I WAS GOING THRU SOME FILES YESTERDAY AND CAME ACROSS YOURS, AND NOTICED U HAVE NOT BEEN IN, IN A WHILE. HOW IS YOUR HEALTH? I WAS CONCERNED. ---BLA BLA TALK..LISTEN...
YOU KNOW JUST LIKE GETTING YOUR TEETH CHECKED ..EATING HEALTHY FOOD, EXCERCISE, IT IS VITAL TO GET YOUR SPINE CHECKED TO KEEP IT HEALTHY. RATHER THAT WAITING UNTIL YOU ARE DOUBLED OVER IN PAIN, AND NEED EXTENSIVE AND EXPENSIVE TREATMENT. THE KEY IS KEEPING THE PRESSURE OFF YOUR NERVES, THAT GO TO ALL OF YOUR INTERNAL ORGANS, RATHER THAT WAITING UNTIL IT CUTS OFF THE NERVE FLOW THEN U FEE PAIN.
I HAVE A FEW OPENINGS THIS WEEK AND WOULD BE HAPPY TO CHECK YOU, AND SINCE YOU ARE SUCH A GREAT PATIENT, I WILL DO THAT COMPLIMENTARY...WHAT DAY IS BEST FOR YOU?
4/26/17 INTERMEDIATE NEW PATIENT PROJECT
PATIENT EDUCATION/ SMOKE ALARM DRILL
THIS SHOULD BE DONE ON THE FOLLOWING OCCASIONS:
1-RE REPORT
2-HEALTH CARE CLASS
3-EVERY OTHER WEEK
4-WHEN THE PATIENT WANTS TO REDUCE CARE
GO TO HOME DEPOT AND GET A SMOKE ALARM.THEY COST 8 BUCKS.I WOULD GET ON FOR EVERY ROOM IN THE CLINIC.THIS IS A CHEAP RETENTION DRILL, THAT WORKS AS GOOD AS YOUR MOST EXPENSIVE MACHINES.I AM NOT A ROCKET SCIENTIST BUT 8 BUCKS IS BETTER THAN 12 GRAND IS IT NOT? NOT THAT THE 12 GRAND MACHINES ARE NOT EXCELLENT.THE PROBLEM IS THAT BY NATURE WE LOOK FOR SOLUTIONS OUTSIDE OF OURSELVES. WHEN THE KEY MOST OF THE TIME IS INSIDE OURSELVES. KEEP THE SMOKE ALARMS IN THEIR PLASTIC PACS SO THE BATTERY WILL STICK STAY THE ALARM AND YOU WONT LOOSE IT..
HERE IS HOW IT GOES...........
"MR. JONES LETS PRETEND THAT THIS SMOKE ALARM WENT OFF IN THIS ROOM. WHAT WOULD THAT MEAN? NOW WHAT WOULD YOU THINK OR SAY IF I PULLED OUT THE BATTERY.........AND TOLD YOU IT WAS OKAY TO STAY? WELL I AGREE WITH YOU, THAT WOULD BE CRAZY!! THE REASON I MENTION THIS TO YOU IS BECAUSE PAIN IS JUST THE SAME AS THIS BATTERY IN THE FIRE ALARM. IT IS AN INDICATOR, NO MORE.
SO ALTHOUGH YOU ARE FEELING GOOD, OR BETTER, I DIDN'T WANT YOU TO GET CONFUSED AND THING YOU WERE BETTER OR FIXED, BECAUSE ALL WE HAVE DONE TO THIS POINT IS GET RID OF THE INDICATOR OR THE SYMPTOM. THE PROBLEM, THE SUBLUXATION PINCHING THE NERVE, IS STILL THERE.
SO IF I WERE A GOOD FIREMAN, AFTER I GOT THE ALARM OFF, WE WOULD LOOK FOR THE FIRE RIGHT? AND WE WOULD PUT IT OUT WHEN WE FOUND IT RIGHT? THAT'S CORRECT. SO NOW THAT YOUR PAIN IS GOING AWAY, WHAT WE ARE DOING NOW, IT GETTING THE PRESSURE OFF OF THE NERVE. IT JUST SO HAPPENS THAT THIS PARTICULAR NERVE THAT IS PINCHED IN YOUR BACK, GOES TO AND CONTROLS YOUR HEART. NOW DO YOU THINK HAVING 100% NERVE FLOW OT YOUR HEART IS IMPORTANT? WHY?
SO AFTER WE GET THE PRESSURE OFF THE NERVE, WE DON'T WANT THE PRESSURE TO GO RIGHT BACK ON THAT NERVE. BECAUSE AS YOU MENTION AND I AGREE WE NEED TO HAVE 100% NERVE FLOW ALWAYS TO YOUR HEART. SO WE WANT YOU TO BE OUT OF PAIN....GET THE PRESSURE OF THE NERVE, AND KEEP PRESSURE OF THE NERVE TO YOUR HEART, AND KEEP YOU WITH 100% NERVE FLOW.TO THE HEART .
NOW, HOW LONG DO YOU THINK IT WOULD BE IMPORTANT TO KEEP PRESSURE OFF THE NERVE TO YOUR HEART? THAT'S CORRECT.SO KEEPING YOU WELL FOR THE REST OF YOUR LIFE IS OUR ULTIMATE GOAL.
IF YOU WERE TO ASK ME HOW YOU WERE DOING THEN, I WOULD SAY WE ARE RIGHT ON SCHEDULE.AND WE ARE NOT GOING TO CHANGE ANYTHING JUST YET. I JUST WISH ALL OF MY PATIENTS WERE JUST LIKE YOU ARE. WE APPRECIATE HAVING YOU AS A PATIENTS, AND ENJOY EACH AND EVERY VISIT YOU ARE HERE. HOP UP ON THAT TABLE...........
EDUCATED PATIENTS ARE REFERRING PATIENTS! HINT!
4/26/17 ADVANCED NEW PATIENT PROJECT
DEVELOPING THE PERSONAL INJURY SIDE OF YOUR PRACTICE.
There is no magic bullet. It’s all about establishing a personal relationship. Here is how it is done:
1- Get a list of pi attnys in a 5-10 mile radius
2- Call them up and speak to either them or their paralegal
3- Tell them you either have pi patients or are establishing a pi practice and are looking for an attny that is accepting new pi business. Ask if they are accepting new clients?
4- If they have half a brain they will say yes.
5- Sent up a lunch meeting. Talk about mutual referrals. Discuss why you are the expert. Share that you will work with the attny if needed on the bill.
6- Establish a friendship/ relationship.
7- ASAP send this attny a patient and follow up.
8- Follow up in 30 days.
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Effective Patient Communication
-Goals
-Staff Bonus
-Patient Education
-New Patients / Lecturing basics
-Live Teleseminar
-Live Videos/ Office Procedures
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”Communication”
4-Review the below section on ”New Patients /Lecturing Basics ”
MOTIVATION
It’s important that we forgive ourselves for making mistakes. We need to learn from our errors and move forward. Make a pact with yourself today to not be defined by your past. Sometimes the greatest thing to come out of all your hard work isn’t what you get for it, but what you learn from it. A happy, successful life, after all, is not a life absent of problems, but one that’s been able to rise above them.
MESSAGE FROM DR JAY
One of the key roles any leader plays is finding ways to motivate your team to reach your practice goals. But the secret to motivating people is, wait for it .....that you can't do it. I have studied this issue by talking to and working with thousands of people over many years and the one thing everyone can agree on is that you can't motivate someone to do what they don't want to do. What you need to do instead is find out what people want and then show them how they can get it. Motivation is intrinsic. People get excited about pursuing a goal when it's in their own self-interest. As a leader, the trick is to see if you can find an alignment between what your people want and what will help grow the organization.
The upside is that if you can tap into the underlying desires people have, you will get amazing performances in return from them. The first step in finding what motivates someone is to make the time to listen to him or her and find out what they actually want out of their job. Now you might be thinking that's simple: everyone wants more money, a bigger title, time off, and an easy job. But those things don't really hold true for most people. It's been my experience that the vast majority of folks want fair compensation and opportunities to pursue challenging and interesting work because we all need to do something during our time on this planet. Some people are driven by mental stimulation, others by meeting lots of people and connecting - people are all different.
The key is to not make assumptions about what you think someone wants; this isn't about employing a command-and-control approach where you give them orders to charge a hill. Rather, you need to actually ask them what they want. Maybe they do want a new job in the office, or maybe even more time to spend with their family. Maybe it's about making more money to buy a new truck or send their kid to college. The point is you won't know what truly motivates someone until you make the time to understand what he or she wants from life.
That leads us to the second step: show people how they can get what they want. Now this might take some creativity on your part. If someone wants more money, you'll need to come up with the plan of attack that if they do what you ask them to, they will receive their reward in return. The final secret of being a great leader is to find ways that allow your people to get what they want while also benefiting the practice. That rule doesn't apply to just the office either. It can work in our personal lives as well.
Again, the real secret to motivating people is finding a way to find alignment between their personal goals and your desired outcomes. When you can do that, everyone wins.
EFFECTIVE PATIENT COMMUICATION
No matter how successful you are, jobs, practice, self-employment, managing family and social life are all very stressful for most people. All of these stresses are chronic and can lead to dysfunctional patterns in how we cope with stress. I wanted to share some thoughts on one of those patterns: isolation. We all have triggers in our lives; things that take our stress from 0 to 60 in a moment or things that cause a slow burn within us. Each of us is unique but our triggers tend to arise in our relationships to 4 key areas of life. You cannot avoid these areas they are part of the human experience.
1. Food (fitness, exercise, body image etc.)
2. Relationships (staff, spouse, kids, social and sexual)
3. Money (too much, too little, hard to get hard to manage etc.)
4. Authority (perception of the world and relationship to instructions)
If we have the capacity, which takes training for most people, to be aware of and able to express our emotions in a reasonable timeframe we can cope with the triggers and stress efficiently. If we cannot, denial tends to creep in as a temporary means to control the trigger. Denial is hard to maintain, it requires an incredible amount of our energy and robs us of our real power.
Denial fixates and is maintained in three polarities:
1. Emotional Rumination, we’re not really having our feelings or doing anything about the triggers; instead we sit, chewing over situations with “next time I’ll say….” , “I can’t believe she said….”. We are like a cow standing in a field chewing it’s our vomit over and over.
2. Right and Righteous, we become right and often righteous in our opinions about whatever the trigger was. For example if the trigger was someone telling us we were wrong or made a mistake we develop a righteous view with “who are they to tell me that I’m wrong” and we proceed to ruminate over all the ways we are better or smarter that the other person.
3. Victim Cycle, instead of blaming other we blame ourselves and or our circumstances. “If I was smarter, if I studied more, if I was a better person then this wouldn’t happen to me”. Victims want to be saved so we look at everything outside of ourselves as a possible savior.
You can be on one or more of these states ate the same time. You can also go in out of these states throughout the day depending on how preset the triggers are AND how you are thinking about them. The key thing to understand is that while you are in these reactive states you are isolated.
The only way out of isolation is through communication. ( Courtesy Eric Smith DC )
GOALS
Goal setting, target attainment and taking action are not taught in schools, management classes, leadership training or the weekend conference. No formula exists that determines the correct effort estimation of effort needed. And clearly sufficient levels of motivation, work ethic, and follow up, at least in the chiropractic profession are clearly in shortage today. Setting your goals it one step. The first step. Reaching them is an entirely a different matter. It has nothing to do with education, talent, connections, personality, lucky breaks, money, technology, fancy machines, tools, or being in the right place at the right time. In every case in which a Chiropractor has reached success, sometimes massive success, I guarantee you he or she was putting massive effort behind the goals to reach them.
A main factor required for success and reaching your goals is your ability to estimate the right amount of effort necessary for you and your team to achieve your goals set. Everyone knows how important it is to set goals however most fail to correctly estimate the amount of energy and action necessary to accomplish the goal. Most grossly underestimate this. You have to figure in general it is going to take you on average "ten times" the amount of energy and effort on your part and the part of your team to get where your goal level is set.
I don't say this to discourage you or make you pessimistic, just being real with you so there are no illusions. Just be prepared. Tackle this as if your life depended on it. Many of us drift through this part as if setting a goal is the end. In reality it's the starting gate where you start busting your ass ten times harder then you ever have before in your life. Stop making excuses and adopt a "take no prisoners" attitude. Approach each goal with a "in it to win it mentality". Whatever it takes expansion mentality.
Sound too aggressive? Sorry it is reality and what is required to win in today's chiropractic environment. There are no bailouts, hand outs, unlimited insurance reimbursements or coverage. Success does t just happen. It is the result of relentless proper actions taken over time. Only those Chiropractors who operate with the appropriate view and corresponding actions will have success. Luck clearly has something to do with it however anyone who is getting lucky will tell you that their luck is in direct proportion to what they do and have done. The more aggressive action you take the luckier you become.
I challenge you to "get lucky."
STAFF BONUS SYSTEM ( Staff only , not Doctors )
1- Go back 3 months prior and get your averages in the following categories-. collections daily/weekly/monthly. production daily/weekly/monthly..patient visits daily/weekly/monthly..new pts daily/ weekly/monthly
2- Next set a dollar amount to the levels. I suggest $15 for each daily goal hit/ $25 for each weekly/ $50 for each monthly.
3- Go back to your averages AND MOVE THEM AHEAD APPROX 10-15% to get your new set/bonus level.
4- Each time it is hit, it immediately moves forward another 10-15% to form the new set/bonus level. It never stays the same.
5- This gives your staff mult ways to earn bonuses not just collections. For example lets say the second week of the new year you hit your set mark for new patients daily and weekly. And one collection level. The pay out to staff that week would be $15 times two = $30 plus one times $25. or a total of $55 cash bonus.
6- I suggest you paying out the bonus money the first and the 15th of each month to keep it exciting and interesting with staff engaged into it. Also if any level goes flat and you do not hit it for 90 days, you go back and re set it using the method listed in # 1 above.
NEW PATIENTS / PATIENT EDUCATION
WHO ARE YOUR BEST NEW PATIENTS? REFERRALS OF COURSE. HOW DO YOU GET PATIENTS TO REFER? EDUCATED THEM OF COURSE. HOW DO YOU DO THIS? FOLLOW THE BELOW OUTLINE.
A-PATIENT ENTERS YOUR OFFICE WITH A MUSCULOSKELETAL PROBLEM. CONSULT WITH THEM ON THIS AND TAKE NOTES ON A CONSULTATION CHECK LIST.
B-AFTER DISCUSSING THE SYMPTOMS AND THE PATIENTS CONCERNS, TURN THE TABLE TO ORGANIC BY ASKING THE 8 ORGANIC QUESTIONS. FOR EXAMPLE: "MS JONES, DOES YOUR LOW BACK PAIN CAUSE YOU
-INSOMNIA
-LOSS OF ENERGY
-TIREDNESS
-LACK OF MOTIVATION
-INDIGESTION
-DIZZINESS
-BLURRED VISION
-INTOLERANCE TO CERTAIN FOOD GROUPS. DAIRY ETC.
MAKE UP YOUR OWN ORGANIC QUESTIONS. THE PATIENT WILL USUALLY IDENTIFY AT LEAST ONE AS BEING POSITIVE.
C-ON EXAMINATION DROP THE SUBTLE HINT. FOR EXAMPLE, IF YOU HIT A HOT TRIGGER POINT, OR A STUCK JOINT, OR A SPASM, SAY "DOES THIS HURT? HUMMMM...THIS NERVE AREAS GOES TO YOUR STOMACH........HUMMMMMM."
D-ON REPORT OF FINDINGS ON DAY 2, PREFERABLE ON X RAY REVIEW, TIE THE SUBLUXATION DIRECTLY INTO THE ORGANIC FINDING. FOR EXAMPLE "SEE THIS BONE ON YOUR FILMS. IT IS OUT OF PLACE PINCHING A NERVE, AND THAT NERVE GOES TO YOUR STOMACH. I FEEL STRONGLY THAT THIS IS THE REASON YOU ARE HAVING INDIGESTION PROBLEMS WITH THIS LOW BACK PAIN."
E-TOUCH AND TELL. ON EVERY ADJUSTMENT, TIE THE BONE YOU AE ADJUSTING BACK TO THE ORGANIC CONDITION. "MS JONES I AM GLAD TO HAVE YOU HERE TODAY. THIS NERVE GOES TO YOUR STOMACH, WE NEED TO GET 10% OF THE PRESSURE OF OF IT SO YOUR STOMACH CAN WORK PROPERLY." THAT WAS A GOOD ADJUSTMENT, YOU NEEDED THAT. IT IS IMPORTANT FOR THAT NERVE TO WORK 100%. SEE YOU WEDNESDAY.
F-RE EXAMINE AND RE REPORT THE PATIENT EVERY 3-4 WEEKS. ON SEPARATE DAYS. TIE THE FINDINGS ONCE AGAIN BACK TO ORGANIC.
G-HAND THE PATIENTS 2 HEALTH PASS CARDS ALREADY FILLED OUT, SO THEY CAN REFER THEIR FAMILY OR FRIENDS IN TO YOU. MAKE CERTAIN YOU PUT A 14 DAY EXPIRATION DATE ON IT AT THE LATEST.
THERE YOU HAVE IT. THIS IS HOW YOU BUILD THE FOUNDATION TO A REFERRAL PRACTICE. ORGANIC PATIENTS REFER WITH OUT PAIN. MUSCLOSKELETAL PATIENT WAIT UNTIL THEY ARE DYING WITH PAIN, AND EVEN THEN MIGHT NOT COME IN.
NEW PATIENTS / LECTURING BASICS
Lecturing is one of the most effective and time efficient ways to gain new patients. However doing it effectively is vital. At what point would you stop listening to a speaker who opens with: "So, OK, I wanted to just briefly, you know, give you an overview, I think ..." Increase your own clarity and look more like a leader by eliminating these four influence killers in your own speech:
1. Saying "so" when you begin speaking. It's a little word with a big impact. When you start with "so," you're tentatively asking for permission to be heard. It's the metaphorical equivalent of raising your hand. Eliminate your "so" starters: Say a person's name instead. When directly addressing one person, instead of saying "So here's an overview," say "Jamie, here's an overview." Address the entire audience. When you're addressing a group, you might say something like, "Thank you all for your comments in preparation for this meeting." Pause before speaking. Breathe, and then begin intentionally. You'll look thoughtful and grounded. Prepare your first sentence ahead of time. For example, you could state the purpose of the meeting, "Our purpose today is to ensure the overview matches the goals we set out to achieve."
2. Using filler words. Words such as "you know," "kind of," "um," "ah," and "er" are fillers because they don't convey meaning. Most people have embedded their favorite filler word or phrase so deeply into their speech that they don't notice it anymore. While the occasional filler word is unavoidable (and may be a sign you're speaking conscientiously), an abundance of them give the impression you're uncertain.
Trash the fillers: Analyze your speech. With permission from the other person, record a conversation. When you play back the recording, count how many fillers you used, noting each type. Do you use fillers throughout your speech or only in particular places? Knowing when you use them can help you understand why you use them. Create an antidote. Depending on when you use fillers, you might have different antidotes. For instance, if you use "ums" instead of periods at the end of each sentence, visualize the period at the end of the sentence and consciously take a breath instead.
Eliminate one at a time. If you have a diverse vocabulary of fillers, trash one filler at a time. Paying attention to too many will distract and frustrate you. Ask a friend for help. Ask a trusted colleague to cue you when they notice you using your favorite filler. Play back your conversations. Keep recording your conversations and notice any progress. With regular listening, you'll be able to anticipate when you're about to filler-ize your sentence and stop yourself. Gmail users can try the Just Not Sorry add-on to eliminate fillers in their emails.
3. Asking permission. When you say "I want to" or "I'd like to," you may come across as diffident, and listeners may become impatient for what you actually want to say. Don't say, "I want to show you a chart with our competitive analysis." You can simply say, "Here's a chart with our competitive analysis." Be stingy with your wants: Distinguish between a want and a statement. "I want to sleep now. Would you please turn down the TV?" is a want. "Here's our competitive analysis" is a statement.
4. Using "I think" as a qualifier. When you frequently use "I think," you sound unsure--like you're trying to establish your competence. James Pennebaker, a psychology professor at UT Austin, who studies how we speak, shows in his research that frequent use of the word "I" lowers a person's perceived status.
Reduce your "I think" count: State your opinion. Your audience will assume that what you're saying is based on what you think. End with assurance. Qualifying your statement at the end will equally undermine its credibility. In a fast-paced, limited-attention-span world, you won't get a large word budget. Crisper speech is interpreted as crisper thinking. You'll be more effective and get more done if people can understand and act on what you say.
Clean speech isn't window dressing; it's a powerful leadership tool for being heard, influencing others, and, ultimately, getting what you want.
LIVE CHAT ROOM
-Our next is MAY 1ST. The Topic will be : MOTIVATION. KINDING, KEEPING AND SHARING IT / PART 3
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
The way you view success is just as important as how you approach success. Unlike a product that is manufactured and inventoried, there is no limit as to how much success can be created. In reality most Chiropractors look at success as though it is somehow a scarcity. Success is not a lottery, bingo, a horse race, or a card game that allows for only one winner. Success is created by Chiropractors who have no limits in terms of ideas, creativity, ingenuity, talent, intelligence, persistence and determination. Notice that success is something that is created not acquired. Unlike items that already exist success is something people must make.
Experience tells me the biggest reason Chiropractors never reach their success potential is "shortage thinking" or as we have discussed prior "contraction thinking". I have found that most if not all shortages with Chiropractors are manufactured shortages on the part of the Chiropractor. You have to rid yourself of the concept that your success is or can be restricted in any way. If you operate under this notion it will hurt your ability to create success for yourself. To get beyond the shortage myth you have to shift your thinking from contraction mentality to opportunity mentality. Do you get inspired when you see another chiropractor have success that has perhaps eluded you? Or do you assume the worst, have envy?
Seeing success invigorates Chiropractors with expansion mentality. It should reduce belief that your ability to accomplish something similar or greater is "impossible." There is no shortage of success in Chiropractic, it is entirely possible for anyone. Sure it's not easy. It's downright hard as heck. However outrageous success if available to each and every one of us. So erase any concept you might have that success is limited and only available in certain amounts. The second you start thinking in terms of loss, retreat or contraction you limit yourself by your very thinking. This is the time when you must discipline yourself and your thinking to equate any success with the possibilities for more success.
I believe that success is your ethical, moral and fiscal responsibility. Make success your commitment, your duty. Doing so will motivate the most creative parts of you to open your mind to the solution and the way to create success in abundant amounts.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-51 Steps to office performance / office procedure
-Practice basics / Patient excuses
-Patient Education
-Increasing Staff Performance
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” 51 Steps Practice Management”
4-Review the below section on ” Patient Excuses ”
MOTIVATION
Your attitude determines the state of the world you live in. It is the foundation for every success and every failure you have had and will have. It will make you or break you. Your attitude controls your life. But the good news? You control your attitude. Attitude creates the way you feel about people and situations. Your actions are a result of your attitude—which in turn creates a reaction from others.It is your attitude toward others and the universe that determines the resulting attitude toward you. Have a positive, joyful attitude and you’ll have positive, joyful results. Put out a bad, negative attitude and you’ve failed before you begin. Basically, what you think is you get. I know it sounds simple, but, the truth is, it is!
MESSAGE FROM DR JAY
Napoleon Hill's 17 Principles of Personal Achievement / Whatever the mind can conceive and believe, the mind can achieve. These 17 success principles have direct application on your Chiropractic success today! Please print and study these timeless principles. Watch your practice and life grow!
Lesson 1: Definiteness of Purpose. Definiteness of purpose is the starting point of all achievement. Without a purpose and a plan, people drift aimlessly through life.
Lesson 2: Mastermind Alliance. The Mastermind principle consists of an alliance of two or more minds working in perfect harmony for the attainment of a common definite objective. Success does not come without the cooperation of others.
Lesson 3: Applied Faith. Faith is a state of mind through which your aims, desires, plans and purposes may be translated into their physical or financial equivalent.
Lesson 4: Going the Extra Mile. When you go the extra mile, the Law of Compensation comes into play. Going the extra mile is the action of rendering more and better service than that for which you are presently paid. When you go the extra mile, the Law of Compensation comes into play.
Lesson 5: Pleasing Personality. Personality is the sum total of one’s mental, spiritual and physical traits and habits that distinguish one from all others. It is the factor that determines whether one is liked or disliked by others.
Lesson 6: Personal Initiative. Personal initiative is the power that inspires the completion of that which one begins. It is the power that starts all action. No person is free until he learns to do his own thinking and gains the courage to act on his own.
Lesson 7: Positive Mental Attitude. Positive mental attitude is the right mental attitude in all circumstances. Success attracts more success while failure attracts more failure.
Lesson 8: Enthusiasm. Enthusiasm is faith in action. It is the intense emotion known as burning desire. It comes from within, although it radiates outwardly in the expression of one’s voice and countenance.
Lesson 9: Self-Discipline. If you do not control your thoughts, you cannot control your needs. Self-discipline begins with the mastery of thought. If you do not control your thoughts, you cannot control your needs. Self-discipline calls for a balancing of the emotions of your heart with the reasoning faculty of your head.
Lesson 10: Accurate Thinking. The power of thought is the most dangerous or the most beneficial power available to man, depending on how it is used.
Lesson 11: Controlled Attention. Controlled attention leads to mastery in any type of human endeavor, because it enables one to focus the powers of his mind upon the attainment of a definite objective and to keep it so directed at will.
Lesson 12: Teamwork. Teamwork is harmonious cooperation that is willing, voluntary and free. Whenever the spirit of teamwork is the dominating influence in business or industry, success is inevitable. Harmonious cooperation is a priceless asset that you can acquire in proportion to your giving.
Lesson 13: Adversity & Defeat. Many so-called failures represent only a temporary defeat that may prove to be a blessing in disguise. Individual success usually is in exact proportion of the scope of the defeat the individual has experienced and mastered. Many so-called failures represent only a temporary defeat that may prove to be a blessing in disguise.
Lesson 14: Creative Vision. Creative vision is developed by the free and fearless use of one’s imagination. It is not a miraculous quality with which one is gifted or is not gifted at birth.
Lesson 15: Health. Sound health begins with a sound health consciousness, just as financial success begins with a prosperity consciousness.
Lesson 16: Budgeting Time & Money. Time and money are precious resources, and few people striving for success ever believe they possess either one in excess.
Lesson 17: Habits. Developing and establishing positive habits leads to peace of mind, health and financial security. You are where you are because of your established habits and thoughts and deeds.
P.S. Did you know there was a huge difference in working hard and working smart? I think every doctor I have ever worked with felt they worked hard. And for the most part, I agree. But working hard will not make you successful. Working smart does. Look at what you are doing. Are you working hard, but getting further behind? It just might be that you are not working as smart as you could be.
If you work smart, you don’t have to work quite as hard. Pretend you are trying to move a large and heavy table. You can get 8 guys to help you move it. Or you can get one guy to help and use a dolly for leverage. Look at your practice. Do you have a team of 8 working hard, when perhaps you just need one and a dolly? The projects I share with you each week are designed to get you to work smart, not harder. If you work hard day in and day out, you get fatigue. If you work smart day in and day out, you get energized. Please review this week’s Success plan for some smart ideas to build your practice.
51 STEPS TO A SUCCESFUL PRACTICE
JUST A REMINDER TO REVIEW THESE REGULARLY AND OFTEN WITH YOUR TEAM AND SEE HOW CLOSELY YOU ARE ADHERING TO THIS PROVEN SERIES OF PROCEDURES. WHERE ARE YOU WITH THE 51 STEPS? THEY CAN MAKE YOU A WINNER.
1. Patient makes phone call to office.
2. CA answers phone and makes the appointment.
a. Gets name
b. Gets phone number
c. Gets referring patient's name
d. Makes referral statement
e. Finds out what kind of patient
(w/Comp., P.I., Regular)
f. Gives instructions on how to get to office
g. Tells patient she/he is happy to talk to her/him
3. Patient walks in front door.
4. CA greets patient.
5. Patient fills out entry forms.
6. CA puts patient in consultation room.
7. Doctor greets patient.
8. Doctor makes referral statement.
9. Doctor does consultation.
10. Doctor says "WOW" factors.
11. Doctor does complete physical, orthopedic, neurological and chiropractic exam.
12. Doctor makes X-ray statement.
13. Doctor does X-ray.
14. Emergency Case - Doctor treats patient.
15. Routine Case - Doctor releases patient.
a. Takes several hours, etc.
1. Builds value
2. Develops X-rays - analysis process
3. Full report - tomorrow
b. Doctor handles fee - talks about money after services provided/not before
c. Doctor hands office brochure with appropriate financial pamphlet to patient
d. Doctor makes insurance statement
e. Doctor gets patient to bring spouse
f. Doctor makes "WOW" statement
16. CA collects money.
17. CA makes appointment for following day.
18. Patient returns - CA greets patients.
19. CA puts patient in room.
20. CA plays pre-report tape.
21. Doctor greets patient and spouse.
22. Doctor make "WOW" statement / Doctor makes value - changing statement. ("It is important to have the family together in times like this.")
23. Doctor gives the report.
24. Doctor makes long-term recommendation based on long-term corrections and not short-term relief.
25. Doctor asks, "Do you have any question?"
26. Associate Doctor assigns case and makes specialist recommendations.
27. Makes lay lecture statement.
28. Writes down recommendations on patient records on a separate piece of paper.
29. Puts patient into treatment room.
30. Patient gets into gown or removes shirt.
31. Posts X-ray on view box (treatment room).
32. Gives CA the multi-appointment schedule.
33. Treats patient
a. Use touch and tell
b. Give patient instructions sheet - Do's and Don'ts
c. Give patient emergency card
d. Give patient lay lecture coupon
e. Make "WOW" factors statement
34. Patient returns to front desk.
35. CA gives patient 12 multiple appointments.
36. CA takes multi-appointment paper and puts on a spindle which is transferred into an appointment book no later than closing time each day.
37. Ca takes patient's information or billing instructions.
38. Doctor calls patient at end of day –
39. Thirty days later - Doctor treats patient and schedules patient for re-examination to measure patient improvement.
40. Doctor sticks Post-it to patient's travel card and writes re-exam date.
41. CA puts patient into re-exam room.
42. Doctor greets patient.
43. Doctor consults patient.
44. Doctor re-examines patient.
45. Doctor treats patient.
46. Doctor schedules patient for re-report following visit.
47. Doctor writes on Post-it - re-report date.
48. CA schedules patient for next re-report.
49. CA puts patient in treatment room.
50. Doctor greets patient.
51. Doctor gives strong re-report.
I CANNOT EMPHASIZE ENOUGH THE IMPORTANCE OF OWNING THE CONCEPT OF THESE 51 STEPS.
PRACTICE MANAGEMENT BASICS
WHAT IS THE DIFFERENCE BETWEEN A PATIENT STALLING AND OBJECTING? TWO ANSWERS. A STALL IS "I WANT TO THINK ABOUT THIS," OR "I HAVE TO MEET WITH MY SPOUSE AND DISCUSS THIS." BOTH ARE PUT OFFS WHICH BASICALLY SAYS "YOU HAVEN’T SOLD ME YET." MAYBE THEY PERCEIVE TOO HIGH A RISK. MAYBE THEY THINK THEY CAN GET IT SOMEWHERE CHEAPER. MAYBE THEY DON’T HAVE ENOUGH CONFIDENCE IN YOU TO GO FORWARD. MAYBE THEY ARE NOT THE DECISION MAKER. THE BOTTOM LINE IS YOU PROBABLY HAVE NOT PROVEN ENOUGH VALUE. YOU HAVEN’T SHOWN ENOUGH DIFFERENCE BETWEEN YOU AND THE MEDICAL DOC DOWN THE STREET, OR THE OTHER CHIRO UP THE STREET IN THEIR INSURANCE PLAN. IN A NUTSHELL, WE DON’T HAVE THE TRUST OF THE POTENTIAL PATIENT AS OF YET.
OBJECTIONS OF THE PATIENT OF ANY KIND ARE INDICATORS THAT THEY WANT CARE. THEY MAY JUST NOT WANT THE CARE FROM YOU. THE BOTTOM LINE IS CONVERSION. YOU HAVE TO CONVERT THEIR LACK OF CONFIDENCE, TRUST, AND LACK OF PERCEIVED VALUE. A STALL IS EASY TO CONVERT. AN OBJECTION MAY TAKE MORE WORK. BUT BOTH ARE INDICATORS THAT THE PATIENT IS WILLING TO TAKE CARE NOW. MOST ARE FALSE REASONS. THE MASTER CHIROPRACTOR ASKS HIM OR HER SELF WHY THESE ARE OCCURING AND GETS TO THE REAL REASONS.
HOW CAN YOU PREVENT THESE OBJECTIONS THEN? SIMPLE, COVER THEM IN ADVANCE IN YOUR CONSULTATION AND EXAM ON DAY ONE, AND THEY YOUR REPORT ON DAY TWO. PERSONALLY I BELIEVE THE TESTIMONIAL TO BE THE STRONGEST TOOL YOU POSSESS. IF YOU DON’T HAVE THEM, THEN GET THEM FAST. IF YOU HAVE THEM, THEN USE THEM NOW.
PATIENT EDUCATION/ SMOKE ALARM DRILL
THIS SHOULD BE DONE ON THE FOLLOWING OCCASIONS:
1-RE REPORT
2-HEALTH CARE CLASS
3-EVERY OTHER WEEK
4-WHEN THE PATIENT WANTS TO REDUCE CARE
GO TO HOME DEPOT AND GET A SMOKE ALARM.THEY COST 8 BUCKS.I WOULD GET ON FOR EVERY ROOM IN THE CLINIC.THIS IS A CHEAP RETENTION DRILL, THAT WORKS AS GOOD AS YOUR MOST EXPENSIVE MACHINES.I AM NOT A ROCKET SCIENTIST BUT 8 BUCKS IS BETTER THAN 12 GRAND IS IT NOT? NOT THAT THE 12 GRAND MACHINES ARE NOT EXCELLENT.THE PROBLEM IS THAT BY NATURE WE LOOK FOR SOLUTIONS OUTSIDE OF OURSELVES. WHEN THE KEY MOST OF THE TIME IS INSIDE OURSELVES. KEEP THE SMOKE ALARMS IN THEIR PLASTIC PACS SO THE BATTERY WILL STICK STAY THE ALARM AND YOU WONT LOOSE IT..
HERE IS HOW IT GOES...........
"MR. JONES LETS PRETEND THAT THIS SMOKE ALARM WENT OFF IN THIS ROOM. WHAT WOULD THAT MEAN? NOW WHAT WOULD YOU THINK OR SAY IF I PULLED OUT THE BATTERY.........AND TOLD YOU IT WAS OKAY TO STAY? WELL I AGREE WITH YOU, THAT WOULD BE CRAZY!! THE REASON I MENTION THIS TO YOU IS BECAUSE PAIN IS JUST THE SAME AS THIS BATTERY IN THE FIRE ALARM. IT IS AN INDICATOR, NO MORE.
SO ALTHOUGH YOU ARE FEELING GOOD, OR BETTER, I DIDN'T WANT YOU TO GET CONFUSED AND THING YOU WERE BETTER OR FIXED, BECAUSE ALL WE HAVE DONE TO THIS POINT IS GET RID OF THE INDICATOR OR THE SYMPTOM. THE PROBLEM, THE SUBLUXATION PINCHING THE NERVE, IS STILL THERE.
SO IF I WERE A GOOD FIREMAN, AFTER I GOT THE ALARM OFF, WE WOULD LOOK FOR THE FIRE RIGHT? AND WE WOULD PUT IT OUT WHEN WE FOUND IT RIGHT? THAT'S CORRECT. SO NOW THAT YOUR PAIN IS GOING AWAY, WHAT WE ARE DOING NOW, IT GETTING THE PRESSURE OFF OF THE NERVE. IT JUST SO HAPPENS THAT THIS PARTICULAR NERVE THAT IS PINCHED IN YOUR BACK, GOES TO AND CONTROLS YOUR HEART. NOW DO YOU THINK HAVING 100% NERVE FLOW OT YOUR HEART IS IMPORTANT? WHY?
SO AFTER WE GET THE PRESSURE OFF THE NERVE, WE DON'T WANT THE PRESSURE TO GO RIGHT BACK ON THAT NERVE. BECAUSE AS YOU MENTION AND I AGREE WE NEED TO HAVE 100% NERVE FLOW ALWAYS TO YOUR HEART. SO WE WANT YOU TO BE OUT OF PAIN....GET THE PRESSURE OF THE NERVE, AND KEEP PRESSURE OF THE NERVE TO YOUR HEART, AND KEEP YOU WITH 100% NERVE FLOW.TO THE HEART .
NOW, HOW LONG DO YOU THINK IT WOULD BE IMPORTANT TO KEEP PRESSURE OFF THE NERVE TO YOUR HEART? THAT'S CORRECT.SO KEEPING YOU WELL FOR THE REST OF YOUR LIFE IS OUR ULTIMATE GOAL.
IF YOU WERE TO ASK ME HOW YOU WERE DOING THEN, I WOULD SAY WE ARE RIGHT ON SCHEDULE.AND WE ARE NOT GOING TO CHANGE ANYTHING JUST YET. I JUST WISH ALL OF MY PATIENTS WERE JUST LIKE YOU ARE. WE APPRECIATE HAVING YOU AS A PATIENTS, AND ENJOY EACH AND EVERY VISIT YOU ARE HERE. HOP UP ON THAT TABLE...........
EDUCATED AND MOTIVATED PATIENTS ARE REFERRING PATIENTS!
IMPROVE STAFF PERFORMANCE
1) BE AN ACTIVE LISTENER. Schedule a periodic one on one meeting with each CA. At this meeting be a good listener and know how to be responsive and do something about what you hear. This meeting is scheduled, short and has a purpose. It is a time to monitor the CA’s responsibilities, congratulate on progress and improvement, correct and redirect if necessary, focus on purpose and goals, and check that they feel supported.
2) UNDERSTAND STRENGTHS AND WEAKNESSES OF YOUR CA’S. Don’t pretend that they are doing well if they are not. Work with them firsthand, role-play with them outside your normal team training. Verify that they have their time organized for maximum efficiency. Do they present well? Are they focused on the patients and building the practice with referrals? Can they do everything you need? If not, work with them, send them to seminars, and give them training tools to utilize.
3) DEMONSTRATE A DISCIPLINED WORK ETHIC. Be efficient and manage your time as an example. Be consistent in your report, new patient, and adjusting times. Consistently do your work on time. Be an example of the perfect employee.
4) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL MISSION STATEMENTS. If they do not have them teach them how to develop them.
5) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL GOALS. If they do not know, help them develop them and teach them how to achieve the goals. Then continually help them reach the goals and teach them when and how to reset the goals.
6) MAXIMIZE EACH CA’S PRODUCTIVITY AND CAPABILITY WHILE CREATING AN ATMOSPHERE OF TEAMWORK. Your goals are to focus on having the right CA in the right role and see them each achieve their goals individually and support the rest of the team.
7) COMMUNICATE YOUR STANDARDS CONSISTENTLY AND HOLD YOUR CA’S TO THAT STANDARD. Strive to be near perfect. Do not accept sloppiness, tardiness or mediocrity. Be a show case office.
8) RECOGNIZE, REWARD AND APPRECIATE. Studies show that the greatest increases in productivity come not from cash alone but from non-monetary recognition items such as merchandise, plaques and lifestyle items. Consistently be generous with your praise, match rewards to the performance, utilize variety, and make the reward personal to that individual CA.
9) HAVE A BLAST. You know what it takes to make your office fun, what it takes to make it fun for your CA’s and patients. Subluxations are serious and deadly. But our life and our office atmosphere do not have to be. If not discover it and make that a reality. After all this is your life- THIS IS NOT A DRESS REHEARSAL. Go for it!
LIVE CHAT ROOM
-Our next is MAY 15th. The Topic will be : DEBT REDUCTION, SAVINGS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Stanford psychologist Carol Dweck found that some people have a “fixed mindset” and believe that they cannot change their capabilities. Other people have a “growth mindset.” The growers believe they can work toward improving themselves. Dweck and her colleagues studied 373 students and tracked their academic performance from the beginning of seventh grade through the end of the eighth. They found that those with a growth mindset think-I-can-think-I-can’d themselves to a rise in grade point average, while those with a fixed mindset remained the same. It’s also been shown that if, before taking an IQ test, people read an article saying that IQ is changeable instead of fixed based on genes, their IQ scores improve. Simply believing change is possible makes change possible.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
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HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Patient Conversion
-Day One Procedure
-Chiro Emergency Card
-Personal Power
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Conversion”
4-Review the below section on ” Day One”
MOTIVATION
Too often we feel like the good moments of our lives just aren’t good enough at all. So we choose to distract ourselves with gadgets, stuff we buy, or TV shows to stimulate ourselves. It’s like second nature to us – we’re so used to feeling like the present moment isn’t worthy of our full presence! This mindset of dissatisfaction and distraction – of reality never being enough for us – trickles into every facet of our lives…
-We are continuously thinking about what’s to come, as if it’s not enough to appreciate what we have right now.
-We sit down to relax for a moment and then immediately feel the urge to read something on our phones, check social media, or text someone, as if relaxing for a moment isn’t enough.
-We procrastinate when it’s time to work, choosing more distractions, as if the process of doing good work isn’t enough for us.
-We get annoyed with people when they fail to live up to our expectations, as if the reality of who they are isn’t enough for us.
-We resist changes in our lives, in our relationships, and in our careers, because the reality feels like it’s not enough.
-We reject situations, people, and even ourselves, because we feel like none of it is enough for us right now.
But what if we accepted this moment, and everything and everyone in it, as exactly enough? What if we accepted that this moment is slipping away right now, and saw the fleeting time we have within this moment as enough, without needing to share it or capture it or alter it in any way? Think about it…
THERE IS A PATTERN WITH CHIROS WHO ACHIEVE THEIR DREAMS. THEY OFTEN START FROM A LONG WAY BEHIND. AND WHEN THE ODDS ARE AGAINST THEM, THEY DEVELOPE MENTAL TOUGHNESS TO SURVIVE. AND THEY NOT ONLY SURVIVE, THEY SURPASS. TO FIND YOU HAVE TO SEEK. IF YOU HAVE LOST DIRECTION, YOU HAVE TO SEARCH. IT WONT FIND YOU. THINKING IT WILL IS LIKE SAYING "IM LOST, BUT I DONT HAVE TIME TO LOOK AT THE ROAD MAP."
AS SUCH, MOST SPEND MORE TIME THINKING ABOUT WHAT IS WRONG THAN WHAT IS RIGHT. AND THEY EXPECT THINGS TO GET SIMPLER, AND THEY DONT. BUT YOU DO LEARN TO HANDLE IT BETTER. WHEN YOU SIGNED UP FOR PLANET EARTH YOU GET TO TAKE THE WHOLE LIFE CLASS, WHICH MEANS AS LONG AS YOU ARE BREATHING, SCHOOL IS IN SESSION. WE KEEP THINKING ONCE WE GET THERE IT WIL BE EASIER. BUT NO ONE EVER WARNED US, IT DOESNT. THE CHALENGES JUST CHANGE AND EVOLVE. BUT THATS THE BEAUTY OF LIFE AND PRACTICE AT ITS FULLEST. TAKING THE CHALLENGES AND HARD TIMES AND SWEET TIMES AND LEANING AND GROWING FROM THEM. ACTUALLY COMING TO LOVE THEM AS LESSONS WE ALL NEED.
REMEMBER, OUR BELIEF, MAKES THE FACT. THE FACT NEVER MAKES THE BELIEF. FROM THIS DAY TURN ALL OF YOUR STUMBLING BLOCKS INTO STEPPING STONES, AND YOUR CANT'S TO CAN'S.. AND MOST OF ALL REMEMBER, "TO BE ACT AS IF."
MESSAGE FROM DR JAY
Some say a tendency to waste time reveals our true priorities – that we’d rather engage in mindless busyness, distraction, and entertainment over just about anything else. But that’s not true. What’s really happening is an error in our decision-making process. To avoid discomfort in the present, we have literally conditioned ourselves to subconsciously avoid the present moment. We think about the past and future far more than we think about today… we think about other people’s social lives instead of our own… we are physically in one place and mentally in another. Without conscious presence and focus, we mindlessly occupy the present moment with low-value activities that lack meaning and joy.
And that’s why I want to remind you of these tough truths, and give you some ideas for getting back on track with what matters most…
1. Too often we use “too busy” as an excuse for poor time management. There’s a BIG difference between being busy and being productive. Don’t confuse motion with progress. A rocking horse keeps moving but never makes any forward progress. Don’t be a rocking horse! Truth be told, 99% of all your busyness is simply a mismanagement of your time. And at times, you have to say “no” to good things to be able to say “yes” to important things. You simply can’t do it all. So be mindful and choose wisely. Manage yourself! Focus on your priorities!
What you focus on grows stronger in your life. At every moment, millions of little things compete for your attention. All these things fall into one of two categories: things that are top priorities and things that are not. You’ll never get more done by blindly working more hours on everything that comes up. Instead, you’ll get more done when you follow specific plans that measure and track top priorities and milestones. So if you want to be less busy and more successful, don’t ask how to make something more efficient until you’ve first asked, “Do I need to do this at all?”
The bottom line is that feeling like you’re doing busywork is often the result of saying yes too often. We all have obligations, but a comfortable pace can only be found by properly managing your yeses. So stop saying “yes” when you want to say “no.” You can’t always be agreeable; that’s how people take advantage of you. Sometimes you have to set clear boundaries.
You might have to say no to certain favors, or work projects, or community activities, or committees, or volunteer groups, or coaching your kid’s sports team, or some other seemingly worthwhile activity. I know what you’re thinking – it seems unfair to say no when these are very worthwhile things to do. It kills you to say no. But you must. Because the alternative is that you’re going to do a half-hearted, poor job at each one, be stressed beyond belief, and feel like you’re stuck in an endless cycle of failure and frustration. You won’t be getting enough sleep, your focus will get worse and worse due to exhaustion, and eventually you’ll reach a breaking point.
2. We spend lots of time talking about our priorities, but not nearly enough time actually working on them. When it’s all said and done, will you have said more than you’ve done? Let that question sink in, and then remind yourself that the last six letters in the word “attraction” are “action.” If you want to attract positive changes into your life, you have to act accordingly. If you have an idea about what you want the next chapter of your life to look like, you have to DO things that support this idea every day. An idea, after all, isn’t going to do anything for you until you do something productive with it.
In fact, as long as that great idea is just sitting around in your head it’s doing far more harm than good. Your subconscious mind knows you’re procrastinating on something that’s important to you. The necessary work that you keep postponing causes stress, anxiety, fear, and usually more procrastination – a vicious cycle that continues to worsen until you interrupt it with ACTION. And remember, you can’t lift 1,000 pounds all at once, but you can easily lift one pound 1,000 times. In repetition, your little actions have great power. You become highly skilled at whatever you do again and again. Every day offers you the opportunity to develop a ritual of success, regardless of your priorities or how you personally define success. So from this moment forward : May your actions speak louder than your words. May your life preach louder than your lips. May your success be your noise in the end.
3. We mistakenly prioritize near-term comfort over long-term fulfillment. Think about the most common problems we deal with in our lives – from laziness to lack of exercise to unhealthy diets to procrastination, and so on. In most cases, problems like these are not caused not by a physical ailment, but by a weakness of the mind – a weakness that urges us to avoid discomfort. Most of us dream about the reward without the risk. The shine without the grind. But we can’t have a destination without a journey. And a journey always has costs – at the very least, you have to give up a little time and energy to take a step forward every day.
So, instead of dreaming about what you want right now, first ask yourself: “What am I willing to give up to get it?” Or, for those inevitably hard days: “What is worth suffering for?” Seriously, think about it… If you want the successful practice, you have to also want the late nights, the decisions, and the possibility of failing twenty times to learn what you need to know to succeed in the long run.
If you want something in life, you have to also want the costs of getting it! You have to be willing to put in the effort and go all the way! Otherwise, there’s no point in dreaming. This could mean losing stability and comfort for a while, and maybe even your mind on occasion. It could mean not eating what you want, or sleeping in, for weeks on end. It could mean stretching your comfort zone so thin it gives you a case of the chills. It could mean accepting ridicule from people. It could mean spending time alone in solitude. Solitude, though, is a gift that makes great things possible – it gives you the space you need. Everything else is a test of your determination, of how much you want it.
And if you really want it, you’ll do it, despite discomfort and rejection and the odds. And every step will feel better than anything else you can imagine.
PATIENT CONVERSION
Converting potential new patients is not rocket science, however it does require a format. My chiropractic mentor once told me it is better to copy what works, rather than create what does not work. Please note that I have used the word CONVERT, rather than CLOSE. Its semantics of words, however to me close indicates shutting something, I prefer opening something.
There are 5 basic fundamentals to a successful practice. These are:
There is nothing new under the sun in this area however these procedures have been tweaked, and improved. You might say they have evolved over the years.
DAY ONE
THE OBJECTIVE TO THIS POINT IS TO ESTABLISH ALL OF THE REASONS THEY ARE IN YOUR OFFICE. WHAT THEIR PRIOROTY IS, AND JUST HOW SERIOUS THEY ARE ABOUT CORRECTING IT.
CHIROPRACTIC EMERGENCY CARD
Get your business card in your patients` wallet forever! The emergency card has the doctors information on the front. The back has a chart to document the patients x-ray findings, your technique used and your remarks. At the report of findings say to the patient: "Mr. Morgan, I have written your X-Ray findings in code on the back of this card. Put this card in your wallet and carry it at all times. If your back gives you problems when you are out of town you can take this card to a Chiropractor and he or she will know your X-Ray findings. This could save you from having more X-Rays taken. Also they can call me collect so I can give them direction on how to help
you."
This card has value that a regular business card does not. For increased value laminate the card. This card will be carried forever and you will never be "Dr. I Can't Remember His Name". To view a sample Emergency Card and to order visit www.chiromania.com. Price includes changes you may want to make to customize your card to fit your practice style.
PERSONAL POWER
When I do personal coaching, people ask me why I focus on power when talking about personal and professional development. The answer is simple. The concept of personal power is based not on what you WANT but rather what you HAVE. This is a crucial difference that is missed by most systems. Imagine that every day you wake up the universe, God gives you $100. This is your personal power for the day; you’ll get another $100 tomorrow.
Life is relentlessly competitive, it is either growing or dying, and there is no “staying the same”. The universe does not care what you WANT it responds to what you HAVE and how you use that power. Similarly, your personal power is either increasing or decreasing on a daily basis. Everything you think say and do, every interaction you have throughout the day either adds to your personal power or subtracts from it. Success comes from ending the day with more money than the $100 you started with.
Example:
Got pissed off at traffic and other drivers -$10
Staff was late, you took it personally -$10
Money stress at work -$50
Worked out, ate a healthy lunch +30
You and your spouse got into the same old fight in the afternoon - $50
Frustrated by traffic on the way home -$15
Pissed off you have 3 cocktails rather than 1 -$20
“make up” with your spouse while quietly resenting them -$20
Have “make-up” sex anyway before going to sleep +25
At bedtime you are NEGATIVE $20 for the day, you have lost personal power. When you lose power you become more reactionary, volatile, easily lead and perfectionistic. Your self-esteem suffers not only from the costly interactions with the world but with the stress and self-criticism that ensues. Learning how to identify your stress triggers and develop new ways to deal with them is key to increasing your personal power $$$
( Courtesy Eric Smith DC )
LIVE CHAT ROOM
-Our next is MAY 15th. The Topic will be : DEBT REDUCTION, SAVINGS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-51 Steps to office performance / office procedure
-Practice basics / Patient excuses
-Patient Education
-Increasing Staff Performance
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” 51 Steps Practice Management”
4-Review the below section on ” Patient Excuses ”
MOTIVATION
Your attitude determines the state of the world you live in. It is the foundation for every success and every failure you have had and will have. It will make you or break you. Your attitude controls your life. But the good news? You control your attitude. Attitude creates the way you feel about people and situations. Your actions are a result of your attitude—which in turn creates a reaction from others.It is your attitude toward others and the universe that determines the resulting attitude toward you. Have a positive, joyful attitude and you’ll have positive, joyful results. Put out a bad, negative attitude and you’ve failed before you begin. Basically, what you think is you get. I know it sounds simple, but, the truth is, it is!
MESSAGE FROM DR JAY
Napoleon Hill's 17 Principles of Personal Achievement / Whatever the mind can conceive and believe, the mind can achieve. These 17 success principles have direct application on your Chiropractic success today! Please print and study these timeless principles. Watch your practice and life grow!
Lesson 1: Definiteness of Purpose. Definiteness of purpose is the starting point of all achievement. Without a purpose and a plan, people drift aimlessly through life.
Lesson 2: Mastermind Alliance. The Mastermind principle consists of an alliance of two or more minds working in perfect harmony for the attainment of a common definite objective. Success does not come without the cooperation of others.
Lesson 3: Applied Faith. Faith is a state of mind through which your aims, desires, plans and purposes may be translated into their physical or financial equivalent.
Lesson 4: Going the Extra Mile. When you go the extra mile, the Law of Compensation comes into play. Going the extra mile is the action of rendering more and better service than that for which you are presently paid. When you go the extra mile, the Law of Compensation comes into play.
Lesson 5: Pleasing Personality. Personality is the sum total of one’s mental, spiritual and physical traits and habits that distinguish one from all others. It is the factor that determines whether one is liked or disliked by others.
Lesson 6: Personal Initiative. Personal initiative is the power that inspires the completion of that which one begins. It is the power that starts all action. No person is free until he learns to do his own thinking and gains the courage to act on his own.
Lesson 7: Positive Mental Attitude. Positive mental attitude is the right mental attitude in all circumstances. Success attracts more success while failure attracts more failure.
Lesson 8: Enthusiasm. Enthusiasm is faith in action. It is the intense emotion known as burning desire. It comes from within, although it radiates outwardly in the expression of one’s voice and countenance.
Lesson 9: Self-Discipline. If you do not control your thoughts, you cannot control your needs. Self-discipline begins with the mastery of thought. If you do not control your thoughts, you cannot control your needs. Self-discipline calls for a balancing of the emotions of your heart with the reasoning faculty of your head.
Lesson 10: Accurate Thinking. The power of thought is the most dangerous or the most beneficial power available to man, depending on how it is used.
Lesson 11: Controlled Attention. Controlled attention leads to mastery in any type of human endeavor, because it enables one to focus the powers of his mind upon the attainment of a definite objective and to keep it so directed at will.
Lesson 12: Teamwork. Teamwork is harmonious cooperation that is willing, voluntary and free. Whenever the spirit of teamwork is the dominating influence in business or industry, success is inevitable. Harmonious cooperation is a priceless asset that you can acquire in proportion to your giving.
Lesson 13: Adversity & Defeat. Many so-called failures represent only a temporary defeat that may prove to be a blessing in disguise. Individual success usually is in exact proportion of the scope of the defeat the individual has experienced and mastered. Many so-called failures represent only a temporary defeat that may prove to be a blessing in disguise.
Lesson 14: Creative Vision. Creative vision is developed by the free and fearless use of one’s imagination. It is not a miraculous quality with which one is gifted or is not gifted at birth.
Lesson 15: Health. Sound health begins with a sound health consciousness, just as financial success begins with a prosperity consciousness.
Lesson 16: Budgeting Time & Money. Time and money are precious resources, and few people striving for success ever believe they possess either one in excess.
Lesson 17: Habits. Developing and establishing positive habits leads to peace of mind, health and financial security. You are where you are because of your established habits and thoughts and deeds.
P.S. Did you know there was a huge difference in working hard and working smart? I think every doctor I have ever worked with felt they worked hard. And for the most part, I agree. But working hard will not make you successful. Working smart does. Look at what you are doing. Are you working hard, but getting further behind? It just might be that you are not working as smart as you could be.
If you work smart, you don’t have to work quite as hard. Pretend you are trying to move a large and heavy table. You can get 8 guys to help you move it. Or you can get one guy to help and use a dolly for leverage. Look at your practice. Do you have a team of 8 working hard, when perhaps you just need one and a dolly? The projects I share with you each week are designed to get you to work smart, not harder. If you work hard day in and day out, you get fatigue. If you work smart day in and day out, you get energized. Please review this week’s Success plan for some smart ideas to build your practice.
51 STEPS TO A SUCCESFUL PRACTICE
JUST A REMINDER TO REVIEW THESE REGULARLY AND OFTEN WITH YOUR TEAM AND SEE HOW CLOSELY YOU ARE ADHERING TO THIS PROVEN SERIES OF PROCEDURES. WHERE ARE YOU WITH THE 51 STEPS? THEY CAN MAKE YOU A WINNER.
1. Patient makes phone call to office.
2. CA answers phone and makes the appointment.
a. Gets name
b. Gets phone number
c. Gets referring patient's name
d. Makes referral statement
e. Finds out what kind of patient
(w/Comp., P.I., Regular)
f. Gives instructions on how to get to office
g. Tells patient she/he is happy to talk to her/him
3. Patient walks in front door.
4. CA greets patient.
5. Patient fills out entry forms.
6. CA puts patient in consultation room.
7. Doctor greets patient.
8. Doctor makes referral statement.
9. Doctor does consultation.
10. Doctor says "WOW" factors.
11. Doctor does complete physical, orthopedic, neurological and chiropractic exam.
12. Doctor makes X-ray statement.
13. Doctor does X-ray.
14. Emergency Case - Doctor treats patient.
15. Routine Case - Doctor releases patient.
a. Takes several hours, etc.
1. Builds value
2. Develops X-rays - analysis process
3. Full report - tomorrow
b. Doctor handles fee - talks about money after services provided/not before
c. Doctor hands office brochure with appropriate financial pamphlet to patient
d. Doctor makes insurance statement
e. Doctor gets patient to bring spouse
f. Doctor makes "WOW" statement
16. CA collects money.
17. CA makes appointment for following day.
18. Patient returns - CA greets patients.
19. CA puts patient in room.
20. CA plays pre-report tape.
21. Doctor greets patient and spouse.
22. Doctor make "WOW" statement / Doctor makes value - changing statement. ("It is important to have the family together in times like this.")
23. Doctor gives the report.
24. Doctor makes long-term recommendation based on long-term corrections and not short-term relief.
25. Doctor asks, "Do you have any question?"
26. Associate Doctor assigns case and makes specialist recommendations.
27. Makes lay lecture statement.
28. Writes down recommendations on patient records on a separate piece of paper.
29. Puts patient into treatment room.
30. Patient gets into gown or removes shirt.
31. Posts X-ray on view box (treatment room).
32. Gives CA the multi-appointment schedule.
33. Treats patient
a. Use touch and tell
b. Give patient instructions sheet - Do's and Don'ts
c. Give patient emergency card
d. Give patient lay lecture coupon
e. Make "WOW" factors statement
34. Patient returns to front desk.
35. CA gives patient 12 multiple appointments.
36. CA takes multi-appointment paper and puts on a spindle which is transferred into an appointment book no later than closing time each day.
37. Ca takes patient's information or billing instructions.
38. Doctor calls patient at end of day –
39. Thirty days later - Doctor treats patient and schedules patient for re-examination to measure patient improvement.
40. Doctor sticks Post-it to patient's travel card and writes re-exam date.
41. CA puts patient into re-exam room.
42. Doctor greets patient.
43. Doctor consults patient.
44. Doctor re-examines patient.
45. Doctor treats patient.
46. Doctor schedules patient for re-report following visit.
47. Doctor writes on Post-it - re-report date.
48. CA schedules patient for next re-report.
49. CA puts patient in treatment room.
50. Doctor greets patient.
51. Doctor gives strong re-report.
I CANNOT EMPHASIZE ENOUGH THE IMPORTANCE OF OWNING THE CONCEPT OF THESE 51 STEPS.
PRACTICE MANAGEMENT BASICS
WHAT IS THE DIFFERENCE BETWEEN A PATIENT STALLING AND OBJECTING? TWO ANSWERS. A STALL IS "I WANT TO THINK ABOUT THIS," OR "I HAVE TO MEET WITH MY SPOUSE AND DISCUSS THIS." BOTH ARE PUT OFFS WHICH BASICALLY SAYS "YOU HAVEN’T SOLD ME YET." MAYBE THEY PERCEIVE TOO HIGH A RISK. MAYBE THEY THINK THEY CAN GET IT SOMEWHERE CHEAPER. MAYBE THEY DON’T HAVE ENOUGH CONFIDENCE IN YOU TO GO FORWARD. MAYBE THEY ARE NOT THE DECISION MAKER. THE BOTTOM LINE IS YOU PROBABLY HAVE NOT PROVEN ENOUGH VALUE. YOU HAVEN’T SHOWN ENOUGH DIFFERENCE BETWEEN YOU AND THE MEDICAL DOC DOWN THE STREET, OR THE OTHER CHIRO UP THE STREET IN THEIR INSURANCE PLAN. IN A NUTSHELL, WE DON’T HAVE THE TRUST OF THE POTENTIAL PATIENT AS OF YET.
OBJECTIONS OF THE PATIENT OF ANY KIND ARE INDICATORS THAT THEY WANT CARE. THEY MAY JUST NOT WANT THE CARE FROM YOU. THE BOTTOM LINE IS CONVERSION. YOU HAVE TO CONVERT THEIR LACK OF CONFIDENCE, TRUST, AND LACK OF PERCEIVED VALUE. A STALL IS EASY TO CONVERT. AN OBJECTION MAY TAKE MORE WORK. BUT BOTH ARE INDICATORS THAT THE PATIENT IS WILLING TO TAKE CARE NOW. MOST ARE FALSE REASONS. THE MASTER CHIROPRACTOR ASKS HIM OR HER SELF WHY THESE ARE OCCURING AND GETS TO THE REAL REASONS.
HOW CAN YOU PREVENT THESE OBJECTIONS THEN? SIMPLE, COVER THEM IN ADVANCE IN YOUR CONSULTATION AND EXAM ON DAY ONE, AND THEY YOUR REPORT ON DAY TWO. PERSONALLY I BELIEVE THE TESTIMONIAL TO BE THE STRONGEST TOOL YOU POSSESS. IF YOU DON’T HAVE THEM, THEN GET THEM FAST. IF YOU HAVE THEM, THEN USE THEM NOW.
PATIENT EDUCATION/ SMOKE ALARM DRILL
THIS SHOULD BE DONE ON THE FOLLOWING OCCASIONS:
1-RE REPORT
2-HEALTH CARE CLASS
3-EVERY OTHER WEEK
4-WHEN THE PATIENT WANTS TO REDUCE CARE
GO TO HOME DEPOT AND GET A SMOKE ALARM.THEY COST 8 BUCKS.I WOULD GET ON FOR EVERY ROOM IN THE CLINIC.THIS IS A CHEAP RETENTION DRILL, THAT WORKS AS GOOD AS YOUR MOST EXPENSIVE MACHINES.I AM NOT A ROCKET SCIENTIST BUT 8 BUCKS IS BETTER THAN 12 GRAND IS IT NOT? NOT THAT THE 12 GRAND MACHINES ARE NOT EXCELLENT.THE PROBLEM IS THAT BY NATURE WE LOOK FOR SOLUTIONS OUTSIDE OF OURSELVES. WHEN THE KEY MOST OF THE TIME IS INSIDE OURSELVES. KEEP THE SMOKE ALARMS IN THEIR PLASTIC PACS SO THE BATTERY WILL STICK STAY THE ALARM AND YOU WONT LOOSE IT..
HERE IS HOW IT GOES...........
"MR. JONES LETS PRETEND THAT THIS SMOKE ALARM WENT OFF IN THIS ROOM. WHAT WOULD THAT MEAN? NOW WHAT WOULD YOU THINK OR SAY IF I PULLED OUT THE BATTERY.........AND TOLD YOU IT WAS OKAY TO STAY? WELL I AGREE WITH YOU, THAT WOULD BE CRAZY!! THE REASON I MENTION THIS TO YOU IS BECAUSE PAIN IS JUST THE SAME AS THIS BATTERY IN THE FIRE ALARM. IT IS AN INDICATOR, NO MORE.
SO ALTHOUGH YOU ARE FEELING GOOD, OR BETTER, I DIDN'T WANT YOU TO GET CONFUSED AND THING YOU WERE BETTER OR FIXED, BECAUSE ALL WE HAVE DONE TO THIS POINT IS GET RID OF THE INDICATOR OR THE SYMPTOM. THE PROBLEM, THE SUBLUXATION PINCHING THE NERVE, IS STILL THERE.
SO IF I WERE A GOOD FIREMAN, AFTER I GOT THE ALARM OFF, WE WOULD LOOK FOR THE FIRE RIGHT? AND WE WOULD PUT IT OUT WHEN WE FOUND IT RIGHT? THAT'S CORRECT. SO NOW THAT YOUR PAIN IS GOING AWAY, WHAT WE ARE DOING NOW, IT GETTING THE PRESSURE OFF OF THE NERVE. IT JUST SO HAPPENS THAT THIS PARTICULAR NERVE THAT IS PINCHED IN YOUR BACK, GOES TO AND CONTROLS YOUR HEART. NOW DO YOU THINK HAVING 100% NERVE FLOW OT YOUR HEART IS IMPORTANT? WHY?
SO AFTER WE GET THE PRESSURE OFF THE NERVE, WE DON'T WANT THE PRESSURE TO GO RIGHT BACK ON THAT NERVE. BECAUSE AS YOU MENTION AND I AGREE WE NEED TO HAVE 100% NERVE FLOW ALWAYS TO YOUR HEART. SO WE WANT YOU TO BE OUT OF PAIN....GET THE PRESSURE OF THE NERVE, AND KEEP PRESSURE OF THE NERVE TO YOUR HEART, AND KEEP YOU WITH 100% NERVE FLOW.TO THE HEART .
NOW, HOW LONG DO YOU THINK IT WOULD BE IMPORTANT TO KEEP PRESSURE OFF THE NERVE TO YOUR HEART? THAT'S CORRECT.SO KEEPING YOU WELL FOR THE REST OF YOUR LIFE IS OUR ULTIMATE GOAL.
IF YOU WERE TO ASK ME HOW YOU WERE DOING THEN, I WOULD SAY WE ARE RIGHT ON SCHEDULE.AND WE ARE NOT GOING TO CHANGE ANYTHING JUST YET. I JUST WISH ALL OF MY PATIENTS WERE JUST LIKE YOU ARE. WE APPRECIATE HAVING YOU AS A PATIENTS, AND ENJOY EACH AND EVERY VISIT YOU ARE HERE. HOP UP ON THAT TABLE...........
EDUCATED AND MOTIVATED PATIENTS ARE REFERRING PATIENTS!
IMPROVE STAFF PERFORMANCE
1) BE AN ACTIVE LISTENER. Schedule a periodic one on one meeting with each CA. At this meeting be a good listener and know how to be responsive and do something about what you hear. This meeting is scheduled, short and has a purpose. It is a time to monitor the CA’s responsibilities, congratulate on progress and improvement, correct and redirect if necessary, focus on purpose and goals, and check that they feel supported.
2) UNDERSTAND STRENGTHS AND WEAKNESSES OF YOUR CA’S. Don’t pretend that they are doing well if they are not. Work with them firsthand, role-play with them outside your normal team training. Verify that they have their time organized for maximum efficiency. Do they present well? Are they focused on the patients and building the practice with referrals? Can they do everything you need? If not, work with them, send them to seminars, and give them training tools to utilize.
3) DEMONSTRATE A DISCIPLINED WORK ETHIC. Be efficient and manage your time as an example. Be consistent in your report, new patient, and adjusting times. Consistently do your work on time. Be an example of the perfect employee.
4) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL MISSION STATEMENTS. If they do not have them teach them how to develop them.
5) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL GOALS. If they do not know, help them develop them and teach them how to achieve the goals. Then continually help them reach the goals and teach them when and how to reset the goals.
6) MAXIMIZE EACH CA’S PRODUCTIVITY AND CAPABILITY WHILE CREATING AN ATMOSPHERE OF TEAMWORK. Your goals are to focus on having the right CA in the right role and see them each achieve their goals individually and support the rest of the team.
7) COMMUNICATE YOUR STANDARDS CONSISTENTLY AND HOLD YOUR CA’S TO THAT STANDARD. Strive to be near perfect. Do not accept sloppiness, tardiness or mediocrity. Be a show case office.
8) RECOGNIZE, REWARD AND APPRECIATE. Studies show that the greatest increases in productivity come not from cash alone but from non-monetary recognition items such as merchandise, plaques and lifestyle items. Consistently be generous with your praise, match rewards to the performance, utilize variety, and make the reward personal to that individual CA.
9) HAVE A BLAST. You know what it takes to make your office fun, what it takes to make it fun for your CA’s and patients. Subluxations are serious and deadly. But our life and our office atmosphere do not have to be. If not discover it and make that a reality. After all this is your life- THIS IS NOT A DRESS REHEARSAL. Go for it!
LIVE CHAT ROOM
-Our next is MAY 15th. The Topic will be : DEBT REDUCTION, SAVINGS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 4/11/17 live teleseminar on : STAFF MANAGEMENT AND MOTIVATION. It is recommended you take 35 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170411175349-212.wav
Our next Live tele seminar will be held 5/9/17. The topic is : COLLECTIONS, CASH AND INSURANCE
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Stanford psychologist Carol Dweck found that some people have a “fixed mindset” and believe that they cannot change their capabilities. Other people have a “growth mindset.” The growers believe they can work toward improving themselves. Dweck and her colleagues studied 373 students and tracked their academic performance from the beginning of seventh grade through the end of the eighth. They found that those with a growth mindset think-I-can-think-I-can’d themselves to a rise in grade point average, while those with a fixed mindset remained the same. It’s also been shown that if, before taking an IQ test, people read an article saying that IQ is changeable instead of fixed based on genes, their IQ scores improve. Simply believing change is possible makes change possible.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
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HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Patient Conversion
-Day One Procedure
-Chiro Emergency Card
-Personal Power
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Conversion”
4-Review the below section on ” Day One”
MOTIVATION
Too often we feel like the good moments of our lives just aren’t good enough at all. So we choose to distract ourselves with gadgets, stuff we buy, or TV shows to stimulate ourselves. It’s like second nature to us – we’re so used to feeling like the present moment isn’t worthy of our full presence! This mindset of dissatisfaction and distraction – of reality never being enough for us – trickles into every facet of our lives…
-We are continuously thinking about what’s to come, as if it’s not enough to appreciate what we have right now.
-We sit down to relax for a moment and then immediately feel the urge to read something on our phones, check social media, or text someone, as if relaxing for a moment isn’t enough.
-We procrastinate when it’s time to work, choosing more distractions, as if the process of doing good work isn’t enough for us.
-We get annoyed with people when they fail to live up to our expectations, as if the reality of who they are isn’t enough for us.
-We resist changes in our lives, in our relationships, and in our careers, because the reality feels like it’s not enough.
-We reject situations, people, and even ourselves, because we feel like none of it is enough for us right now.
But what if we accepted this moment, and everything and everyone in it, as exactly enough? What if we accepted that this moment is slipping away right now, and saw the fleeting time we have within this moment as enough, without needing to share it or capture it or alter it in any way? Think about it…
THERE IS A PATTERN WITH CHIROS WHO ACHIEVE THEIR DREAMS. THEY OFTEN START FROM A LONG WAY BEHIND. AND WHEN THE ODDS ARE AGAINST THEM, THEY DEVELOPE MENTAL TOUGHNESS TO SURVIVE. AND THEY NOT ONLY SURVIVE, THEY SURPASS. TO FIND YOU HAVE TO SEEK. IF YOU HAVE LOST DIRECTION, YOU HAVE TO SEARCH. IT WONT FIND YOU. THINKING IT WILL IS LIKE SAYING "IM LOST, BUT I DONT HAVE TIME TO LOOK AT THE ROAD MAP."
AS SUCH, MOST SPEND MORE TIME THINKING ABOUT WHAT IS WRONG THAN WHAT IS RIGHT. AND THEY EXPECT THINGS TO GET SIMPLER, AND THEY DONT. BUT YOU DO LEARN TO HANDLE IT BETTER. WHEN YOU SIGNED UP FOR PLANET EARTH YOU GET TO TAKE THE WHOLE LIFE CLASS, WHICH MEANS AS LONG AS YOU ARE BREATHING, SCHOOL IS IN SESSION. WE KEEP THINKING ONCE WE GET THERE IT WIL BE EASIER. BUT NO ONE EVER WARNED US, IT DOESNT. THE CHALENGES JUST CHANGE AND EVOLVE. BUT THATS THE BEAUTY OF LIFE AND PRACTICE AT ITS FULLEST. TAKING THE CHALLENGES AND HARD TIMES AND SWEET TIMES AND LEANING AND GROWING FROM THEM. ACTUALLY COMING TO LOVE THEM AS LESSONS WE ALL NEED.
REMEMBER, OUR BELIEF, MAKES THE FACT. THE FACT NEVER MAKES THE BELIEF. FROM THIS DAY TURN ALL OF YOUR STUMBLING BLOCKS INTO STEPPING STONES, AND YOUR CANT'S TO CAN'S.. AND MOST OF ALL REMEMBER, "TO BE ACT AS IF."
MESSAGE FROM DR JAY
Some say a tendency to waste time reveals our true priorities – that we’d rather engage in mindless busyness, distraction, and entertainment over just about anything else. But that’s not true. What’s really happening is an error in our decision-making process. To avoid discomfort in the present, we have literally conditioned ourselves to subconsciously avoid the present moment. We think about the past and future far more than we think about today… we think about other people’s social lives instead of our own… we are physically in one place and mentally in another. Without conscious presence and focus, we mindlessly occupy the present moment with low-value activities that lack meaning and joy.
And that’s why I want to remind you of these tough truths, and give you some ideas for getting back on track with what matters most…
1. Too often we use “too busy” as an excuse for poor time management. There’s a BIG difference between being busy and being productive. Don’t confuse motion with progress. A rocking horse keeps moving but never makes any forward progress. Don’t be a rocking horse! Truth be told, 99% of all your busyness is simply a mismanagement of your time. And at times, you have to say “no” to good things to be able to say “yes” to important things. You simply can’t do it all. So be mindful and choose wisely. Manage yourself! Focus on your priorities!
What you focus on grows stronger in your life. At every moment, millions of little things compete for your attention. All these things fall into one of two categories: things that are top priorities and things that are not. You’ll never get more done by blindly working more hours on everything that comes up. Instead, you’ll get more done when you follow specific plans that measure and track top priorities and milestones. So if you want to be less busy and more successful, don’t ask how to make something more efficient until you’ve first asked, “Do I need to do this at all?”
The bottom line is that feeling like you’re doing busywork is often the result of saying yes too often. We all have obligations, but a comfortable pace can only be found by properly managing your yeses. So stop saying “yes” when you want to say “no.” You can’t always be agreeable; that’s how people take advantage of you. Sometimes you have to set clear boundaries.
You might have to say no to certain favors, or work projects, or community activities, or committees, or volunteer groups, or coaching your kid’s sports team, or some other seemingly worthwhile activity. I know what you’re thinking – it seems unfair to say no when these are very worthwhile things to do. It kills you to say no. But you must. Because the alternative is that you’re going to do a half-hearted, poor job at each one, be stressed beyond belief, and feel like you’re stuck in an endless cycle of failure and frustration. You won’t be getting enough sleep, your focus will get worse and worse due to exhaustion, and eventually you’ll reach a breaking point.
2. We spend lots of time talking about our priorities, but not nearly enough time actually working on them. When it’s all said and done, will you have said more than you’ve done? Let that question sink in, and then remind yourself that the last six letters in the word “attraction” are “action.” If you want to attract positive changes into your life, you have to act accordingly. If you have an idea about what you want the next chapter of your life to look like, you have to DO things that support this idea every day. An idea, after all, isn’t going to do anything for you until you do something productive with it.
In fact, as long as that great idea is just sitting around in your head it’s doing far more harm than good. Your subconscious mind knows you’re procrastinating on something that’s important to you. The necessary work that you keep postponing causes stress, anxiety, fear, and usually more procrastination – a vicious cycle that continues to worsen until you interrupt it with ACTION. And remember, you can’t lift 1,000 pounds all at once, but you can easily lift one pound 1,000 times. In repetition, your little actions have great power. You become highly skilled at whatever you do again and again. Every day offers you the opportunity to develop a ritual of success, regardless of your priorities or how you personally define success. So from this moment forward : May your actions speak louder than your words. May your life preach louder than your lips. May your success be your noise in the end.
3. We mistakenly prioritize near-term comfort over long-term fulfillment. Think about the most common problems we deal with in our lives – from laziness to lack of exercise to unhealthy diets to procrastination, and so on. In most cases, problems like these are not caused not by a physical ailment, but by a weakness of the mind – a weakness that urges us to avoid discomfort. Most of us dream about the reward without the risk. The shine without the grind. But we can’t have a destination without a journey. And a journey always has costs – at the very least, you have to give up a little time and energy to take a step forward every day.
So, instead of dreaming about what you want right now, first ask yourself: “What am I willing to give up to get it?” Or, for those inevitably hard days: “What is worth suffering for?” Seriously, think about it… If you want the successful practice, you have to also want the late nights, the decisions, and the possibility of failing twenty times to learn what you need to know to succeed in the long run.
If you want something in life, you have to also want the costs of getting it! You have to be willing to put in the effort and go all the way! Otherwise, there’s no point in dreaming. This could mean losing stability and comfort for a while, and maybe even your mind on occasion. It could mean not eating what you want, or sleeping in, for weeks on end. It could mean stretching your comfort zone so thin it gives you a case of the chills. It could mean accepting ridicule from people. It could mean spending time alone in solitude. Solitude, though, is a gift that makes great things possible – it gives you the space you need. Everything else is a test of your determination, of how much you want it.
And if you really want it, you’ll do it, despite discomfort and rejection and the odds. And every step will feel better than anything else you can imagine.
PATIENT CONVERSION
Converting potential new patients is not rocket science, however it does require a format. My chiropractic mentor once told me it is better to copy what works, rather than create what does not work. Please note that I have used the word CONVERT, rather than CLOSE. Its semantics of words, however to me close indicates shutting something, I prefer opening something.
There are 5 basic fundamentals to a successful practice. These are:
- A regular new patient flow
- A fair fee system
- Managing the patient
- Low overhead
- Enjoying practice
There is nothing new under the sun in this area however these procedures have been tweaked, and improved. You might say they have evolved over the years.
DAY ONE
- The patient will enter your office with a specific complaint or set of complaints. Often this person will not tell you the entire story, so as to avoid spending money and or time. It is your job to dig deep to get the facts and history.
- In consultation on day one let the patient tell you the reason they are in your office. After they do so ask them if there are any other health concerns. Symptoms, etc. So lets assume they came in the office for Low back pain, you would ask , “ what other health issues are you having, or have you ever had?” List them.
- After getting this list ask the patient which of these issues concerns them the most, and on a scale of 1-10 how important it is to them to get rid of it. This is important so you can judge the level of seriousness and commitment the patient has.
- Next ask how long these issues have been occurring. Most patients will give you a short timeline, understand in most cases this is not accurate. So you have to dig deeply. Ask if there have been accidents, falls, work issues, etc. 99.9% of the time there will be a combination. You must dig deeply here, do not skip over this.
- Next ask how often these issues occur. One a week, daily, etc.
- Establish the fact with the patient that having issues such as these are not healthy nor normal. This is important because many people thing they have “normal morning headaches.”
- At this point ask the patient what they have done to date to try to fix these issues. Then ask what the results have been.
THE OBJECTIVE TO THIS POINT IS TO ESTABLISH ALL OF THE REASONS THEY ARE IN YOUR OFFICE. WHAT THEIR PRIOROTY IS, AND JUST HOW SERIOUS THEY ARE ABOUT CORRECTING IT.
- Ask the patient to describe the pain, condition, etc, in detail.
- At this point ask them what in their life this situation is negatively affecting. Sports, kids, hobbies, family, work, etc. DIG DEEPLY.
- After establishing the extent of how this affects their life, ask the patient what their life would be like with out these negative conditions. Get them to describe it.
- At this point ask the patient if they feel there is a need to make a change in their lives to address these issues. Get their level of commitment to change. I like to ask the scale of 1-10 question. 10 if a high level of commitment, 1 is no commitment, where are you?
- At this point examine the patient and take x rays.
- After step 12 is complete release the patient to day two. In specific “ mr jones what I want to do at this point is study your exam and x rays, and with your permission I do not want to rush that. Your health if far too important to me. With that in mind I have my work cut out for me and with your permission won’t be able to do any more today. I will however be ready for you tomorrow. We will schedule you a time tomorrow so you and I can review your exam, x rays, and get a plan to get you better. Do you have any questions?
- At this point the doctor reviews the first days fees, make sure that these fees are not too high, and easy for the patient to pay cash for. It is highly recommended that you do not wait for insurance to pay for this first visit, this is cash. Explain that the patient can leave their insurance info with the front desk and your office will review it and share the details the next day at the report.
- Before exiting explain to the patient that you do require their spouse or significant other to attend the day two report, so that all question can be addressed as a team.
- Warmly release the patient and send them to the front desk. At this point the front desk collects the first visit fees in full and gives the patient an appointment card for the second visit.
CHIROPRACTIC EMERGENCY CARD
Get your business card in your patients` wallet forever! The emergency card has the doctors information on the front. The back has a chart to document the patients x-ray findings, your technique used and your remarks. At the report of findings say to the patient: "Mr. Morgan, I have written your X-Ray findings in code on the back of this card. Put this card in your wallet and carry it at all times. If your back gives you problems when you are out of town you can take this card to a Chiropractor and he or she will know your X-Ray findings. This could save you from having more X-Rays taken. Also they can call me collect so I can give them direction on how to help
you."
This card has value that a regular business card does not. For increased value laminate the card. This card will be carried forever and you will never be "Dr. I Can't Remember His Name". To view a sample Emergency Card and to order visit www.chiromania.com. Price includes changes you may want to make to customize your card to fit your practice style.
PERSONAL POWER
When I do personal coaching, people ask me why I focus on power when talking about personal and professional development. The answer is simple. The concept of personal power is based not on what you WANT but rather what you HAVE. This is a crucial difference that is missed by most systems. Imagine that every day you wake up the universe, God gives you $100. This is your personal power for the day; you’ll get another $100 tomorrow.
Life is relentlessly competitive, it is either growing or dying, and there is no “staying the same”. The universe does not care what you WANT it responds to what you HAVE and how you use that power. Similarly, your personal power is either increasing or decreasing on a daily basis. Everything you think say and do, every interaction you have throughout the day either adds to your personal power or subtracts from it. Success comes from ending the day with more money than the $100 you started with.
Example:
Got pissed off at traffic and other drivers -$10
Staff was late, you took it personally -$10
Money stress at work -$50
Worked out, ate a healthy lunch +30
You and your spouse got into the same old fight in the afternoon - $50
Frustrated by traffic on the way home -$15
Pissed off you have 3 cocktails rather than 1 -$20
“make up” with your spouse while quietly resenting them -$20
Have “make-up” sex anyway before going to sleep +25
At bedtime you are NEGATIVE $20 for the day, you have lost personal power. When you lose power you become more reactionary, volatile, easily lead and perfectionistic. Your self-esteem suffers not only from the costly interactions with the world but with the stress and self-criticism that ensues. Learning how to identify your stress triggers and develop new ways to deal with them is key to increasing your personal power $$$
( Courtesy Eric Smith DC )
LIVE CHAT ROOM
-Our next is MAY 15th. The Topic will be : DEBT REDUCTION, SAVINGS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
While there's no doubt big goals and larger-picture things are incredibly important, it's the little things that keep us going on the day-to-day. Have you ever found yourself wondering what successful chiros do every day that you're missing out on? Read on for the seven exercises to keep you strong, successful, and moving.
1.Always be completely transparent. The more honest and vulnerable you are with those around you, the truer you are to yourself. Not only are your intentions clear to those you work with--you'll never be questioned about your motives.
2. Wake up really early. Although some of us are night owls rather than early birds, it's been proven that peak productivity is definitely in the early morning. Force yourself to complete a couple of tasks while sipping on your morning coffee. Your long-term success will come.
3. Eat well. Your body is a reflection of your perceived self-worth--so be sure you're treating it well. If you feed your body nutritious foods, greens, and lean protein, you'll feel great. And your productivity will reflect that.
4. Don't touch your phone. Have at least one hour a day when you don't go on your phone. These days, we're all so addicted to this little box of glass and wire that, sometimes, we lose sight of the splendor around us. Put your phone down. Your real-life experiences will amplify.
5. Set realistic goals. Don't overload yourself or multitask to extremes. We all have things we know we can do, and we feel amazing when we complete them. Focus on those--don't drown yourself.
6. Ask for help. Even though many of us are too shy to admit it when we can't take on all the work ourselves, there may be times when it's no longer reasonable to do everything. In those moments, reach out to those you trust for help. Your tired, stressed nerves will feel blessed.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
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HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Patient Education / Handout
-Stimulating referrals
-Reducing Patient Exodus
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Stimulating referrals ”
4-Review the below section on ” Reducing patient exodus”
MOTIVATION
HAVING A POSITIVE ATTITUDE IS ONE OF THE MOST EFFECTIVE NEW PATIENT TOOLS YOU CAN OWN. PLEASE DON’T LOOK PAST THIS VITAL STEP. MOST EVERYONE THINKS THEY HAVE A POSITIVE ATTITUDE, BUT THEY DON’T. USUALLY NOT EVEN CLOSE. THEY DON’T UNDERSTAND THE ESSANCE OF ATTITUDE. ITS NOT A FEELING, IT’S A STATE OF MIND THAT IS SELF-INDUCED. YOU ARE IN COMPLETE CONTROL OF IT. YOU DETERMINE WHAT YOUR ATTITUDE IS. IT HAS NOTHING TO DO WITH WHAT HAPPENS TO YOU. ITS NOT ABOUT MONEY OR SUCCESS. IT IS PURE AND SIMPLE, THE WAY YOU DEDICATE YOURSELF TO THE WAY YOU THINK.
HERE’S THE LIFETIME FORMULA TO ATTAINING A POSITIVE ATTITUDE:
1-SURROUND YOURSELF WITH POSITIVE PEOPLE AND THINGS.
2-READ AND LISTEN TO POSITIVE BOOKS, CD’S AND DVD’S.
3-SAY ALL THINGS IN A POSITIVE WAY. HOW YOU CAN, NOT WHY YOU CAN’T.
4-BELIEVE YOU CAN ACHIEVE IT.
5-DON’T LISTEN TO OTHERS WHO TELL YOU YOU’RE NUTS. THEY ARE JUST JEALOUS.
6-START NOW AND WORK AT IT EVERY DAY. SIMPLE? YES, BUT IT TAKES HARD WORK.
TO ACHIEVE A POSITIVE ATTITUDE YOU MUST STUDY IT, AND PRACTICE THE SELF-DISCIPLINE OF IT. YOU MUST LIVE THE ESSENCE OF IT, EVER DAY. ATTITUDE IS SOMETHING YOU GIVE YOURSELF OVER TIME. DAY BY DAY. AND OTHERS CAN CATCH IT FROM YOU. OR NOT. THERE IS NO "INSTANT POSITIVE ATTITUDE." ONLY "INSTANT NEGATIVE ATTITUDE." YOU HAVE A CHOICE!! POSITIVE ATTITUDE IS A SELF IMPOSED BLESSING.
MESSAGE FROM DR JAY / DAILY RITUALS
Goals don’t make positive changes happen, daily rituals do. Because too often we obsess ourselves with a goal – an end result – but are completely unfocused when it comes to the ritual – the recurring steps – that ultimately make the goal happen. And so the weight of this unrealized goal sits heavy on our shoulders, and it slows us down to a crawl. Does that sound at all familiar? If so, it’s time to shift your focus AWAY from your goals. Think about this…If you completely ignored one of your goals for the next few weeks and instead focused solely on the daily rituals that reinforce this goal, would you still get positive results?
For example, if you were trying to lose weight and you ignored your goal to lose 25 pounds, and instead focused only on eating healthy and exercising each day, would you still get results? YES, you would! Gradually, you would get closer and closer to your goal without even thinking about it. The bottom line is that nothing will change in your life unless you make daily rituals that reinforce what you hope to achieve. If you’re not willing to make it a daily ritual, you don’t really want to change your life as much as you say you do – you don’t really want to achieve that “important” goal. You only like the idea but you don’t actually want to do it, every day.
But if you DO want it as much as you say you do, here are some good Reminders for Building Goal-Achieving Rituals
Accepting some level of discomfort is necessary. – Starting a new daily ritual forces us to change our routine in some way, and this change, by its nature, is somewhat uncomfortable. But most of us don’t want to be uncomfortable, so we run from the possibility of discomfort constantly. The obvious problem with this is that, by running from discomfort, we are constrained to partake in only the activities and opportunities within our comfort zones. And since our comfort zones are relativity small, we miss out on most of life’s greatest and healthiest experiences, and we get stuck in a debilitating cycle with our goals. We keep doing what we’ve always done, and thus we keep getting the results we’ve always gotten. And our true potential falls by the wayside.
Small rituals are easier to start and maintain. – Making a big change all at once not only requires lots of grit and determination, but also lots of time and energy. And if you already have a reasonably busy schedule, you’ll find it hard to fit a new daily ritual into the mix. You might do it once or twice – exercise for an hour, for example – but then the new ritual gets put on hold because you feel like you don’t have enough time. That’s why a small change is much easier to start and maintain. The bottom line is that enthusiasm always wanes a couple days after you start a new ritual, but it’s 100% easier to keep it going when the ritual is small. And keeping it going is what matters. Ultimately, you want to expand your idea of “normal.” – As human beings we get comfortable with a certain set of conditions, and if we deviate from these conditions too quickly we tend to get overwhelmingly uncomfortable.
Renewing your trust in yourself is imperative. –It’s kinda like another person constantly lying to you – eventually you stop trusting them. The same holds true with the promises you make to yourself that always end in disappointment – eventually you stop trusting yourself. And the solution in most cases is the same too – you have to renew your trust gradually, with small promises, small steps (your daily rituals), and small victories. This takes time, but it happens pretty fast if you stick to it. And it’s arguably one of the most important things you can do for yourself.
Small, incremental changes add up to huge changes pretty quickly. – The concept of taking it one step at a time might seem ridiculously obvious, but at some point we all get caught up in the moment and find ourselves yearning for instant gratification. We want what we want, and we want it now! And this yearning often tricks us into biting off more than we can chew. Remind yourself that you can’t lift a thousand pounds all at once, yet you can easily lift one pound a thousand times. Small, repeated, incremental efforts will get you there. It doesn’t happen in an instant, but it does happen a lot faster than not getting there at all.
PATIENT EDUCATION
PLEASE COPY THIS TO YOUR OFFICE STATIONARY AND HAND OUT TO YOUR PATIENTS THIS WEEK. THE MORE CONNECTED TO YOU THEY ARE, THE MORE PATIENTS STAY, PAY AND REFER. EXCELLENT ARTICLE ON OVER THE COUNTER IBUPROFEN.
https://www.thesun.co.uk/living/3520232/taking-ibuprofen-to-treat-pain-increases-your-risk-of-heart-attack-after-just-one-week/
STIMULATING REFERRALS
1-DOES THE OFFICE YELL OUT “REFER TO US?” ALTHOUGH AN OFFICE CAN BE PROFESSIONAL, AND NEAT, THIS DOES NOTHING FOR REFERALS, OR PATIENT RETENTION. WALK THROUGH YOUR OFFICE JUST AS IF YOU WERE A PATIENT. DOES EVERY ROOM HAVE EDUCATIONAL POSTERS, PLAQUES, PICTURES, AND THE LIKE, THAT WOULD STIMULATE YOU TO REFER TO THE OFFICE? IF NOT, YOU NEED TO CHANGE THAT ASAP. THE STARTS IN THE RECEPTION AREA, TO THE EXAM AND X RAY ROOMS, TO THE REPORT OF FINDINGS ROOM, TO THE ADJUSTMENTS ROOMS.
2-DO YOU HAVE A SEPARATE ROOM TO DO YOUR REPORT OF FINDINGS AND CONSULTATIONS? IF SPACE DOES NOT PERMIT, THIS CAN BE DONE IN THE SAME ROOM. HOWEVER ONE ROOM NEEDS TO BE DESIGNATED FOR THIS PURPOSE. AND ADJUSTING TABLE CAN BE IN THIS ROOM, BUT ONLY IF YOU HAVE A ONE OR TWO ROOM OFFICE. IF YOUR OFFICE HAVE MORE ROOMS THAN TWO, THEN ONE MUST BE DESIGNATED FOR THIS PURPOSE. THE INITIAL MEETING WITH THE PATIENT IS CRITICAL. THE CONSULT ON DAY ONE, AND THE REPORT ON DAY TWO, ARE VITAL PROCEDURES. AND THIS ROOM MUST BE 5 STAR AND MAKE A 5 STAR IMPRESSION. THIS ABOUT THE RITZ HOTEL. THEN THINK ABUT YOUR REPORT ROOM. IS IT A RITZ ROOM? IF NOT, MAKE IT SO ASAP. REMEMBER, THE FIRST IMPRESSION IS THE MOST IMPORTANT.
3-THESE PROCEEDURES MUST BE MASTERED SO YOU CAN DO THEM IN YOUR SLEEP.
-GIVING A FIRST DAY BOOK TO THE PATIENT
-ORGANIC CONSULTATION
-ORGANIC EXAM
-REPORT DAY TWO. WORD FOR WORD.
-THE MULTIPLE CARD
-LONG TERM RECOMMENDATIONS
-HEALTH CARE CLASS WITH IN 2-3 DAYS
-TOUCH AND TELL ON EACH VISIT
-CONTINUED ORGAINIC EDUCATION ON EACH VISIT
-A DAY TWO BOOK GIVEN AFTER THE REPORT ON DAY TWO
-RE EXAM EVER 3-4 WEEKS. MAKE AN IMPRESSION
-RE REPORT ON THE NEXT VISIT, USING THE SMOKE ALARM DRILL
-USE THE SMOKE ALARM DRILL WITH A SMOKE DETECTOR WHEN EVER POSSIBLE
-A CHIROPRACTIC EMERGENCY CARD ON DAY TWO FOR THE PATIENT TO CARRY
-MAKE UP ALL MISSED APPOINTMENTS BY HAVING THE PT COME IN AN EXTRA MAKE UP DAY
REDUCING PATIENT EXODUS AND INCORPORATING THE PERFECT REACTIVATION PROGRAM
The need for a reactivation program is generally a symptom of patient commitment challenges. Many things can cause challenges with patient commitment. One prominent cause is the doctor’s inability to teach and motivate their patients, although no matter how good you are at teaching and motivating, patients will still sometimes leave. Whether or not they come back to you, and this time understand enough to stay, is again in direct proportion to how well you teach and motivate them.
Reactivation essentially gives you the opportunity to do a better job than you did the first time. You are, hopefully, a different person than the last time the patient was in your office. You have learned more, grown more, and have become more skillful in chiropractic and communication. Before describing the perfect reactivation program I want to share with you how to avoid having numerous people that require reactivation. In other words, stopping the patient exodus.
STRATEGIES THAT PREVENT PATIENT EXODUS
1. Focus on serving your patients.
2. Set high standards for your office and your patients.
3. Implement systems that support the execution of your standards.
4. Master your technique.
5. Learn and utilize a system of relentless and consistent patient education.
6. Provide consistent “knock your socks off service”.
STRESS FREE REACTIVATION PROGRAM
I am an advocate of establishing a quarterly reactivation program that starts at the first of the year. Repeat the same program in April, July, October and then again in January.
1. Review patients who have left the practice. Decide who you would enjoy having back in the practice.
2. Decide how many people your office can contact by phone per week.
3. Select an interesting postcard for mailing.
4. Hand write the following:
Dear Bill,
It has been two months since your last visit, and we have missed you. I will be calling you in 10 days to see how you are.
Talk soon! …………….Dr. Jay
5. Call 5 days after the postcard has been sent. Connect with the patient. Let them know you are concerned about them. Give them an opportunity to come in and be evaluated objectively to see how stable they are.
The responses will be of three types.
1. Disbelief. They call you before you call them. I want to make an appointment I can’t believe it has been that long since I have been in.
2. Satisfied. They are happy you called; they believe all is well, and they will be in touch when they want to come back. Thank them for their time, let them know you are available to them, their family and friends.
3. Dissatisfied. They are not interested in your service, or might have had some dissatisfaction with your service. If appropriate apologize and find out if there was anything you can do to make it right. If it is something you want to do differently, learn from the experience and fix the problem.
LIVE CHAT ROOM
-Our next is June 5th. The Topic will be : HOW TO CREATE REFERRALS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Jim Rohn, the philosopher who has left an indelible legacy of time-proven principles and wisdom, shares his secret for making an impact. Here are the principles he says we must commit to in order to leave the legacy we desire:
1. Life is best lived in service to others. This doesn’t mean that we do not strive for the best for ourselves. It does mean that in all things we serve other people, including our family, co-workers and friends.
2. Consider others’ interests as important as your own. Much of the world suffers simply because people consider only their own interests. People are looking out for number one, but the way to leave a legacy is to also look out for others.
3. Love your neighbor even if you don’t like him. It is interesting that Jesus told us to love others. But he never tells us to like them. Liking people has to do with emotions. Loving people has to do with actions. And what you will find is that when you love them and do good by them, you will more often than not begin to like them.
4. Maintain integrity at all costs. There are very few things you take to the grave with you. The number one thing is your reputation and good name. When people remember you, you want them to think, “She was the most honest person I knew. What integrity.” There are always going to be temptations to cut corners and break your integrity. Do not do it. Do what is right all of the time, no matter what the cost.
5. You must risk in order to gain. In just about every area of life you must risk in order to gain the reward. In love, you must risk rejection in order to ask that person out for the first time. In investing you must place your capital at risk in the market in order to receive the prize of a growing bank account. When we risk, we gain. And when we gain, we have more to leave for others.
6. You reap what you sow. In fact, you always reap more than you sow—you plant a seed and reap a bushel. What you give you get. What you put into the ground then grows out of the ground. If you give love you will receive love. If you give time, you will gain time. It is one of the truest laws of the universe. Decide what you want out of life and then begin to sow it.
7. Hard work is never a waste. No one will say, “It is too bad he was such a good, hard worker.” But if you aren’t they will surely say, “It’s too bad he was so lazy—he could have been so much more!” Hard work will leave a grand legacy. Give it your all on your trip around the earth. You will do a lot of good and leave a terrific legacy.
8. Don’t give up when you fail. Imagine what legacies would have never existed if someone had given up. How many thriving businesses would have been shut down if they quit at their first failure? Everyone fails. It is a fact of life. But those who succeed are those who do not give up when they fail. They keep going and build a successful life—and a legacy.
9. Don’t ever stop in your pursuit of a legacy. Many people have accomplished tremendous things later on in life. There is never a time to stop in your pursuit of a legacy. Sometimes older people will say, “I am 65. I’ll never change.” That won’t build a great life! No, there is always time to do more and achieve more, to help more and serve more, to teach more and to learn more. Keep going and growing that legacy!
These are core principles to live by if you want to become the kind of person who leaves a lasting legacy.
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Attendee panel closed
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
**************************************************
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay / Being a Great Leader
-Office Procedure / Mastering the basics
-Procrastination / The practice killer
-Documentation 101
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Office Procedure / Day Two”
4-Review the below section on ” Procrastination / Practice killer”
MOTIVATION
ONE OF THE KEY ELEMENTS OF SUCCESSFUL DOCTORS OF CHIROPRACTIC IS VISION. DO YOU HAVE ONE? WHAT IS IT? HOW FAR REACHING IS IT? IS IT THE VISION OF AN EAGLE, OR THAT OF A CLAM? YOUR VISION MUST BE OF LARGE DREAMS. YOU MUST BE ABLE TO SEE YOUR FUTURE CLEARLY.
ENVISION YOUR OWN FREE STANDING CLINIC. VISUALIZE HAVING MULTIPLE ASSOCIATES. VISUALIZE LOTS OF VACATION TIME SPENT DOING THE THINGS YOU LOVE TO DO. VISUALIZE BEING FINANCIALLY INDEPENDENT. VISUALIZE YOUR DREAM HOME OR CAR. WHEN I STARTED IN PRACTICE I NAMED MY CLINIC CHIROPRACTIC ASSOCIATES. EVEN THOUGH I HAD NOT EVEN OPENED THE DOORS YET. YOU SEE I WAS VISUALIZING THE FUTURE. I KNEW WHERE I WAS GOING TO GO AND WHAT I WANTED TO DO. AND WITH IN 5 MONTHS OF PRACTICE IT BECAUME A REALITY. I HAD MY FIRST ASSOCIATE. THEN THE SECOND, THEN THE CLINIC OF MY DREAMS. THE DREAM HOME, AND MANY MORE. AND FINALLY FINANCIAL INDEPENDENCE. THE POINT IS IT ALL STARTED FROM A VISION.
YOU NEED TO SIT DOWN RIGHT NOW THIS VERY MOMENT AND DEVELOP A VISION FOR YOURSELF. A ROAD MAP OF THE FUTURE IN YOUR MINDS EYE. REMEMBER TO SEE IT, YOU HAVE TO SEE IT FIRST. AND YOU HAVE TO KEEP IT IN FRONT OF YOU AND SEE IT OFTEN. JUST LIKE EATING MEALS EVERY DAY, YOU HAVE TO KEEP IT OUT IN FRONT OF YOU. EVERY SUCCESSFUL CHIROPRACTIC STORY STARTS WITH A SUCCESSFUL VISION. FIGRURE OUT WHAT THAT IS FOR YOU, WRITE IT DOWN. REVIEW IT MULTIPLE TIMES DAILY. REVISE IT. MEMORIZE IT, AND BECOME POSSESSED WITH IT. AS YOU DO, THAT VISION WILL MATERIALIZE IN YOUR LIFE AND PRACTICE.
MESSAGE FROM DR JAY
If you want to be a great leader in your practice, motivating your team, perhaps a leader in the profession, then you need to master the following still sets:
Practice 1: Envision. Great leaders envision a compelling, different and vibrant future than what’s here. They have an alternative, clear view of what the world could be like tomorrow than it is today. They have a shared purpose. They believe that they and others would be compelled by, interested in, inspired by and want to work toward it, and that’s a big deal.
You’ve read that in leadership, you have to have a vision. It’s biblical; where there is no vision, people perish. We know the power of having that vision, so you have to sit down and actually do it. The reason I say envision versus just “have a vision” is because it’s a practice of envisioning. What should tomorrow look like for my team? What should tomorrow be like for my practice? What should tomorrow be like for my life?
And not just tomorrow, but a long-term mindset and view, the dream, that magnificent obsession, that bold desire, the moon-shot goals and purposes and missions of life—the bigger picture. That’s envisioning a different reality in the future than we experience today. And that’s why everybody gets excited about leadership. Where there’s no vision, there’s no leadership. Where there’s no vision, people perish, so we have to envision.
By the way, I say that these are six practices of leadership and not six steps, because it’s not like you envision once and then you move on in the process. We always have to continually sit down and envision where we are and where we can be going. It’s an active process. If you set a vision one time and forget about it, it’s not going to help you accomplish the influence or impact that you want.
Practice 2: Enlist. As you’re developing this vision, remember that it’s not just your vision. You’re enlisting other people to share their voices, their perspective, their dreams and desires for where you could be going. I think the most important leadership lesson in the world is that people support what they create. If people are involved in the ideation of a vision, they’re involved in creating ideas, brainstorming, figuring out what it is we are about.
What do we stand for? Where are we going? Great leaders enlist that from other people; they’re constantly asking people what they think, how they feel, what things they desire and need. A great leader is always enlisting other people to believe in the dream, shape the dream, stay dedicated to the dream. It’s an honest and authentic and genuine desire to see other people be involved in the process and to enjoy that process.
Practice 3: Embody. Leaders stand for something. There is a congruence between who they are, the behaviors they’re enacting into the world, how they treat people, what they’re working toward and what they say is important. It’s integrity. There’s nothing more important is there? You don’t believe the message unless you believe the messenger.
As leaders, we have to stand for and demonstrate and show and portray what we really believe in. Is our team and people around us seeing us work for it, sweat for it, sacrifice for it, champion it over and over, even when it’s hard, even when there’s conflict, even when people are pissed and want to quit? Are you still there? Do you still stand for it? If you do, then you’ll become a legend.
Practice 4: Empower. Empowerment means giving people the decision-making authority and trust to be able to work toward this vision. It means allowing them the autonomy, strength and input. It means equipping them with the knowledge, skills, abilities, technology, tools and training to allow them to succeed as they march with us to achieve something extraordinary and phenomenal. Many leaders come in with a big vision, get everyone excited and seem like they want everybody involved. They do a great job of standing for it, but they don’t equip their teams to kick some butt. They never get to that place of real stride, real momentum. Training other people and equipping them with everything they need to succeed is a vital practice of every great leader. It doesn’t happen just once. Training has to be consistent. Coaching has to be consistent. Equipping people to deal with the new challenges, the new tools, new technologies and competitive realities, that’s vital. We have to have that in place.
Practice 5: Evaluate. Evaluation is one of the hardest things we do in leadership. To evaluate the key people who are with us, their contributions. To evaluate their skills, needs and the ethics that are going on in our organization, in our team. We’re evaluating on these questions:
-Are we being excellent?
-Are we progressing? If not, why?
We have to ask these questions. This takes practice. You have to keep your thumb on the pulse to see how we are doing. Are we alive? Are we moving forward? That evaluation also brings up the incredible challenge that we face as leaders, which is to give honest, direct, immediate, constructive feedback to those who are trying to influence and lead—to our collaborators, friends and followers. It’s vital that we are paying attention and seeing when things are going off the rails. We can never check out. Evaluation is a consistent process of checking in and seeing how we’re doing and paying attention, to measure the progress of our mission.
Practice 6: Encourage. Encourage. Be the champion. Be the cheerleader. Be the person always motivating, inspiring and uplifting people. Many leaders have pet projects that they get excited about it, and then those projects just disappear. You need to encourage on a continual basis. You need to light people up. You need to have it in your heart and in your soul, that desire to want to lift people up, to get them up off their butts, to get them excited about things. If you can’t motivate them with your passion and example, then what are we doing?
You have to encourage people when this gets hard. When you’re working toward a mission, it gets hard. Longer term, the more people involved, the bigger the organization, the bigger the vision, the bigger the dream, the longer the duration to accomplish it, the more struggle, more challenge, more conflict, more discord, more disappointment, more frustration, more doubt, more delay. All those things happen and leaders have to deal with it by always being that encouraging voice. When the chips are down and it looks most bleak, you’re still that beam of light. When it gets dark. When it gets challenging. When there’s conflict, turmoil and turbulent seas, you’re solid. Never stop being the voice of positivity. You’re somebody they know they can go to because you’re always going to turn a negative into a positive. You’re always going to help them see the alternative you, the next step. You’re going to champion people. You’re going to champion the mission and the cause.
That’s leadership. The six E’s: Envision, Enlist, Embody, Empower, Evaluate, Encourage. What overlays all of this is a philosophy about what we’re doing. That it’s important to us; that there’s a purpose, a mission to it that we feel deeply within us is so powerful; and we honor, respect and love those we work with.
MASTERING OFFICE PROCEDURE / DAY TWO
1. Warmly welcome the patient and spouse back to the office. Thank the spouse or significant other for attending and explain its import.
2. Review the reasons why the patient entered the office.
3. Review the affect this has been having in their life.
4. Review the exam findings.
5. Review the x ray findings.
6. Explain what a subluxation is. Show a plastic spine model. (Please note, if you do not like the word Subluxation, pick your own word. Don’t get hung up on this step.)
7. Go to the patients spine and touch it, make comparison to the plastic model.
8. Explain what a subluxation does, nerve pressure, IVF openings ( call this nerve channels) and their connections to organs, etc.
9. Make the tie in how pressure on these nerves can cause symptoms, and or conditions such as they have.
10. Make a specific tie in with the patients conditions and their subluxations.
11. At this point ask “ If we can help you get rid of this without medications or surgery would that interest you?
12. Review the x rays. Show normal, and compare that to the patients x rays. Make the point that their x ray/ spine/ posture etc, is not normal.
13. Ask if there are any questions to this point?
14. Ask the patient at this point what they are wanting you to do for them in specific, what are your goals here?
15. Ask the patient if you can fix it would they be committed to doing so?
16. Review good news versus bad news. The bad news is your spine is not in good shape, good news is we can help you. It’s a matter of correcting your subluxations and getting the pressure off of the nerves causing your problems, does that make sense?
17. Explain the consequences of doing nothing. Permanent , surgery, drug addiction, etc.
18. Get the patient to agree they are subluxated and explain to you how this is causing their issues.
19. Give your treatment/ care recommendations. It is recommended that care be more frequent in the beginning when the patient is more motivated. A minimum of 3 times a week for several months, down to two times etc. I prefer daily for at least one week.
20. Explain that length of care is simply how the body heals. It does not happen overnight and cant be short cut.
21. Get the patients commitment to the schedule. If they do not commit, go back and review the steps. In specific: what brought them in, what it is doing in their life, how their life would be better with out these issues, etc.
22. Explain what each visit in your office will contain. Be specific and be enthusiastic.
23. Explain the re exam procedure every 30 days. Be specific and be enthusiastic.
PROCRASTINATION / THE PRACTICE KILLER
I wanted to share an interesting experience that happened a while back. It has nothing to do with Chiropractic, yet at the same time it has everything to do with Chiropractic. I had a Palm tree in a pot on my back deck. Due to overwatering apparently it died and I had it removed. I had been planning on replacing it, but as happens, I put it off until the last minute. I went to the landscaping place, and found a huge yucca cactus/palm that was awesome, and bought it. The plant being large would need a truck and at least three men to handle it. After paying for the plant and discussing deliver details with the saleswoman things went like this:
Synopsis: The Yucca looks awesome on the back porch and was delivered within 2 hours of purchase. Why this story? Simple: It is a Chiropractic story, and more so a success story. Most Chiros when facing an obstacle or objection simply fold their tent assuming that is the end of the road. Rarely is it the end of the road, it is normally just the opposite, the start of the road. The key is persistence, asking, straying consistent, effort, pushing, and never giving in or up. Just like that yucca plant, your practice grows for the same reasons and with the same effort. So ask yourself:
Now translate the above 5 steps to your practice. Make is your resolve to bring it all up a level each week. In 90 days, your practice with be humming. That my friend is a guarantee!
HOW TO FAIL IN PRACTICE?
Now that I have your undivided attention let's talk about how to fail in practice. It is important to totally understand the clear step to failure in practice, before you can grasp how to succeed. The sure fire way to fold the tent is "not to try." Failing to try to succeed, is a 100% guaranteed way to fail. It works every time. 10 out of 10. It’s a simple principle, "fail to try, and we fail."
On the other side, if you "try and fail", that only happens one out of every 5 times. Meaning if you give something your all, one out of 5 times you will fail. 20% of the time you won’t make it. This of course means that 80% of the time, you will succeed. I understand this concept very well because when I first opened my office in 1985, I signed an expensive practice management contract, had the manuals, materials, and promotions, and just because I spent the money, figured they would work and make me successful. What I didn’t grasp, it to succeed, I had to try. So for the first 60 days in practice I opened mounting bills, but few checks. Until one day it hit me light a bolt of lightning, "to be, I had to do." Meaning the missing ingredient was action. LOTS OF ACTION QUICKLY. Once I clearly understood that concept, everything else took off.
SO, WHAT WILL THE REST OF 2017 BRING YOU? B.J. PALMER SAID "WHO CAN ANCHOR TO AN UNMADE MIND?" IS YOURS MADE UP YET? DO YOU HAVE A CLEAR VISION OF WHAT IT IS YOU WANT THIS COMING YEAR IN YOUR CHIROPRACTIC PRACTICE? REMEMBER, THE PRACTICE STARTS WITH A VISION...YOU CAN'T PRACTICE AND THEN GET A VISION. ONE BEGETS THE OTHER. I'M CERTAIN YOU HAVE HEARD THE EXPRESSIONS "I SEE IT." OR "IN THE MINDS EYE." WELL, THIS IS JUST WHAT THIS IS DESCRIBING. VISION.
The person most influenced by your expectations is you. When you genuinely expect the best of yourself, something inside you will do everything possible to deliver. The great thing is, your expectations are yours to decide. No complex skills or scarce resources are needed in order for you to expect the best of yourself, of others, of this day and this moment. Your expectations set the range within which your reality operates. Expect the best, and you greatly increase your chances of getting it.
DOCUMENTATION 101 IN DETAIL
The P.A.R.T. System
The P.A.R.T. documentation system for Medicare has been a topic of much concern and discussion among chiropractors. Recall that the subluxation may be documented by one of two methods: x-ray or physical examination, and that if the latter is used, it must be documented according to the P.A.R.T. system. The four components of P.A.R.T. are described below. CMS requires that at least two of the four components must be documented, and at least one of A or R.
P: PAIN AND TENDERNESS
Identify using one or more of the following:
Identify on a sectional or segmental level by using one or more of the following:
R: RANGE OF MOTION ABNORMALITY
Identify an increase or decrease in segmental mobility using one or more of the following:
T: TISSUE, TONE CHANGES
Identify using one or more of the following:
Documentation of the Initial and Subsequent Visits
As you already know, CMS has established specific requirements for documentation of both initial and subsequent office visits. Before we integrate P.A.R.T., let us review these requirements:
CMS states that the following requirements MUST be included in your patient chart notes to describe the presenting complaint. After completing your case history with the patient, you should be able to ask yourself the questions below, and answer them with your documentation:
Requirement
Ask Yourself
Symptoms causing the patient to seek treatment
Why is patient seeking care?
Mechanism of onset
How did the condition/injury happen?
Gradual/sudden?
Quality and character of
symptoms/problems
Onset, duration, intensity, frequency, location, and
radiation of symptoms
Do my notes paint a picture of the patient’s symptoms, including specific descriptive remarks that would allow a third party reader to fully understand this complaint?
Aggravating or relieving factors
What causes the condition to improve or worsen?
Prior interventions, treatments,
medications, secondary complaint
What has been tried in the past and are there any complicating factors?
Family history, if relevant
Are there any factors in the family history that relate to this condition?
Past health history (general health, prior illness, injuries, hospitalizations, medication, surgical history)
What aspects of the patient’s health history factor into this current condition?
NOTE: These symptoms must bear a direct relationship to the level of subluxation. The symptoms should refer to the spine, muscle, bone, rib, and joint and be reported as pain, inflammation, or as signs such as swelling, spasticity, etc. Vertebral pinching of spinal nerves may cause headaches, arm, shoulder and hand problems as well as leg and foot pains and numbness. Rib and rib/chest pains are also recognized symptoms, but in general other symptoms must relate to the spine as such.
Initial Visit Requirements
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
While there's no doubt big goals and larger-picture things are incredibly important, it's the little things that keep us going on the day-to-day. Have you ever found yourself wondering what successful chiros do every day that you're missing out on? Read on for the seven exercises to keep you strong, successful, and moving.
1.Always be completely transparent. The more honest and vulnerable you are with those around you, the truer you are to yourself. Not only are your intentions clear to those you work with--you'll never be questioned about your motives.
2. Wake up really early. Although some of us are night owls rather than early birds, it's been proven that peak productivity is definitely in the early morning. Force yourself to complete a couple of tasks while sipping on your morning coffee. Your long-term success will come.
3. Eat well. Your body is a reflection of your perceived self-worth--so be sure you're treating it well. If you feed your body nutritious foods, greens, and lean protein, you'll feel great. And your productivity will reflect that.
4. Don't touch your phone. Have at least one hour a day when you don't go on your phone. These days, we're all so addicted to this little box of glass and wire that, sometimes, we lose sight of the splendor around us. Put your phone down. Your real-life experiences will amplify.
5. Set realistic goals. Don't overload yourself or multitask to extremes. We all have things we know we can do, and we feel amazing when we complete them. Focus on those--don't drown yourself.
6. Ask for help. Even though many of us are too shy to admit it when we can't take on all the work ourselves, there may be times when it's no longer reasonable to do everything. In those moments, reach out to those you trust for help. Your tired, stressed nerves will feel blessed.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
**************************************************
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Patient Education / Handout
-Stimulating referrals
-Reducing Patient Exodus
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Stimulating referrals ”
4-Review the below section on ” Reducing patient exodus”
MOTIVATION
HAVING A POSITIVE ATTITUDE IS ONE OF THE MOST EFFECTIVE NEW PATIENT TOOLS YOU CAN OWN. PLEASE DON’T LOOK PAST THIS VITAL STEP. MOST EVERYONE THINKS THEY HAVE A POSITIVE ATTITUDE, BUT THEY DON’T. USUALLY NOT EVEN CLOSE. THEY DON’T UNDERSTAND THE ESSANCE OF ATTITUDE. ITS NOT A FEELING, IT’S A STATE OF MIND THAT IS SELF-INDUCED. YOU ARE IN COMPLETE CONTROL OF IT. YOU DETERMINE WHAT YOUR ATTITUDE IS. IT HAS NOTHING TO DO WITH WHAT HAPPENS TO YOU. ITS NOT ABOUT MONEY OR SUCCESS. IT IS PURE AND SIMPLE, THE WAY YOU DEDICATE YOURSELF TO THE WAY YOU THINK.
HERE’S THE LIFETIME FORMULA TO ATTAINING A POSITIVE ATTITUDE:
1-SURROUND YOURSELF WITH POSITIVE PEOPLE AND THINGS.
2-READ AND LISTEN TO POSITIVE BOOKS, CD’S AND DVD’S.
3-SAY ALL THINGS IN A POSITIVE WAY. HOW YOU CAN, NOT WHY YOU CAN’T.
4-BELIEVE YOU CAN ACHIEVE IT.
5-DON’T LISTEN TO OTHERS WHO TELL YOU YOU’RE NUTS. THEY ARE JUST JEALOUS.
6-START NOW AND WORK AT IT EVERY DAY. SIMPLE? YES, BUT IT TAKES HARD WORK.
TO ACHIEVE A POSITIVE ATTITUDE YOU MUST STUDY IT, AND PRACTICE THE SELF-DISCIPLINE OF IT. YOU MUST LIVE THE ESSENCE OF IT, EVER DAY. ATTITUDE IS SOMETHING YOU GIVE YOURSELF OVER TIME. DAY BY DAY. AND OTHERS CAN CATCH IT FROM YOU. OR NOT. THERE IS NO "INSTANT POSITIVE ATTITUDE." ONLY "INSTANT NEGATIVE ATTITUDE." YOU HAVE A CHOICE!! POSITIVE ATTITUDE IS A SELF IMPOSED BLESSING.
MESSAGE FROM DR JAY / DAILY RITUALS
Goals don’t make positive changes happen, daily rituals do. Because too often we obsess ourselves with a goal – an end result – but are completely unfocused when it comes to the ritual – the recurring steps – that ultimately make the goal happen. And so the weight of this unrealized goal sits heavy on our shoulders, and it slows us down to a crawl. Does that sound at all familiar? If so, it’s time to shift your focus AWAY from your goals. Think about this…If you completely ignored one of your goals for the next few weeks and instead focused solely on the daily rituals that reinforce this goal, would you still get positive results?
For example, if you were trying to lose weight and you ignored your goal to lose 25 pounds, and instead focused only on eating healthy and exercising each day, would you still get results? YES, you would! Gradually, you would get closer and closer to your goal without even thinking about it. The bottom line is that nothing will change in your life unless you make daily rituals that reinforce what you hope to achieve. If you’re not willing to make it a daily ritual, you don’t really want to change your life as much as you say you do – you don’t really want to achieve that “important” goal. You only like the idea but you don’t actually want to do it, every day.
But if you DO want it as much as you say you do, here are some good Reminders for Building Goal-Achieving Rituals
Accepting some level of discomfort is necessary. – Starting a new daily ritual forces us to change our routine in some way, and this change, by its nature, is somewhat uncomfortable. But most of us don’t want to be uncomfortable, so we run from the possibility of discomfort constantly. The obvious problem with this is that, by running from discomfort, we are constrained to partake in only the activities and opportunities within our comfort zones. And since our comfort zones are relativity small, we miss out on most of life’s greatest and healthiest experiences, and we get stuck in a debilitating cycle with our goals. We keep doing what we’ve always done, and thus we keep getting the results we’ve always gotten. And our true potential falls by the wayside.
Small rituals are easier to start and maintain. – Making a big change all at once not only requires lots of grit and determination, but also lots of time and energy. And if you already have a reasonably busy schedule, you’ll find it hard to fit a new daily ritual into the mix. You might do it once or twice – exercise for an hour, for example – but then the new ritual gets put on hold because you feel like you don’t have enough time. That’s why a small change is much easier to start and maintain. The bottom line is that enthusiasm always wanes a couple days after you start a new ritual, but it’s 100% easier to keep it going when the ritual is small. And keeping it going is what matters. Ultimately, you want to expand your idea of “normal.” – As human beings we get comfortable with a certain set of conditions, and if we deviate from these conditions too quickly we tend to get overwhelmingly uncomfortable.
Renewing your trust in yourself is imperative. –It’s kinda like another person constantly lying to you – eventually you stop trusting them. The same holds true with the promises you make to yourself that always end in disappointment – eventually you stop trusting yourself. And the solution in most cases is the same too – you have to renew your trust gradually, with small promises, small steps (your daily rituals), and small victories. This takes time, but it happens pretty fast if you stick to it. And it’s arguably one of the most important things you can do for yourself.
Small, incremental changes add up to huge changes pretty quickly. – The concept of taking it one step at a time might seem ridiculously obvious, but at some point we all get caught up in the moment and find ourselves yearning for instant gratification. We want what we want, and we want it now! And this yearning often tricks us into biting off more than we can chew. Remind yourself that you can’t lift a thousand pounds all at once, yet you can easily lift one pound a thousand times. Small, repeated, incremental efforts will get you there. It doesn’t happen in an instant, but it does happen a lot faster than not getting there at all.
PATIENT EDUCATION
PLEASE COPY THIS TO YOUR OFFICE STATIONARY AND HAND OUT TO YOUR PATIENTS THIS WEEK. THE MORE CONNECTED TO YOU THEY ARE, THE MORE PATIENTS STAY, PAY AND REFER. EXCELLENT ARTICLE ON OVER THE COUNTER IBUPROFEN.
https://www.thesun.co.uk/living/3520232/taking-ibuprofen-to-treat-pain-increases-your-risk-of-heart-attack-after-just-one-week/
STIMULATING REFERRALS
1-DOES THE OFFICE YELL OUT “REFER TO US?” ALTHOUGH AN OFFICE CAN BE PROFESSIONAL, AND NEAT, THIS DOES NOTHING FOR REFERALS, OR PATIENT RETENTION. WALK THROUGH YOUR OFFICE JUST AS IF YOU WERE A PATIENT. DOES EVERY ROOM HAVE EDUCATIONAL POSTERS, PLAQUES, PICTURES, AND THE LIKE, THAT WOULD STIMULATE YOU TO REFER TO THE OFFICE? IF NOT, YOU NEED TO CHANGE THAT ASAP. THE STARTS IN THE RECEPTION AREA, TO THE EXAM AND X RAY ROOMS, TO THE REPORT OF FINDINGS ROOM, TO THE ADJUSTMENTS ROOMS.
2-DO YOU HAVE A SEPARATE ROOM TO DO YOUR REPORT OF FINDINGS AND CONSULTATIONS? IF SPACE DOES NOT PERMIT, THIS CAN BE DONE IN THE SAME ROOM. HOWEVER ONE ROOM NEEDS TO BE DESIGNATED FOR THIS PURPOSE. AND ADJUSTING TABLE CAN BE IN THIS ROOM, BUT ONLY IF YOU HAVE A ONE OR TWO ROOM OFFICE. IF YOUR OFFICE HAVE MORE ROOMS THAN TWO, THEN ONE MUST BE DESIGNATED FOR THIS PURPOSE. THE INITIAL MEETING WITH THE PATIENT IS CRITICAL. THE CONSULT ON DAY ONE, AND THE REPORT ON DAY TWO, ARE VITAL PROCEDURES. AND THIS ROOM MUST BE 5 STAR AND MAKE A 5 STAR IMPRESSION. THIS ABOUT THE RITZ HOTEL. THEN THINK ABUT YOUR REPORT ROOM. IS IT A RITZ ROOM? IF NOT, MAKE IT SO ASAP. REMEMBER, THE FIRST IMPRESSION IS THE MOST IMPORTANT.
3-THESE PROCEEDURES MUST BE MASTERED SO YOU CAN DO THEM IN YOUR SLEEP.
-GIVING A FIRST DAY BOOK TO THE PATIENT
-ORGANIC CONSULTATION
-ORGANIC EXAM
-REPORT DAY TWO. WORD FOR WORD.
-THE MULTIPLE CARD
-LONG TERM RECOMMENDATIONS
-HEALTH CARE CLASS WITH IN 2-3 DAYS
-TOUCH AND TELL ON EACH VISIT
-CONTINUED ORGAINIC EDUCATION ON EACH VISIT
-A DAY TWO BOOK GIVEN AFTER THE REPORT ON DAY TWO
-RE EXAM EVER 3-4 WEEKS. MAKE AN IMPRESSION
-RE REPORT ON THE NEXT VISIT, USING THE SMOKE ALARM DRILL
-USE THE SMOKE ALARM DRILL WITH A SMOKE DETECTOR WHEN EVER POSSIBLE
-A CHIROPRACTIC EMERGENCY CARD ON DAY TWO FOR THE PATIENT TO CARRY
-MAKE UP ALL MISSED APPOINTMENTS BY HAVING THE PT COME IN AN EXTRA MAKE UP DAY
REDUCING PATIENT EXODUS AND INCORPORATING THE PERFECT REACTIVATION PROGRAM
The need for a reactivation program is generally a symptom of patient commitment challenges. Many things can cause challenges with patient commitment. One prominent cause is the doctor’s inability to teach and motivate their patients, although no matter how good you are at teaching and motivating, patients will still sometimes leave. Whether or not they come back to you, and this time understand enough to stay, is again in direct proportion to how well you teach and motivate them.
Reactivation essentially gives you the opportunity to do a better job than you did the first time. You are, hopefully, a different person than the last time the patient was in your office. You have learned more, grown more, and have become more skillful in chiropractic and communication. Before describing the perfect reactivation program I want to share with you how to avoid having numerous people that require reactivation. In other words, stopping the patient exodus.
STRATEGIES THAT PREVENT PATIENT EXODUS
1. Focus on serving your patients.
2. Set high standards for your office and your patients.
3. Implement systems that support the execution of your standards.
4. Master your technique.
5. Learn and utilize a system of relentless and consistent patient education.
6. Provide consistent “knock your socks off service”.
STRESS FREE REACTIVATION PROGRAM
I am an advocate of establishing a quarterly reactivation program that starts at the first of the year. Repeat the same program in April, July, October and then again in January.
1. Review patients who have left the practice. Decide who you would enjoy having back in the practice.
2. Decide how many people your office can contact by phone per week.
3. Select an interesting postcard for mailing.
4. Hand write the following:
Dear Bill,
It has been two months since your last visit, and we have missed you. I will be calling you in 10 days to see how you are.
Talk soon! …………….Dr. Jay
5. Call 5 days after the postcard has been sent. Connect with the patient. Let them know you are concerned about them. Give them an opportunity to come in and be evaluated objectively to see how stable they are.
The responses will be of three types.
1. Disbelief. They call you before you call them. I want to make an appointment I can’t believe it has been that long since I have been in.
2. Satisfied. They are happy you called; they believe all is well, and they will be in touch when they want to come back. Thank them for their time, let them know you are available to them, their family and friends.
3. Dissatisfied. They are not interested in your service, or might have had some dissatisfaction with your service. If appropriate apologize and find out if there was anything you can do to make it right. If it is something you want to do differently, learn from the experience and fix the problem.
LIVE CHAT ROOM
-Our next is June 5th. The Topic will be : HOW TO CREATE REFERRALS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Jim Rohn, the philosopher who has left an indelible legacy of time-proven principles and wisdom, shares his secret for making an impact. Here are the principles he says we must commit to in order to leave the legacy we desire:
1. Life is best lived in service to others. This doesn’t mean that we do not strive for the best for ourselves. It does mean that in all things we serve other people, including our family, co-workers and friends.
2. Consider others’ interests as important as your own. Much of the world suffers simply because people consider only their own interests. People are looking out for number one, but the way to leave a legacy is to also look out for others.
3. Love your neighbor even if you don’t like him. It is interesting that Jesus told us to love others. But he never tells us to like them. Liking people has to do with emotions. Loving people has to do with actions. And what you will find is that when you love them and do good by them, you will more often than not begin to like them.
4. Maintain integrity at all costs. There are very few things you take to the grave with you. The number one thing is your reputation and good name. When people remember you, you want them to think, “She was the most honest person I knew. What integrity.” There are always going to be temptations to cut corners and break your integrity. Do not do it. Do what is right all of the time, no matter what the cost.
5. You must risk in order to gain. In just about every area of life you must risk in order to gain the reward. In love, you must risk rejection in order to ask that person out for the first time. In investing you must place your capital at risk in the market in order to receive the prize of a growing bank account. When we risk, we gain. And when we gain, we have more to leave for others.
6. You reap what you sow. In fact, you always reap more than you sow—you plant a seed and reap a bushel. What you give you get. What you put into the ground then grows out of the ground. If you give love you will receive love. If you give time, you will gain time. It is one of the truest laws of the universe. Decide what you want out of life and then begin to sow it.
7. Hard work is never a waste. No one will say, “It is too bad he was such a good, hard worker.” But if you aren’t they will surely say, “It’s too bad he was so lazy—he could have been so much more!” Hard work will leave a grand legacy. Give it your all on your trip around the earth. You will do a lot of good and leave a terrific legacy.
8. Don’t give up when you fail. Imagine what legacies would have never existed if someone had given up. How many thriving businesses would have been shut down if they quit at their first failure? Everyone fails. It is a fact of life. But those who succeed are those who do not give up when they fail. They keep going and build a successful life—and a legacy.
9. Don’t ever stop in your pursuit of a legacy. Many people have accomplished tremendous things later on in life. There is never a time to stop in your pursuit of a legacy. Sometimes older people will say, “I am 65. I’ll never change.” That won’t build a great life! No, there is always time to do more and achieve more, to help more and serve more, to teach more and to learn more. Keep going and growing that legacy!
These are core principles to live by if you want to become the kind of person who leaves a lasting legacy.
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Attendee panel closed
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
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HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay / Being a Great Leader
-Office Procedure / Mastering the basics
-Procrastination / The practice killer
-Documentation 101
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Office Procedure / Day Two”
4-Review the below section on ” Procrastination / Practice killer”
MOTIVATION
ONE OF THE KEY ELEMENTS OF SUCCESSFUL DOCTORS OF CHIROPRACTIC IS VISION. DO YOU HAVE ONE? WHAT IS IT? HOW FAR REACHING IS IT? IS IT THE VISION OF AN EAGLE, OR THAT OF A CLAM? YOUR VISION MUST BE OF LARGE DREAMS. YOU MUST BE ABLE TO SEE YOUR FUTURE CLEARLY.
ENVISION YOUR OWN FREE STANDING CLINIC. VISUALIZE HAVING MULTIPLE ASSOCIATES. VISUALIZE LOTS OF VACATION TIME SPENT DOING THE THINGS YOU LOVE TO DO. VISUALIZE BEING FINANCIALLY INDEPENDENT. VISUALIZE YOUR DREAM HOME OR CAR. WHEN I STARTED IN PRACTICE I NAMED MY CLINIC CHIROPRACTIC ASSOCIATES. EVEN THOUGH I HAD NOT EVEN OPENED THE DOORS YET. YOU SEE I WAS VISUALIZING THE FUTURE. I KNEW WHERE I WAS GOING TO GO AND WHAT I WANTED TO DO. AND WITH IN 5 MONTHS OF PRACTICE IT BECAUME A REALITY. I HAD MY FIRST ASSOCIATE. THEN THE SECOND, THEN THE CLINIC OF MY DREAMS. THE DREAM HOME, AND MANY MORE. AND FINALLY FINANCIAL INDEPENDENCE. THE POINT IS IT ALL STARTED FROM A VISION.
YOU NEED TO SIT DOWN RIGHT NOW THIS VERY MOMENT AND DEVELOP A VISION FOR YOURSELF. A ROAD MAP OF THE FUTURE IN YOUR MINDS EYE. REMEMBER TO SEE IT, YOU HAVE TO SEE IT FIRST. AND YOU HAVE TO KEEP IT IN FRONT OF YOU AND SEE IT OFTEN. JUST LIKE EATING MEALS EVERY DAY, YOU HAVE TO KEEP IT OUT IN FRONT OF YOU. EVERY SUCCESSFUL CHIROPRACTIC STORY STARTS WITH A SUCCESSFUL VISION. FIGRURE OUT WHAT THAT IS FOR YOU, WRITE IT DOWN. REVIEW IT MULTIPLE TIMES DAILY. REVISE IT. MEMORIZE IT, AND BECOME POSSESSED WITH IT. AS YOU DO, THAT VISION WILL MATERIALIZE IN YOUR LIFE AND PRACTICE.
MESSAGE FROM DR JAY
If you want to be a great leader in your practice, motivating your team, perhaps a leader in the profession, then you need to master the following still sets:
Practice 1: Envision. Great leaders envision a compelling, different and vibrant future than what’s here. They have an alternative, clear view of what the world could be like tomorrow than it is today. They have a shared purpose. They believe that they and others would be compelled by, interested in, inspired by and want to work toward it, and that’s a big deal.
You’ve read that in leadership, you have to have a vision. It’s biblical; where there is no vision, people perish. We know the power of having that vision, so you have to sit down and actually do it. The reason I say envision versus just “have a vision” is because it’s a practice of envisioning. What should tomorrow look like for my team? What should tomorrow be like for my practice? What should tomorrow be like for my life?
And not just tomorrow, but a long-term mindset and view, the dream, that magnificent obsession, that bold desire, the moon-shot goals and purposes and missions of life—the bigger picture. That’s envisioning a different reality in the future than we experience today. And that’s why everybody gets excited about leadership. Where there’s no vision, there’s no leadership. Where there’s no vision, people perish, so we have to envision.
By the way, I say that these are six practices of leadership and not six steps, because it’s not like you envision once and then you move on in the process. We always have to continually sit down and envision where we are and where we can be going. It’s an active process. If you set a vision one time and forget about it, it’s not going to help you accomplish the influence or impact that you want.
Practice 2: Enlist. As you’re developing this vision, remember that it’s not just your vision. You’re enlisting other people to share their voices, their perspective, their dreams and desires for where you could be going. I think the most important leadership lesson in the world is that people support what they create. If people are involved in the ideation of a vision, they’re involved in creating ideas, brainstorming, figuring out what it is we are about.
What do we stand for? Where are we going? Great leaders enlist that from other people; they’re constantly asking people what they think, how they feel, what things they desire and need. A great leader is always enlisting other people to believe in the dream, shape the dream, stay dedicated to the dream. It’s an honest and authentic and genuine desire to see other people be involved in the process and to enjoy that process.
Practice 3: Embody. Leaders stand for something. There is a congruence between who they are, the behaviors they’re enacting into the world, how they treat people, what they’re working toward and what they say is important. It’s integrity. There’s nothing more important is there? You don’t believe the message unless you believe the messenger.
As leaders, we have to stand for and demonstrate and show and portray what we really believe in. Is our team and people around us seeing us work for it, sweat for it, sacrifice for it, champion it over and over, even when it’s hard, even when there’s conflict, even when people are pissed and want to quit? Are you still there? Do you still stand for it? If you do, then you’ll become a legend.
Practice 4: Empower. Empowerment means giving people the decision-making authority and trust to be able to work toward this vision. It means allowing them the autonomy, strength and input. It means equipping them with the knowledge, skills, abilities, technology, tools and training to allow them to succeed as they march with us to achieve something extraordinary and phenomenal. Many leaders come in with a big vision, get everyone excited and seem like they want everybody involved. They do a great job of standing for it, but they don’t equip their teams to kick some butt. They never get to that place of real stride, real momentum. Training other people and equipping them with everything they need to succeed is a vital practice of every great leader. It doesn’t happen just once. Training has to be consistent. Coaching has to be consistent. Equipping people to deal with the new challenges, the new tools, new technologies and competitive realities, that’s vital. We have to have that in place.
Practice 5: Evaluate. Evaluation is one of the hardest things we do in leadership. To evaluate the key people who are with us, their contributions. To evaluate their skills, needs and the ethics that are going on in our organization, in our team. We’re evaluating on these questions:
-Are we being excellent?
-Are we progressing? If not, why?
We have to ask these questions. This takes practice. You have to keep your thumb on the pulse to see how we are doing. Are we alive? Are we moving forward? That evaluation also brings up the incredible challenge that we face as leaders, which is to give honest, direct, immediate, constructive feedback to those who are trying to influence and lead—to our collaborators, friends and followers. It’s vital that we are paying attention and seeing when things are going off the rails. We can never check out. Evaluation is a consistent process of checking in and seeing how we’re doing and paying attention, to measure the progress of our mission.
Practice 6: Encourage. Encourage. Be the champion. Be the cheerleader. Be the person always motivating, inspiring and uplifting people. Many leaders have pet projects that they get excited about it, and then those projects just disappear. You need to encourage on a continual basis. You need to light people up. You need to have it in your heart and in your soul, that desire to want to lift people up, to get them up off their butts, to get them excited about things. If you can’t motivate them with your passion and example, then what are we doing?
You have to encourage people when this gets hard. When you’re working toward a mission, it gets hard. Longer term, the more people involved, the bigger the organization, the bigger the vision, the bigger the dream, the longer the duration to accomplish it, the more struggle, more challenge, more conflict, more discord, more disappointment, more frustration, more doubt, more delay. All those things happen and leaders have to deal with it by always being that encouraging voice. When the chips are down and it looks most bleak, you’re still that beam of light. When it gets dark. When it gets challenging. When there’s conflict, turmoil and turbulent seas, you’re solid. Never stop being the voice of positivity. You’re somebody they know they can go to because you’re always going to turn a negative into a positive. You’re always going to help them see the alternative you, the next step. You’re going to champion people. You’re going to champion the mission and the cause.
That’s leadership. The six E’s: Envision, Enlist, Embody, Empower, Evaluate, Encourage. What overlays all of this is a philosophy about what we’re doing. That it’s important to us; that there’s a purpose, a mission to it that we feel deeply within us is so powerful; and we honor, respect and love those we work with.
MASTERING OFFICE PROCEDURE / DAY TWO
1. Warmly welcome the patient and spouse back to the office. Thank the spouse or significant other for attending and explain its import.
2. Review the reasons why the patient entered the office.
3. Review the affect this has been having in their life.
4. Review the exam findings.
5. Review the x ray findings.
6. Explain what a subluxation is. Show a plastic spine model. (Please note, if you do not like the word Subluxation, pick your own word. Don’t get hung up on this step.)
7. Go to the patients spine and touch it, make comparison to the plastic model.
8. Explain what a subluxation does, nerve pressure, IVF openings ( call this nerve channels) and their connections to organs, etc.
9. Make the tie in how pressure on these nerves can cause symptoms, and or conditions such as they have.
10. Make a specific tie in with the patients conditions and their subluxations.
11. At this point ask “ If we can help you get rid of this without medications or surgery would that interest you?
12. Review the x rays. Show normal, and compare that to the patients x rays. Make the point that their x ray/ spine/ posture etc, is not normal.
13. Ask if there are any questions to this point?
14. Ask the patient at this point what they are wanting you to do for them in specific, what are your goals here?
15. Ask the patient if you can fix it would they be committed to doing so?
16. Review good news versus bad news. The bad news is your spine is not in good shape, good news is we can help you. It’s a matter of correcting your subluxations and getting the pressure off of the nerves causing your problems, does that make sense?
17. Explain the consequences of doing nothing. Permanent , surgery, drug addiction, etc.
18. Get the patient to agree they are subluxated and explain to you how this is causing their issues.
19. Give your treatment/ care recommendations. It is recommended that care be more frequent in the beginning when the patient is more motivated. A minimum of 3 times a week for several months, down to two times etc. I prefer daily for at least one week.
20. Explain that length of care is simply how the body heals. It does not happen overnight and cant be short cut.
21. Get the patients commitment to the schedule. If they do not commit, go back and review the steps. In specific: what brought them in, what it is doing in their life, how their life would be better with out these issues, etc.
22. Explain what each visit in your office will contain. Be specific and be enthusiastic.
23. Explain the re exam procedure every 30 days. Be specific and be enthusiastic.
PROCRASTINATION / THE PRACTICE KILLER
I wanted to share an interesting experience that happened a while back. It has nothing to do with Chiropractic, yet at the same time it has everything to do with Chiropractic. I had a Palm tree in a pot on my back deck. Due to overwatering apparently it died and I had it removed. I had been planning on replacing it, but as happens, I put it off until the last minute. I went to the landscaping place, and found a huge yucca cactus/palm that was awesome, and bought it. The plant being large would need a truck and at least three men to handle it. After paying for the plant and discussing deliver details with the saleswoman things went like this:
- Sales person: The manager said the earlier we can deliver is 3-4 weeks from now.
- Jay: I have a party in 2 days and need it immediately.
- Salesperson: So sorry the manager said 3 weeks at the earliest.
- Jay : May I speak with the manager?
- Manager: I’m sorry Jay we have a backlog for delivery, I can get it there earlier than 3 weeks but for certain not before your party.
- Jay: Any way you can talk to your men and see if they are willing to make a deliver after work and make some extra cash?
- Manager: Let me ask and I will call you.
- Manager: Calls Jay 15 minutes later on cell….” We are on our way and will be at your house in 45 minutes.
Synopsis: The Yucca looks awesome on the back porch and was delivered within 2 hours of purchase. Why this story? Simple: It is a Chiropractic story, and more so a success story. Most Chiros when facing an obstacle or objection simply fold their tent assuming that is the end of the road. Rarely is it the end of the road, it is normally just the opposite, the start of the road. The key is persistence, asking, straying consistent, effort, pushing, and never giving in or up. Just like that yucca plant, your practice grows for the same reasons and with the same effort. So ask yourself:
- Am I pushing?
- Do I give up easy?
- What is my effort level honestly?
- Am I consistent?
- If my life or the lives of my family were on the line, would my effort be enough to save them?
Now translate the above 5 steps to your practice. Make is your resolve to bring it all up a level each week. In 90 days, your practice with be humming. That my friend is a guarantee!
HOW TO FAIL IN PRACTICE?
Now that I have your undivided attention let's talk about how to fail in practice. It is important to totally understand the clear step to failure in practice, before you can grasp how to succeed. The sure fire way to fold the tent is "not to try." Failing to try to succeed, is a 100% guaranteed way to fail. It works every time. 10 out of 10. It’s a simple principle, "fail to try, and we fail."
On the other side, if you "try and fail", that only happens one out of every 5 times. Meaning if you give something your all, one out of 5 times you will fail. 20% of the time you won’t make it. This of course means that 80% of the time, you will succeed. I understand this concept very well because when I first opened my office in 1985, I signed an expensive practice management contract, had the manuals, materials, and promotions, and just because I spent the money, figured they would work and make me successful. What I didn’t grasp, it to succeed, I had to try. So for the first 60 days in practice I opened mounting bills, but few checks. Until one day it hit me light a bolt of lightning, "to be, I had to do." Meaning the missing ingredient was action. LOTS OF ACTION QUICKLY. Once I clearly understood that concept, everything else took off.
SO, WHAT WILL THE REST OF 2017 BRING YOU? B.J. PALMER SAID "WHO CAN ANCHOR TO AN UNMADE MIND?" IS YOURS MADE UP YET? DO YOU HAVE A CLEAR VISION OF WHAT IT IS YOU WANT THIS COMING YEAR IN YOUR CHIROPRACTIC PRACTICE? REMEMBER, THE PRACTICE STARTS WITH A VISION...YOU CAN'T PRACTICE AND THEN GET A VISION. ONE BEGETS THE OTHER. I'M CERTAIN YOU HAVE HEARD THE EXPRESSIONS "I SEE IT." OR "IN THE MINDS EYE." WELL, THIS IS JUST WHAT THIS IS DESCRIBING. VISION.
The person most influenced by your expectations is you. When you genuinely expect the best of yourself, something inside you will do everything possible to deliver. The great thing is, your expectations are yours to decide. No complex skills or scarce resources are needed in order for you to expect the best of yourself, of others, of this day and this moment. Your expectations set the range within which your reality operates. Expect the best, and you greatly increase your chances of getting it.
DOCUMENTATION 101 IN DETAIL
The P.A.R.T. System
The P.A.R.T. documentation system for Medicare has been a topic of much concern and discussion among chiropractors. Recall that the subluxation may be documented by one of two methods: x-ray or physical examination, and that if the latter is used, it must be documented according to the P.A.R.T. system. The four components of P.A.R.T. are described below. CMS requires that at least two of the four components must be documented, and at least one of A or R.
P: PAIN AND TENDERNESS
Identify using one or more of the following:
- Observation: You can document, by personal observation, the pain that the patient exhibits during the course of the examination. Note the location, quality, and severity of the pain.
- Percussion, Palpation, or Provocation: When examining the patient,ask them if pain is reproduced, such as, “Let me know if any of this causes discomfort.”
- Visual Analog Type Scale: The patient is asked to grade the pain on a visual analog type scale from 0-10.
- Audio Confirmation: Like the visual analog scale, the patient is asked to verbally grade their pain from 0-10.
- Pain Questionnaires: Patient questionnaires, such as the McGill pain questionnaire or an in-office patient history form can be used for the patient to describe their pain.
Identify on a sectional or segmental level by using one or more of the following:
- Observation: You can observe patient posture or analyze gait.
- Static and Dynamic Palpation: Describe the spinal misaligned vertebrae, and symmetry.
- Diagnostic Imaging: You can use x-ray, CAT scan and MRI to identify misalignments.
R: RANGE OF MOTION ABNORMALITY
Identify an increase or decrease in segmental mobility using one or more of the following:
- Observation: You can observe an increase or decrease in the patient’s range of motion.
- Motion Palpation: You can record your palpation findings, including listing(s). Be sure to record the various areas that are involved and related to the regions manipulated.
- Stress Diagnostic Imaging: You can x-ray the patient using bending views.
- Range of Motion Measuring Devices: Devices such as goniometers or inclinometers can be used to record specific measurements.
T: TISSUE, TONE CHANGES
Identify using one or more of the following:
- Observation: Visible changes such as signs of spasm, inflammation, swelling, rigidity, etc.
- Palpation: Palpated changes in the tissue, such as hypertonicity, hypotonicity, spasm, inflammation, tautness, rigidity, flaccidity, etc. can be found on palpation.
- Use of Instrumentation: Document the instrument used and findings.
- Tests for Length and Strength: Document leg length, scoliosis contracture, and strength of muscles that relate.
Documentation of the Initial and Subsequent Visits
As you already know, CMS has established specific requirements for documentation of both initial and subsequent office visits. Before we integrate P.A.R.T., let us review these requirements:
CMS states that the following requirements MUST be included in your patient chart notes to describe the presenting complaint. After completing your case history with the patient, you should be able to ask yourself the questions below, and answer them with your documentation:
Requirement
Ask Yourself
Symptoms causing the patient to seek treatment
Why is patient seeking care?
Mechanism of onset
How did the condition/injury happen?
Gradual/sudden?
Quality and character of
symptoms/problems
Onset, duration, intensity, frequency, location, and
radiation of symptoms
Do my notes paint a picture of the patient’s symptoms, including specific descriptive remarks that would allow a third party reader to fully understand this complaint?
Aggravating or relieving factors
What causes the condition to improve or worsen?
Prior interventions, treatments,
medications, secondary complaint
What has been tried in the past and are there any complicating factors?
Family history, if relevant
Are there any factors in the family history that relate to this condition?
Past health history (general health, prior illness, injuries, hospitalizations, medication, surgical history)
What aspects of the patient’s health history factor into this current condition?
NOTE: These symptoms must bear a direct relationship to the level of subluxation. The symptoms should refer to the spine, muscle, bone, rib, and joint and be reported as pain, inflammation, or as signs such as swelling, spasticity, etc. Vertebral pinching of spinal nerves may cause headaches, arm, shoulder and hand problems as well as leg and foot pains and numbness. Rib and rib/chest pains are also recognized symptoms, but in general other symptoms must relate to the spine as such.
Initial Visit Requirements
- Relevant History of Patient’s Condition with Detailed Description of the Present Condition
- Evaluation of Musculoskeletal/Nervous System Through Physical Examination
- Diagnosis
- Treatment Plan:
- Recommended level of care (duration and frequency of visits)
- Specific treatment goals
- Objective measures to evaluate treatment effectiveness
- Date of Initial Treatment
- History:
- Review of chief complaint
- Improvement or regression since last visit
- System review, if relevant
- Physical Examination:
- Exam of the spine involved in diagnosis
- Assessment of change in patient condition since last visit
- Evaluation of treatment effectiveness
- Documentation of Treatment Given on Day of Visit
- Any Changes to the Treatment Plan
LIVE CHAT ROOM
-Our next is June 5th. The Topic will be : HOW TO CREATE REFERRALS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT / REACHING YOUR MAXIMUM POTENTIAL
PART ONE
WITH IN YOU THERE IS COURAGE . WITH IN YOU THERE IS DETERMINATION WITH IN YOU IS FOCUS. DISCIPLINE. STRENGTH WITH IN YOU ARE THE QUALITIES AND ABILITIES THAT CAN BRING YOU ANYTHING YOU WANT TO HAVE AND TAKE YOU ANYWHERE YOU WISH TO GO AND MAKE YOU THE PERSON U WANT TO BE. THESE STRENGTHS AND ABILITIES ARE WITH IN YOU WAITING TO BE CALLED UPON.
THEY ARE READY FOR YOU TO USE THEM THEY ARE AVAILABLE TO U AT MOMENTS NOTICE. ALL U MUST DO IS DECIDE TO USE THEM AND THAT WILL HAPPEN WHEN YOU FIND A CLEAR ENOUGH, STRONG ENOUGH REASON. PERHAPS YOU HAVE ALREADY GLIMPSED THAT REASON. PERHAPS YOUR ALREADY ON YOUR WAY. THE STRENGTH YOU NEED IS YOURS THE COURAGE, THE DISCIPLINE AND DETERMINATION ARE ALREADY A PART OF YOU. WHEN YOU ARE TRULY READY, THEY WILL BE THERE. WHEN..............YOU ARE TRULY READY.
PART TWO
-MAKE THE MOST OF MISTAKES BY ADMITTING THEM AND LEARNING FROM THEM
-MAKE THE MOST OF OPPORTUNITIES BY BEING PREPARED TO TAKE ADVANTAGE OF THEM
-MAKE THE MOST OF YOUR DISAPPOINTMENTS BY LETTING THEM STRENGTHEN YOU
-MAKE THE MOST OF YOUR TIME BY KEEPING IN MIND HOW PRECIOUS EACH MOMENT IS
-MAKE THE MOST OF YOUR FRUSTRATIONS BY ACCEPTING ITS ENERGY AND TURNING IT TOWARD POSITIVE PURSUITS
-MAKE THE MOST OF YOUR WORK BY CONSTANTLY LOOKING FOR WAYS TO PROVIDE MORE VALUE
-MAKE THE MOST OF YOUR WEAKNESSES BY LETTING THEM GUIDE U TOWARD IMPROVEMENT
-MAKE THE MOST OF TOMORROW BY MAKING A DIFFERENCE TODAY
-MAKE THE MOST OF YOUR LIFE BY LIVING WITH PASSION AND PURPOSE
PART THREE
IN A TINY SEED IS THE POSSIBILITY FOR AN ENTIRE FOREST. IF THAT POSSIBILITY IS TO BECOME REALITY THE SEED MUST BE PLANTED IN FERTILE GROUND THEN IT MUST BE NURTURED AND NOURISHED DAY AFTER DAY. YOUR GREATEST POSSIBILITIES ARE THE SAME. THEY CAN BECOME GRAND OR THEY CAN BECOME NOTHING. IT DEPENDS ON THE CARE THEY RECEIVE AND THE NOURISHMENT YOU GIVE THEM .JUST LIKE SEEDS, YOUR POSSIBILITIES NEED TIME, EFFORT, COMMITMENT, BELIEF, FOCUS, AND DISCIPLINE ON A ""DAILY BASIS"" SO THAT THEY CAN GROW TO THEIR MAX POTENTIAL.
GREAT THINGS CAN NOT COME FROM FEEBLE MATERIALS. TO FULFILL YOUR POTENTIAL REQUIRES THE BEST YOU CAN GIVE IT.. THE BEST U CAN BE. AS SUCH EVERY DAY IS IMPORTANT. EVERY MOMENT MAKES A DIFFERENCE. WITH EACH THOUGHT YOU THINK, AND ACTION U TAKE. EACH OPPORTUNITY YOU GET, YOU HAVE THE CHANCE. YOU HAVE THE CHANCE TO DO UR BEST, OR BE AVERAGE. A GRAND ACHIEVEMENT DEPENDS ON WHAT YOU DO WITH EVERY DAY
PART FOUR
IF YOUR LIFE WERE SUDDENLY THREATENED, WOULD U TAKE ACTION TO PROTECT URSELF? OF COURSE YOU WOULD.. YOU WOULD DO WHAT EVER U COULD TO AVOID LOOSING UR LIFE. FOR MOST OF US THE BIGGEST THREAT TO LIFE IS NOT SUDDEN OR DRAMATIC.... IT IS INCONSPICUOUS AND INCREMENTAL . BY FAR THE MOST COMMON THREAT TO LIFE IS THAT WE WASTE SO MUCH OF IT ON TRIVIAL THINGS, THOSE THINGS STEAL LIFE AWAY. JUST LIKE A FATAL DISEASE RIGHT NOW U HAVE AN OPPORTUNITY THAT IS UNEQUALED BY ANYTHING U CAN POSSIBLY IMAGINE. THE OPPORTUNITY TO BE ALIVE AND BE EFFECTIVE. IT IS OFTEN TAKEN FOR GRANTED. MAKE THE MOST OF EVERY SIMGLE MOMENT.
PART FIVE
WAITING FOR THE PERFECT TIME WILL NEVER BRING IT ABOUT. EVER . THE SOONER U GET STARTED THE MORE U WILL GET ACCOMPLISHED . IS THERE SOMETHING U HAVE BEEN PUTTING OFF? WHY LET ANOTHER DAY GO BY? START NOW TO MAKE IT HAPPEN THERE. IS A FIRST STEP YOU CAN TAKE NOW. TAKE THAT STEP THEN THE NEXT. WORK STEADY AND CONSISTENTLY. CIRCUMSTANCES WILL NEVER BE IDEAL..EVER. BUT THAT DOESNT REALLY MATTER AT ALL. YOU CAN DO WHAT YOU WANT TO DO NO MATTER WHAT THE CIRCUMSTANCES. YOUR ACTIONS AND YOUR LEVEL OF COMMITMENT HAVE FAR MORE INFLUENCE THAN MERE CIRCUMSTANCES.
THE CHOICE YOU HAVE IS THIS, “ YOU CAN WAIT FOR THE WORLD TO CHANGE OF YOU CAN BE THE ONE TO CHANGE IT.” THE MORE INFLUENCE U HAVE ON CHANGE THE HAPPIER YOU WILL BE ALONG THE WAY. EXCUSES ARE AVAILABLE TO YOU IN ABUNDANCE BUT WHAT VALUE ARE THEY? FORGET THE EXCUSES. DUMP THEM TOSS THEM OUT. FORGET ABOUT WAITING FOR THE PERFECT MOMENT. NOW IS THE TIME TO START. USE THIS MOMENT AND EACH FOLLOWING MOMENT WISELY AND YOU WILL GET PRECISELY WHERE U WISH TO GO.
PART SIX
THERE IS AN ABUNDANCE OF VALUE HIDDEN INSIDE OF YOU MORE THAN YOU CAN POSSIBLE IMAGINE POSSIBLE. YET AS LONG AS YOU CONTINUE TO FOLLOW THE SAME OLD ROUTINE, NEVER VENTURING OUT OF YOUR COMFORT ZONE, THAT VALUE WILL REMAIN HIDDEN AND UNREACHABLE. THE WAY YOU UNCOVER YOUR HIDDEN VALUE IS TO PUT YOURSELF ON THE LINE GET INVOLVED IN LIFE. ATTEMPT SOMETHING CHALLENGING. MEET NEW PEOPLE. STRETCH YOUR LIMITS. SUBJECT YOURSELF TO NEW EXPERIENCES. CHALLENGE AND INTENSITY OF CHALLENGE UNCOVER IN YOU YOUR SKILLS, TALLENT, ABILITY, THAT YOU NEVER KNEW YOU HAD. YOU ARE FULL OF WONDERFUL POSSIBILITIES. DO SOMETHING WITH THEM PLEASE. REGRETS ARE FOR THINGS NOT DONE. THINGS NEVER TRIED. GRAB THE OPPORTUNITY TODAY MAKE THE MOST OF IT .
PART SEVEN
EXCELLENCE IS NOT A SKILL IT IS AN ATTITUDE. THINK ABOUT THAT FOR A SECOND. EXCELLENCE COMES NOT FROM EDUCATION, MONEY, ABILITY OR CONNECTIONS, IT COMES FROM A COMMITMENT TO DO THE VERY BEST WITH WHATEVER YOU HAVE AVAILABLE. EXCELLENCE IS VALUABLE AND IT IS OPEN TO ANYONE WHO COMMITS TO FOLLOW IT. EXCELLENCE IS ALWAYS IN DEMAND. EXCELLENCE COMES FROM THOROUGHNESS, FROM ATTENDING TO THE DETAILS, STAYING FOCUSED AND ON PURPOSE.
EXCELLENCE COMES FROM A SINCERE DESIRE TO MAKE A POSITIVE DIFFERENCE NO MATTER THE TASK. IF IT IS FOLLOWED THROUGH WITH EXCELLENCE PEOPLE WILL TAKE NOTICE. THE EFFORT YOU PUT INTO CREATING EXCELLENCE WILL BE EFFORT WISELY INVESTED. EVERYONE HAS THE OPPORTUNITY TO PRODUCE EXCELLENCE IN THEIR OWN WAY AND IT IS AN OPPORTUNITY THAT ANYONE ANY ONE CAN AND WOULD DO WELL TO CAPITALIZE ON.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
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HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Day Two office Procedure
-Screening Tips / New Patients
-Patient Education
-Office Protocol
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Day 2 Procedure ”
4-Review the below section on ” Office Protocol ”
MOTIVATION
Have you ever told yourself that you’re going to make something happen and then nothing happened? That’s because you didn’t follow through. You didn’t have the right rituals in place – little things you do each day that build up and gradually condition your body and mind to make things happen.
Rituals define you. All the results in your life come from your rituals. If you’re out of shape and overweight, you have different rituals than someone who’s physically fit. If you’re fit, you jump out of bed early every morning and sweat before preparing a healthy breakfast. If you’re out of shape, you sleep in and eat whatever is fastest and easiest. This may be a bit of a generalization, but it’s not far from the truth. In all walks of life, you don’t suddenly become successful. You become successful over time from all the little things you do every day.
Failure occurs in the same way. All the little daily failures come together to cause you to fail….
- You fail to check the books.
- You fail to make the calls.
- You fail to listen to your patients.
- You fail to innovate.
- You fail to push yourself to do what must be done.
- etc…
And then one day you wake up and your practice is either slumping or worse yet failing. It was all the little things you did or didn’t do along the way. So with this principle in mind, I want to share five weak points I have seen plaguing thousands of my coaching Chiros and course over three decades – little things people do every day that stop them from moving forward with their lives:
1. You change nothing and expect different results. – There’s a saying that the definition of madness is doing the same thing over and over again and expecting different results. If you want to improve yourself, you have to try new things to see what works and what doesn’t. If you keep doing what you’re doing, you’ll keep getting what you’re getting. Often the difference between a successful person and a person who struggles to implement positive changes is not one’s superior abilities, but the courage that one has to bet on one’s ideas, to take calculated risks, and to take steady steps forward. In other words, some people sit and wait for the magic beans to arrive while the rest of us just get up and get to work.
2. You keep waiting for the right time. – You cannot wait for the perfect time; it will never come. If you think now feels like the wrong time, think again. It’s just uncertainty messing with your mind. Most of the time you must simply dare to jump. Today is the first day of a new beginning – the conception of a new life. The next nine months are all yours. You can do with them as you please. Make them count. Because a new person is born in nine months. The only question is: Who do you want that person to be? Right now is the time to decide.
3. Your planning and focus are in disarray. – Do you plan your days? Did you wake up today knowing what you wanted to accomplish? If not, maybe it’s time you do. Trust me, a year from now you will wish you had managed your time properly today. What would you regret not accomplishing this year? What would you regret doing an abysmal job at, simply because you waited until the last minute and then rushed around doing 20 things at once? Create a plan to accomplish these things sanely, one at a time. Planning doesn’t have to be long and tedious; it can just be a 60 second process. Every night, think about three small things that you want to accomplish tomorrow and write them down. When you wake up in the morning, review this list before you do anything else, and then take the first step. Let this be one of your daily rituals. And if you find yourself being lured to do something that’s not on that short list of three things, bring yourself back and focus.
4. You make the rejections of yesterday the focal point of today. – NOT believing that you CAN is the biggest trap of them all. If you don’t know your own greatness is possible, you won’t bother attempting anything great. Period. All too often we let the rejections of our past dictate every move we make thereafter. We literally do not know ourselves to be any better than what some opinionated person or narrow circumstance once told us was true. Of course, this old rejection doesn’t mean we aren’t good enough; it means the other person or circumstance failed to align with what we have to offer. It means we have more time to improve our thing – to build upon our ideas, to perfect our craft, and indulge deeper in to the work that moves us. And that’s exactly what you need to do right now.
5. You refuse to accept necessary risks. – Living is about learning as you go. Living is risky business. Every decision, every interaction, every step, every time you get out of bed in the morning, you take a small risk. To truly live is to know you’re getting up and taking that risk, and to trust yourself to take it. To not get out of bed, clutching to illusions of safety, is to die slowly without ever having truly lived. Think about it: If you ignore your instincts and let shallow feelings of uncertainty stop you, you will never know anything for sure, and in many ways this un-knowing will be worse than finding out your instincts were wrong. Because if you were wrong, you could make adjustments and carry on with your life without looking back and wondering what might have been.
MESSAGE FROM DR JAY
Like many Millennials, you were probably told you could become whatever you wanted to be when you grew up. Trying to find your passion can be a near-obsession that followed into adulthood. Ironically, all along we can ignore what we are naturally good at. They say hindsight is 20/20, so today I clearly see how these strengths shaped my career. But for many of us we search for passion as if it was a lost treasure chest that you simply needed a map to find.
Why Finding Your Passion is a Myth
Despite what we're told, passion is something that unfolds over time. It's discovered through life experiences. Your "dream practice" isn't an exact destination either. It's constantly evolving. The ideal practice when you're in your early-thirties may be a poor fit even by the time you turn fifty.
So what do you do if you have no idea the direction to go? First, don't panic. Finding your purpose doesn't happen overnight. It's a messy, iterative undertaking that takes time, patience, and a healthy dose of self-reflection. You'll get there, but you have to start by taking small steps. That starts by asking yourself some key questions about how your past experiences, struggles, and triumphs have shaped you.
Powerful Questions to Uncover Your Purpose
For each of the prompts below, write for a minimum of five minutes. Don't censor yourself. Write freely. Jot down whatever comes to mind, no matter how silly it seems.
-Name the top 3 peak experiences in your life. What do they have in common? What does this tell you about yourself?
-If money weren't a problem, what would you spend your everyday doing?
-What dreams have you given up on? Why? Did fear play a role? Did your values change? How can you rekindle forgotten interests?
-What is the hardest thing you have ever had to overcome? How did this influence you?
-What activity are you doing when it feels like time flies by?
These powerful questions can help you strip away limiting beliefs to find your true purpose. That doesn't mean it'll be easy, but it will be rewarding. At the end of the day, introspection isn't enough. You have to take consistent action to make your dreams a reality. But when you take the time to look inward, you may be surprised by what you find. Your passion might have been waiting there all along, just waiting for you to light the spark.
DAY TWO OFFICE PROCEDURES
1. Warmly welcome the patient and spouse back to the office. Thank the spouse or significant other for attending and explain its import.
2. Review the reasons why the patient entered the office.
3. Review the affect this has been having in their life.
4. Review the exam findings.
5. Review the x ray findings.
6. Explain what a subluxation is. Show a plastic spine model. (Please note, if you do not like the word Subluxation, pick your own word. Don’t get hung up on this step.)
7. Go to the patients spine and touch it, make comparison to the plastic model.
8. Explain what a subluxation does, nerve pressure, IVF openings ( call this nerve channels) and their connections to organs, etc.
9. Make the tie in how pressure on these nerves can cause symptoms, and or conditions such as they have.
10. Make a specific tie in with the patients conditions and their subluxations.
11. At this point ask “ If we can help you get rid of this without medications or surgery would that interest you?
12. Review the x rays. Show normal, and compare that to the patients x rays. Make the point that their x ray/ spine/ posture etc, is not normal.
13. Ask if there are any questions to this point?
14. Ask the patient at this point what they are wanting you to do for them in specific, what are your goals here?
15. Ask the patient if you can fix it would they be committed to doing so?
16. Review good news versus bad news. The bad news is your spine is not in good shape, good news is we can help you. It’s a matter of correcting your subluxations and getting the pressure off of the nerves causing your problems, does that make sense?
17. Explain the consequences of doing nothing. Permanent , surgery, drug addiction, etc.
18. Get the patient to agree they are subluxated and explain to you how this is causing their issues.
19. Give your treatment/ care recommendations. It is recommended that care be more frequent in the beginning when the patient is more motivated. A minimum of 3 times a week for several months, down to two times etc. I prefer daily for at least one week.
20. Explain that length of care is simply how the body heals. It does not happen overnight and cant be short cut.
21. Get the patients commitment to the schedule. If they do not commit, go back and review the steps. In specific: what brought them in, what it is doing in their life, how their life would be better with out these issues, etc.
22. Explain what each visit in your office will contain. Be specific and be enthusiastic.
23. Explain the re exam procedure every 30 days. Be specific and be enthusiastic.
SPINAL SCREENING TIPS/Top ten list of screening tips
10. Screening is an attitude: A good screener is self-confident and not afraid to take risks. Be enthusiastic and positive, it works!
9.Start a conversation: The best opening line is saying hello. Talk about the surroundings, ask a question, get them talking about themselves.
8.Have fun: Be playful but direct. Show your interest in them.
7.Use props: Never leave home without a prop. Props are natural conversation starters. They encourage conversation and others will be compelled to start talking to you. Great props include: pictures adjusting kids/pregnant moms, unusual equipment you use, a fabulous scent, a sweatshirt with your favorite passion, posters, decorate seasonally or toward current events, interesting ties, hats, or an interesting book.
6. Be the host: Change your behavior from the role of guest to host. You are not the passive person in waiting, but rather the welcome committee.
5. Make the first move: Move closer to the person you want to meet. Say hello!
4. Listen: You have two ears and one mouth because you should listen twice as much as you speak. Listening is a true art. Your public will be drawn to you. Everyone loves to be heard.
3.Eye contact: Make eye contact, but please look your patient in the eye gently (no more than 2-4 seconds) and then glance away. Don’t stare – it’s a turn off.
2.Compliment: Compliment your prospective patient. The best compliments have the element of surprise. They know that you really noticed them. Remember, your compliments must be honest, sincere and genuine. When you receive a compliment the best response is merely, Thank You!
1. Smile: It is contagious. It will make you so much more approachable. A smile lights up your face and draws people to you. You will be a people magnet. Try it!
REMEMBER THE SCREENING BASICS
-USE A SIMPLE PVC PIPE BOOTH
-HANG POSTERS ON YOUR BOOTH
-HAVE SIGNS ON EASELS IN FRONT OF YOUR BOOTH
-HAVE VIEW BOXES WITH X RAYS ON THEM OUT FRONT IF POSSIBLE
-HAVE A FRIENDLY PERSON OUT FRONT AS A GREETER
-CHECK THEIR POSTURE
-USE THE SCRIPT TO CLOSE THE DEAL
-USE THE SCRIPT TO GET PAID FOR THE FIRST VISIT RIGHT THERE AT THE SCREEN
-SELL THE PATIENTS THE $19.95 COUPON ON THE SPOT AT THE SCREEN
GETTING IN.
#1- YOU HAVE TO DO THIS IN PERSON
#2- SEE #1
“HI FRED ..IM DR JAY FROM DOWN THE STREET. I WANTED TO SHARE WITH YOU A PROGRAM WE HAVE BEEN DOING FOR THE COMMUNITY. IT INVOLVES (INSERT)
-SCOLIOSIS SCREENINGS FOR CHILDREN
-POSTURE CHECKS FOR ADULTS
-MUSCULOSKELETAL AND JOINT FUNCTION CHECKS(DONE FOR GYMS)
I DO THIS AS A COMMUNITY SERVICE AND DON'T CHARGE FOR IT. THIS:
-INCREASES THE COMMUNITIES AWARENESS OF THEIR HEALTH
-INCREASES THE COMMUNITIES AWARENESS YOU ARE CONCERNED ABOUT THEIR HEALTH
-WE PROMOTE IT AND ATTRACT PEOPLE TO YOUR BUSINESS THAT WOULDN'T ORDINARILY BE THERE.
(IF A HEALTH CLUB INSERT)- YOU CAN PROMOTE THIS TO CURRENT AND POTENTIAL MEMBERS AS A PERK OF THE CLUB..A DOC ON STAFF....
THE CLOSE
-I AM AVAILABLE TO START THIS NEXT MONTH, WHAT DAY IS BEST FOR YOU? NEVER ASK IF, CAN, OR WILL.
TOUCH AND TELL / PATIENT EDUCATION
IT IS IMPORTANT NOT TO FORGET ABOUT THE SIMPLE NEW PATIENT PROJECTS ONES THAT CAN BE DONE RIGHT IN THE ROOM WITH THE PATIENT.
1-ON DAY ONE WHEN TH ENEW PT COMES IN. THEY WILL PROBABLY ENTER WITH SOME SORT OF PAIN. ITS OK TO DISCUSS THIS WITH THEM IN CONSULTATION. HOWEVER ONCE U HAVE EXHAUSTED THIS, ASK THE 8 ORGANIC QUESTIONS OF THEM. MEANING, TURN THEIR ATTENTION TO THE ORGANINC PART OF THEIR HEATH BY ASKING. HAVE YOU NOTICED? TROUBLE SLEEPING? INDIGESTION? TROUBLE DIGESTING A CERTAIN TYPE OF FOOD? ALLERGIES? TROUBLE BREATHING YOU GET THE PICTURE..
2- THEN WHEN YOU GIVE THEM THE REPORT ON DAY TWO, TIE IN YOUR FINDINGS WITH ONE OF THE 8 ORGANIC QUESTIONS YOU ASKED THEM.
3-GIVE THE PT LONG TERMS RECCOMENDATIONS USING A MULTIPLE APPOINTMENT CARD.
4-ON EACH CONSECUTIVE VISIT, NO MATTER HOW MUCH YOU FEEL YOU ARE REPEATING YOURSELF, DO THE FOLLOWING ON EACH VISIT.
-PALPATE
-TELLTHE PT WHAT YOU ARE ADJUSTING
-TELL THE PT WHERE THE NERVE GOES
-TELL THE PT WHAT THE NERVE DOES
-LET THEM KNOW THE PRESSURE IS BEING TAKEN OFF OF THE NERVE
-LET THE PTS KNOW THEY ARE GETTING BETTER OR RE-ASSURE THEM THAT THEY WILL GET BETTER
-REMIND THEM OF THEIR NEXT VISIT/DAY AND TIME
5-DO THE ABOVE ON EACH VISIT. SOON THEY WILL TALK ABOUT THEIR FAMILY AND FRIENDS THAT NEED HELP OR ARE HAVING SIMILAR PROBLEMS. ONCE THEY DO, GIVE THEM A HEALH PASS AS DISCUSSED LAST WEEK, AND PUT THEIR NAME ON IT AS WELL AS A 2 WEEK EXPIRE DATE.
OFFICE PROTOCOL
FOR YOUR OFFICE TO WORK, IT IS VITAL THAT PROTOCAL BE FOLLOWED. IF YOU DO THINGS OUT OF ORDER, THEY YOUR RESULTS WILL SUFFER. PLEASE MAKE NOTE OF THE ORDER OF THE FOLLOWING STEPS. NEVER DO THEM OUT OF ORDER. IF YOU DO, IT WOULD BE LIKE PUTTING YOUR SHOES ON BEFORE YOUR PANTS. PUT THE PANTS ON FIRST, AND THEY SLIDE ON EASILY.
1-CONSULTATION
2-EXAMINATION
3-X RAYS
4-RELEASE FROM DAY ONE TO DAY TWO
5-REPORT ON DAY TWO WITH PATIENT AND SPOUSE
6-LONG TERM RECCOMENDATIONS
7-DOCTORS DOES BRIEF FINANCIAL CONSULT
8-DOCTOR ADJUSTS PATIENT
9-DOCTOR TAKES PATIENT INTO TO FINANCIAL CA TO HAVE FULL FINANCIAL CONSULT.
10-MIULTIPLE APPOINTMENT CARD SYSTEM IS STEP UP.
11-HEALTH CARE CLASS SCHEDULED
NOTE THE ORDER OF EVENTS ABOVE. THERE IS A SPECIFIC REASON FOR THIS . DO NOT CHANGE THE FORMULA OR THE ORDER OF THE STEPS.
-Our next is June 5th. The Topic will be : HOW TO CREATE REFERRALS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT / REACHING YOUR MAXIMUM POTENTIAL
PART ONE
WITH IN YOU THERE IS COURAGE . WITH IN YOU THERE IS DETERMINATION WITH IN YOU IS FOCUS. DISCIPLINE. STRENGTH WITH IN YOU ARE THE QUALITIES AND ABILITIES THAT CAN BRING YOU ANYTHING YOU WANT TO HAVE AND TAKE YOU ANYWHERE YOU WISH TO GO AND MAKE YOU THE PERSON U WANT TO BE. THESE STRENGTHS AND ABILITIES ARE WITH IN YOU WAITING TO BE CALLED UPON.
THEY ARE READY FOR YOU TO USE THEM THEY ARE AVAILABLE TO U AT MOMENTS NOTICE. ALL U MUST DO IS DECIDE TO USE THEM AND THAT WILL HAPPEN WHEN YOU FIND A CLEAR ENOUGH, STRONG ENOUGH REASON. PERHAPS YOU HAVE ALREADY GLIMPSED THAT REASON. PERHAPS YOUR ALREADY ON YOUR WAY. THE STRENGTH YOU NEED IS YOURS THE COURAGE, THE DISCIPLINE AND DETERMINATION ARE ALREADY A PART OF YOU. WHEN YOU ARE TRULY READY, THEY WILL BE THERE. WHEN..............YOU ARE TRULY READY.
PART TWO
-MAKE THE MOST OF MISTAKES BY ADMITTING THEM AND LEARNING FROM THEM
-MAKE THE MOST OF OPPORTUNITIES BY BEING PREPARED TO TAKE ADVANTAGE OF THEM
-MAKE THE MOST OF YOUR DISAPPOINTMENTS BY LETTING THEM STRENGTHEN YOU
-MAKE THE MOST OF YOUR TIME BY KEEPING IN MIND HOW PRECIOUS EACH MOMENT IS
-MAKE THE MOST OF YOUR FRUSTRATIONS BY ACCEPTING ITS ENERGY AND TURNING IT TOWARD POSITIVE PURSUITS
-MAKE THE MOST OF YOUR WORK BY CONSTANTLY LOOKING FOR WAYS TO PROVIDE MORE VALUE
-MAKE THE MOST OF YOUR WEAKNESSES BY LETTING THEM GUIDE U TOWARD IMPROVEMENT
-MAKE THE MOST OF TOMORROW BY MAKING A DIFFERENCE TODAY
-MAKE THE MOST OF YOUR LIFE BY LIVING WITH PASSION AND PURPOSE
PART THREE
IN A TINY SEED IS THE POSSIBILITY FOR AN ENTIRE FOREST. IF THAT POSSIBILITY IS TO BECOME REALITY THE SEED MUST BE PLANTED IN FERTILE GROUND THEN IT MUST BE NURTURED AND NOURISHED DAY AFTER DAY. YOUR GREATEST POSSIBILITIES ARE THE SAME. THEY CAN BECOME GRAND OR THEY CAN BECOME NOTHING. IT DEPENDS ON THE CARE THEY RECEIVE AND THE NOURISHMENT YOU GIVE THEM .JUST LIKE SEEDS, YOUR POSSIBILITIES NEED TIME, EFFORT, COMMITMENT, BELIEF, FOCUS, AND DISCIPLINE ON A ""DAILY BASIS"" SO THAT THEY CAN GROW TO THEIR MAX POTENTIAL.
GREAT THINGS CAN NOT COME FROM FEEBLE MATERIALS. TO FULFILL YOUR POTENTIAL REQUIRES THE BEST YOU CAN GIVE IT.. THE BEST U CAN BE. AS SUCH EVERY DAY IS IMPORTANT. EVERY MOMENT MAKES A DIFFERENCE. WITH EACH THOUGHT YOU THINK, AND ACTION U TAKE. EACH OPPORTUNITY YOU GET, YOU HAVE THE CHANCE. YOU HAVE THE CHANCE TO DO UR BEST, OR BE AVERAGE. A GRAND ACHIEVEMENT DEPENDS ON WHAT YOU DO WITH EVERY DAY
PART FOUR
IF YOUR LIFE WERE SUDDENLY THREATENED, WOULD U TAKE ACTION TO PROTECT URSELF? OF COURSE YOU WOULD.. YOU WOULD DO WHAT EVER U COULD TO AVOID LOOSING UR LIFE. FOR MOST OF US THE BIGGEST THREAT TO LIFE IS NOT SUDDEN OR DRAMATIC.... IT IS INCONSPICUOUS AND INCREMENTAL . BY FAR THE MOST COMMON THREAT TO LIFE IS THAT WE WASTE SO MUCH OF IT ON TRIVIAL THINGS, THOSE THINGS STEAL LIFE AWAY. JUST LIKE A FATAL DISEASE RIGHT NOW U HAVE AN OPPORTUNITY THAT IS UNEQUALED BY ANYTHING U CAN POSSIBLY IMAGINE. THE OPPORTUNITY TO BE ALIVE AND BE EFFECTIVE. IT IS OFTEN TAKEN FOR GRANTED. MAKE THE MOST OF EVERY SIMGLE MOMENT.
PART FIVE
WAITING FOR THE PERFECT TIME WILL NEVER BRING IT ABOUT. EVER . THE SOONER U GET STARTED THE MORE U WILL GET ACCOMPLISHED . IS THERE SOMETHING U HAVE BEEN PUTTING OFF? WHY LET ANOTHER DAY GO BY? START NOW TO MAKE IT HAPPEN THERE. IS A FIRST STEP YOU CAN TAKE NOW. TAKE THAT STEP THEN THE NEXT. WORK STEADY AND CONSISTENTLY. CIRCUMSTANCES WILL NEVER BE IDEAL..EVER. BUT THAT DOESNT REALLY MATTER AT ALL. YOU CAN DO WHAT YOU WANT TO DO NO MATTER WHAT THE CIRCUMSTANCES. YOUR ACTIONS AND YOUR LEVEL OF COMMITMENT HAVE FAR MORE INFLUENCE THAN MERE CIRCUMSTANCES.
THE CHOICE YOU HAVE IS THIS, “ YOU CAN WAIT FOR THE WORLD TO CHANGE OF YOU CAN BE THE ONE TO CHANGE IT.” THE MORE INFLUENCE U HAVE ON CHANGE THE HAPPIER YOU WILL BE ALONG THE WAY. EXCUSES ARE AVAILABLE TO YOU IN ABUNDANCE BUT WHAT VALUE ARE THEY? FORGET THE EXCUSES. DUMP THEM TOSS THEM OUT. FORGET ABOUT WAITING FOR THE PERFECT MOMENT. NOW IS THE TIME TO START. USE THIS MOMENT AND EACH FOLLOWING MOMENT WISELY AND YOU WILL GET PRECISELY WHERE U WISH TO GO.
PART SIX
THERE IS AN ABUNDANCE OF VALUE HIDDEN INSIDE OF YOU MORE THAN YOU CAN POSSIBLE IMAGINE POSSIBLE. YET AS LONG AS YOU CONTINUE TO FOLLOW THE SAME OLD ROUTINE, NEVER VENTURING OUT OF YOUR COMFORT ZONE, THAT VALUE WILL REMAIN HIDDEN AND UNREACHABLE. THE WAY YOU UNCOVER YOUR HIDDEN VALUE IS TO PUT YOURSELF ON THE LINE GET INVOLVED IN LIFE. ATTEMPT SOMETHING CHALLENGING. MEET NEW PEOPLE. STRETCH YOUR LIMITS. SUBJECT YOURSELF TO NEW EXPERIENCES. CHALLENGE AND INTENSITY OF CHALLENGE UNCOVER IN YOU YOUR SKILLS, TALLENT, ABILITY, THAT YOU NEVER KNEW YOU HAD. YOU ARE FULL OF WONDERFUL POSSIBILITIES. DO SOMETHING WITH THEM PLEASE. REGRETS ARE FOR THINGS NOT DONE. THINGS NEVER TRIED. GRAB THE OPPORTUNITY TODAY MAKE THE MOST OF IT .
PART SEVEN
EXCELLENCE IS NOT A SKILL IT IS AN ATTITUDE. THINK ABOUT THAT FOR A SECOND. EXCELLENCE COMES NOT FROM EDUCATION, MONEY, ABILITY OR CONNECTIONS, IT COMES FROM A COMMITMENT TO DO THE VERY BEST WITH WHATEVER YOU HAVE AVAILABLE. EXCELLENCE IS VALUABLE AND IT IS OPEN TO ANYONE WHO COMMITS TO FOLLOW IT. EXCELLENCE IS ALWAYS IN DEMAND. EXCELLENCE COMES FROM THOROUGHNESS, FROM ATTENDING TO THE DETAILS, STAYING FOCUSED AND ON PURPOSE.
EXCELLENCE COMES FROM A SINCERE DESIRE TO MAKE A POSITIVE DIFFERENCE NO MATTER THE TASK. IF IT IS FOLLOWED THROUGH WITH EXCELLENCE PEOPLE WILL TAKE NOTICE. THE EFFORT YOU PUT INTO CREATING EXCELLENCE WILL BE EFFORT WISELY INVESTED. EVERYONE HAS THE OPPORTUNITY TO PRODUCE EXCELLENCE IN THEIR OWN WAY AND IT IS AN OPPORTUNITY THAT ANYONE ANY ONE CAN AND WOULD DO WELL TO CAPITALIZE ON.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
**************************************************
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Day Two office Procedure
-Screening Tips / New Patients
-Patient Education
-Office Protocol
-Live Chat room
-Live Teleseminar / Collections
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Day 2 Procedure ”
4-Review the below section on ” Office Protocol ”
MOTIVATION
Have you ever told yourself that you’re going to make something happen and then nothing happened? That’s because you didn’t follow through. You didn’t have the right rituals in place – little things you do each day that build up and gradually condition your body and mind to make things happen.
Rituals define you. All the results in your life come from your rituals. If you’re out of shape and overweight, you have different rituals than someone who’s physically fit. If you’re fit, you jump out of bed early every morning and sweat before preparing a healthy breakfast. If you’re out of shape, you sleep in and eat whatever is fastest and easiest. This may be a bit of a generalization, but it’s not far from the truth. In all walks of life, you don’t suddenly become successful. You become successful over time from all the little things you do every day.
Failure occurs in the same way. All the little daily failures come together to cause you to fail….
- You fail to check the books.
- You fail to make the calls.
- You fail to listen to your patients.
- You fail to innovate.
- You fail to push yourself to do what must be done.
- etc…
And then one day you wake up and your practice is either slumping or worse yet failing. It was all the little things you did or didn’t do along the way. So with this principle in mind, I want to share five weak points I have seen plaguing thousands of my coaching Chiros and course over three decades – little things people do every day that stop them from moving forward with their lives:
1. You change nothing and expect different results. – There’s a saying that the definition of madness is doing the same thing over and over again and expecting different results. If you want to improve yourself, you have to try new things to see what works and what doesn’t. If you keep doing what you’re doing, you’ll keep getting what you’re getting. Often the difference between a successful person and a person who struggles to implement positive changes is not one’s superior abilities, but the courage that one has to bet on one’s ideas, to take calculated risks, and to take steady steps forward. In other words, some people sit and wait for the magic beans to arrive while the rest of us just get up and get to work.
2. You keep waiting for the right time. – You cannot wait for the perfect time; it will never come. If you think now feels like the wrong time, think again. It’s just uncertainty messing with your mind. Most of the time you must simply dare to jump. Today is the first day of a new beginning – the conception of a new life. The next nine months are all yours. You can do with them as you please. Make them count. Because a new person is born in nine months. The only question is: Who do you want that person to be? Right now is the time to decide.
3. Your planning and focus are in disarray. – Do you plan your days? Did you wake up today knowing what you wanted to accomplish? If not, maybe it’s time you do. Trust me, a year from now you will wish you had managed your time properly today. What would you regret not accomplishing this year? What would you regret doing an abysmal job at, simply because you waited until the last minute and then rushed around doing 20 things at once? Create a plan to accomplish these things sanely, one at a time. Planning doesn’t have to be long and tedious; it can just be a 60 second process. Every night, think about three small things that you want to accomplish tomorrow and write them down. When you wake up in the morning, review this list before you do anything else, and then take the first step. Let this be one of your daily rituals. And if you find yourself being lured to do something that’s not on that short list of three things, bring yourself back and focus.
4. You make the rejections of yesterday the focal point of today. – NOT believing that you CAN is the biggest trap of them all. If you don’t know your own greatness is possible, you won’t bother attempting anything great. Period. All too often we let the rejections of our past dictate every move we make thereafter. We literally do not know ourselves to be any better than what some opinionated person or narrow circumstance once told us was true. Of course, this old rejection doesn’t mean we aren’t good enough; it means the other person or circumstance failed to align with what we have to offer. It means we have more time to improve our thing – to build upon our ideas, to perfect our craft, and indulge deeper in to the work that moves us. And that’s exactly what you need to do right now.
5. You refuse to accept necessary risks. – Living is about learning as you go. Living is risky business. Every decision, every interaction, every step, every time you get out of bed in the morning, you take a small risk. To truly live is to know you’re getting up and taking that risk, and to trust yourself to take it. To not get out of bed, clutching to illusions of safety, is to die slowly without ever having truly lived. Think about it: If you ignore your instincts and let shallow feelings of uncertainty stop you, you will never know anything for sure, and in many ways this un-knowing will be worse than finding out your instincts were wrong. Because if you were wrong, you could make adjustments and carry on with your life without looking back and wondering what might have been.
MESSAGE FROM DR JAY
Like many Millennials, you were probably told you could become whatever you wanted to be when you grew up. Trying to find your passion can be a near-obsession that followed into adulthood. Ironically, all along we can ignore what we are naturally good at. They say hindsight is 20/20, so today I clearly see how these strengths shaped my career. But for many of us we search for passion as if it was a lost treasure chest that you simply needed a map to find.
Why Finding Your Passion is a Myth
Despite what we're told, passion is something that unfolds over time. It's discovered through life experiences. Your "dream practice" isn't an exact destination either. It's constantly evolving. The ideal practice when you're in your early-thirties may be a poor fit even by the time you turn fifty.
So what do you do if you have no idea the direction to go? First, don't panic. Finding your purpose doesn't happen overnight. It's a messy, iterative undertaking that takes time, patience, and a healthy dose of self-reflection. You'll get there, but you have to start by taking small steps. That starts by asking yourself some key questions about how your past experiences, struggles, and triumphs have shaped you.
Powerful Questions to Uncover Your Purpose
For each of the prompts below, write for a minimum of five minutes. Don't censor yourself. Write freely. Jot down whatever comes to mind, no matter how silly it seems.
-Name the top 3 peak experiences in your life. What do they have in common? What does this tell you about yourself?
-If money weren't a problem, what would you spend your everyday doing?
-What dreams have you given up on? Why? Did fear play a role? Did your values change? How can you rekindle forgotten interests?
-What is the hardest thing you have ever had to overcome? How did this influence you?
-What activity are you doing when it feels like time flies by?
These powerful questions can help you strip away limiting beliefs to find your true purpose. That doesn't mean it'll be easy, but it will be rewarding. At the end of the day, introspection isn't enough. You have to take consistent action to make your dreams a reality. But when you take the time to look inward, you may be surprised by what you find. Your passion might have been waiting there all along, just waiting for you to light the spark.
DAY TWO OFFICE PROCEDURES
1. Warmly welcome the patient and spouse back to the office. Thank the spouse or significant other for attending and explain its import.
2. Review the reasons why the patient entered the office.
3. Review the affect this has been having in their life.
4. Review the exam findings.
5. Review the x ray findings.
6. Explain what a subluxation is. Show a plastic spine model. (Please note, if you do not like the word Subluxation, pick your own word. Don’t get hung up on this step.)
7. Go to the patients spine and touch it, make comparison to the plastic model.
8. Explain what a subluxation does, nerve pressure, IVF openings ( call this nerve channels) and their connections to organs, etc.
9. Make the tie in how pressure on these nerves can cause symptoms, and or conditions such as they have.
10. Make a specific tie in with the patients conditions and their subluxations.
11. At this point ask “ If we can help you get rid of this without medications or surgery would that interest you?
12. Review the x rays. Show normal, and compare that to the patients x rays. Make the point that their x ray/ spine/ posture etc, is not normal.
13. Ask if there are any questions to this point?
14. Ask the patient at this point what they are wanting you to do for them in specific, what are your goals here?
15. Ask the patient if you can fix it would they be committed to doing so?
16. Review good news versus bad news. The bad news is your spine is not in good shape, good news is we can help you. It’s a matter of correcting your subluxations and getting the pressure off of the nerves causing your problems, does that make sense?
17. Explain the consequences of doing nothing. Permanent , surgery, drug addiction, etc.
18. Get the patient to agree they are subluxated and explain to you how this is causing their issues.
19. Give your treatment/ care recommendations. It is recommended that care be more frequent in the beginning when the patient is more motivated. A minimum of 3 times a week for several months, down to two times etc. I prefer daily for at least one week.
20. Explain that length of care is simply how the body heals. It does not happen overnight and cant be short cut.
21. Get the patients commitment to the schedule. If they do not commit, go back and review the steps. In specific: what brought them in, what it is doing in their life, how their life would be better with out these issues, etc.
22. Explain what each visit in your office will contain. Be specific and be enthusiastic.
23. Explain the re exam procedure every 30 days. Be specific and be enthusiastic.
SPINAL SCREENING TIPS/Top ten list of screening tips
10. Screening is an attitude: A good screener is self-confident and not afraid to take risks. Be enthusiastic and positive, it works!
9.Start a conversation: The best opening line is saying hello. Talk about the surroundings, ask a question, get them talking about themselves.
8.Have fun: Be playful but direct. Show your interest in them.
7.Use props: Never leave home without a prop. Props are natural conversation starters. They encourage conversation and others will be compelled to start talking to you. Great props include: pictures adjusting kids/pregnant moms, unusual equipment you use, a fabulous scent, a sweatshirt with your favorite passion, posters, decorate seasonally or toward current events, interesting ties, hats, or an interesting book.
6. Be the host: Change your behavior from the role of guest to host. You are not the passive person in waiting, but rather the welcome committee.
5. Make the first move: Move closer to the person you want to meet. Say hello!
4. Listen: You have two ears and one mouth because you should listen twice as much as you speak. Listening is a true art. Your public will be drawn to you. Everyone loves to be heard.
3.Eye contact: Make eye contact, but please look your patient in the eye gently (no more than 2-4 seconds) and then glance away. Don’t stare – it’s a turn off.
2.Compliment: Compliment your prospective patient. The best compliments have the element of surprise. They know that you really noticed them. Remember, your compliments must be honest, sincere and genuine. When you receive a compliment the best response is merely, Thank You!
1. Smile: It is contagious. It will make you so much more approachable. A smile lights up your face and draws people to you. You will be a people magnet. Try it!
REMEMBER THE SCREENING BASICS
-USE A SIMPLE PVC PIPE BOOTH
-HANG POSTERS ON YOUR BOOTH
-HAVE SIGNS ON EASELS IN FRONT OF YOUR BOOTH
-HAVE VIEW BOXES WITH X RAYS ON THEM OUT FRONT IF POSSIBLE
-HAVE A FRIENDLY PERSON OUT FRONT AS A GREETER
-CHECK THEIR POSTURE
-USE THE SCRIPT TO CLOSE THE DEAL
-USE THE SCRIPT TO GET PAID FOR THE FIRST VISIT RIGHT THERE AT THE SCREEN
-SELL THE PATIENTS THE $19.95 COUPON ON THE SPOT AT THE SCREEN
GETTING IN.
#1- YOU HAVE TO DO THIS IN PERSON
#2- SEE #1
“HI FRED ..IM DR JAY FROM DOWN THE STREET. I WANTED TO SHARE WITH YOU A PROGRAM WE HAVE BEEN DOING FOR THE COMMUNITY. IT INVOLVES (INSERT)
-SCOLIOSIS SCREENINGS FOR CHILDREN
-POSTURE CHECKS FOR ADULTS
-MUSCULOSKELETAL AND JOINT FUNCTION CHECKS(DONE FOR GYMS)
I DO THIS AS A COMMUNITY SERVICE AND DON'T CHARGE FOR IT. THIS:
-INCREASES THE COMMUNITIES AWARENESS OF THEIR HEALTH
-INCREASES THE COMMUNITIES AWARENESS YOU ARE CONCERNED ABOUT THEIR HEALTH
-WE PROMOTE IT AND ATTRACT PEOPLE TO YOUR BUSINESS THAT WOULDN'T ORDINARILY BE THERE.
(IF A HEALTH CLUB INSERT)- YOU CAN PROMOTE THIS TO CURRENT AND POTENTIAL MEMBERS AS A PERK OF THE CLUB..A DOC ON STAFF....
THE CLOSE
-I AM AVAILABLE TO START THIS NEXT MONTH, WHAT DAY IS BEST FOR YOU? NEVER ASK IF, CAN, OR WILL.
TOUCH AND TELL / PATIENT EDUCATION
IT IS IMPORTANT NOT TO FORGET ABOUT THE SIMPLE NEW PATIENT PROJECTS ONES THAT CAN BE DONE RIGHT IN THE ROOM WITH THE PATIENT.
1-ON DAY ONE WHEN TH ENEW PT COMES IN. THEY WILL PROBABLY ENTER WITH SOME SORT OF PAIN. ITS OK TO DISCUSS THIS WITH THEM IN CONSULTATION. HOWEVER ONCE U HAVE EXHAUSTED THIS, ASK THE 8 ORGANIC QUESTIONS OF THEM. MEANING, TURN THEIR ATTENTION TO THE ORGANINC PART OF THEIR HEATH BY ASKING. HAVE YOU NOTICED? TROUBLE SLEEPING? INDIGESTION? TROUBLE DIGESTING A CERTAIN TYPE OF FOOD? ALLERGIES? TROUBLE BREATHING YOU GET THE PICTURE..
2- THEN WHEN YOU GIVE THEM THE REPORT ON DAY TWO, TIE IN YOUR FINDINGS WITH ONE OF THE 8 ORGANIC QUESTIONS YOU ASKED THEM.
3-GIVE THE PT LONG TERMS RECCOMENDATIONS USING A MULTIPLE APPOINTMENT CARD.
4-ON EACH CONSECUTIVE VISIT, NO MATTER HOW MUCH YOU FEEL YOU ARE REPEATING YOURSELF, DO THE FOLLOWING ON EACH VISIT.
-PALPATE
-TELLTHE PT WHAT YOU ARE ADJUSTING
-TELL THE PT WHERE THE NERVE GOES
-TELL THE PT WHAT THE NERVE DOES
-LET THEM KNOW THE PRESSURE IS BEING TAKEN OFF OF THE NERVE
-LET THE PTS KNOW THEY ARE GETTING BETTER OR RE-ASSURE THEM THAT THEY WILL GET BETTER
-REMIND THEM OF THEIR NEXT VISIT/DAY AND TIME
5-DO THE ABOVE ON EACH VISIT. SOON THEY WILL TALK ABOUT THEIR FAMILY AND FRIENDS THAT NEED HELP OR ARE HAVING SIMILAR PROBLEMS. ONCE THEY DO, GIVE THEM A HEALH PASS AS DISCUSSED LAST WEEK, AND PUT THEIR NAME ON IT AS WELL AS A 2 WEEK EXPIRE DATE.
OFFICE PROTOCOL
FOR YOUR OFFICE TO WORK, IT IS VITAL THAT PROTOCAL BE FOLLOWED. IF YOU DO THINGS OUT OF ORDER, THEY YOUR RESULTS WILL SUFFER. PLEASE MAKE NOTE OF THE ORDER OF THE FOLLOWING STEPS. NEVER DO THEM OUT OF ORDER. IF YOU DO, IT WOULD BE LIKE PUTTING YOUR SHOES ON BEFORE YOUR PANTS. PUT THE PANTS ON FIRST, AND THEY SLIDE ON EASILY.
1-CONSULTATION
2-EXAMINATION
3-X RAYS
4-RELEASE FROM DAY ONE TO DAY TWO
5-REPORT ON DAY TWO WITH PATIENT AND SPOUSE
6-LONG TERM RECCOMENDATIONS
7-DOCTORS DOES BRIEF FINANCIAL CONSULT
8-DOCTOR ADJUSTS PATIENT
9-DOCTOR TAKES PATIENT INTO TO FINANCIAL CA TO HAVE FULL FINANCIAL CONSULT.
10-MIULTIPLE APPOINTMENT CARD SYSTEM IS STEP UP.
11-HEALTH CARE CLASS SCHEDULED
NOTE THE ORDER OF EVENTS ABOVE. THERE IS A SPECIFIC REASON FOR THIS . DO NOT CHANGE THE FORMULA OR THE ORDER OF THE STEPS.
LIVE CHAT ROOM
-Our next is June 19th. The Topic will be : HOW TO CREATE YOUR PERSONAL INJURY PRACTICE
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Ultimately, your happiness depends on your self-reliance – your unshakable willingness to take responsibility for your life from this moment forward, regardless of who had a hand in making it the way it is now. It’s about taking control of your present circumstances, thinking for yourself, and making a firm choice to choose differently. It’s about being the hero of your life, not the victim.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
**************************************************
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Asking for Referrals/ How
-Patient Education
-Gooings Goodies
-Live Chat room
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”Referrals”
4-Review the below section on ”Patient Education”
MOTIVATION
One sure way to avoid mistakes is to avoid taking action. But in the long run, avoiding action would be the biggest mistake of all, for nothing would ever get done. If you're going to move forward, you're going to make some wrong turns along the way. Don't let that stop you from proceeding. There will be many times when you'll look back and wish you had done things differently. Don't let that stop you from moving forward. Mistakes are bad enough on their own. Don't be so afraid of them that you avoid life itself. Every mistake you've ever made is now in the past. The way to move ahead is to leave them there. Learn from where you went wrong, then step confidently and positively forward. For now is your time to live and to act.
MESSAGE FROM DR JAY
There are 5 keys to running a successful Chiropractic office. I call them the five P’s. They are:
1- Passion. Every notice when you are excited and happy about something, how much more you enjoy it? How much fast the time goes, and how much more productive it is? Remember back to the last time someone told you a funny story, or a joke, remember that little endorphine rush and how you had a little more pep in your step? Compare that to how you felt after you had heard some bad news or were hurting. Which made you more effective? Enthusiasm means in Latin, “God With in.” Being passionate about what you do is a cornerstone of every successful office.
2- Purpose. There was a recent article in the New York Times about the “ Selling of Attention Deficit Disorder.” In 1990 there were 600,000 children on Concerta and or Adderall. Today is has soared to 4 million. Dr. Keith Conners a pioneer in ADHD research for 50 years calls it “a concoction to justify the giving out of medication at unprecedented and unjustifiable levels.” This coincided with a two decade campaign by pharmaceutical companies to promote the syndrome, pills, to doctors, educators, and parents. The industry is not focusing attention on the adult market. At the same time over 1000,000 people a year die from these drugs. Total deaths from medicine is 492,750 a year. Equal to three fully loaded jumbo jet crashed every day for a year. Your big purpose has to be providing an alternative to this.
3- Promotion. A successful office has a continuous rotation or methods to promote themselves. Each week I send you via e mail 5 different new patient options, 20 a month.
4- Procedure. There are an average of 52 steps in the chiropractic office that must function ongoing and efficiently for it to reach its maximum potential.
5- Persistence. On average it takes 27 attempts to make a change. Whether it be a golf swing, work out, or your practice.
It takes these five things done in regular tandem with each other, that make your practice hum.
ASKING FOR REFERALS/HOW?
ASK? WHEN WAS THE LAST TIME YOU JUST ASKED THE PATIENT TO SEND IN SOMEONE? THIS WILL WORK 40% OFTHE TIME. HERE ARE THE BEST PLACES TO ASK FOR REFERALS.
1-AT THE RE REPORT
2-AT THE HEALTH CARE CLASS
3-AT THE INITIAL REPORT OF FINDINGS
4-AT THE DAY TO DAY VISITHERE IS HOW YOU DO IT.
1-JOHN, DID YOU KNOW THIS TYPE OF PROBLEM YOU HAVE RUNS IN FAMILIES? I OFTEN WISHED I WOULD HAVE CHECKED MY KIDS EARLIER TO THEY DIDN'T GROW UPWITH WHAT I HAVE NOW. TELL YOU WHAT, WHEN YOU LEAVE TODAY, TALK TO SUE ATTHE FRONT DESK, TELL HER I WANT TO CHECK YOUR WHOLE FAMILY, AND TELL HERITS ON ME, NO CHARGE. THEN SCHEDULE A TIME THIS WEEK OR NEXT THAT WORKS FORYOU.
2-HERE ARE 2 HEALTH PASSES. I’VE PLACED YOUR NAME ON THEM JOHN, WITH A 2WEEK EXPIRATION DATE. IF YOU HAVE A FAMILY MEMBER OR A LOVED ONE THAT NEEDSTO GET CHECKED, PLEASE GIVE THEM ONE OR BOTH OF THESE CARDS.
3-IM HAPPY TO SEE YOU ARE DOING SO WELL, THE NEXT TIME YOU ARE OUT WITH YOUR BUDDIES, PLEASE MENTION MY NAME. YOU NEVER KNOW WHO YOU CAN HELP.
4-PROBLEMS LIKE THIS START AT BIRTH WHEN THE DOC YANKS YOU OUT BY THE NECK AND TWISTS IT. THIS IS THE TIME TO GET IT CHECKED BEFORE THEY GROW UP WITH PERMANENT PROBLEMS.
5-WHY COME HERE TO GET HEALTHY AND LEAVE YOUR LOVED ONES HOME SICK. BRINGTHEM IN THIS WEEK, I WILL CHECK THEM FOR FREE.SO DOC, THIS IS THE HABIT I WANT YOU TO GET IN ON EACH VISIT. START ASKING.LIKE A PEBBLE IN A POOL, YOU MIGHT NOT SEE A RESULT THAT DAY, BUT OVER TIME,YOU WILL SEE IT I GUARANTEE IT.
ONGOING PATIENT EDUCATION/ IN ROOM DIALOGUE
Daily educating your patients as to what it is you do and what they are “really” getting in your office, is a key to having them refer a large number of people to you. Below are some daily educational ideas.
1. Why do you think they call it the germ theory? Uncle Charlie’s Cold/Cause of Disease Article. Uncle Charlie comes to visit his four grandchildren and plays with each of them equally. One grandkid catches his cold and has it for a week, another gets really sick and has it for two weeks and another even worse ends up with pneumonia while the fourth child doesn’t get it at all. The fact that all people do not respond the same way to the same virus refutes the germ theory of disease. Do you think germs cause disease or lowered resistance to germs? So what would make more sense, to kill the germs with antibiotics or deal with the cause of lowered resistance.
2. A man is falling off the Empire State Building and at every floor he says “so far I feel fine.” -However, by the time the first symptom appears, he is dead. People ignore their health for years, saying “I feel fine and by the time the first symptom appears, it is too late.” Ask - “If you felt great, but had undetected cancer, would you be sick or well?” Did you know Boyd’s pathology states that cancer can exist in the body for 2-5 years before you will ever notice that first pea-size lump, before that first spot will show up on an x-ray or it will first be revealed on an x-ray. Arthritis 7-15 years before it will show up on a blood test or an x-ray.
3. Piece of Steak-If you cut a piece of steak, put iodine and a bandage on it and give it a shot of penicillin, it still will not heal. Therefore, those things have nothing to do with healing the body. It is life that heals. A living body heals itself, a dead piece of steak does not.
4. The traffic light – You do not take a traffic light down after there are no longer any accident or just to see if the traffic could maintain a healthy flow without any direction or control. We know that the innate intelligence uses the nerve system to direct and control our body functions. Why would you want to see if you could do without that control?
5. Health Pass - Imagine what your life would be like without another chiropractic adjustment ever. Well, that’s most people in your community. Give health pass. I am giving you four because one person will lose it, one will forget about it, one will give a million reasons why they can’t make it in, but one will use it and it will change their life forever.
6. One Subluxation - Suppose if it was possible for me to identify exactly the one subluxation was causing your back ache(I’m not saying it is causing your back ache, but let’s say it was), would you want just that one fixed or would you want all the channels open? Once we’ve opened all the channels and let’s say you backache goes away in 10 days, or 10 minutes, how long do you want to leave the other channels open? As were opening the channels for you how long do we want to leave the kids home subluxated? Lets say we open all your life channels and your _______ doesn’t go away, what do you want to do then, close up the channels again or keep them open.
7. Patient is missing appointments or wants to reduce schedule - _______, it seems you are having a difficult time adhering to the schedule that I made in our original recommendations to you. As I expressed during our first visit your commitment to getting well and staying healthy is far more important than anything that I bring to this relationship. You need to understand symptoms are just mother natures way of telling us something is wrong and as I said before we are not as concerned with symptoms as we are with the cause. If you want to chance losing all that we have gained, than missing appointments is OK. But if you want to hold on to what we’ve accomplished and spend a lot less in the process, than you simply must keep the appointments that I’ve set our for you. ______, I want you to understand that I will never ask you to make visits to this office that aren’t necessary, I’ll never ask you to accept care that isn’t necessary, and I’ll never ask you to spend money that isn’t necessary because I’m as concerned about the cost of health care as you are. ______, can I have your commitment that you will adhere to my treatment recommendations.
8. FB (feeling better)- Patient wants to quit care because feeling better –It is important for you to realize that in chiropractic, we don’t judge visits by how you feel. While we want you to feel well again immediately, that doesn’t alter our recommendations as to the number of visits or length of time. Your pain was the last thing to come and we fully expect that it will be the first thing to go. We are concerned with correcting the cause of your condition, and not just covering up the symptoms. If you went to a dentist and he found a cavity on your checkup but you told him it didn’t hurt at all so he said ok, just come back when it hurts. Or lets say you sent to a medical doctor who found evidence of the beginning stages of cancer on your x-ray but you feel no symptoms so he says ok, just come back in when it bothers you. Well, nerve and brain stem pressure is a serious problem and that’s the only reason I’m a nut on this visitation thing.
9. NR (no results) Patient wants to quit care because NOT feeling better – John, I recommend we give the care 2 more weeks leaving no stone unturned, and after that point if we are not moving in a forward direction I will have to dismiss you from care.
10. Priorities – What’s your most prized possession? Your car, your home, etc? Do you take care of it? What do you do for it? You know some people will be obsessed with caring for something that they can replace for a few thousand dollars. But, when it comes to their bodies, they resent every moment and every nickel they have to spend. _____, you only have one “house” to go through this life in, and that’s your body. I want you to take serious care of it, my friend. If you don’t take care of it, and it wears out, where are you going to live?
GOOINGS GOODIES
The most common problem I encounter on a daily basis is staying motivated. Sometimes I lose focus. I get discouraged. I feel like I have too much to do, or procrastinate....but what it boils down to is that I am not achieving as much as I would like. We all have things that are important to us. We have goals, a dream, or maybe some obligations we are duty-bound to complete, but we aren't making the progress we would like. Some people work hard for a while, then slack off. Others procrastinate and never get to it. Some don't know how to get started or are too tired. The central issue is motivation.
The fact is that I do the things I am motivated to do. Ask any teenager how hard they'll work to get their driver’s license. Ask yourself how many all-nighters you put in to complete an important paper in college. Ask yourself about the times you've worked hard to achieve something that simply, absolutely had to get done! There’s a great story about a young man who travelled the world to meet a wise and famous teacher. When they met, the young man pleaded, "Will you teach me how to find wisdom?" Without a word, the guru led the young man to a nearby lake and suddenly pushed his head under water. At first the young man thought it was a joke, but after a few seconds, he began thrashing and fighting desperately for a breath of air. Finally, the guru let him up and calmly said, "When you desire wisdom as badly as you wanted that next breath of air, you will find it."
When we are motivated, nothing can stand in our way! So, how do we stay motivated? Here are a few keys I have learned along the way (mostly from Dr. Jay):
1. Be clear! You can hit almost any target if you define it precisely enough. It’s hard to stay motivated for a vague or distant goal. Be specific. Be precise and concrete. You will be far more motivated to increase by 6% than by "trying to."
2. Have an action plan. If you have a map and know the next step, you are much more motivated to do it. "Baby-steps" are easier and safer than "giant leaps." It’s really hard to stay motivated through the years to build a million dollar practice, but it’s easy to start by having a goal toward increasing collections this month. Have a clear, do-able and action-able plan. Then, take steps one after another. Dr. Jay has always helped me set out the plan...let him help you.
3. Surround yourself with positives. Zig Ziglar said that "people complain motivation doesn't last. Well, neither does a shower. That’s why I recommend both every day." Read and listen to audio programs, talk with exciting people and surround yourself with things that energize you! We live in a bad-news world. It wears everyone down! To counter this, surround yourself (every day!) with things that energize, challenge and excite you.
4. The "Breakfast of Champions." With apologies to Wheaties, I encourage you to re-read and re-commit to your most important priorities, goals and plans every single day. Personally, if I don't begin every morning by focusing on my major projects and goals for about 20 minutes...if I don't...the day gets away from me. In the rush of the day, minor distractions will beat strategic action every time. Start every day by reviewing and re-affirming your most important objectives.
5. Have plenty of cheerleaders! I think this may be the most important, easiest, and most-often over-looked. My brother Dr. Mike use to say "it is like you are trying to keep this big fire burning all day...and you need to look out for potential bucket carriers of water that want to put it out". Recruit friends and family to hold you accountable. Teach them how to support and encourage you. Pick their brains for good ideas, and report back to them regularly. With a good team of cheerleaders, you can accomplish anything!
There really is not a huge complicated science to this....the stuff above I have learned is a proven set of principles and reliable steps...to keep yourself motivated and achieve your dreams! To achieve your most important goals, hard work and even self-discipline are not enough! Master the tools that let some people achieve one goal after another for a lifetime of success, while others work just as hard but get minimal results.
LIVE CHAT ROOM
-Our next is June 19th. The Topic will be : HOW TO CREATE YOUR PERSONAL INJURY PRACTICE
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
DO YOU BELIEVE IN YOU? PEOPLE ARE WILLING TO JOIN YOU BEFORE THEY FULLY BELIEVE YOU, IF THEY KNOW YOU BELIEVE FIRST.
When I first started out 33 plus years ago it was early 1984. I had just opened the doors to my practice, and almost as soon as my doors were open, the economy around me collapsed. Today it is fueled by bad homes loans, back then it was very similar, but involved savings and loans. Businesses closed down. There was negativity in the air. Chiropractors where closing shop and leaving town. In central Texas alone, over 150 savings and loans went belly up. The economy of the USA, and eventually the rest of the world, came to a crashing halt. It was very easy to buy into. It was the only thing most people talked about.
But that day I made the conscious decision to be proactive, and not reactive. I decided that I was going to take the doom and gloom all around me, and make something positive about it. Realizing that inside every challenge, are two opportunities. As such, if I was instructed to do one office promotion, I did three of them. If I was instructed to go outside and give one lecture a month, I did two a week. If I was instructed to do better on one of my office procedures, I mastered it until it was perfect. If I had a staff member who wasn’t giving 100%, I replaced them with one who would. The results were quite rapid, and re mark able. In a nutshell, we boomed.
Here in lie the keys to your practice success my friend. If you review this over and over, and take it seriously, and apply it consistently, you will have absolutely no problem in growing the practice of your dream. I suggest as your friend, you print this out and review it over and over.. PATIENTS ARE WILLING TO JOIN YOUR PRACTICE BEFORE THEY FULLY BELIEVE OR UNDERSTAND YOUR HEALTH CARE DELIVERY SYSTEM, IF, THEY KNOW YOU BELIEVE IT FULLY FIRST.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Gooings Goodies
-New Patients
-Your Foundation
-Selling
-Your Evaluation
-Patient Education (NEW FEATURE)
-Live Chat room
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”New Patients ”
4-Review the below section on ”Evaluation”
MOTIVATION
The truth is nobody ever feels ready when an opportunity arises. Because great opportunities in life force us to grow emotionally and intellectually. They force us to stretch ourselves and our comfort zones, which means we won’t feel comfortable at first. And when we don’t feel comfortable, we don’t feel ready. But that doesn’t change the fact that sometimes the course of our lives depends on what we do or don’t do in a few seconds, a heartbeat, when we either seize an opportunity, or just miss it. Miss the moment and you may never get a chance again. So in case you never get a second chance, don’t be afraid! And what if you do get a second chance? Take it! It’s as simple as that.
MESSAGE FROM DR JAY
One expression I hear frequently from Chiropractors I meet is “ I’ll try.“ Honestly, that expression is a killer. There is no try, there is only “Do” or “ Not do.” In reality try means “ I won’t.” Take this test:
The obvious point as it relates to Chiropractic is we either “ Do “ or we “ Don’t.” I will try to promote more, try to improve my procedure, try to do anything in reality means I am not. I WILL TRY is a practice KILLER.
Starting today change the way you talk and think. Especially the way you talk and think to yourself. Interchange “Try” with “ Will”, “ Can”, “ Absolutely”, “ Positively” . Set firm deadlines for yourself. As you change your thinking and vocabulary, your future results also change. Remember the ole expression TO BE SOMETHING, ACT AS IF YOU ARE IT NOW.
NUFF SAID!
GOOINGS GOODIES
In any process, there is an upper limit to how powerful the results can be, and the limit is always the same...a bottleneck. In watering your grass, the smallest point limits how much water passes through the hose. The bottleneck may be the valve on the side of your house, the diameter of the hose, or the little washer inside the coupling. Wherever the bottleneck occurs, it limits the flow through the entire hose, and the solution is always the same...increase the flow at that one critical point, and the results are instant and dramatic!
No matter how hard you work, no matter how smart or skilled you are, something limits the success you will achieve. There may be several points of "friction", but there is always one item that limits you more than all the others combined! Fix it and the results are amazing!
Here are 4 common bottlenecks:
1. Not Acting as a Business. Many chiropractors have a dream, not a business. They work without focus, without clear priorities, and without results. The bottleneck is lack of clarity. Work the business!
2. Ineffective Promotion. If you aren't getting enough new patients, the bottleneck is in your promotion. Find a way to let more of your most desired patients know about you. Everyone wants great service at a fair price! Help them find you!
3. Ineffective Procedures. If lots of folks show up, ask questions, and compliment you on your care, but don't end up staying, your bottleneck is in the procedures. Work with Dr Jay, go to his seminars, read the weekly info, let him be your mentor, but fix this!
4. Inadequate Value Added. This is probably the hardest one to admit, but if people try your product or service, but don’t become steady patients, something is wrong. To achieve unusual success, you must transform casual patients into life-long partners. It may be a skill problem, a problem with your pricing, or your delivery. But it must be fixed!
What are the bottlenecks that hold you back in your work, and in your life? Stuck? Consider letting Dr Jay help you to eliminate the bottlenecks that stand between you and the success you deserve! Every winner has a coach...my gosh you have the best helping you. I owe my success to him :)
NEW PATIENTS
Let’s talk new patients. New patients are the life blood of 99.5% of all practices. Why is it that some offices are flooded with them, and others struggle month to month On rare occasion I will have a new doctor to my support program want to start and ask for help. The conversation goes something like this:
I have tried every new patient promotion in my office, nothing works. No one comes to health care class, internal referral programs never work, people in my town/area don’t refer. My town doesn’t have any place to give lectures, or promote, and no external promotion works for me. Jay, what can you show me that is new that works?
First, of the entire category of things you can do to get new patients, at least one or two things will work. If what you are saying is literally that nothing works, then what you have is not a new patient problem. If everything fails you have tried, then the core issue is inside you somewhere. The reason is good or bad, no what management program, or promotion, something will work. Maybe not everything, but a few things 100% yes. For nothing to work, is impossible. You would have to either be:
1- Doing nothing
2- Doing it wrong
3- Have core challenges in you or your staff that is repelling people.
While it is true, some towns are small and simply don’t have a lot going on to promote outside, still there is something. Where there is a vision, with unstoppable effort, there is a way.
WHAT IS YOUR FOUNDATION?
What is a foundation? It's the ground on which we build. Obviously if we want to build something that can weather a storm, it's best to start with a sturdy foundation. So what's the foundation of all relationships? It is the relationship you have with yourself. If your internal foundation is shaky — has cracks and holes (insecurities and negative self-concepts) — then the relationships you build on top of it are going to feel shaky, too.
However, if you move in the world with a solid sense of self, then you're less likely to crumble when things don't go as planned. And things aren't going to go as planned. When we're internally insecure, we naturally try to control the circumstances that surround us. Unfortunately, we fail. Why? Because it's impossible to control things that exist outside of us. But there's another way: go within to find your strength. That's where your true sense of sturdiness lies. So how do you do it? Simple (but not always easy): Know who you really are. When I say this, I don't mean that you know your name and how you like to spend your time (although these things are important). I'm talking about going beyond that — knowing what your true essence is. Know that you are magnificent. Know that you are supremely important. Know that you are worthy. Know that you are love. When we know ourselves deeply, we know that we are much greater than we give ourselves credit for.
Many of us identify with our wounds and faults: "I'm bad at relationships," "I'm not good with money." Or even worse, "I'm not very smart," "I'm not attractive enough." Look, those things aren't the truth about you. Not even close. Those are your ego's stories — your limited self-concept. But they don't define the real you. If you identify with your limited self-concept, then naturally you try to get other people to make you feel worthy. But again, any time you're depending on something outside of you to feel secure, you're in trouble. Because everything outside of us moves and shakes. That's the nature of life.
Know that there's a truth that exists beyond all these stories. No matter what, you are an amazing person. Do you make mistakes? Yes. But underneath those mistakes is a desire to do better next time; to let the best version of yourself shine. Things are going to shake you. People are going to try to convince you that you're not so great. Don't listen to them! Build your internal foundation. Know who you really are and never forget. You are nothing short of magnificent. Find this inner source of love and hold on tightly; it will keep you steady through all the changing tides.
SELLING
1. CHIROPRACTORS SELL. No matter what your title or position, you most likely sell at least three things . . .
• Yourself ,Your professionalism.
• Your ideas. How your patients can benefit from your services.
• Your caring. The desire to help your patients—selling is helping!
2. SINCE SELLING IS A LEARNED SKILL,ONE OF THE BEST WAYS TO LEARN IS WHEN YOU ARE THE PATIENT!
A. When you are the patient, you know exactly what YOU(the patient) is: • Thinking • Feeling • Saying
B. You can judge the impact (on YOU) of what the patient is saying and doing.
3. STUDY SUCCESSFUL CHIROPRACTORS. Evaluate their, attitude and professionalism. Focus on their success techniques and follow-up. When you find someone great—study what they do and how they do it!
EVALUATE YOURSELF
Evaluate yourself making a list of the below success keys. Be totally honest, no stretching it. Then keep this in front of you and reference it often.
1. Your Preparation
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2. Your Enthusiasm
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3. Your Friendliness
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4. Your Response to Objections
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5. Your Professionalism
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6. Your Use of Questions
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7. Your Visuals
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8. Your Passion
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9. Your Patient Closing /Retention and Conversion
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COMMITMENT
I will commit to acting on this idea immediately:
PATIENT EDUCATION
The more you are connected to your patients, the more they will be connected to you. Copy , paste and print this article to your office stationary and hand it to your patient base this week. Feel free to dumb it down as you wish. The more you do things like this the more they stay, pay and refer to you!
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Complementary and Alternative Medicine Use in the US Adult Low Back Pain Population. Global Advances in Health and Medicine January 2016; Vol. 5; No. 1; pp. 69-78
Neha Ghildayal, Pamela Jo Johnson, MPH, PhD, Roni L. Evans, DC, MS, PhD, and Mary Jo Kreitzer, PhD, RN.
The data for this article was from the 2012 National Health Interview Survey (NHIS), which is the most current nationally representative data available on CAM
health practices. Data was collected on 34,525 adults. “A major strength of this study was that it used a large, nationally representative survey of the US adult population with LBP and included a comprehensive list of CAM therapies.”
KEY POINTS FROM THIS STUDY:
1) “A key goal of healthcare for patients with chronic back pain is to maximize their functional status so that they are able to carry out activities of daily living.”
2) “Many people suffering from LBP have found conventional medical treatments to be ineffective and unreliable for treating their pain. Therefore, due to
dissatisfaction with conventional treatments for LBP, individuals suffering from LBP are increasingly turning to complementary and alternative medicine (CAM) to find relief.”
3) Low back pain (LBP):
• Costs the United States healthcare system about $100 billion a year.
• Resulting in over 150 million lost workdays per year and $16 billion annually
in lost productivity in the US.
• More than 80% of adults in the US will experience it at some point during
their lifetime.
• Is a major cause of functional limitations and disability:
•• are 3 times more likely to have limited functional ability
•• are more than 4 times likely to experience serious psychological distress
• “People with back pain suffer from worse physical and mental health than
people without back pain.”
4) “A growing body of evidence supports the use of CAM for improving back pain outcomes, with back pain being the most common condition for which patients
use CAM.”
5) “Overall, chiropractic manipulation was the most prevalent CAM therapy used within the LBP population.” [Important]
6) “The majority of respondents (58.1%) who used CAM in the past year forback pain perceived a ‘great deal’ of benefit.”
7) “For people with severe LBP, turning to CAM may seem a better alternative due to its more conservative, noninvasive nature as compared to more conventional medical treatments such as epidural steroid injections, surgeries, and prescriptive medications—all which may carry higher risks than CAM treatments.”
8) Also, “those with severe pain may have exhausted all other possibilities and may be looking for any possibility of relief” and as such seek CAM approaches.
9) People may also seek CAM because of it low associated treatment risks.
10) “CAM therapies are becoming an increasingly important component of care for people with LBP.”
11) Over 40% of the US population used some form of CAM in the past year, with higher use reported among those with back pain.
12) The most popular therapies used in the LBP population included herbal therapies, chiropractic manipulation, and massage.
13) “The majority of the LBP population used CAM specifically to treat back pain, and most adults who used CAM for back pain perceived a great deal of benefit.”
14) “CAM use appears to be an important and growing part of healthcare for the back pain population.”
COMMENTS
Limitations from this study include that the authors did not distinguish between acute and chronic back pain patients, which would undoubtedly influence the
percentages of perceived benefits from the various approaches. Chiropractic remains the leader of outpatient management choices for CAM for LBP, with an extremely high patient satisfaction rate; yet only 15% of those with LBP are using chiropractic.
Surprisingly, acupuncture is only being used by 2% of those with low back pain. An important aspect of this study (mentioned but not quantified) is that all of the CAM approaches are extremely safe, with a very low risk of adverse occurrences. Lastly, a mentioned but underemphasized aspect of this study is that many who chose to use CAM do so because traditional approaches to the management of their back pain was ineffective.
[Most chiropractors do not consider chiropractic to be “alternative” or “complementary” to medical practice, but rather a scientifically proven, non-drug, and non-surgical approach to healthcare problems, including musculoskeletal pain].
-Our next is June 19th. The Topic will be : HOW TO CREATE YOUR PERSONAL INJURY PRACTICE
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 5/9/17 live teleseminar on : COLLECTIONS. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170509180016-077.wav
Our next Live tele seminar will be held 6/13/17. The topic is : PATIENT EDUCATION.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Ultimately, your happiness depends on your self-reliance – your unshakable willingness to take responsibility for your life from this moment forward, regardless of who had a hand in making it the way it is now. It’s about taking control of your present circumstances, thinking for yourself, and making a firm choice to choose differently. It’s about being the hero of your life, not the victim.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Greetings!-
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
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HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Asking for Referrals/ How
-Patient Education
-Gooings Goodies
-Live Chat room
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”Referrals”
4-Review the below section on ”Patient Education”
MOTIVATION
One sure way to avoid mistakes is to avoid taking action. But in the long run, avoiding action would be the biggest mistake of all, for nothing would ever get done. If you're going to move forward, you're going to make some wrong turns along the way. Don't let that stop you from proceeding. There will be many times when you'll look back and wish you had done things differently. Don't let that stop you from moving forward. Mistakes are bad enough on their own. Don't be so afraid of them that you avoid life itself. Every mistake you've ever made is now in the past. The way to move ahead is to leave them there. Learn from where you went wrong, then step confidently and positively forward. For now is your time to live and to act.
MESSAGE FROM DR JAY
There are 5 keys to running a successful Chiropractic office. I call them the five P’s. They are:
1- Passion. Every notice when you are excited and happy about something, how much more you enjoy it? How much fast the time goes, and how much more productive it is? Remember back to the last time someone told you a funny story, or a joke, remember that little endorphine rush and how you had a little more pep in your step? Compare that to how you felt after you had heard some bad news or were hurting. Which made you more effective? Enthusiasm means in Latin, “God With in.” Being passionate about what you do is a cornerstone of every successful office.
2- Purpose. There was a recent article in the New York Times about the “ Selling of Attention Deficit Disorder.” In 1990 there were 600,000 children on Concerta and or Adderall. Today is has soared to 4 million. Dr. Keith Conners a pioneer in ADHD research for 50 years calls it “a concoction to justify the giving out of medication at unprecedented and unjustifiable levels.” This coincided with a two decade campaign by pharmaceutical companies to promote the syndrome, pills, to doctors, educators, and parents. The industry is not focusing attention on the adult market. At the same time over 1000,000 people a year die from these drugs. Total deaths from medicine is 492,750 a year. Equal to three fully loaded jumbo jet crashed every day for a year. Your big purpose has to be providing an alternative to this.
3- Promotion. A successful office has a continuous rotation or methods to promote themselves. Each week I send you via e mail 5 different new patient options, 20 a month.
4- Procedure. There are an average of 52 steps in the chiropractic office that must function ongoing and efficiently for it to reach its maximum potential.
5- Persistence. On average it takes 27 attempts to make a change. Whether it be a golf swing, work out, or your practice.
It takes these five things done in regular tandem with each other, that make your practice hum.
ASKING FOR REFERALS/HOW?
ASK? WHEN WAS THE LAST TIME YOU JUST ASKED THE PATIENT TO SEND IN SOMEONE? THIS WILL WORK 40% OFTHE TIME. HERE ARE THE BEST PLACES TO ASK FOR REFERALS.
1-AT THE RE REPORT
2-AT THE HEALTH CARE CLASS
3-AT THE INITIAL REPORT OF FINDINGS
4-AT THE DAY TO DAY VISITHERE IS HOW YOU DO IT.
1-JOHN, DID YOU KNOW THIS TYPE OF PROBLEM YOU HAVE RUNS IN FAMILIES? I OFTEN WISHED I WOULD HAVE CHECKED MY KIDS EARLIER TO THEY DIDN'T GROW UPWITH WHAT I HAVE NOW. TELL YOU WHAT, WHEN YOU LEAVE TODAY, TALK TO SUE ATTHE FRONT DESK, TELL HER I WANT TO CHECK YOUR WHOLE FAMILY, AND TELL HERITS ON ME, NO CHARGE. THEN SCHEDULE A TIME THIS WEEK OR NEXT THAT WORKS FORYOU.
2-HERE ARE 2 HEALTH PASSES. I’VE PLACED YOUR NAME ON THEM JOHN, WITH A 2WEEK EXPIRATION DATE. IF YOU HAVE A FAMILY MEMBER OR A LOVED ONE THAT NEEDSTO GET CHECKED, PLEASE GIVE THEM ONE OR BOTH OF THESE CARDS.
3-IM HAPPY TO SEE YOU ARE DOING SO WELL, THE NEXT TIME YOU ARE OUT WITH YOUR BUDDIES, PLEASE MENTION MY NAME. YOU NEVER KNOW WHO YOU CAN HELP.
4-PROBLEMS LIKE THIS START AT BIRTH WHEN THE DOC YANKS YOU OUT BY THE NECK AND TWISTS IT. THIS IS THE TIME TO GET IT CHECKED BEFORE THEY GROW UP WITH PERMANENT PROBLEMS.
5-WHY COME HERE TO GET HEALTHY AND LEAVE YOUR LOVED ONES HOME SICK. BRINGTHEM IN THIS WEEK, I WILL CHECK THEM FOR FREE.SO DOC, THIS IS THE HABIT I WANT YOU TO GET IN ON EACH VISIT. START ASKING.LIKE A PEBBLE IN A POOL, YOU MIGHT NOT SEE A RESULT THAT DAY, BUT OVER TIME,YOU WILL SEE IT I GUARANTEE IT.
ONGOING PATIENT EDUCATION/ IN ROOM DIALOGUE
Daily educating your patients as to what it is you do and what they are “really” getting in your office, is a key to having them refer a large number of people to you. Below are some daily educational ideas.
1. Why do you think they call it the germ theory? Uncle Charlie’s Cold/Cause of Disease Article. Uncle Charlie comes to visit his four grandchildren and plays with each of them equally. One grandkid catches his cold and has it for a week, another gets really sick and has it for two weeks and another even worse ends up with pneumonia while the fourth child doesn’t get it at all. The fact that all people do not respond the same way to the same virus refutes the germ theory of disease. Do you think germs cause disease or lowered resistance to germs? So what would make more sense, to kill the germs with antibiotics or deal with the cause of lowered resistance.
2. A man is falling off the Empire State Building and at every floor he says “so far I feel fine.” -However, by the time the first symptom appears, he is dead. People ignore their health for years, saying “I feel fine and by the time the first symptom appears, it is too late.” Ask - “If you felt great, but had undetected cancer, would you be sick or well?” Did you know Boyd’s pathology states that cancer can exist in the body for 2-5 years before you will ever notice that first pea-size lump, before that first spot will show up on an x-ray or it will first be revealed on an x-ray. Arthritis 7-15 years before it will show up on a blood test or an x-ray.
3. Piece of Steak-If you cut a piece of steak, put iodine and a bandage on it and give it a shot of penicillin, it still will not heal. Therefore, those things have nothing to do with healing the body. It is life that heals. A living body heals itself, a dead piece of steak does not.
4. The traffic light – You do not take a traffic light down after there are no longer any accident or just to see if the traffic could maintain a healthy flow without any direction or control. We know that the innate intelligence uses the nerve system to direct and control our body functions. Why would you want to see if you could do without that control?
5. Health Pass - Imagine what your life would be like without another chiropractic adjustment ever. Well, that’s most people in your community. Give health pass. I am giving you four because one person will lose it, one will forget about it, one will give a million reasons why they can’t make it in, but one will use it and it will change their life forever.
6. One Subluxation - Suppose if it was possible for me to identify exactly the one subluxation was causing your back ache(I’m not saying it is causing your back ache, but let’s say it was), would you want just that one fixed or would you want all the channels open? Once we’ve opened all the channels and let’s say you backache goes away in 10 days, or 10 minutes, how long do you want to leave the other channels open? As were opening the channels for you how long do we want to leave the kids home subluxated? Lets say we open all your life channels and your _______ doesn’t go away, what do you want to do then, close up the channels again or keep them open.
7. Patient is missing appointments or wants to reduce schedule - _______, it seems you are having a difficult time adhering to the schedule that I made in our original recommendations to you. As I expressed during our first visit your commitment to getting well and staying healthy is far more important than anything that I bring to this relationship. You need to understand symptoms are just mother natures way of telling us something is wrong and as I said before we are not as concerned with symptoms as we are with the cause. If you want to chance losing all that we have gained, than missing appointments is OK. But if you want to hold on to what we’ve accomplished and spend a lot less in the process, than you simply must keep the appointments that I’ve set our for you. ______, I want you to understand that I will never ask you to make visits to this office that aren’t necessary, I’ll never ask you to accept care that isn’t necessary, and I’ll never ask you to spend money that isn’t necessary because I’m as concerned about the cost of health care as you are. ______, can I have your commitment that you will adhere to my treatment recommendations.
8. FB (feeling better)- Patient wants to quit care because feeling better –It is important for you to realize that in chiropractic, we don’t judge visits by how you feel. While we want you to feel well again immediately, that doesn’t alter our recommendations as to the number of visits or length of time. Your pain was the last thing to come and we fully expect that it will be the first thing to go. We are concerned with correcting the cause of your condition, and not just covering up the symptoms. If you went to a dentist and he found a cavity on your checkup but you told him it didn’t hurt at all so he said ok, just come back when it hurts. Or lets say you sent to a medical doctor who found evidence of the beginning stages of cancer on your x-ray but you feel no symptoms so he says ok, just come back in when it bothers you. Well, nerve and brain stem pressure is a serious problem and that’s the only reason I’m a nut on this visitation thing.
9. NR (no results) Patient wants to quit care because NOT feeling better – John, I recommend we give the care 2 more weeks leaving no stone unturned, and after that point if we are not moving in a forward direction I will have to dismiss you from care.
10. Priorities – What’s your most prized possession? Your car, your home, etc? Do you take care of it? What do you do for it? You know some people will be obsessed with caring for something that they can replace for a few thousand dollars. But, when it comes to their bodies, they resent every moment and every nickel they have to spend. _____, you only have one “house” to go through this life in, and that’s your body. I want you to take serious care of it, my friend. If you don’t take care of it, and it wears out, where are you going to live?
GOOINGS GOODIES
The most common problem I encounter on a daily basis is staying motivated. Sometimes I lose focus. I get discouraged. I feel like I have too much to do, or procrastinate....but what it boils down to is that I am not achieving as much as I would like. We all have things that are important to us. We have goals, a dream, or maybe some obligations we are duty-bound to complete, but we aren't making the progress we would like. Some people work hard for a while, then slack off. Others procrastinate and never get to it. Some don't know how to get started or are too tired. The central issue is motivation.
The fact is that I do the things I am motivated to do. Ask any teenager how hard they'll work to get their driver’s license. Ask yourself how many all-nighters you put in to complete an important paper in college. Ask yourself about the times you've worked hard to achieve something that simply, absolutely had to get done! There’s a great story about a young man who travelled the world to meet a wise and famous teacher. When they met, the young man pleaded, "Will you teach me how to find wisdom?" Without a word, the guru led the young man to a nearby lake and suddenly pushed his head under water. At first the young man thought it was a joke, but after a few seconds, he began thrashing and fighting desperately for a breath of air. Finally, the guru let him up and calmly said, "When you desire wisdom as badly as you wanted that next breath of air, you will find it."
When we are motivated, nothing can stand in our way! So, how do we stay motivated? Here are a few keys I have learned along the way (mostly from Dr. Jay):
1. Be clear! You can hit almost any target if you define it precisely enough. It’s hard to stay motivated for a vague or distant goal. Be specific. Be precise and concrete. You will be far more motivated to increase by 6% than by "trying to."
2. Have an action plan. If you have a map and know the next step, you are much more motivated to do it. "Baby-steps" are easier and safer than "giant leaps." It’s really hard to stay motivated through the years to build a million dollar practice, but it’s easy to start by having a goal toward increasing collections this month. Have a clear, do-able and action-able plan. Then, take steps one after another. Dr. Jay has always helped me set out the plan...let him help you.
3. Surround yourself with positives. Zig Ziglar said that "people complain motivation doesn't last. Well, neither does a shower. That’s why I recommend both every day." Read and listen to audio programs, talk with exciting people and surround yourself with things that energize you! We live in a bad-news world. It wears everyone down! To counter this, surround yourself (every day!) with things that energize, challenge and excite you.
4. The "Breakfast of Champions." With apologies to Wheaties, I encourage you to re-read and re-commit to your most important priorities, goals and plans every single day. Personally, if I don't begin every morning by focusing on my major projects and goals for about 20 minutes...if I don't...the day gets away from me. In the rush of the day, minor distractions will beat strategic action every time. Start every day by reviewing and re-affirming your most important objectives.
5. Have plenty of cheerleaders! I think this may be the most important, easiest, and most-often over-looked. My brother Dr. Mike use to say "it is like you are trying to keep this big fire burning all day...and you need to look out for potential bucket carriers of water that want to put it out". Recruit friends and family to hold you accountable. Teach them how to support and encourage you. Pick their brains for good ideas, and report back to them regularly. With a good team of cheerleaders, you can accomplish anything!
There really is not a huge complicated science to this....the stuff above I have learned is a proven set of principles and reliable steps...to keep yourself motivated and achieve your dreams! To achieve your most important goals, hard work and even self-discipline are not enough! Master the tools that let some people achieve one goal after another for a lifetime of success, while others work just as hard but get minimal results.
LIVE CHAT ROOM
-Our next is June 19th. The Topic will be : HOW TO CREATE YOUR PERSONAL INJURY PRACTICE
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
DO YOU BELIEVE IN YOU? PEOPLE ARE WILLING TO JOIN YOU BEFORE THEY FULLY BELIEVE YOU, IF THEY KNOW YOU BELIEVE FIRST.
When I first started out 33 plus years ago it was early 1984. I had just opened the doors to my practice, and almost as soon as my doors were open, the economy around me collapsed. Today it is fueled by bad homes loans, back then it was very similar, but involved savings and loans. Businesses closed down. There was negativity in the air. Chiropractors where closing shop and leaving town. In central Texas alone, over 150 savings and loans went belly up. The economy of the USA, and eventually the rest of the world, came to a crashing halt. It was very easy to buy into. It was the only thing most people talked about.
But that day I made the conscious decision to be proactive, and not reactive. I decided that I was going to take the doom and gloom all around me, and make something positive about it. Realizing that inside every challenge, are two opportunities. As such, if I was instructed to do one office promotion, I did three of them. If I was instructed to go outside and give one lecture a month, I did two a week. If I was instructed to do better on one of my office procedures, I mastered it until it was perfect. If I had a staff member who wasn’t giving 100%, I replaced them with one who would. The results were quite rapid, and re mark able. In a nutshell, we boomed.
Here in lie the keys to your practice success my friend. If you review this over and over, and take it seriously, and apply it consistently, you will have absolutely no problem in growing the practice of your dream. I suggest as your friend, you print this out and review it over and over.. PATIENTS ARE WILLING TO JOIN YOUR PRACTICE BEFORE THEY FULLY BELIEVE OR UNDERSTAND YOUR HEALTH CARE DELIVERY SYSTEM, IF, THEY KNOW YOU BELIEVE IT FULLY FIRST.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Gooings Goodies
-New Patients
-Your Foundation
-Selling
-Your Evaluation
-Patient Education (NEW FEATURE)
-Live Chat room
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”New Patients ”
4-Review the below section on ”Evaluation”
MOTIVATION
The truth is nobody ever feels ready when an opportunity arises. Because great opportunities in life force us to grow emotionally and intellectually. They force us to stretch ourselves and our comfort zones, which means we won’t feel comfortable at first. And when we don’t feel comfortable, we don’t feel ready. But that doesn’t change the fact that sometimes the course of our lives depends on what we do or don’t do in a few seconds, a heartbeat, when we either seize an opportunity, or just miss it. Miss the moment and you may never get a chance again. So in case you never get a second chance, don’t be afraid! And what if you do get a second chance? Take it! It’s as simple as that.
MESSAGE FROM DR JAY
One expression I hear frequently from Chiropractors I meet is “ I’ll try.“ Honestly, that expression is a killer. There is no try, there is only “Do” or “ Not do.” In reality try means “ I won’t.” Take this test:
- Try to pick up a pen or pencil on your desk. It’s impossible. You either do or don’t pick it up.
- Try to smile. Also impossible. You are either smiling or you are not.
The obvious point as it relates to Chiropractic is we either “ Do “ or we “ Don’t.” I will try to promote more, try to improve my procedure, try to do anything in reality means I am not. I WILL TRY is a practice KILLER.
Starting today change the way you talk and think. Especially the way you talk and think to yourself. Interchange “Try” with “ Will”, “ Can”, “ Absolutely”, “ Positively” . Set firm deadlines for yourself. As you change your thinking and vocabulary, your future results also change. Remember the ole expression TO BE SOMETHING, ACT AS IF YOU ARE IT NOW.
NUFF SAID!
GOOINGS GOODIES
In any process, there is an upper limit to how powerful the results can be, and the limit is always the same...a bottleneck. In watering your grass, the smallest point limits how much water passes through the hose. The bottleneck may be the valve on the side of your house, the diameter of the hose, or the little washer inside the coupling. Wherever the bottleneck occurs, it limits the flow through the entire hose, and the solution is always the same...increase the flow at that one critical point, and the results are instant and dramatic!
No matter how hard you work, no matter how smart or skilled you are, something limits the success you will achieve. There may be several points of "friction", but there is always one item that limits you more than all the others combined! Fix it and the results are amazing!
Here are 4 common bottlenecks:
1. Not Acting as a Business. Many chiropractors have a dream, not a business. They work without focus, without clear priorities, and without results. The bottleneck is lack of clarity. Work the business!
2. Ineffective Promotion. If you aren't getting enough new patients, the bottleneck is in your promotion. Find a way to let more of your most desired patients know about you. Everyone wants great service at a fair price! Help them find you!
3. Ineffective Procedures. If lots of folks show up, ask questions, and compliment you on your care, but don't end up staying, your bottleneck is in the procedures. Work with Dr Jay, go to his seminars, read the weekly info, let him be your mentor, but fix this!
4. Inadequate Value Added. This is probably the hardest one to admit, but if people try your product or service, but don’t become steady patients, something is wrong. To achieve unusual success, you must transform casual patients into life-long partners. It may be a skill problem, a problem with your pricing, or your delivery. But it must be fixed!
What are the bottlenecks that hold you back in your work, and in your life? Stuck? Consider letting Dr Jay help you to eliminate the bottlenecks that stand between you and the success you deserve! Every winner has a coach...my gosh you have the best helping you. I owe my success to him :)
NEW PATIENTS
Let’s talk new patients. New patients are the life blood of 99.5% of all practices. Why is it that some offices are flooded with them, and others struggle month to month On rare occasion I will have a new doctor to my support program want to start and ask for help. The conversation goes something like this:
I have tried every new patient promotion in my office, nothing works. No one comes to health care class, internal referral programs never work, people in my town/area don’t refer. My town doesn’t have any place to give lectures, or promote, and no external promotion works for me. Jay, what can you show me that is new that works?
First, of the entire category of things you can do to get new patients, at least one or two things will work. If what you are saying is literally that nothing works, then what you have is not a new patient problem. If everything fails you have tried, then the core issue is inside you somewhere. The reason is good or bad, no what management program, or promotion, something will work. Maybe not everything, but a few things 100% yes. For nothing to work, is impossible. You would have to either be:
1- Doing nothing
2- Doing it wrong
3- Have core challenges in you or your staff that is repelling people.
While it is true, some towns are small and simply don’t have a lot going on to promote outside, still there is something. Where there is a vision, with unstoppable effort, there is a way.
WHAT IS YOUR FOUNDATION?
What is a foundation? It's the ground on which we build. Obviously if we want to build something that can weather a storm, it's best to start with a sturdy foundation. So what's the foundation of all relationships? It is the relationship you have with yourself. If your internal foundation is shaky — has cracks and holes (insecurities and negative self-concepts) — then the relationships you build on top of it are going to feel shaky, too.
However, if you move in the world with a solid sense of self, then you're less likely to crumble when things don't go as planned. And things aren't going to go as planned. When we're internally insecure, we naturally try to control the circumstances that surround us. Unfortunately, we fail. Why? Because it's impossible to control things that exist outside of us. But there's another way: go within to find your strength. That's where your true sense of sturdiness lies. So how do you do it? Simple (but not always easy): Know who you really are. When I say this, I don't mean that you know your name and how you like to spend your time (although these things are important). I'm talking about going beyond that — knowing what your true essence is. Know that you are magnificent. Know that you are supremely important. Know that you are worthy. Know that you are love. When we know ourselves deeply, we know that we are much greater than we give ourselves credit for.
Many of us identify with our wounds and faults: "I'm bad at relationships," "I'm not good with money." Or even worse, "I'm not very smart," "I'm not attractive enough." Look, those things aren't the truth about you. Not even close. Those are your ego's stories — your limited self-concept. But they don't define the real you. If you identify with your limited self-concept, then naturally you try to get other people to make you feel worthy. But again, any time you're depending on something outside of you to feel secure, you're in trouble. Because everything outside of us moves and shakes. That's the nature of life.
Know that there's a truth that exists beyond all these stories. No matter what, you are an amazing person. Do you make mistakes? Yes. But underneath those mistakes is a desire to do better next time; to let the best version of yourself shine. Things are going to shake you. People are going to try to convince you that you're not so great. Don't listen to them! Build your internal foundation. Know who you really are and never forget. You are nothing short of magnificent. Find this inner source of love and hold on tightly; it will keep you steady through all the changing tides.
SELLING
1. CHIROPRACTORS SELL. No matter what your title or position, you most likely sell at least three things . . .
• Yourself ,Your professionalism.
• Your ideas. How your patients can benefit from your services.
• Your caring. The desire to help your patients—selling is helping!
2. SINCE SELLING IS A LEARNED SKILL,ONE OF THE BEST WAYS TO LEARN IS WHEN YOU ARE THE PATIENT!
A. When you are the patient, you know exactly what YOU(the patient) is: • Thinking • Feeling • Saying
B. You can judge the impact (on YOU) of what the patient is saying and doing.
3. STUDY SUCCESSFUL CHIROPRACTORS. Evaluate their, attitude and professionalism. Focus on their success techniques and follow-up. When you find someone great—study what they do and how they do it!
EVALUATE YOURSELF
Evaluate yourself making a list of the below success keys. Be totally honest, no stretching it. Then keep this in front of you and reference it often.
1. Your Preparation
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2. Your Enthusiasm
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3. Your Friendliness
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4. Your Response to Objections
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5. Your Professionalism
_______________________________________________________________________________________________
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6. Your Use of Questions
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7. Your Visuals
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8. Your Passion
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9. Your Patient Closing /Retention and Conversion
_______________________________________________________________________________________________
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COMMITMENT
I will commit to acting on this idea immediately:
PATIENT EDUCATION
The more you are connected to your patients, the more they will be connected to you. Copy , paste and print this article to your office stationary and hand it to your patient base this week. Feel free to dumb it down as you wish. The more you do things like this the more they stay, pay and refer to you!
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Complementary and Alternative Medicine Use in the US Adult Low Back Pain Population. Global Advances in Health and Medicine January 2016; Vol. 5; No. 1; pp. 69-78
Neha Ghildayal, Pamela Jo Johnson, MPH, PhD, Roni L. Evans, DC, MS, PhD, and Mary Jo Kreitzer, PhD, RN.
The data for this article was from the 2012 National Health Interview Survey (NHIS), which is the most current nationally representative data available on CAM
health practices. Data was collected on 34,525 adults. “A major strength of this study was that it used a large, nationally representative survey of the US adult population with LBP and included a comprehensive list of CAM therapies.”
KEY POINTS FROM THIS STUDY:
1) “A key goal of healthcare for patients with chronic back pain is to maximize their functional status so that they are able to carry out activities of daily living.”
2) “Many people suffering from LBP have found conventional medical treatments to be ineffective and unreliable for treating their pain. Therefore, due to
dissatisfaction with conventional treatments for LBP, individuals suffering from LBP are increasingly turning to complementary and alternative medicine (CAM) to find relief.”
3) Low back pain (LBP):
• Costs the United States healthcare system about $100 billion a year.
• Resulting in over 150 million lost workdays per year and $16 billion annually
in lost productivity in the US.
• More than 80% of adults in the US will experience it at some point during
their lifetime.
• Is a major cause of functional limitations and disability:
•• are 3 times more likely to have limited functional ability
•• are more than 4 times likely to experience serious psychological distress
• “People with back pain suffer from worse physical and mental health than
people without back pain.”
4) “A growing body of evidence supports the use of CAM for improving back pain outcomes, with back pain being the most common condition for which patients
use CAM.”
5) “Overall, chiropractic manipulation was the most prevalent CAM therapy used within the LBP population.” [Important]
6) “The majority of respondents (58.1%) who used CAM in the past year forback pain perceived a ‘great deal’ of benefit.”
7) “For people with severe LBP, turning to CAM may seem a better alternative due to its more conservative, noninvasive nature as compared to more conventional medical treatments such as epidural steroid injections, surgeries, and prescriptive medications—all which may carry higher risks than CAM treatments.”
8) Also, “those with severe pain may have exhausted all other possibilities and may be looking for any possibility of relief” and as such seek CAM approaches.
9) People may also seek CAM because of it low associated treatment risks.
10) “CAM therapies are becoming an increasingly important component of care for people with LBP.”
11) Over 40% of the US population used some form of CAM in the past year, with higher use reported among those with back pain.
12) The most popular therapies used in the LBP population included herbal therapies, chiropractic manipulation, and massage.
13) “The majority of the LBP population used CAM specifically to treat back pain, and most adults who used CAM for back pain perceived a great deal of benefit.”
14) “CAM use appears to be an important and growing part of healthcare for the back pain population.”
COMMENTS
Limitations from this study include that the authors did not distinguish between acute and chronic back pain patients, which would undoubtedly influence the
percentages of perceived benefits from the various approaches. Chiropractic remains the leader of outpatient management choices for CAM for LBP, with an extremely high patient satisfaction rate; yet only 15% of those with LBP are using chiropractic.
Surprisingly, acupuncture is only being used by 2% of those with low back pain. An important aspect of this study (mentioned but not quantified) is that all of the CAM approaches are extremely safe, with a very low risk of adverse occurrences. Lastly, a mentioned but underemphasized aspect of this study is that many who chose to use CAM do so because traditional approaches to the management of their back pain was ineffective.
[Most chiropractors do not consider chiropractic to be “alternative” or “complementary” to medical practice, but rather a scientifically proven, non-drug, and non-surgical approach to healthcare problems, including musculoskeletal pain].
LIVE CHAT ROOM
-Our next is Wednesday July 5th. The Topic will be : INCREASING YOUR PRACTICE DURING THE HOLIDAYS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
To be successful in practice you have to really want it. By now you have probably figured out that just having a diploma and being a Doctor won’t make you successful. It’s the series of aggressive action steps that happen after that, that make you go forward. The more aggressive you are with that, the farther you go. There comes a point where you come to realize that what you are doing or not doing to date it not enough. At that point you must be willing to do the things necessary that most Chiropractors around you are not willing to do. Once you get to that level, your life and practice will change.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Fixing Missed Appointments
-Creating Referrals
-Live Chat room
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Referrals”
4-Review the below section on ”Final Thot”
MOTIVATION
Here is a familiar scenario: You have an exciting goal in mind, you’ve done your homework, you think you’re amply prepared… and things just don’t work out. You’ve probably had times when you thought you were doing what you were supposed to do, but you were misinformed. You thought you had it all laid out, and it just didn’t work. You burned the midnight oil day after day, and it didn’t help. You couldn’t seem to change the end result.
These are times when you have to be your own best cheerleader. There are two ways to keep yourself encouraged.
1. Take responsibility for the missed opportunity. Be prepared for the letdowns that happen every so often. Know that this lost opportunity just sets you up to take advantage of the next one. Realize that you can make the necessary alterations next time. Make the changes that will make the difference. Study your mistakes, and learn from them. Instead of dwelling on your mistakes, simply acknowledge them. Remind yourself that you’re smarter than your bank account leads you to believe.
2. Remind yourself that you’re bound to get better. Don’t get down on yourself. Don’t beat yourself up. It’s the next opportunity that matters, not the last one. The last one matters only in that you must learn from it, but the next one gives you the opportunity to show that you have learned from your mistakes. You can do it better next time. You just have to practice. Keep trying until you’ve got it down pat.
If you’ve figured out what went wrong last time, then you know how to make it right next time. Don’t beat yourself up for messing up. Pat yourself on the back for figuring it out. When you miss an opportunity, are unprepared for an opportunity or suffer a setback while realizing your goals, you need to encourage yourself by immediately getting back into line. There’s an old cowboy saying that goes, “Fall off a horse seven times, and you’re a real cowboy.” If you fall off a horse, get right back on. If you fall off track, get right back on. If you fall away from your disciplines, get right back to them. If you fall out of habit, get right back into it.It might be hard. It might be a bit frightening. But get back on the horse. Keep your resolve alive, active and well. Cheer yourself on to victory.
MESSAGE FROM DR JAY
PURPOSE AND PASSION IN PRACTICE
-PURPOSE
-PASSION
-ENTHUSIASM
THIS IS AN IMPORTANT SUBJECT BECAUSE WE FACE NEGATIVITY IN THE ENVIRONMENT AROUND US. CONSIDEREING IT IS VITAL FOR US TO STAY UP. AND MOTIVATED . THE MORE YOU ARE UP THE MORE YOUR OFFICE IS UP. CONSIDERING THE DOWN ALL AROUND YOU, IN THE NEWS TV, PAPER, EVERYWHERE, FRIENDS, FAMILY, MEDIA, ETC.. THE MORE YOU AND YOUR OFFICE IS UP, THE MORE PEOPLE WILL BE ATTRACTED TO YOU. THEY WONT HEAR GOOD NEWS ANYWHERE ELSE. IF THEY CAN HEAR IT ON A REGULAR BASIS FROM YOU, THEN THEY WILL BE ATTTRACED TO YOU. AND WILL SEND PEOPLE TO YOU ALSO..
TO DISCOVER HOW TO FIND FUN, PURPOSE AND PASSION, WE FIRST NEED TO DISCOVER HOW WE LOST IT IN THE FIRST PLACE. ASK YOURSELF,WHY DO I NEED PROBLEMS AND DISASTERS? HOW CAN DISASTERS AND OR PRACTICE PROBLEMS HELP ME?
WE REACH POINTS IN OUR LIVES AND PRACTIES WHEN WE ARE READY FOR NEW INFOMATION, BUT UNTIL THAT POINT, SOMETHING CAN BE STARING US RIGHT IN THE FACE AND WE WILL NOT SEE IT. THE ONLY TIME MOST OF US EVER LEARN ANYTHING IS WHEN WE GET HIT OVER THE BACK OF THE HEAD.. WHY? BECAUSE IT IS EASIER NOT TO CHANGE OR MAKE CHANGES. SO WE KEEP DOING WHAT WE ARE DOING UNTIL WE GET HIT BY A BRICK.
SUCCESFUL PEOPLE LIKE YOU DONT GO LOOKING FOR PROBLEMS. BUT WHEN THEY GET SMACKED IN THE HEAD THEY ASK THEMSELVES, HOW DO I NEED TO CHANGE WHAT I AM THINKING? HOW CAN I BE BETTER THAN I AM NOW? NON WINNERS TEND TO IGNORE THE WARNING SIGNS.WHEN THE ROOF FALLS IN,THEY ASK "WHY DOES EVERYTHING HAPPEN TO ME?" WE ARE CREATURES OF HABIT, WE KEEP DOING THINGS THE WAY WE DO THEM UNTIL WE ARE FORCED TO CHANGE .
SOMETHINGS ARE BEYOND UNDERSTANDING. WE ARE LEFT ASKING WHY? FOR SOMETHINGS THERE IS NO ANSWER..BUT ON A DIFFERENT LEVEL ..THE EVERYDAY LIFE LEVEL WE CAN FIND SOME CLUES..FOR EXAMPLE HAVE YOU EVER NOTICED THAT SOME THINGS HAPPEN TO CERTAIN PEOPLE? SUE GETS FIRED EVERY 6 MONTHS.FRANKS GETS SUED EVERY YEAR.JIM GETS A COLD EACH YEAR AT THE SAME TIME.
BUT HAVE YOU EVER NOTICED THAT CERTAIN THINGS DON’T SEEM TO HAPPEN TO CERTAIN PEOPLE? FRED NEVER GETS FIRED..SAM NEVER GOES TO COURT......TOM NEVER GETS A COLD.. PARTICULAR PEOPLE GET PARTICULAR LESSONS ..!!!!
WE CAN REACT TO THIS IN ONE OF THREE WAYS: WE EITHER SAY:
1-MY LIFE IS A SERIES OF LESSONS I NEED HAPPENING IN PERFECT ORDER
2- MY LIFE IS A LOTTERY. BUT I MAKE THE BEST OF IT
3- WHY DO BAD THINGS ALWAYS HAPEN TO ME?
THE POINT, WE ARE CONTINUALLY BEING PRESENTED WITH LESSONS AND UNLESS WE LEARN FROM THEM WE TEND TO GET THE LESSONS OVER AND OVER AGAIN IN LIFE AND PRACTICE. LIKE IT OR HATE IT ITS THE WAY IT IS.TAKE RESPONSIBILITY OR BE A VICTIM. FIGHT IT OR IGNORE IT. IT IS HAPPENING, ITS ALL ABOUT LIFE LESSONS. IF WE ARE MISERABLE SEVEN DAYS A WEEK ITS LIKLY WE MISSED A LESSON SOMEWHERE WHEN THINGS KEEP HAPPENING TO US IT IS A SIGN THAT WE HAVE NOT BEEN PAYING ATTENTION.
MISSED APPOINTMENTS
MISSED APPOINTMENTS CAN BE A REFLECTION OF PROPER, OR IMPROPER INTERNAL OFFICE PROCEEDURES. THE AVERAGE MISSED APPNT RATIO IN THE USA IS 15%, NOT GOOD BUT AVERAGE MEANING FOR EVERY 100 SCHEDULED .15% MISS.
HERE ARE THE REASONS PTS MISS:
-UNCERTAINTY OF FINANCES
-FRONT DESK STRESS
-LACK OF FT DESK TRAINING AND SLACK PEOPLE SKILL OR NOT STICKING TO THE SCRIPT BY THE CA
-NO H C CLASS GIVEN
-PT FEELS GOOD AND DOESNT SEE THE NEED
-THE DOC NOT HAVING THE PT MAKE UP MISSERS
-NO MULT APPNT CARD USED
-A SMALL APPOINTMENT BOOK USED OR APPOINTMENT BOOK IN A COMPUTER
-NO RE EXAMS AT 30 DAYS
-NO RE REPORT AT 30 DAYS
-A WEAK REPORT OF FINDINGS GIVEN ON DAY 2
-WEAK RECCOMENDATIONS GIVEN ON DAY 2..SHORT TERM
HOW TO CORRECT THE PROBLEM......YOUR PLAN
-DO A HEALTH CARE CLASS....FOCUS ON ORGANIC AND HEALTH AND DE FOCUS THE PAIN
-MAKE UP MISSED APPOINTMENTS
-RE EXAMINE EVERY 3-4 WEEKS
-RE REPORT EVERY 3-4 WEEKS ON THE FOLLOWING VISIT
-USE THE SMOKE ALARM DRILL FOR THE RE REPORT
-LET YOUR CA KNOW SHE CANT ACCEPT MISSED APPNTS, THIS MAKES IT EASY ON HER WHEN ASKED, SIMPLY BLAME IT ON THE DOCTOR
-USE THE MULT APPNT CARD SYSTEM, ESPECIALLY THE SECOND CARD. THIS IS WHERE IT USUALLY FALLS THRU THE CRACKS
-IF PT SAYS THEY WILL HAVE TO LET U KNOW THEIR SCHEDULE LATER, MOST OF THE TIME THIS IS A BLUFF. YOU NEED TO CALL THAT BLUFF. SIMPLY TELL THE PT "OK.. WE R GOING TO GIVE YOU OUR LAST APPNT IN THE DAY.THAT WAY YOU WILL HAVE ONE AND WHEN YOU SORT OUT YOUR SCHEDULE WE CAN GIVE YOU A SET TIME. UNTIL THEN WE WILL WORK YOU IN UNTIL YOU KNOW YOUR SCHEDULE. IF YOU LET THE PT OFF THE HOOK, YOU PROBABLY WONT SEE THEM AGAIN. OR AT THE VERY BEST, THEY WILL COME IN ON THEIR SCHEDULE OF FREQUENCY AND NOT YOURS.
-KEEP A MISSED APPNT LOG BY THE FRONT DESK SO U WILL KNOW WHO MISSES,WHO WAS CALLED WHEN, WHO CALLED THEM AND WHAT WAS SAID IF THE CA DID NOT MAKE CONTACT THE LOG GOES HOME W THE DOC AND THE DOC CALLS
-IF PT MISSES THE CA CALLS ONCE PER HOUR FOR THE REST OF THE DAY LEAVING A MESSAGE ON THER FIRST AND LAST CALL
-CA IS NEVER HARSH IF THE PT REFUSES TO RE SCHEDULE, THE CA TURNS IT OVER TO THE DOC TO BE THE HEAVY
-USE AN HMA PLAN, WHERE THE PT CAN PAY UP FRONT IN FULL FOR A DISCOUNT IF THE PT PAYS UP FRONT, AND THE $ IS OUT OF THE WAY, THEN THEY RARELY MISS
-YOUR ANSWERING MACHINE SHOULD SAY "THIS MACHINE DOES NOT ACCEPT CANCELATIONS IF U MUST CHANGE A SCHEDULED APPNT PLEASE CALL DURING NORM HOURS
REMEMBER……AS YOU INCREASE THE CONCERN THE PT HAS FOR THEIR HEALTH ON A NON SYMPTOMATIC BASIS THE LESS CONCERN THEY WILL HAVE FOR THEIR MONEY AND THE LESS CONCERN THEY HAVE FOR THEIR MONEY THE MORE LIKELY THEY WILL BE TO NOT MISS AND WILL MAKE THEIR APPOINTMENTS.
REFERRALS
METHODS OF TURNING YOUR CURRENT PATIENTS, INTO REFERRING SOURCES:
-spouse at the report
-health care class w in 3 days of the report.
-health passes handed out
-re report given at 3-4 weeks
-using a spinal listing card to be carried by the patient
-an office book handed out on day one
-an instruction book handed out on day two
-talking organic daily and asking if their family or friends have similar conditions
-touch and telling
-pt appreciation day 2 times per year
-holiday coupon programs 2 times per year
-food drive once per year
-testimonial book in wait room
-testimonial boards in wait room or hall.
-kids testimonial board or wall
-expecting mother board, or wall
-organic posters under glass in wait room, and in every room
-3 phases of care by back talk in every adjusting room
-full spine x ray view box in each adjusting room, consultation room, and report of findings room, with full spine x rays on them.
(visual communication is the most powerful referral stimulator.) REMEMBER, THE MORE YOU DO, THE MORE YOU GET. Questions on the above? Just ask me.
LIVE CHAT ROOM
-Our next is Wednesday July 5th. The Topic will be : INCREASING YOUR PRACTICE DURING THE HOLIDAYS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Here are some ways you can start believing in yourself.
1. Take brutally small steps with a long-term perspective. Like you, I’m impatient with myself. I want the end results—the six-pack abs, the accolades, the things to brag about. But I see people paralyzed by the end result. It’s easy to dream about a large successful practice. Some will dream but never take action. Take small steps on the side while keeping your long-term goals in mind.
2. Handle naysayers. The best technique for co-opting criticism is saying, “You know what, you might be right. I have no idea if this is going to work. But I figure I have to give it a shot, right? If you were me, what would you do?” The deeper part of this was truly mastering my own personal psychology to know how to push through the tough parts. It’s the psychology that differentiates someone operating at 99 percent of their capacity from someone at 99.9 percent.
3. Be mindful of who you surround yourself with. A few years ago, I noticed a lot of chiros plateaued at a certain level. The reason? They were hanging out with other flat lined chiros who were satisfied with the impact they had. The truth is, the best people in Chiropractic know things you do not. They can open doors you cannot. They’ve mastered things you have not. It would be easy to hang out with the same old people for the rest of your life. Or you could challenge yourself and soak up everything those more experienced than you have to offer.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-How do you see yourself?
-Secrets to Success
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Secrets to success ”
4-Review the below section on ” Final Thot”
MOTIVATION
To be successful, think of yourself as successful. Then act on your positive thoughts. The biggest difference between sloppy incompetence and brilliant excellence is in your attitude. Truly respect yourself and the work you're doing, and that work will bring results of great value. The thousands of thoughts you think each day form the filter through which you experience life. What is your filter keeping out, and what is it letting into your world?
Your choices determine the direction your life goes. And those choices flow directly from what you are thinking. Think success, think achievement, think positive, empowering thoughts of fulfillment and joy. Think of the most desirable possibilities and construct in your thoughts the pathways to those possibilities. Think success again and again, until there is no room in your mind for any doubt. Act boldly on your positive thoughts, and be the success you envision.
MESSAGE FROM DR JAY
Let’s boil your practice success down to the basics. I mean really boil it down. SUCCESS IN CHIROPRACTIC IS A QUESTION. WHAT YOU SAY? Why focus on a question when what you really need is an answer? It’s simple. Answers come from questions, and the quality of any answer is directly determined by the quality of the question. Ask the wrong question, get the wrong answer. Ask the right question, get the right answer. Ask the most powerful question possible, and get the answer that can be life changing.
This reminds me of my favorite poem:
I bargained with Life for a penny, And Life would pay no more, However I begged at evening When I counted my scanty store; For Life is a just employer, He gives you what you ask, But once you have set the wages, Why, you must bear the task. I worked for a menial's hire, Only to learn, dismayed, That any wage I had asked of Life, Life would have gladly paid!
These last two lines deserve repeating “ any wage I had asked of like, Life would have willingly paid. So there you have if, success in practice and life is a question and how we live it is the answer. How we phrase the questions we ask ourselves determines the answers that eventually translates into your practice success. SO ASK YOURSELF NOW: What is the one thing I can do so that by doing it everything else will be easier or unnecessary?
This focusing question is so deceptively simple that its power is easily dismissed by anyone who doesn’t closely examine it. This focusing question can lead you to your answer for the “ big picture” but also the “small focus” ones as well. For example: “ what do I need to do right now to get on the path for the big picture?” Extraordinary results are rarely happenstance. They come from the choices we make and the actions we take. Your focus question always aims you by forcing you to do what is essential to success, and that is MAKE A DECISION. But not any decision, the best decision. It ignores what is doable and drills down to what is necessary, to what matters. It leads you to the first domino.
HOW DO YOU SEE YOURSELF?
People will think what they want to think. You can’t control them. No matter how carefully you choose your words and mannerisms, there’s always a good chance they’ll be misinterpreted and twisted upside down by someone. Does this really matter in the grand scheme of things? No, it doesn’t. What DOES matter is how you see yourself. So when you’re making big decisions, make a habit of staying 100% true to your values and convictions. Never be ashamed of doing what feels right.
To help you implement this positive habit, start by listing out 5-10 things that are important to you when it comes to building your character and living your life honorably. For example:
§ Honesty
§ Reliability
§ Self-respect
§ Self-discipline
§ Compassion
§ Progression
§ Positivity
§ etc.
Having a list like this to reference will give you an opportunity to consciously invoke your handpicked traits/behaviors in place of doing something random simply for the purpose of external validation. While it may sound overly simplistic, most people never take the time to actually decide what is important to them when it comes to their self-image – they let others decide for them.
SECRETS TO YOUR SUCCESS
Did you know that there really are secrets to success? I will list them here for you.
The fact is the longer we practice, we insidiously tend to do less to build the practice. And as such, the numbers and income reflect it. Just as when you get older you have to do more to stay in shape, in practice you have to keep up to keep pace. Check and see if you are fighting like you used to. If the practice is slipping a bit, I suggest to you that the more you add, the more you grow, and the faster you get back to your practice fighting shape. The bottom line is you can have the exact practice you want to have. You just have to want it bad enough to do the things you have to do to get it. Concepting a successful practice is no longer good enough. Today, you have to visualize it, but also act it out..
We need to remind ourselves that we can and must change, but that change starts from the inside out. There is overwhelming proof that the outside in approach does not work. The long term solution to lack and limitation lies in your ability to turn your inner potential into reality. In a nutshell the only real way to fix your practice is to fix yourself first. Through the law of attraction we attract either consciously or unconsciously most things that happen to us. So what happens to us, in case of this discussion, your practice, at some level, we are responsible for. As such there are no victims, only volunteers. This is a hard pill to swallow, but unless we accept it, we cannot change things for the better.
-Our next is Wednesday July 5th. The Topic will be : INCREASING YOUR PRACTICE DURING THE HOLIDAYS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
To be successful in practice you have to really want it. By now you have probably figured out that just having a diploma and being a Doctor won’t make you successful. It’s the series of aggressive action steps that happen after that, that make you go forward. The more aggressive you are with that, the farther you go. There comes a point where you come to realize that what you are doing or not doing to date it not enough. At that point you must be willing to do the things necessary that most Chiropractors around you are not willing to do. Once you get to that level, your life and practice will change.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Fixing Missed Appointments
-Creating Referrals
-Live Chat room
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Referrals”
4-Review the below section on ”Final Thot”
MOTIVATION
Here is a familiar scenario: You have an exciting goal in mind, you’ve done your homework, you think you’re amply prepared… and things just don’t work out. You’ve probably had times when you thought you were doing what you were supposed to do, but you were misinformed. You thought you had it all laid out, and it just didn’t work. You burned the midnight oil day after day, and it didn’t help. You couldn’t seem to change the end result.
These are times when you have to be your own best cheerleader. There are two ways to keep yourself encouraged.
1. Take responsibility for the missed opportunity. Be prepared for the letdowns that happen every so often. Know that this lost opportunity just sets you up to take advantage of the next one. Realize that you can make the necessary alterations next time. Make the changes that will make the difference. Study your mistakes, and learn from them. Instead of dwelling on your mistakes, simply acknowledge them. Remind yourself that you’re smarter than your bank account leads you to believe.
2. Remind yourself that you’re bound to get better. Don’t get down on yourself. Don’t beat yourself up. It’s the next opportunity that matters, not the last one. The last one matters only in that you must learn from it, but the next one gives you the opportunity to show that you have learned from your mistakes. You can do it better next time. You just have to practice. Keep trying until you’ve got it down pat.
If you’ve figured out what went wrong last time, then you know how to make it right next time. Don’t beat yourself up for messing up. Pat yourself on the back for figuring it out. When you miss an opportunity, are unprepared for an opportunity or suffer a setback while realizing your goals, you need to encourage yourself by immediately getting back into line. There’s an old cowboy saying that goes, “Fall off a horse seven times, and you’re a real cowboy.” If you fall off a horse, get right back on. If you fall off track, get right back on. If you fall away from your disciplines, get right back to them. If you fall out of habit, get right back into it.It might be hard. It might be a bit frightening. But get back on the horse. Keep your resolve alive, active and well. Cheer yourself on to victory.
MESSAGE FROM DR JAY
PURPOSE AND PASSION IN PRACTICE
-PURPOSE
-PASSION
-ENTHUSIASM
THIS IS AN IMPORTANT SUBJECT BECAUSE WE FACE NEGATIVITY IN THE ENVIRONMENT AROUND US. CONSIDEREING IT IS VITAL FOR US TO STAY UP. AND MOTIVATED . THE MORE YOU ARE UP THE MORE YOUR OFFICE IS UP. CONSIDERING THE DOWN ALL AROUND YOU, IN THE NEWS TV, PAPER, EVERYWHERE, FRIENDS, FAMILY, MEDIA, ETC.. THE MORE YOU AND YOUR OFFICE IS UP, THE MORE PEOPLE WILL BE ATTRACTED TO YOU. THEY WONT HEAR GOOD NEWS ANYWHERE ELSE. IF THEY CAN HEAR IT ON A REGULAR BASIS FROM YOU, THEN THEY WILL BE ATTTRACED TO YOU. AND WILL SEND PEOPLE TO YOU ALSO..
TO DISCOVER HOW TO FIND FUN, PURPOSE AND PASSION, WE FIRST NEED TO DISCOVER HOW WE LOST IT IN THE FIRST PLACE. ASK YOURSELF,WHY DO I NEED PROBLEMS AND DISASTERS? HOW CAN DISASTERS AND OR PRACTICE PROBLEMS HELP ME?
WE REACH POINTS IN OUR LIVES AND PRACTIES WHEN WE ARE READY FOR NEW INFOMATION, BUT UNTIL THAT POINT, SOMETHING CAN BE STARING US RIGHT IN THE FACE AND WE WILL NOT SEE IT. THE ONLY TIME MOST OF US EVER LEARN ANYTHING IS WHEN WE GET HIT OVER THE BACK OF THE HEAD.. WHY? BECAUSE IT IS EASIER NOT TO CHANGE OR MAKE CHANGES. SO WE KEEP DOING WHAT WE ARE DOING UNTIL WE GET HIT BY A BRICK.
SUCCESFUL PEOPLE LIKE YOU DONT GO LOOKING FOR PROBLEMS. BUT WHEN THEY GET SMACKED IN THE HEAD THEY ASK THEMSELVES, HOW DO I NEED TO CHANGE WHAT I AM THINKING? HOW CAN I BE BETTER THAN I AM NOW? NON WINNERS TEND TO IGNORE THE WARNING SIGNS.WHEN THE ROOF FALLS IN,THEY ASK "WHY DOES EVERYTHING HAPPEN TO ME?" WE ARE CREATURES OF HABIT, WE KEEP DOING THINGS THE WAY WE DO THEM UNTIL WE ARE FORCED TO CHANGE .
SOMETHINGS ARE BEYOND UNDERSTANDING. WE ARE LEFT ASKING WHY? FOR SOMETHINGS THERE IS NO ANSWER..BUT ON A DIFFERENT LEVEL ..THE EVERYDAY LIFE LEVEL WE CAN FIND SOME CLUES..FOR EXAMPLE HAVE YOU EVER NOTICED THAT SOME THINGS HAPPEN TO CERTAIN PEOPLE? SUE GETS FIRED EVERY 6 MONTHS.FRANKS GETS SUED EVERY YEAR.JIM GETS A COLD EACH YEAR AT THE SAME TIME.
BUT HAVE YOU EVER NOTICED THAT CERTAIN THINGS DON’T SEEM TO HAPPEN TO CERTAIN PEOPLE? FRED NEVER GETS FIRED..SAM NEVER GOES TO COURT......TOM NEVER GETS A COLD.. PARTICULAR PEOPLE GET PARTICULAR LESSONS ..!!!!
WE CAN REACT TO THIS IN ONE OF THREE WAYS: WE EITHER SAY:
1-MY LIFE IS A SERIES OF LESSONS I NEED HAPPENING IN PERFECT ORDER
2- MY LIFE IS A LOTTERY. BUT I MAKE THE BEST OF IT
3- WHY DO BAD THINGS ALWAYS HAPEN TO ME?
THE POINT, WE ARE CONTINUALLY BEING PRESENTED WITH LESSONS AND UNLESS WE LEARN FROM THEM WE TEND TO GET THE LESSONS OVER AND OVER AGAIN IN LIFE AND PRACTICE. LIKE IT OR HATE IT ITS THE WAY IT IS.TAKE RESPONSIBILITY OR BE A VICTIM. FIGHT IT OR IGNORE IT. IT IS HAPPENING, ITS ALL ABOUT LIFE LESSONS. IF WE ARE MISERABLE SEVEN DAYS A WEEK ITS LIKLY WE MISSED A LESSON SOMEWHERE WHEN THINGS KEEP HAPPENING TO US IT IS A SIGN THAT WE HAVE NOT BEEN PAYING ATTENTION.
MISSED APPOINTMENTS
MISSED APPOINTMENTS CAN BE A REFLECTION OF PROPER, OR IMPROPER INTERNAL OFFICE PROCEEDURES. THE AVERAGE MISSED APPNT RATIO IN THE USA IS 15%, NOT GOOD BUT AVERAGE MEANING FOR EVERY 100 SCHEDULED .15% MISS.
HERE ARE THE REASONS PTS MISS:
-UNCERTAINTY OF FINANCES
-FRONT DESK STRESS
-LACK OF FT DESK TRAINING AND SLACK PEOPLE SKILL OR NOT STICKING TO THE SCRIPT BY THE CA
-NO H C CLASS GIVEN
-PT FEELS GOOD AND DOESNT SEE THE NEED
-THE DOC NOT HAVING THE PT MAKE UP MISSERS
-NO MULT APPNT CARD USED
-A SMALL APPOINTMENT BOOK USED OR APPOINTMENT BOOK IN A COMPUTER
-NO RE EXAMS AT 30 DAYS
-NO RE REPORT AT 30 DAYS
-A WEAK REPORT OF FINDINGS GIVEN ON DAY 2
-WEAK RECCOMENDATIONS GIVEN ON DAY 2..SHORT TERM
HOW TO CORRECT THE PROBLEM......YOUR PLAN
-DO A HEALTH CARE CLASS....FOCUS ON ORGANIC AND HEALTH AND DE FOCUS THE PAIN
-MAKE UP MISSED APPOINTMENTS
-RE EXAMINE EVERY 3-4 WEEKS
-RE REPORT EVERY 3-4 WEEKS ON THE FOLLOWING VISIT
-USE THE SMOKE ALARM DRILL FOR THE RE REPORT
-LET YOUR CA KNOW SHE CANT ACCEPT MISSED APPNTS, THIS MAKES IT EASY ON HER WHEN ASKED, SIMPLY BLAME IT ON THE DOCTOR
-USE THE MULT APPNT CARD SYSTEM, ESPECIALLY THE SECOND CARD. THIS IS WHERE IT USUALLY FALLS THRU THE CRACKS
-IF PT SAYS THEY WILL HAVE TO LET U KNOW THEIR SCHEDULE LATER, MOST OF THE TIME THIS IS A BLUFF. YOU NEED TO CALL THAT BLUFF. SIMPLY TELL THE PT "OK.. WE R GOING TO GIVE YOU OUR LAST APPNT IN THE DAY.THAT WAY YOU WILL HAVE ONE AND WHEN YOU SORT OUT YOUR SCHEDULE WE CAN GIVE YOU A SET TIME. UNTIL THEN WE WILL WORK YOU IN UNTIL YOU KNOW YOUR SCHEDULE. IF YOU LET THE PT OFF THE HOOK, YOU PROBABLY WONT SEE THEM AGAIN. OR AT THE VERY BEST, THEY WILL COME IN ON THEIR SCHEDULE OF FREQUENCY AND NOT YOURS.
-KEEP A MISSED APPNT LOG BY THE FRONT DESK SO U WILL KNOW WHO MISSES,WHO WAS CALLED WHEN, WHO CALLED THEM AND WHAT WAS SAID IF THE CA DID NOT MAKE CONTACT THE LOG GOES HOME W THE DOC AND THE DOC CALLS
-IF PT MISSES THE CA CALLS ONCE PER HOUR FOR THE REST OF THE DAY LEAVING A MESSAGE ON THER FIRST AND LAST CALL
-CA IS NEVER HARSH IF THE PT REFUSES TO RE SCHEDULE, THE CA TURNS IT OVER TO THE DOC TO BE THE HEAVY
-USE AN HMA PLAN, WHERE THE PT CAN PAY UP FRONT IN FULL FOR A DISCOUNT IF THE PT PAYS UP FRONT, AND THE $ IS OUT OF THE WAY, THEN THEY RARELY MISS
-YOUR ANSWERING MACHINE SHOULD SAY "THIS MACHINE DOES NOT ACCEPT CANCELATIONS IF U MUST CHANGE A SCHEDULED APPNT PLEASE CALL DURING NORM HOURS
REMEMBER……AS YOU INCREASE THE CONCERN THE PT HAS FOR THEIR HEALTH ON A NON SYMPTOMATIC BASIS THE LESS CONCERN THEY WILL HAVE FOR THEIR MONEY AND THE LESS CONCERN THEY HAVE FOR THEIR MONEY THE MORE LIKELY THEY WILL BE TO NOT MISS AND WILL MAKE THEIR APPOINTMENTS.
REFERRALS
METHODS OF TURNING YOUR CURRENT PATIENTS, INTO REFERRING SOURCES:
-spouse at the report
-health care class w in 3 days of the report.
-health passes handed out
-re report given at 3-4 weeks
-using a spinal listing card to be carried by the patient
-an office book handed out on day one
-an instruction book handed out on day two
-talking organic daily and asking if their family or friends have similar conditions
-touch and telling
-pt appreciation day 2 times per year
-holiday coupon programs 2 times per year
-food drive once per year
-testimonial book in wait room
-testimonial boards in wait room or hall.
-kids testimonial board or wall
-expecting mother board, or wall
-organic posters under glass in wait room, and in every room
-3 phases of care by back talk in every adjusting room
-full spine x ray view box in each adjusting room, consultation room, and report of findings room, with full spine x rays on them.
(visual communication is the most powerful referral stimulator.) REMEMBER, THE MORE YOU DO, THE MORE YOU GET. Questions on the above? Just ask me.
LIVE CHAT ROOM
-Our next is Wednesday July 5th. The Topic will be : INCREASING YOUR PRACTICE DURING THE HOLIDAYS
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Here are some ways you can start believing in yourself.
1. Take brutally small steps with a long-term perspective. Like you, I’m impatient with myself. I want the end results—the six-pack abs, the accolades, the things to brag about. But I see people paralyzed by the end result. It’s easy to dream about a large successful practice. Some will dream but never take action. Take small steps on the side while keeping your long-term goals in mind.
2. Handle naysayers. The best technique for co-opting criticism is saying, “You know what, you might be right. I have no idea if this is going to work. But I figure I have to give it a shot, right? If you were me, what would you do?” The deeper part of this was truly mastering my own personal psychology to know how to push through the tough parts. It’s the psychology that differentiates someone operating at 99 percent of their capacity from someone at 99.9 percent.
3. Be mindful of who you surround yourself with. A few years ago, I noticed a lot of chiros plateaued at a certain level. The reason? They were hanging out with other flat lined chiros who were satisfied with the impact they had. The truth is, the best people in Chiropractic know things you do not. They can open doors you cannot. They’ve mastered things you have not. It would be easy to hang out with the same old people for the rest of your life. Or you could challenge yourself and soak up everything those more experienced than you have to offer.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-How do you see yourself?
-Secrets to Success
-Live Teleseminar / Patient Education
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Secrets to success ”
4-Review the below section on ” Final Thot”
MOTIVATION
To be successful, think of yourself as successful. Then act on your positive thoughts. The biggest difference between sloppy incompetence and brilliant excellence is in your attitude. Truly respect yourself and the work you're doing, and that work will bring results of great value. The thousands of thoughts you think each day form the filter through which you experience life. What is your filter keeping out, and what is it letting into your world?
Your choices determine the direction your life goes. And those choices flow directly from what you are thinking. Think success, think achievement, think positive, empowering thoughts of fulfillment and joy. Think of the most desirable possibilities and construct in your thoughts the pathways to those possibilities. Think success again and again, until there is no room in your mind for any doubt. Act boldly on your positive thoughts, and be the success you envision.
MESSAGE FROM DR JAY
Let’s boil your practice success down to the basics. I mean really boil it down. SUCCESS IN CHIROPRACTIC IS A QUESTION. WHAT YOU SAY? Why focus on a question when what you really need is an answer? It’s simple. Answers come from questions, and the quality of any answer is directly determined by the quality of the question. Ask the wrong question, get the wrong answer. Ask the right question, get the right answer. Ask the most powerful question possible, and get the answer that can be life changing.
This reminds me of my favorite poem:
I bargained with Life for a penny, And Life would pay no more, However I begged at evening When I counted my scanty store; For Life is a just employer, He gives you what you ask, But once you have set the wages, Why, you must bear the task. I worked for a menial's hire, Only to learn, dismayed, That any wage I had asked of Life, Life would have gladly paid!
These last two lines deserve repeating “ any wage I had asked of like, Life would have willingly paid. So there you have if, success in practice and life is a question and how we live it is the answer. How we phrase the questions we ask ourselves determines the answers that eventually translates into your practice success. SO ASK YOURSELF NOW: What is the one thing I can do so that by doing it everything else will be easier or unnecessary?
This focusing question is so deceptively simple that its power is easily dismissed by anyone who doesn’t closely examine it. This focusing question can lead you to your answer for the “ big picture” but also the “small focus” ones as well. For example: “ what do I need to do right now to get on the path for the big picture?” Extraordinary results are rarely happenstance. They come from the choices we make and the actions we take. Your focus question always aims you by forcing you to do what is essential to success, and that is MAKE A DECISION. But not any decision, the best decision. It ignores what is doable and drills down to what is necessary, to what matters. It leads you to the first domino.
HOW DO YOU SEE YOURSELF?
People will think what they want to think. You can’t control them. No matter how carefully you choose your words and mannerisms, there’s always a good chance they’ll be misinterpreted and twisted upside down by someone. Does this really matter in the grand scheme of things? No, it doesn’t. What DOES matter is how you see yourself. So when you’re making big decisions, make a habit of staying 100% true to your values and convictions. Never be ashamed of doing what feels right.
To help you implement this positive habit, start by listing out 5-10 things that are important to you when it comes to building your character and living your life honorably. For example:
§ Honesty
§ Reliability
§ Self-respect
§ Self-discipline
§ Compassion
§ Progression
§ Positivity
§ etc.
Having a list like this to reference will give you an opportunity to consciously invoke your handpicked traits/behaviors in place of doing something random simply for the purpose of external validation. While it may sound overly simplistic, most people never take the time to actually decide what is important to them when it comes to their self-image – they let others decide for them.
SECRETS TO YOUR SUCCESS
Did you know that there really are secrets to success? I will list them here for you.
- Success will not come to us. We have to go grab it. It will never fall in to our laps, ever.
- Like digging in the dirt for worms, to be successful we have to dig, dig deep, and dig hard. It requires significant and constant effort.
The fact is the longer we practice, we insidiously tend to do less to build the practice. And as such, the numbers and income reflect it. Just as when you get older you have to do more to stay in shape, in practice you have to keep up to keep pace. Check and see if you are fighting like you used to. If the practice is slipping a bit, I suggest to you that the more you add, the more you grow, and the faster you get back to your practice fighting shape. The bottom line is you can have the exact practice you want to have. You just have to want it bad enough to do the things you have to do to get it. Concepting a successful practice is no longer good enough. Today, you have to visualize it, but also act it out..
We need to remind ourselves that we can and must change, but that change starts from the inside out. There is overwhelming proof that the outside in approach does not work. The long term solution to lack and limitation lies in your ability to turn your inner potential into reality. In a nutshell the only real way to fix your practice is to fix yourself first. Through the law of attraction we attract either consciously or unconsciously most things that happen to us. So what happens to us, in case of this discussion, your practice, at some level, we are responsible for. As such there are no victims, only volunteers. This is a hard pill to swallow, but unless we accept it, we cannot change things for the better.
LIVE CHAT ROOM
-Our next is Monday July 17th. The Topic will be : COLLECTIONS / CASH PRACTICE
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT / ANATOMY OF ONE QUESTION
Your focusing question collapses all possible questions into one: “ What’s the ONE thing I can do / such that by doing it / everything will work easier and more effectively? Your ONE THING question forces you toward something specific. It tells you right up front that although you may consider many options, you need to take this seriously because you don’t get two, three more. You are allowed to pick one! The phrase “can do” must become an embedded command directing you to take action. Chiros want to change this to “Should do”, or “Could do” or “Would do” but all of those choices miss the point. There are many things we should, could, or would do but never do. Action you “ can do” beats intention every time!
BIG IDEAS
Great questions are the path to great answers. Your focusing question is a great question designed to find a great answer. It will help you find the first domino for your practice, or any area you want to achieve extraordinary results.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Front Desk
-51 Practice Steps to Success
-Live Teleseminar / Collections- Cash Practice
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Front Desk ”
4-Review the below section on ” 51 Steps ”
MOTIVATION
"I should have told you that 'B-Negative' is a blood type and not a lifestyle choice"- Dr. Jay 😊
Fear is often much more destructive than that which is feared. Anxiety can often be far more harmful than those things about which you are anxious. Avoiding effort can be more difficult and time-consuming than the effort itself. Worrying about a negative situation is usually more prolonged and painful than experiencing the situation itself. Life is best when you face it directly. Your efforts are far more effective when they don't have to push through layers of denial, avoidance and anxiety. When something must be said, stand up and say it. When something needs to be done, get busy and do it. It can be tempting to put tasks off until later, or to think that problems will just go away, or to hope that some magical occurrence will fulfill your desires. Yet the truth is that the real fulfillment in life comes from putting all of yourself into the living of it.
So go ahead and face that fear, make that effort, move forward into new territory and fully live the grand possibilities with which you're blessed. Boldly face life, and you'll find it to be better than you ever imagined.
MESSAGE FROM DR JAY
The mind is a wonderful thing. It’s also a liar and an excuse machine that frequently tries to convince us not to take actions we know are good for us. This ultimately prevents many positive changes from taking place in our lives. I’ve had to learn to watch these lies and excuses very carefully in order to make the positive changes I’ve made in my life. If I hadn’t learned about these lies and excuses, and how to suppress them, I would never have succeeded in making these positive changes. In fact, until I knew better, I had failed countless times when I was young because my mind’s deceptive tendencies used to get the best of me.
So why does the mind lie to us and make irrational excuses?
Because the mind wants comfort – that’s why. It’s afraid of discomfort, pressure and change. The mind is used to its comfort zone, and anytime we try to stretch that zone too far, for too long, the mind tries desperately to get back to ground zero at any cost… including sacrificing our long-term health, happiness and success. So let’s expose five of the cowardly mind’s most regretful lies and excuses once and for all.
1. "I can’t do it." – It seems too difficult at first, so you think you can’t stick to the positive change you’re making. You subconsciously don’t believe in yourself enough to take another step. This is a common lie/excuse that can be countered by looking at the fact that other people no more capable than you have done it. Truth be told, the only person who can tell you “I can’t” is you. If you hear those words echoing in the back of your mind, tune them out. In the end, your doubts and your faith have something in common. They both ask you to believe in something you can’t see; you simply have to decide which one you want to believe.
2. "They can do it, but that doesn’t apply to me because they have it better than me." – Just because someone else can, doesn’t mean you can, right? You look for reasons they can do it but you can’t. It’s easy to find excuses: but look at all the other people who have considerable obstacles too who’ve done it. Your obstacles can be overcome.
3. "It’ll be too hard because I can’t get by without _______." – Fill in the blank: I need my wine, my cheese, my sweets, my TV shows, my nine hours of sleep, my big house, my fancy wardrobe, etc. These are luxuries we convince ourselves we can’t live without, so we can justify not making positive changes like eating healthier or exercising daily or saving money or simplifying our lives or building a profitable practice. And like I said, I’m not immune either – in the past I’ve made these excuses myself, but they all turned out to be lies. I didn’t need any of these things in my life, and believing that I did was only getting in the way of the positive changes I was capable of creating for myself.
4. "Life is meant to be easier and enjoyed more." – Sure, I agree that life should be enjoyed (as many of us do) but the problem is that the idea that life should ALWAYS be easy and enjoyable is used to justify all kinds of lazy behavior. Might as well sit on the couch and scarf down those Twinkies, because hey, life is meant to be enjoyed, right? Nope. You can do without junk food and still enjoy life. You can exercise and enjoy it. You can give up a lot of comfort in your life and not lose a thing. In fact, the path of least resistance is often the path of least reward. You need to do hard things. There are no shortcuts to any place worth going. As Einstein once said, “Genius is 1% talent and 99% hard work.” You must run to be a runner. You must write to be a writer. You must actively work on your practice to learn how to run a successful practice. There is no substitute for doing the work. So meditate on this every day: “I will do the work. It won’t be easy. It will be worth it!”
5. "I can do it later." – Sure, you can always do it later… but your later self will feel the same exact way. Think about it: Why should your later self be more disciplined than your present self? In fact, because you’re allowing yourself to slack off now, you’re building a habit of procrastination and actually making it less likely that your later self will be more disciplined. So today, stop making excuses for why you can’t get it done and start focusing on all the reasons why you must make it happen. Stop talking about what you have done or what you are going to do. Just do it and let your actions speak for themselves. Most great things in life don’t happen by chance, they happen by choice. You never know what’s possible until you risk finding out. In the end, there is only one thing that makes your dreams and goals completely impossible to achieve: Your lack of action today.
COMMON DENOMINATORS THAT EFFECT GROWTH OR A LACK OF IN THE CHIROPRACTIC OFFICE
1-FRONT DESK- THE OFFICE WILL ONLY GROW TO THE PHYSICAL, EMOTIONAL AND MENTAL CAPACITY OF YOUR FRONT DESK PEROSN. THE MOMENT THAT PERSON GETS STRESSED, THE OFFICE WILL STOP GROWING. SO THIS PERSON MUST BE MOTIVATED, TRAINED, AND PROGRESSING JUST LIKE YOU ARE.
2-DOCTOR EFFICIENCY -THE NUMBER ONE COMPLIMENT WE ALWAYS RECEIVED IN OUR OFFICE WAS "YOU KNOW WHAT I LIKE ABOUT THIS PLACE DOCTOR JAY? I CAN GET RIGHT IN AND RIGHT OUT. THE NUMBER ONE REASON PATIENTS COME TO SEE YOU IS NOT TO VISIT. IT IS TO GET THEM FIXED AND LET THEM GO HOME. THE LONGER PERIOD OF TIME THE PATIENT HAS TO LINGER IN YOUR OFFICE, THE LEAST LIKELY THEY WILL BE TO STAY, PAY AND REFER. YOU NEED TO PONDER THIS. AND IT WILL MAKE A HUGE INPACT ON YOUR FUTURE GROWTH.
3-PAPER WORK -THE MORE BURRIED YOU ARE IN PAPER WORK WITH OUT A SPECIFIC SYSTEM TO HANDLE IT, THE LESS YOU WILL GROW AND THE MORE STRESSED YOU WILL BECOME. YOU OFFIC EHAS TO BE JUST AS FUN AND STRESS FREE AT THE HIGHER LEVEL AS IT WAS THE LOWER SLOWER LEVEL. AND UNLESS YOU CREATE THIS SYSTEM, YOU WILL NEVER REACH YOUR GROWTH POTENTIAL.
4-BONDING FACTORS -YOU MUST BOND WITH YOUR PATIENTS. THEY DO NOT COME TO SEE YOU BECAUSE THEY LOVE YOUR ADJUSTING SKILL. ALTHOUGH ADJUSTING SKILL IS VITAL. THEY COME TO SEE YOU BECAUSE OF YOU. SO YOU HAVE TO BOND WITH THEM. THIS IS THE MOST PROFOUND CONCEPT YOU WILL EVER LEARN. YOU MUST BOND WITH YOUR PATIENTS ON THE ORGANICL LEVEL ALSO. MEANING THEY HAVE TO KNOW THAT THEY ARE COMING TO SEE YOU FOR FAR MORE THAN JUST BACK PAIN. YOU BOND WITH THEM ORGANICALLY BUY MASTERING THE FOLLOWING
-ORGANIC CONSULT
-ORGANIC EXAM
-REPORT OF FINDINGS
-ORGANIC HEALTH CARE CLASS
-TOUCH AND TELL ON EACH VISIT
-ORGANIC RE EXAM AT 3-4 WEEKS OF CARE
-ORGANIC RE REPORT AT 3-4 WEEKS OF CARE
-REGULAR USE OF THE SMOKE ALARM DRILL
5-SIMPLE SYSTEMS TO STREAMLINE YOUR OFFICE
-THE TRAVEL CARD SYSTEM TRANSPORT OF THE PATIENT TO THE ADJ ROOM AND BACK.
-THE MULTIPLE APPOINTMENT CARD SYSTEM
-MAKE UP MISSED APPOINTMENTS
-RE CALL MISSERS
-CHIROPRACTIC EMERGENCY CARD
KNOWLEDGE WITH ACTION IS POWER----------------KNOWLEDGE WITH OUT ACTION IS STAGNATION
YOUR FRONT DESK CA. A-Z
CORRECTLY USING YOUR OFFICE STAFF IS VERY IMPORTANT. MOST OFFICE DO NOT HAVE A CLEAR PLAN FOR THIS
HERE R THE RULES
1- PHYSICALLY SEPERATE OFFICE PERSONEL
2- OUTLINE EACH EMPLOYEES JOB DUTIES AND DESCRIPTION
3- MAKE A LIST OF EACH CA’s DUTIES
4- PARKENSONS LAW
STATES A GIVEN AMT OF WORK TO GET DONE IS DIVISIBLE BY THE NUMBER OF PEOPLE ASIGNED TO DO IT WITH IN THE TIME FRAME ALLOWED. FOR EXAMPLE. LETS SAY U HAD 100 UNITS OF WORK THAT WAS BEING DONE BY ONE PERSON. TWO PEOPLE DOING THE SAME JOB WILL NOT PRODUCE 200 UNITS OF WORK IN THE SAME TIME FRAME.
5- NEVER HAVE A JOB WHERE EMPLOYEE HAS FREE TIME
6-USE AS FEW PART TIME PEOPLE AS POSSIBLE
7- INSTALL UR CAUSE, PURPOSE, PHILOSOPHY INTO UR EMPLOYEES...IF U HAVE A HIGHER CAUSE,, UR EMPLOYEES WILL TEND TO GET CAUGHT UP IN THAT AND BE MOTIVATE BY IT, RATHER THAN BY MONEY
8-REWARD EFFICIENT AND LOYAL EMPLOYEES
9-HAVE JOB DESCRIPTIONS
10- HAVE AN OFFICE POLICY
11- ALWAYS SET GOALS FOR ALL STAFF
EFFICIENT SYSTEMS FOR FT DESK
1- LARGE APPOINTMENT BOOK. NON COMPUTERIZED
2- TRAVEL SCARDS TO GET PTS TO AND FRO THE ROOMS
3- A CLIP SYSTEM TO KNOW WHICH ROOMS ARE OPEN AND NOT
4- MULT APPNT CARDS
6- OFFICE POLICY
(Much of the new technology in Chiropractic is great, however experience in hundreds of offices has proven that some of the basics are better not changed. The above list is 6 such procedures.)
CHARACTERS OF A GOOD EMPLOYEE
-committed
- pleasant
- efficient
-bright
- people person
-dependable
- motivated
- positive
- enthusiastic
CHARACTERS OF A POOR EMPLOYEE
-performs poorly
- chronic late
- makes repeated mistakes
- not dependable
-misses work
-negative
- not a team player
OVERVIEW:
IF YOU EVER HAVE A BAD FEELING ABOUT AN EMPLOYEE, IN YOUR GUT OR IF U EVEN START DREADING GOING IN YOUR OFFICE THEN INNATE, YOUR GUT IS PROBABLY TRYING TO TELL U SOMETHING AND U NEED TO MAKE AN ADJUSTMENT.. CHANGE AS SOON AS POSSIBLE.
THE 51 STEPS TO SUCCESSFUL PATIENT MANAGEMENT IN YOUR PRACTICE.
JUST A REMINDER TO REVIEW THESE REGULARLY AND OFTEN WITH YOUR TEAM AND SEE HOW CLOSELY YOU ARE ADHERING TO THIS PROVEN SERIES OF OFFICE SUCCESS PROCEDURES. WHERE ARE YOU WITH THE 51 STEPS? THEY CAN MAKE YOU A WINNER. (If you would like more detailed scripting of the 51 steps, simply e mail that request to me and I will e mail it over to you)
1. Patient makes phone call to office.
2. CA answers phone and makes the appointment.
a. Gets name
b. Gets phone number
c. Gets referring patient's name
d. Makes referral statement
e. Finds out what kind of patient
(w/Comp., P.I., Regular)
f. Gives instructions on how to get to office
g. Tells patient she/he is happy to talk to her/him
3. Patient walks in front door.
4. CA greets patient.
5. Patient fills out entry forms.
6. CA puts patient in consultation room.
7. Doctor greets patient.
8. Doctor makes referral statement.
9. Doctor does consultation.
10. Doctor says "WOW" factors.
11. Doctor does complete physical, orthopedic, neurological and chiropractic exam.
12. Doctor makes X-ray statement.
13. Doctor does X-ray.
14. Emergency Case - Doctor treats patient.
15. Routine Case - Doctor releases patient.
a. Takes several hours, etc.
1. Builds value
2. Develops X-rays - analysis process
3. Full report - tomorrow
b. Doctor handles fee - talks about money after services provided/not before
c. Doctor hands office brochure with appropriate financial pamphlet to patient
d. Doctor makes insurance statement
e. Doctor gets patient to bring spouse
f. Doctor makes "WOW" statement
16. CA collects money.
17. CA makes appointment for following day.
18. Patient returns - CA greets patients.
19. CA puts patient in room.
20. CA plays pre-report tape.
21. Doctor greets patient and spouse.
22. Doctor make "WOW" statement / Doctor makes value - changing statement. ("It is important to have the family together in times like this.")
23. Doctor gives the report. Doctor ties the report into daily activities of life and organic. Deemphasizes pain.
24. Doctor makes long-term recommendation based on long-term corrections and not short-term relief.
25. Doctor asks, "Do you have any question?"
26. Associate Doctor assigns case and makes specialist recommendations.
27. Makes lay lecture statement.
28. Writes down recommendations on patient records on a separate piece of paper.
29. Puts patient into treatment room.
30. Patient gets into gown or removes shirt.
31. Posts X-ray on view box (treatment room).
32. Gives CA the multi-appointment schedule.
33. Treats patient
a. Use touch and tell
b. Give patient instructions sheet - Do's and Don'ts
c. Give patient emergency card
d. Give patient lay lecture coupon
e. Make "WOW" factors statement
34. Patient returns to front desk.
35. CA gives patient 12 multiple appointments.
36. CA takes multi-appointment paper and puts on a spindle which is transferred into an appointment book no later than closing time each day.
37. Ca takes patient's information or billing instructions.
38. Doctor calls patient at end of day –
39. Thirty days later - Doctor treats patient and schedules patient for re-examination to measure patient improvement.
40. Doctor sticks Post-it to patient's travel card and writes re-exam date.
41. CA puts patient into re-exam room.
42. Doctor greets patient.
43. Doctor consults patient.
44. Doctor re-examines patient.
45. Doctor treats patient.
46. Doctor schedules patient for re-report following visit.
47. Doctor writes on Post-it - re-report date.
48. CA schedules patient for next re-report.
49. CA puts patient in treatment room.
50. Doctor greets patient.
51. Doctor gives strong re-report.
LIVE CHAT ROOM
-Our next is Monday July 31th. The Topic will be : LIVE QUESTION AND ANSWER SESSION WITH DR JAY. BRING YOUR MOST PRESSING QUESTIONS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
If you wish to achieve a great and ambitious vision, you have to be willing to fill in all the little details. Though they may seem terribly tedious at times, those details are what give substance to the dream. Don’t ever consider the details to be beneath you. Doing so will put the achievement of your dream beyond your reach. Yes, it is enormously helpful when you can delegate tasks to others. Yet to do so successfully, you must have full respect for the value of those tasks and for the people who perform them.
Dreams are not achieved by those who merely imagine and articulate them. Dreams are achieved by those who take responsibility for making sure that every little detail gets done. Dream the dream, and then do the work. Envision the achievement, and then find a way to tend to all the details. No detail is unimportant or beneath you. For it is all those details, combined together, which bring the dream to life.
ReplyForward
Attendee panel closed
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Improving Staff performance
-Decreasing Patient Exodus
-Patient Education
-Practice Management Basics
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Decreasing Patient Exodus ”
4-Review the below section on ” Practice Management Basics ”
MOTIVATION
Let me distract you for a moment and give you something important to think about... I share this because I know you struggle with inner demons – we all do. Sometimes the ideas and habits we get comfortable with end up killing us inside. As a veteran Chiro coach who has now spent the better part of a 3 decades coaching thousands of Chiros, I now realize that many of the toxic beliefs I struggled with earlier in life are actually quite common. I have literally seen the same toxic beliefs surface in the lives of new clients over and over again. Here are three of the most common ones you need to be aware of:
1. The past is indicative of the present. – When things aren’t going well there is a tendency to extrapolate and assume the future holds more of the same. For some strange reason, this doesn’t happen as much when things are going well. Remaining in the moment is much easier when we’re experiencing joy. A laugh, a smile and a warm fuzzy feeling are fleeting and we know it. But when we’re depressed, struggling, or fearful, it’s easy to heap on more pain by assuming tomorrow will be just like today. This is a cyclic, self-fulfilling prophecy. If you don’t allow yourself to move past what happened, what was said, what was felt, you will look at your present and future through that same dirty lens, and nothing will be able to breach your foggy judgment. You will keep on justifying, reliving, and fueling a perception that shouldn’t have existed in the first place.
2. It’s too late to make changes. – Life is not a straight line. There isn’t one right path for you or anyone else. And there isn’t a set timeline of milestones. But sometimes the pressure coming from peers, family, work, and society in general is enough to make us feel completely broken inside. You’re allowed to figure out what inspires you at different stages of your life. You’re allowed extra time when you need it. Life is meant to be a series of zigs and zags. It should look like a mess, but a beautiful mess. It shows that you have changed and grown. You’ve had your ups and downs. You went down one path, but decided to change course… perhaps on many occasions. That’s how life should be. Life is a continuous experience of independent present moments and choices. So whatever situation you are in right now, just know that it can change if you want it to. It’s up to you. You just have to choose something new.
3. Being vulnerable is dangerous. – We are all afraid to say too much, to feel too deeply, to let people know what they mean to us. But this isn’t healthy. Love is vulnerability. Happiness is vulnerability. The risk of being vulnerable is the price of opening yourself up to beauty and opportunity. Being vulnerable is not about showing the parts of you that are polished; it’s about revealing the unpolished parts you would rather keep hidden from the world. It’s about looking out into the world with an honest, open heart and saying, “This is me! Take me or leave me!” Of course, it’s hard to consciously choose vulnerability. Why? Because the stakes are high. But the truth is, nothing worthwhile in this world is a safe bet. Since love and happiness are born out of our willingness to be vulnerable – to be open to something wonderful that could be taken away from us – when you hide from your vulnerability, you automatically hide from everything you ever wanted in life.
MESSAGE FROM DR JAY
Last week was my birthday. I won’t tell you how old however its old. 😊 I look back at my career in Chiropractic over the past 37 years including chiro school. I feel very blessed, grateful. Too many blessings to count. I have hit and passed most every goal set. From a successful practice, mentoring thousands of Chiros, Trustee member at a Chiro College, traveled the world. Two great boys, the oldest a Chiro. As I look back one word comes to mind that is key to all of this success. CONSISTENCY. Never giving up, never quitting anything, staying consistent. I have had three jobs my entire life. The last one for 33 years. I have had one Chiro coach / mentor. Stick with the same vehicles, same home, same chiro basics. Look at your life. Are you where you thought you would be at this point in your life? Honestly ask your self are you consistent? Or do you change, quit, or generally follow an inconsistent path?
There is one other secondary key however. And that is ACTION. I was speaking with my mentor and dear friend Chuck Gibson and he said “ Jay, what sets you and me apart from the rest, is we never procrastinate, we are action oriented. We never try, we do.” Brilliant. So again ask yourself, am I consistently taking action steps to move my life forward? Or am I inconsistent in these areas? Or do I quit frequently, justify my inconsistency, and never really move forward to the place I feel I should be? Think about it for this week. Seriously ponder it. One thing I can tell you is it is never too late. It doesn’t matter how young or old you are.
IMPROVE STAFF PERFORMANCE
1) BE AN ACTIVE LISTENER. Schedule a periodic one on one meeting with each CA. At this meeting be a good listener and know how to be responsive and do something about what you hear. This meeting is scheduled, short and has a purpose. It is a time to monitor the CA’s responsibilities, congratulate on progress and improvement, correct and redirect if necessary, focus on purpose and goals, and check that they feel supported.
2) UNDERSTAND STRENGTHS AND WEAKNESSES OF YOUR CA’S. Don’t pretend that they are doing well if they are not. Work with them firsthand, role-play with them outside your normal team training. Verify that they have their time organized for maximum efficiency. Do they present well? Are they focused on the patients and building the practice with referrals? Can they do everything you need? If not, work with them, send them to seminars, and give them training tools to utilize.
3) DEMONSTRATE A DISCIPLINED WORK ETHIC. Be efficient and manage your time as an example. Be consistent in your report, new patient, and adjusting times. Consistently do your work on time. Be an example of the perfect employee.
4) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL MISSION STATEMENTS. If they do not have them teach them how to develop them.
5) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL GOALS. If they do not know, help them develop them and teach them how to achieve the goals. Then continually help them reach the goals and teach them when and how to reset the goals.
6) MAXIMIZE EACH CA’S PRODUCTIVITY AND CAPABILITY WHILE CREATING AN ATMOSPHERE OF TEAMWORK. Your goals are to focus on having the right CA in the right role and see them each achieve their goals individually and support the rest of the team.
7) COMMUNICATE YOUR STANDARDS CONSISTENTLY AND HOLD YOUR CA’S TO THAT STANDARD. Strive to be near perfect. Do not accept sloppiness, tardiness or mediocrity. Be a show case office.
8) RECOGNIZE, REWARD AND APPRECIATE. Studies show that the greatest increases in productivity come not from cash alone but from non-monetary recognition items such as merchandise, plaques and lifestyle items. Consistently be generous with your praise, match rewards to the performance, utilize variety, and make the reward personal to that individual CA.
9) HAVE A BLAST. You know what it takes to make your office fun, what it takes to make it fun for your CA’s and patients. Subluxations are serious and deadly. But our life and our office atmosphere do not have to be. If not discover it and make that a reality. After all this is your life- THIS IS NOT A DRESS REHEARSAL. Go for it!
REDUCING PATIENT EXODUS AND INCORPORATING THE PERFECT REACTIVATION PROGRAM
The need for a reactivation program is generally a symptom of patient commitment challenges. Many things can cause challenges with patient commitment. One prominent cause is the doctor’s inability to teach and motivate their patients, although no matter how good you are at teaching and motivating, patients will still sometimes leave. Whether or not they come back to you, and this time understand enough to stay, is again in direct proportion to how well you teach and motivate them.
Reactivation essentially gives you the opportunity to do a better job than you did the first time. You are, hopefully, a different person than the last time the patient was in your office. You have learned more, grown more, and have become more skillful in chiropractic and communication. Before describing the perfect reactivation program I want to share with you how to avoid having numerous people that require reactivation. In other words, stopping the patient exodus.
STRATEGIES THAT PREVENT PATIENT EXODUS
1. Focus on serving your patients.
2. Set high standards for your office and your patients.
3. Implement systems that support the execution of your standards.
4. Master your technique.
5. Learn and utilize a system of relentless and consistent patient education.
6. Provide consistent “knock your socks off service”.
STRESS FREE REACTIVATION PROGRAM
I am an advocate of establishing a quarterly reactivation program that starts at the first of the year. Repeat the same program in April, July, October and then again in January.
1. Review patients who have left the practice. Decide who you would enjoy having back in the practice.
2. Decide how many people your office can contact by phone per week.
3. Select an interesting postcard for mailing.
4. Hand write the following:
Dear Bill,
It has been two months since your last visit, and we have missed you. I will be calling you in 10 days to see how you are.
Talk soon! …………….Dr. Jay
5. Call 5 days after the postcard has been sent. Connect with the patient. Let them know you are concerned about them. Give them an opportunity to come in and be evaluated objectively to see how stable they are.
The responses will be of three types.
1. Disbelief. They call you before you call them. I want to make an appointment I can’t believe it has been that long since I have been in.
2. Satisfied. They are happy you called; they believe all is well, and they will be in touch when they want to come back. Thank them for their time, let them know you are available to them, their family and friends.
3. Dissatisfied. They are not interested in your service, or might have had some dissatisfaction with your service. If appropriate apologize and find out if there was anything you can do to make it right. If it is something you want to do differently, learn from the experience and fix the problem.
PATIENT EDUCATION
THIS SHOULD BE DONE ON THE FOLLOWING OCCASIONS:
1-RE REPORT
2-HEALTH CARE CLASS
3-EVERY OTHER WEEK
4-WHEN THE PATIENT WANTS TO REDUCE CARE
GO TO HOME DEPOT AND GET A SMOKE ALARM.THEY COST 8 BUCKS.I WOULD GET ON FOR EVERY ROOM IN THE CLINIC.THIS IS A CHEAP RETENTION DRILL, THAT WORKS AS GOOD AS YOUR MOST EXPENSIVE MACHINES.I AM NOT A ROCKET SCIENTIST BUT 8 BUCKS IS BETTER THAN 12 GRAND IS IT NOT? NOT THAT THE 12 GRAND MACHINES ARE NOT EXCELLENT.THE PROBLEM IS THAT BY NATURE WE LOOK FOR SOLUTIONS OUTSIDE OF OURSELVES. WHEN THE KEY MOST OF THE TIME IS INSIDE OURSELVES. KEEP THE SMOKE ALARMS IN THEIR PLASTIC PACS SO THE BATTERY WILL STICK STAY THE ALARM AND YOU WONT LOOSE IT..
HERE IS HOW IT GOES...........
"MR. JONES LETS PRETEND THAT THIS SMOKE ALARM WENT OFF IN THIS ROOM. WHAT WOULD THAT MEAN? NOW WHAT WOULD YOU THINK OR SAY IF I PULLED OUT THE BATTERY.........AND TOLD YOU IT WAS OKAY TO STAY? WELL I AGREE WITH YOU, THAT WOULD BE CRAZY!! THE REASON I MENTION THIS TO YOU IS BECAUSE PAIN IS JUST THE SAME AS THIS BATTERY IN THE FIRE ALARM. IT IS AN INDICATOR, NO MORE.
SO ALTHOUGH YOU ARE FEELING GOOD, OR BETTER, I DIDN'T WANT YOU TO GET CONFUSED AND THING YOU WERE BETTER OR FIXED, BECAUSE ALL WE HAVE DONE TO THIS POINT IS GET RID OF THE INDICATOR OR THE SYMPTOM. THE PROBLEM, THE SUBLUXATION PINCHING THE NERVE, IS STILL THERE.
SO IF I WERE A GOOD FIREMAN, AFTER I GOT THE ALARM OFF, WE WOULD LOOK FOR THE FIRE RIGHT? AND WE WOULD PUT IT OUT WHEN WE FOUND IT RIGHT? THAT'S CORRECT. SO NOW THAT YOUR PAIN IS GOING AWAY, WHAT WE ARE DOING NOW, IT GETTING THE PRESSURE OFF OF THE NERVE. IT JUST SO HAPPENS THAT THIS PARTICULAR NERVE THAT IS PINCHED IN YOUR BACK, GOES TO AND CONTROLS YOUR HEART. NOW DO YOU THINK HAVING 100% NERVE FLOW OT YOUR HEART IS IMPORTANT? WHY?
SO AFTER WE GET THE PRESSURE OFF THE NERVE, WE DON'T WANT THE PRESSURE TO GO RIGHT BACK ON THAT NERVE. BECAUSE AS YOU MENTION AND I AGREE WE NEED TO HAVE 100% NERVE FLOW ALWAYS TO YOUR HEART. SO WE WANT YOU TO BE OUT OF PAIN....GET THE PRESSURE OF THE NERVE, AND KEEP PRESSURE OF THE NERVE TO YOUR HEART, AND KEEP YOU WITH 100% NERVE FLOW.TO THE HEART .
NOW, HOW LONG DO YOU THINK IT WOULD BE IMPORTANT TO KEEP PRESSURE OFF THE NERVE TO YOUR HEART? THAT'S CORRECT.SO KEEPING YOU WELL FOR THE REST OF YOUR LIFE IS OUR ULTIMATE GOAL.
IF YOU WERE TO ASK ME HOW YOU WERE DOING THEN, I WOULD SAY WE ARE RIGHT ON SCHEDULE.AND WE ARE NOT GOING TO CHANGE ANYTHING JUST YET. I JUST WISH ALL OF MY PATIENTS WERE JUST LIKE YOU ARE. WE APPRECIATE HAVING YOU AS A PATIENTS, AND ENJOY EACH AND EVERY VISIT YOU ARE HERE. HOP UP ON THAT TABLE...........
PRACTICE MANAGEMENT BASICS
WHAT IS THE DIFFERENCE BETWEEN A PATIENT STALLING AND OBJECTING? TWO ANSWERS. A STALL IS "I WANT TO THINK ABOUT THIS," OR "I HAVE TO MEET WITH MY SPOUSE AND DISCUSS THIS." BOTH ARE PUT OFFS WHICH BASICALLY SAYS "YOU HAVEN’T SOLD ME YET." MAYBE THEY PERCEIVE TOO HIGH A RISK. MAYBE THEY THINK THEY CAN GET IT SOMEWHERE CHEAPER. MAYBE THEY DON’T HAVE ENOUGH CONFIDENCE IN YOU TO GO FORWARD. MAYBE THEY ARE NOT THE DECISION MAKER. THE BOTTOM LINE IS YOU PROBABLY HAVE NOT PROVEN ENOUGH VALUE. YOU HAVEN’T SHOWN ENOUGH DIFFERENCE BETWEEN YOU AND THE MEDICAL DOC DOWN THE STREET, OR THE OTHER CHIRO UP THE STREET IN THEIR INSURANCE PLAN. IN A NUTSHELL, WE DON’T HAVE THE TRUST OF THE POTENTIAL PATIENT AS OF YET.
OBJECTIONS OF THE PATIENT OF ANY KIND ARE INDICATORS THAT THEY WANT CARE. THEY MAY JUST NOT WANT THE CARE FROM YOU. THE BOTTOM LINE IS CONVERSION. YOU HAVE TO CONVERT THEIR LACK OF CONFIDENCE, TRUST, AND LACK OF PERCEIVED VALUE. A STALL IS EASY TO CONVERT. AN OBJECTION MAY TAKE MORE WORK. BUT BOTH ARE INDICATORS THAT THE PATIENT IS WILLING TO TAKE CARE NOW. MOST ARE FALSE REASONS. THE MASTER CHIROPRACTOR ASKS HIM OR HER SELF WHY THESE ARE OCCURING AND GETS TO THE REAL REASONS.
HOW CAN YOU PREVENT THESE OBJECTIONS THEN? SIMPLE, COVER THEM IN ADVANCE IN YOUR CONSULTATION AND EXAM ON DAY ONE, AND THEY YOUR REPORT ON DAY TWO. PERSONALLY I BELIEVE THE TESTIMONIAL TO BE THE STRONGEST TOOL YOU POSSESS. IF YOU DON’T HAVE THEM, THEN GET THEM FAST. IF YOU HAVE THEM, THEN USE THEM NOW.
-Our next is Monday July 17th. The Topic will be : COLLECTIONS / CASH PRACTICE
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT / ANATOMY OF ONE QUESTION
Your focusing question collapses all possible questions into one: “ What’s the ONE thing I can do / such that by doing it / everything will work easier and more effectively? Your ONE THING question forces you toward something specific. It tells you right up front that although you may consider many options, you need to take this seriously because you don’t get two, three more. You are allowed to pick one! The phrase “can do” must become an embedded command directing you to take action. Chiros want to change this to “Should do”, or “Could do” or “Would do” but all of those choices miss the point. There are many things we should, could, or would do but never do. Action you “ can do” beats intention every time!
BIG IDEAS
Great questions are the path to great answers. Your focusing question is a great question designed to find a great answer. It will help you find the first domino for your practice, or any area you want to achieve extraordinary results.
- The Focusing Question is a double-duty question. It comes in two forms: big picture and small focus. One is about finding the right direction and the second about finding the right action.
- The Big Picture Question : “What’s my ONE thing?” Use it to develop a vision for your practice, your compass so to speak.
- The Small-Focus Question: “What’s my ONE things right now?” Use this when you first wake up and through the day. It keeps you focused on your most important task and when you need it to find the levered action or first domino in any activity.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Front Desk
-51 Practice Steps to Success
-Live Teleseminar / Collections- Cash Practice
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Front Desk ”
4-Review the below section on ” 51 Steps ”
MOTIVATION
"I should have told you that 'B-Negative' is a blood type and not a lifestyle choice"- Dr. Jay 😊
Fear is often much more destructive than that which is feared. Anxiety can often be far more harmful than those things about which you are anxious. Avoiding effort can be more difficult and time-consuming than the effort itself. Worrying about a negative situation is usually more prolonged and painful than experiencing the situation itself. Life is best when you face it directly. Your efforts are far more effective when they don't have to push through layers of denial, avoidance and anxiety. When something must be said, stand up and say it. When something needs to be done, get busy and do it. It can be tempting to put tasks off until later, or to think that problems will just go away, or to hope that some magical occurrence will fulfill your desires. Yet the truth is that the real fulfillment in life comes from putting all of yourself into the living of it.
So go ahead and face that fear, make that effort, move forward into new territory and fully live the grand possibilities with which you're blessed. Boldly face life, and you'll find it to be better than you ever imagined.
MESSAGE FROM DR JAY
The mind is a wonderful thing. It’s also a liar and an excuse machine that frequently tries to convince us not to take actions we know are good for us. This ultimately prevents many positive changes from taking place in our lives. I’ve had to learn to watch these lies and excuses very carefully in order to make the positive changes I’ve made in my life. If I hadn’t learned about these lies and excuses, and how to suppress them, I would never have succeeded in making these positive changes. In fact, until I knew better, I had failed countless times when I was young because my mind’s deceptive tendencies used to get the best of me.
So why does the mind lie to us and make irrational excuses?
Because the mind wants comfort – that’s why. It’s afraid of discomfort, pressure and change. The mind is used to its comfort zone, and anytime we try to stretch that zone too far, for too long, the mind tries desperately to get back to ground zero at any cost… including sacrificing our long-term health, happiness and success. So let’s expose five of the cowardly mind’s most regretful lies and excuses once and for all.
1. "I can’t do it." – It seems too difficult at first, so you think you can’t stick to the positive change you’re making. You subconsciously don’t believe in yourself enough to take another step. This is a common lie/excuse that can be countered by looking at the fact that other people no more capable than you have done it. Truth be told, the only person who can tell you “I can’t” is you. If you hear those words echoing in the back of your mind, tune them out. In the end, your doubts and your faith have something in common. They both ask you to believe in something you can’t see; you simply have to decide which one you want to believe.
2. "They can do it, but that doesn’t apply to me because they have it better than me." – Just because someone else can, doesn’t mean you can, right? You look for reasons they can do it but you can’t. It’s easy to find excuses: but look at all the other people who have considerable obstacles too who’ve done it. Your obstacles can be overcome.
3. "It’ll be too hard because I can’t get by without _______." – Fill in the blank: I need my wine, my cheese, my sweets, my TV shows, my nine hours of sleep, my big house, my fancy wardrobe, etc. These are luxuries we convince ourselves we can’t live without, so we can justify not making positive changes like eating healthier or exercising daily or saving money or simplifying our lives or building a profitable practice. And like I said, I’m not immune either – in the past I’ve made these excuses myself, but they all turned out to be lies. I didn’t need any of these things in my life, and believing that I did was only getting in the way of the positive changes I was capable of creating for myself.
4. "Life is meant to be easier and enjoyed more." – Sure, I agree that life should be enjoyed (as many of us do) but the problem is that the idea that life should ALWAYS be easy and enjoyable is used to justify all kinds of lazy behavior. Might as well sit on the couch and scarf down those Twinkies, because hey, life is meant to be enjoyed, right? Nope. You can do without junk food and still enjoy life. You can exercise and enjoy it. You can give up a lot of comfort in your life and not lose a thing. In fact, the path of least resistance is often the path of least reward. You need to do hard things. There are no shortcuts to any place worth going. As Einstein once said, “Genius is 1% talent and 99% hard work.” You must run to be a runner. You must write to be a writer. You must actively work on your practice to learn how to run a successful practice. There is no substitute for doing the work. So meditate on this every day: “I will do the work. It won’t be easy. It will be worth it!”
5. "I can do it later." – Sure, you can always do it later… but your later self will feel the same exact way. Think about it: Why should your later self be more disciplined than your present self? In fact, because you’re allowing yourself to slack off now, you’re building a habit of procrastination and actually making it less likely that your later self will be more disciplined. So today, stop making excuses for why you can’t get it done and start focusing on all the reasons why you must make it happen. Stop talking about what you have done or what you are going to do. Just do it and let your actions speak for themselves. Most great things in life don’t happen by chance, they happen by choice. You never know what’s possible until you risk finding out. In the end, there is only one thing that makes your dreams and goals completely impossible to achieve: Your lack of action today.
COMMON DENOMINATORS THAT EFFECT GROWTH OR A LACK OF IN THE CHIROPRACTIC OFFICE
1-FRONT DESK- THE OFFICE WILL ONLY GROW TO THE PHYSICAL, EMOTIONAL AND MENTAL CAPACITY OF YOUR FRONT DESK PEROSN. THE MOMENT THAT PERSON GETS STRESSED, THE OFFICE WILL STOP GROWING. SO THIS PERSON MUST BE MOTIVATED, TRAINED, AND PROGRESSING JUST LIKE YOU ARE.
2-DOCTOR EFFICIENCY -THE NUMBER ONE COMPLIMENT WE ALWAYS RECEIVED IN OUR OFFICE WAS "YOU KNOW WHAT I LIKE ABOUT THIS PLACE DOCTOR JAY? I CAN GET RIGHT IN AND RIGHT OUT. THE NUMBER ONE REASON PATIENTS COME TO SEE YOU IS NOT TO VISIT. IT IS TO GET THEM FIXED AND LET THEM GO HOME. THE LONGER PERIOD OF TIME THE PATIENT HAS TO LINGER IN YOUR OFFICE, THE LEAST LIKELY THEY WILL BE TO STAY, PAY AND REFER. YOU NEED TO PONDER THIS. AND IT WILL MAKE A HUGE INPACT ON YOUR FUTURE GROWTH.
3-PAPER WORK -THE MORE BURRIED YOU ARE IN PAPER WORK WITH OUT A SPECIFIC SYSTEM TO HANDLE IT, THE LESS YOU WILL GROW AND THE MORE STRESSED YOU WILL BECOME. YOU OFFIC EHAS TO BE JUST AS FUN AND STRESS FREE AT THE HIGHER LEVEL AS IT WAS THE LOWER SLOWER LEVEL. AND UNLESS YOU CREATE THIS SYSTEM, YOU WILL NEVER REACH YOUR GROWTH POTENTIAL.
4-BONDING FACTORS -YOU MUST BOND WITH YOUR PATIENTS. THEY DO NOT COME TO SEE YOU BECAUSE THEY LOVE YOUR ADJUSTING SKILL. ALTHOUGH ADJUSTING SKILL IS VITAL. THEY COME TO SEE YOU BECAUSE OF YOU. SO YOU HAVE TO BOND WITH THEM. THIS IS THE MOST PROFOUND CONCEPT YOU WILL EVER LEARN. YOU MUST BOND WITH YOUR PATIENTS ON THE ORGANICL LEVEL ALSO. MEANING THEY HAVE TO KNOW THAT THEY ARE COMING TO SEE YOU FOR FAR MORE THAN JUST BACK PAIN. YOU BOND WITH THEM ORGANICALLY BUY MASTERING THE FOLLOWING
-ORGANIC CONSULT
-ORGANIC EXAM
-REPORT OF FINDINGS
-ORGANIC HEALTH CARE CLASS
-TOUCH AND TELL ON EACH VISIT
-ORGANIC RE EXAM AT 3-4 WEEKS OF CARE
-ORGANIC RE REPORT AT 3-4 WEEKS OF CARE
-REGULAR USE OF THE SMOKE ALARM DRILL
5-SIMPLE SYSTEMS TO STREAMLINE YOUR OFFICE
-THE TRAVEL CARD SYSTEM TRANSPORT OF THE PATIENT TO THE ADJ ROOM AND BACK.
-THE MULTIPLE APPOINTMENT CARD SYSTEM
-MAKE UP MISSED APPOINTMENTS
-RE CALL MISSERS
-CHIROPRACTIC EMERGENCY CARD
KNOWLEDGE WITH ACTION IS POWER----------------KNOWLEDGE WITH OUT ACTION IS STAGNATION
YOUR FRONT DESK CA. A-Z
CORRECTLY USING YOUR OFFICE STAFF IS VERY IMPORTANT. MOST OFFICE DO NOT HAVE A CLEAR PLAN FOR THIS
HERE R THE RULES
1- PHYSICALLY SEPERATE OFFICE PERSONEL
2- OUTLINE EACH EMPLOYEES JOB DUTIES AND DESCRIPTION
3- MAKE A LIST OF EACH CA’s DUTIES
4- PARKENSONS LAW
STATES A GIVEN AMT OF WORK TO GET DONE IS DIVISIBLE BY THE NUMBER OF PEOPLE ASIGNED TO DO IT WITH IN THE TIME FRAME ALLOWED. FOR EXAMPLE. LETS SAY U HAD 100 UNITS OF WORK THAT WAS BEING DONE BY ONE PERSON. TWO PEOPLE DOING THE SAME JOB WILL NOT PRODUCE 200 UNITS OF WORK IN THE SAME TIME FRAME.
5- NEVER HAVE A JOB WHERE EMPLOYEE HAS FREE TIME
6-USE AS FEW PART TIME PEOPLE AS POSSIBLE
7- INSTALL UR CAUSE, PURPOSE, PHILOSOPHY INTO UR EMPLOYEES...IF U HAVE A HIGHER CAUSE,, UR EMPLOYEES WILL TEND TO GET CAUGHT UP IN THAT AND BE MOTIVATE BY IT, RATHER THAN BY MONEY
8-REWARD EFFICIENT AND LOYAL EMPLOYEES
9-HAVE JOB DESCRIPTIONS
10- HAVE AN OFFICE POLICY
11- ALWAYS SET GOALS FOR ALL STAFF
EFFICIENT SYSTEMS FOR FT DESK
1- LARGE APPOINTMENT BOOK. NON COMPUTERIZED
2- TRAVEL SCARDS TO GET PTS TO AND FRO THE ROOMS
3- A CLIP SYSTEM TO KNOW WHICH ROOMS ARE OPEN AND NOT
4- MULT APPNT CARDS
6- OFFICE POLICY
(Much of the new technology in Chiropractic is great, however experience in hundreds of offices has proven that some of the basics are better not changed. The above list is 6 such procedures.)
CHARACTERS OF A GOOD EMPLOYEE
-committed
- pleasant
- efficient
-bright
- people person
-dependable
- motivated
- positive
- enthusiastic
CHARACTERS OF A POOR EMPLOYEE
-performs poorly
- chronic late
- makes repeated mistakes
- not dependable
-misses work
-negative
- not a team player
OVERVIEW:
IF YOU EVER HAVE A BAD FEELING ABOUT AN EMPLOYEE, IN YOUR GUT OR IF U EVEN START DREADING GOING IN YOUR OFFICE THEN INNATE, YOUR GUT IS PROBABLY TRYING TO TELL U SOMETHING AND U NEED TO MAKE AN ADJUSTMENT.. CHANGE AS SOON AS POSSIBLE.
THE 51 STEPS TO SUCCESSFUL PATIENT MANAGEMENT IN YOUR PRACTICE.
JUST A REMINDER TO REVIEW THESE REGULARLY AND OFTEN WITH YOUR TEAM AND SEE HOW CLOSELY YOU ARE ADHERING TO THIS PROVEN SERIES OF OFFICE SUCCESS PROCEDURES. WHERE ARE YOU WITH THE 51 STEPS? THEY CAN MAKE YOU A WINNER. (If you would like more detailed scripting of the 51 steps, simply e mail that request to me and I will e mail it over to you)
1. Patient makes phone call to office.
2. CA answers phone and makes the appointment.
a. Gets name
b. Gets phone number
c. Gets referring patient's name
d. Makes referral statement
e. Finds out what kind of patient
(w/Comp., P.I., Regular)
f. Gives instructions on how to get to office
g. Tells patient she/he is happy to talk to her/him
3. Patient walks in front door.
4. CA greets patient.
5. Patient fills out entry forms.
6. CA puts patient in consultation room.
7. Doctor greets patient.
8. Doctor makes referral statement.
9. Doctor does consultation.
10. Doctor says "WOW" factors.
11. Doctor does complete physical, orthopedic, neurological and chiropractic exam.
12. Doctor makes X-ray statement.
13. Doctor does X-ray.
14. Emergency Case - Doctor treats patient.
15. Routine Case - Doctor releases patient.
a. Takes several hours, etc.
1. Builds value
2. Develops X-rays - analysis process
3. Full report - tomorrow
b. Doctor handles fee - talks about money after services provided/not before
c. Doctor hands office brochure with appropriate financial pamphlet to patient
d. Doctor makes insurance statement
e. Doctor gets patient to bring spouse
f. Doctor makes "WOW" statement
16. CA collects money.
17. CA makes appointment for following day.
18. Patient returns - CA greets patients.
19. CA puts patient in room.
20. CA plays pre-report tape.
21. Doctor greets patient and spouse.
22. Doctor make "WOW" statement / Doctor makes value - changing statement. ("It is important to have the family together in times like this.")
23. Doctor gives the report. Doctor ties the report into daily activities of life and organic. Deemphasizes pain.
24. Doctor makes long-term recommendation based on long-term corrections and not short-term relief.
25. Doctor asks, "Do you have any question?"
26. Associate Doctor assigns case and makes specialist recommendations.
27. Makes lay lecture statement.
28. Writes down recommendations on patient records on a separate piece of paper.
29. Puts patient into treatment room.
30. Patient gets into gown or removes shirt.
31. Posts X-ray on view box (treatment room).
32. Gives CA the multi-appointment schedule.
33. Treats patient
a. Use touch and tell
b. Give patient instructions sheet - Do's and Don'ts
c. Give patient emergency card
d. Give patient lay lecture coupon
e. Make "WOW" factors statement
34. Patient returns to front desk.
35. CA gives patient 12 multiple appointments.
36. CA takes multi-appointment paper and puts on a spindle which is transferred into an appointment book no later than closing time each day.
37. Ca takes patient's information or billing instructions.
38. Doctor calls patient at end of day –
39. Thirty days later - Doctor treats patient and schedules patient for re-examination to measure patient improvement.
40. Doctor sticks Post-it to patient's travel card and writes re-exam date.
41. CA puts patient into re-exam room.
42. Doctor greets patient.
43. Doctor consults patient.
44. Doctor re-examines patient.
45. Doctor treats patient.
46. Doctor schedules patient for re-report following visit.
47. Doctor writes on Post-it - re-report date.
48. CA schedules patient for next re-report.
49. CA puts patient in treatment room.
50. Doctor greets patient.
51. Doctor gives strong re-report.
LIVE CHAT ROOM
-Our next is Monday July 31th. The Topic will be : LIVE QUESTION AND ANSWER SESSION WITH DR JAY. BRING YOUR MOST PRESSING QUESTIONS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are links to our recent 6/13/17 live teleseminar on : PATIENT EDUCATION. It is recommended you take 30 minutes and listen to this recording with your entire staff in your next staff meeting. This recording will stay posted approximately 30 days from 4/11/17. (Both links are identical. One might play better than the other depending on your computer)
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170613180437-333.wav
Our next Live tele seminar will be held 7/18/17. The topic is : FRONT DESK TRAINING
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
If you wish to achieve a great and ambitious vision, you have to be willing to fill in all the little details. Though they may seem terribly tedious at times, those details are what give substance to the dream. Don’t ever consider the details to be beneath you. Doing so will put the achievement of your dream beyond your reach. Yes, it is enormously helpful when you can delegate tasks to others. Yet to do so successfully, you must have full respect for the value of those tasks and for the people who perform them.
Dreams are not achieved by those who merely imagine and articulate them. Dreams are achieved by those who take responsibility for making sure that every little detail gets done. Dream the dream, and then do the work. Envision the achievement, and then find a way to tend to all the details. No detail is unimportant or beneath you. For it is all those details, combined together, which bring the dream to life.
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WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
Just a quick heads up. The success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Improving Staff performance
-Decreasing Patient Exodus
-Patient Education
-Practice Management Basics
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Decreasing Patient Exodus ”
4-Review the below section on ” Practice Management Basics ”
MOTIVATION
Let me distract you for a moment and give you something important to think about... I share this because I know you struggle with inner demons – we all do. Sometimes the ideas and habits we get comfortable with end up killing us inside. As a veteran Chiro coach who has now spent the better part of a 3 decades coaching thousands of Chiros, I now realize that many of the toxic beliefs I struggled with earlier in life are actually quite common. I have literally seen the same toxic beliefs surface in the lives of new clients over and over again. Here are three of the most common ones you need to be aware of:
1. The past is indicative of the present. – When things aren’t going well there is a tendency to extrapolate and assume the future holds more of the same. For some strange reason, this doesn’t happen as much when things are going well. Remaining in the moment is much easier when we’re experiencing joy. A laugh, a smile and a warm fuzzy feeling are fleeting and we know it. But when we’re depressed, struggling, or fearful, it’s easy to heap on more pain by assuming tomorrow will be just like today. This is a cyclic, self-fulfilling prophecy. If you don’t allow yourself to move past what happened, what was said, what was felt, you will look at your present and future through that same dirty lens, and nothing will be able to breach your foggy judgment. You will keep on justifying, reliving, and fueling a perception that shouldn’t have existed in the first place.
2. It’s too late to make changes. – Life is not a straight line. There isn’t one right path for you or anyone else. And there isn’t a set timeline of milestones. But sometimes the pressure coming from peers, family, work, and society in general is enough to make us feel completely broken inside. You’re allowed to figure out what inspires you at different stages of your life. You’re allowed extra time when you need it. Life is meant to be a series of zigs and zags. It should look like a mess, but a beautiful mess. It shows that you have changed and grown. You’ve had your ups and downs. You went down one path, but decided to change course… perhaps on many occasions. That’s how life should be. Life is a continuous experience of independent present moments and choices. So whatever situation you are in right now, just know that it can change if you want it to. It’s up to you. You just have to choose something new.
3. Being vulnerable is dangerous. – We are all afraid to say too much, to feel too deeply, to let people know what they mean to us. But this isn’t healthy. Love is vulnerability. Happiness is vulnerability. The risk of being vulnerable is the price of opening yourself up to beauty and opportunity. Being vulnerable is not about showing the parts of you that are polished; it’s about revealing the unpolished parts you would rather keep hidden from the world. It’s about looking out into the world with an honest, open heart and saying, “This is me! Take me or leave me!” Of course, it’s hard to consciously choose vulnerability. Why? Because the stakes are high. But the truth is, nothing worthwhile in this world is a safe bet. Since love and happiness are born out of our willingness to be vulnerable – to be open to something wonderful that could be taken away from us – when you hide from your vulnerability, you automatically hide from everything you ever wanted in life.
MESSAGE FROM DR JAY
Last week was my birthday. I won’t tell you how old however its old. 😊 I look back at my career in Chiropractic over the past 37 years including chiro school. I feel very blessed, grateful. Too many blessings to count. I have hit and passed most every goal set. From a successful practice, mentoring thousands of Chiros, Trustee member at a Chiro College, traveled the world. Two great boys, the oldest a Chiro. As I look back one word comes to mind that is key to all of this success. CONSISTENCY. Never giving up, never quitting anything, staying consistent. I have had three jobs my entire life. The last one for 33 years. I have had one Chiro coach / mentor. Stick with the same vehicles, same home, same chiro basics. Look at your life. Are you where you thought you would be at this point in your life? Honestly ask your self are you consistent? Or do you change, quit, or generally follow an inconsistent path?
There is one other secondary key however. And that is ACTION. I was speaking with my mentor and dear friend Chuck Gibson and he said “ Jay, what sets you and me apart from the rest, is we never procrastinate, we are action oriented. We never try, we do.” Brilliant. So again ask yourself, am I consistently taking action steps to move my life forward? Or am I inconsistent in these areas? Or do I quit frequently, justify my inconsistency, and never really move forward to the place I feel I should be? Think about it for this week. Seriously ponder it. One thing I can tell you is it is never too late. It doesn’t matter how young or old you are.
IMPROVE STAFF PERFORMANCE
1) BE AN ACTIVE LISTENER. Schedule a periodic one on one meeting with each CA. At this meeting be a good listener and know how to be responsive and do something about what you hear. This meeting is scheduled, short and has a purpose. It is a time to monitor the CA’s responsibilities, congratulate on progress and improvement, correct and redirect if necessary, focus on purpose and goals, and check that they feel supported.
2) UNDERSTAND STRENGTHS AND WEAKNESSES OF YOUR CA’S. Don’t pretend that they are doing well if they are not. Work with them firsthand, role-play with them outside your normal team training. Verify that they have their time organized for maximum efficiency. Do they present well? Are they focused on the patients and building the practice with referrals? Can they do everything you need? If not, work with them, send them to seminars, and give them training tools to utilize.
3) DEMONSTRATE A DISCIPLINED WORK ETHIC. Be efficient and manage your time as an example. Be consistent in your report, new patient, and adjusting times. Consistently do your work on time. Be an example of the perfect employee.
4) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL MISSION STATEMENTS. If they do not have them teach them how to develop them.
5) KNOW YOUR CA’S PERSONAL AND PROFESSIONAL GOALS. If they do not know, help them develop them and teach them how to achieve the goals. Then continually help them reach the goals and teach them when and how to reset the goals.
6) MAXIMIZE EACH CA’S PRODUCTIVITY AND CAPABILITY WHILE CREATING AN ATMOSPHERE OF TEAMWORK. Your goals are to focus on having the right CA in the right role and see them each achieve their goals individually and support the rest of the team.
7) COMMUNICATE YOUR STANDARDS CONSISTENTLY AND HOLD YOUR CA’S TO THAT STANDARD. Strive to be near perfect. Do not accept sloppiness, tardiness or mediocrity. Be a show case office.
8) RECOGNIZE, REWARD AND APPRECIATE. Studies show that the greatest increases in productivity come not from cash alone but from non-monetary recognition items such as merchandise, plaques and lifestyle items. Consistently be generous with your praise, match rewards to the performance, utilize variety, and make the reward personal to that individual CA.
9) HAVE A BLAST. You know what it takes to make your office fun, what it takes to make it fun for your CA’s and patients. Subluxations are serious and deadly. But our life and our office atmosphere do not have to be. If not discover it and make that a reality. After all this is your life- THIS IS NOT A DRESS REHEARSAL. Go for it!
REDUCING PATIENT EXODUS AND INCORPORATING THE PERFECT REACTIVATION PROGRAM
The need for a reactivation program is generally a symptom of patient commitment challenges. Many things can cause challenges with patient commitment. One prominent cause is the doctor’s inability to teach and motivate their patients, although no matter how good you are at teaching and motivating, patients will still sometimes leave. Whether or not they come back to you, and this time understand enough to stay, is again in direct proportion to how well you teach and motivate them.
Reactivation essentially gives you the opportunity to do a better job than you did the first time. You are, hopefully, a different person than the last time the patient was in your office. You have learned more, grown more, and have become more skillful in chiropractic and communication. Before describing the perfect reactivation program I want to share with you how to avoid having numerous people that require reactivation. In other words, stopping the patient exodus.
STRATEGIES THAT PREVENT PATIENT EXODUS
1. Focus on serving your patients.
2. Set high standards for your office and your patients.
3. Implement systems that support the execution of your standards.
4. Master your technique.
5. Learn and utilize a system of relentless and consistent patient education.
6. Provide consistent “knock your socks off service”.
STRESS FREE REACTIVATION PROGRAM
I am an advocate of establishing a quarterly reactivation program that starts at the first of the year. Repeat the same program in April, July, October and then again in January.
1. Review patients who have left the practice. Decide who you would enjoy having back in the practice.
2. Decide how many people your office can contact by phone per week.
3. Select an interesting postcard for mailing.
4. Hand write the following:
Dear Bill,
It has been two months since your last visit, and we have missed you. I will be calling you in 10 days to see how you are.
Talk soon! …………….Dr. Jay
5. Call 5 days after the postcard has been sent. Connect with the patient. Let them know you are concerned about them. Give them an opportunity to come in and be evaluated objectively to see how stable they are.
The responses will be of three types.
1. Disbelief. They call you before you call them. I want to make an appointment I can’t believe it has been that long since I have been in.
2. Satisfied. They are happy you called; they believe all is well, and they will be in touch when they want to come back. Thank them for their time, let them know you are available to them, their family and friends.
3. Dissatisfied. They are not interested in your service, or might have had some dissatisfaction with your service. If appropriate apologize and find out if there was anything you can do to make it right. If it is something you want to do differently, learn from the experience and fix the problem.
PATIENT EDUCATION
THIS SHOULD BE DONE ON THE FOLLOWING OCCASIONS:
1-RE REPORT
2-HEALTH CARE CLASS
3-EVERY OTHER WEEK
4-WHEN THE PATIENT WANTS TO REDUCE CARE
GO TO HOME DEPOT AND GET A SMOKE ALARM.THEY COST 8 BUCKS.I WOULD GET ON FOR EVERY ROOM IN THE CLINIC.THIS IS A CHEAP RETENTION DRILL, THAT WORKS AS GOOD AS YOUR MOST EXPENSIVE MACHINES.I AM NOT A ROCKET SCIENTIST BUT 8 BUCKS IS BETTER THAN 12 GRAND IS IT NOT? NOT THAT THE 12 GRAND MACHINES ARE NOT EXCELLENT.THE PROBLEM IS THAT BY NATURE WE LOOK FOR SOLUTIONS OUTSIDE OF OURSELVES. WHEN THE KEY MOST OF THE TIME IS INSIDE OURSELVES. KEEP THE SMOKE ALARMS IN THEIR PLASTIC PACS SO THE BATTERY WILL STICK STAY THE ALARM AND YOU WONT LOOSE IT..
HERE IS HOW IT GOES...........
"MR. JONES LETS PRETEND THAT THIS SMOKE ALARM WENT OFF IN THIS ROOM. WHAT WOULD THAT MEAN? NOW WHAT WOULD YOU THINK OR SAY IF I PULLED OUT THE BATTERY.........AND TOLD YOU IT WAS OKAY TO STAY? WELL I AGREE WITH YOU, THAT WOULD BE CRAZY!! THE REASON I MENTION THIS TO YOU IS BECAUSE PAIN IS JUST THE SAME AS THIS BATTERY IN THE FIRE ALARM. IT IS AN INDICATOR, NO MORE.
SO ALTHOUGH YOU ARE FEELING GOOD, OR BETTER, I DIDN'T WANT YOU TO GET CONFUSED AND THING YOU WERE BETTER OR FIXED, BECAUSE ALL WE HAVE DONE TO THIS POINT IS GET RID OF THE INDICATOR OR THE SYMPTOM. THE PROBLEM, THE SUBLUXATION PINCHING THE NERVE, IS STILL THERE.
SO IF I WERE A GOOD FIREMAN, AFTER I GOT THE ALARM OFF, WE WOULD LOOK FOR THE FIRE RIGHT? AND WE WOULD PUT IT OUT WHEN WE FOUND IT RIGHT? THAT'S CORRECT. SO NOW THAT YOUR PAIN IS GOING AWAY, WHAT WE ARE DOING NOW, IT GETTING THE PRESSURE OFF OF THE NERVE. IT JUST SO HAPPENS THAT THIS PARTICULAR NERVE THAT IS PINCHED IN YOUR BACK, GOES TO AND CONTROLS YOUR HEART. NOW DO YOU THINK HAVING 100% NERVE FLOW OT YOUR HEART IS IMPORTANT? WHY?
SO AFTER WE GET THE PRESSURE OFF THE NERVE, WE DON'T WANT THE PRESSURE TO GO RIGHT BACK ON THAT NERVE. BECAUSE AS YOU MENTION AND I AGREE WE NEED TO HAVE 100% NERVE FLOW ALWAYS TO YOUR HEART. SO WE WANT YOU TO BE OUT OF PAIN....GET THE PRESSURE OF THE NERVE, AND KEEP PRESSURE OF THE NERVE TO YOUR HEART, AND KEEP YOU WITH 100% NERVE FLOW.TO THE HEART .
NOW, HOW LONG DO YOU THINK IT WOULD BE IMPORTANT TO KEEP PRESSURE OFF THE NERVE TO YOUR HEART? THAT'S CORRECT.SO KEEPING YOU WELL FOR THE REST OF YOUR LIFE IS OUR ULTIMATE GOAL.
IF YOU WERE TO ASK ME HOW YOU WERE DOING THEN, I WOULD SAY WE ARE RIGHT ON SCHEDULE.AND WE ARE NOT GOING TO CHANGE ANYTHING JUST YET. I JUST WISH ALL OF MY PATIENTS WERE JUST LIKE YOU ARE. WE APPRECIATE HAVING YOU AS A PATIENTS, AND ENJOY EACH AND EVERY VISIT YOU ARE HERE. HOP UP ON THAT TABLE...........
PRACTICE MANAGEMENT BASICS
WHAT IS THE DIFFERENCE BETWEEN A PATIENT STALLING AND OBJECTING? TWO ANSWERS. A STALL IS "I WANT TO THINK ABOUT THIS," OR "I HAVE TO MEET WITH MY SPOUSE AND DISCUSS THIS." BOTH ARE PUT OFFS WHICH BASICALLY SAYS "YOU HAVEN’T SOLD ME YET." MAYBE THEY PERCEIVE TOO HIGH A RISK. MAYBE THEY THINK THEY CAN GET IT SOMEWHERE CHEAPER. MAYBE THEY DON’T HAVE ENOUGH CONFIDENCE IN YOU TO GO FORWARD. MAYBE THEY ARE NOT THE DECISION MAKER. THE BOTTOM LINE IS YOU PROBABLY HAVE NOT PROVEN ENOUGH VALUE. YOU HAVEN’T SHOWN ENOUGH DIFFERENCE BETWEEN YOU AND THE MEDICAL DOC DOWN THE STREET, OR THE OTHER CHIRO UP THE STREET IN THEIR INSURANCE PLAN. IN A NUTSHELL, WE DON’T HAVE THE TRUST OF THE POTENTIAL PATIENT AS OF YET.
OBJECTIONS OF THE PATIENT OF ANY KIND ARE INDICATORS THAT THEY WANT CARE. THEY MAY JUST NOT WANT THE CARE FROM YOU. THE BOTTOM LINE IS CONVERSION. YOU HAVE TO CONVERT THEIR LACK OF CONFIDENCE, TRUST, AND LACK OF PERCEIVED VALUE. A STALL IS EASY TO CONVERT. AN OBJECTION MAY TAKE MORE WORK. BUT BOTH ARE INDICATORS THAT THE PATIENT IS WILLING TO TAKE CARE NOW. MOST ARE FALSE REASONS. THE MASTER CHIROPRACTOR ASKS HIM OR HER SELF WHY THESE ARE OCCURING AND GETS TO THE REAL REASONS.
HOW CAN YOU PREVENT THESE OBJECTIONS THEN? SIMPLE, COVER THEM IN ADVANCE IN YOUR CONSULTATION AND EXAM ON DAY ONE, AND THEY YOUR REPORT ON DAY TWO. PERSONALLY I BELIEVE THE TESTIMONIAL TO BE THE STRONGEST TOOL YOU POSSESS. IF YOU DON’T HAVE THEM, THEN GET THEM FAST. IF YOU HAVE THEM, THEN USE THEM NOW.
LIVE CHAT ROOM
-Our next is Monday July 31th. The Topic will be : LIVE QUESTION AND ANSWER SESSION WITH DR JAY. BRING YOUR MOST PRESSING QUESTIONS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are the links to our Live tele seminar held 7/18/17. The topic is : FRONT DESK TRAINING
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.wav
Next live teleseminar training will be held August 8th. Topic: The patient consultation and Report of findings.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Successfully solving one problem puts you in great position to tackle the next problem That comes your way. Meeting a difficult challenge gives you the courage to take on even greater challenges. Success in one area of your life can be built upon to positively affect all areas of your life. That's why even the little, seemingly insignificant successes truly matter. Achievement brings to you a type of satisfaction and energy that nothing else can provide. And it is an energy that can be leveraged into further achievement, and then into even more, in a splendid upward spiral.
When the big achievements seem to elude you, it's probably because you're ignoring the countless opportunities for small achievements. Not only do those small achievements add up, they multiply exponentially. The rich become richer not because of what they have, but because of the direction in which their momentum is flowing. Even the smallest achievement will get your momentum flowing in that same productive direction. Make something good happen. And there's no end to where it can take you.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
CASH AND PERSONAL INJURY. THE FUTURE OF CHIROPRACTIC PRACTICE!
For this special session we are bringing in two of the most successful all cash Chiropractic practitioners in the country to share specifics of how they do what they do. In addition a former adjustor for allstate insurance team will be teaching sharing the keys to getting maximum reimbursement from your PI cases. THIS SEMINAR FORMAT AND PRESENTATION WILL NOT BE REPEATED IN THE FUTURE! If possible, please attend!
This success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
****************************************************
As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
**********************************************
DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Reaching the next Level
-Dons Diagnosis / Appeals
-Gooings Goodies
-Asking for the referral.
- Referrals / details
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Reaching the Next Level ”
4-Review the below section on ” Referrals ”
MOTIVATION
No matter what goals you've set for 2017, you'll struggle to reach them if your brain is working against you. The way you think affects how you feel and how you behave. And it only takes one bad mental habit to hold you back. Getting rid of your bad mental habits will help you work smarter, not harder. Your good habits will become more effective when you've eliminated the unhealthy habits that steal your time and rob you of mental strength.
Here are a few bad mental habits to kick for the new year so you can meet your goals:
1. Create behavioral experiments to challenge your self-limiting beliefs. Everyone experiences self-limiting beliefs at one time or another. Maybe you think you're not good enough to get a promotion. Or perhaps you're convinced no one would like you if they really knew you. Those self-limiting beliefs will turn into self-fulfilling prophecies--unless you challenge them. Remember, your beliefs aren't necessarily true. Be willing to prove yourself wrong. Take one small step to challenge your beliefs. When you view life as a series of behavioral experiments, you can test the negative assumptions you make about yourself.
2. Replace victim language with statements that empower you. Saying things like "My friends make me spend more money than I want" or "My boss makes me feel bad about myself" will cause you to become a victim of your circumstances. It's important to recognize that no matter how tough things are, you have choices. Stop giving away your personal power. Remember that the only person who controls how you think, feel, and behave is you. When you find yourself blaming other people--or your circumstances--stop yourself. Use language that empowers you to be in the driver's seat in your life.
3. Practice self-compassion. Beating yourself up after a mistake or calling yourself names won't motivate you to do better. In fact, it'll hurt your performance and drag you down. If you want to do better, practice self-compassion. Talk to yourself like a trusted friend. Be honest, but refuse to be overly self-critical. So rather than calling yourself an idiot for messing up, remind yourself that everyone makes mistakes. Commit to learning from your mistakes so you can do better next time.
4. Behave like the person you want to become. Thinking "I wish I could be a happier person" or "I wish I could be a morning person" won't do you any good. If you want to change your life, you have to get out of your head and make it happen. The best way to do that is to behave like the person you want to become. Whether you want to be a productive person or a mentally strong person, ask yourself, "What does a person like that do?" Then, behave like the person you want to become. That doesn't mean acting fake or pretending to be someone you're not. Instead, it's about becoming the best version of yourself by changing the way you behave.
5. Practice living in the moment. It's easy to waste time wishing the past were different or worrying about what might happen in the future. But the only time you can change your life is right now. If you want to improve yourself, pay attention to what is going on around you right now. Mindfulness takes practice and a concerted effort. But over time, you can learn how to become fully aware of the here and now. Research has linked mindfulness to everything from better health and improved relationships to heightened focus and increased mental strength.
6. Build Your Mental Muscle. The good news is, people have the ability to train their brain for happiness and success. Becoming aware of your bad habits is the first step in creating positive change. Letting go of your bad mental habits will jump-start your mental strength training. Commit to building mental muscle and no matter what obstacles you face, you'll be prepared to reach your goals.
MESSAGE FROM DR JAY
In mentoring and observing the most successful Chiropractors in the profession over the past 30 years, several key patterns repeat themselves. My father once told me that it is better to copy what works then to create what does not. With that in mind, this week I share these key patterns.
Express gratitude. – When you appreciate what you have, what you have appreciates in value. So basically, being grateful for the goodness that is already evident in your life will bring you a deeper sense of happiness. And that’s without having to go out and buy anything. It makes sense. We’re going to have a hard time ever being happy if we aren’t thankful for what we already have.
Cultivate optimism. – Winners have the ability to manufacture their own optimism. No matter what the situation, the successful Chiro is the one who will always find a way to put an optimistic spin on it. He/ She knows failure only as an opportunity to grow and learn a new lesson from life. People who think optimistically see the world as a place packed with endless opportunities, especially in trying times.
Avoid over-thinking – Comparing yourself to someone else can be poisonous. If we’re somehow ‘better’ than the person that we’re comparing ourselves to, it gives us an unhealthy sense of superiority. If we’re ‘worse’ than the person that we’re comparing ourselves to, we usually discredit the hard work that we’ve done and dismiss all the progress that we’ve made. If you feel called to compare yourself to something, compare yourself to an earlier version of yourself.
Nurture social relationships. – The most successful Chiros on the planet are the ones who have deep, meaningful relationships. Did you know studies show that people’s mortality rates are DOUBLED when they’re lonely? WHOA! There’s a warm fuzzy feeling that comes from having an active circle of good friends / mentors who you can share your experiences with
Savor life’s joys. – Deep happiness cannot exist without slowing down to enjoy the joy. It’s easy in a world of wild stimuli and omnipresent movement to forget to embrace life’s enjoyable experiences. When we neglect to appreciate, we rob the moment of its magic. It’s the simple things in life that can be the most rewarding if we remember to fully experience them.
Commit to your goals. – Being wholeheartedly dedicated to doing something comes fully-equipped with an ineffable force. Magical things start happening when we commit ourselves to doing whatever it takes to get somewhere. When you’re fully committed to doing something, you have no choice but to do that thing. Counter-intuitively, having no option – where you can’t change your mind – subconsciously makes humans happier because they know part of their purpose.
THE NEXT LEVEL
No matter how much planning and preparation you do, something will not turn out the way you wanted it to be. Yet even when those inevitable disappointments do indeed come, you can adapt and make the very most of them. Life is not perfect and yet it can be perfectly wonderful. It's great to aim for perfection, and even better to achieve excellence in spite of the imperfections you encounter. When people and situations refuse to cooperate, you can be amazingly adaptable. You can move toward excellence even in the most distressing, imperfect scenarios. Though what you have is not perfect, you can work with it. Accept what you have, imperfections and all, with gratitude and enthusiasm. Don't spend your time waiting for the perfect situation, something which is not very likely to come. Go ahead with life as it is, with the bumps and the pitfalls, and give your best to every moment.
When you've achieved success, keep going. The worst thing you can do with an accomplishment is to let it stop you. When you've experienced failure, keep going. You've learned what doesn't work and that is a valuable part of discovering what does work. When you feel discouraged and disappointed, keep going. Your persistent efforts and your actions will greatly boost your confidence. When you feel like you're on top of the world, keep going. Make use of what you've achieved to create even more value for your world. When you can't decide what to do, pick one of the alternatives and keep going. By taking action, you'll know soon enough whether or not you're headed in the right direction. Every day life is injected with a fresh dose of wonder and opportunity. The way to experience the best of it is to face confidently ahead and keep going.
A little patience can save you a lot of frustration and regret. Have patience with others, with yourself, with the way your life moves forward, and reap the benefits that patience can bring. Many times, it can be far more effective to practice patience than to react in anger. Many times, patience will move you forward when frenzied effort will not. When you lash out at every turn of events, you spiral downward into a victim of your own circumstances. Yet when you make patience a part of your response, it keeps you in positive control. Patience is not complicated or difficult to achieve. Simply step back, and take a few deep, relaxing breaths. Calmly know that you're far better off being patiently in control than you are if you're excitedly out of control. Reason, rather than scream. Think, investigate and consider, rather than jump to conclusions. Have a little patience, and see that it can make all the difference in the world. There is a reason why you are here to live through this one-of-a-kind day. Do you know what that reason could be? Yes, in some way, somehow, somewhere you know. And the more you can connect with that reason, the more beautiful, fulfilling and meaningful this day will be.
Perhaps you have arrived at this point in order to learn something new and valuable. Perhaps you are here today to lend a hand or to give a lift to someone who would otherwise have no one else. Perhaps you have something to create, something that has never existed before. Or perhaps you have something to say, something that others would truly benefit from hearing. Today has a reason. Of that you can be sure. And today has a special reason just for you. Discover it, live it, and delight in being today who you are meant to be. When you make the effort to move ahead, all kinds of things will be there to push you back. Move on ahead anyway. When you set out to truly make a difference, circumstances and events will often seem to conspire against you. Go ahead and do what it takes to make a difference anyway. The world will often try to pick a fight with you, but you do not have to fight back. Just move confidently forward. When life pushes against you, turn that energy around and let it push you forward. Maintain a clear and meaningful sense of direction, and whatever happens to come your way will move you in the direction you've chosen.
Your will to move forward is ultimately stronger than anything that could hold you back. Make it positive, with purpose, and you're already on your way.
DONS DIAGNOSIS
This week we discuss the basic content of an appeals letter. If an insurance carrier is denying your claim, please use the following format to appeal...
Here is the basic content that needs to be included in an appeal letter. This format will work for either an ERISA or Non-ERISA appeal. If it is a non erisa appeal just remove the statement in the last paragraph and insert that they need to comply with your State Insurance Law.
Use the below format and include any special circumstances for your appeal (reason for the denial). Wait 30 days then repeat the process.
Statistically if you appeal 50% of denied claims will be paid.
PRESENT TIME CONSCIOUSNESS
Sometimes we can get so caught up in looking ahead or behind that we do not enjoy or succeed in the now. We say things such as I will be happy, secure, satisfied, (you choose your words) when I am, when I have, when they (you choose your conditions). Sometimes we are looking behind and bemoaning what we did or didn’t do, what did or didn’t happen or what we had or had not.
What would it be like if you if you could focus on this moment, right now? Is it possible you would increase your level of performance, have a greater sense of urgency, a higher level of satisfaction, and be more effective? Is it possible you could create the practice and life of your dreams if you focus on this moment?
TIPS FOR BEING HERE NOW
1. Realize the present is all you have. You cannot change the past nor can you change the future. You can focus on the present and understand you are the one who determines your reality. Decide what it is you will do with your time, what you will think, what actions you will take right NOW. The most dangerous weapon is a made up mind.
2. Put all the energy you have previously focused on your past or future and apply it to the present.
3. See the possibilities in the present instead of in the future. This will expand the possibilities, your thoughts and the actions that you will choose NOW.
GOOINGS GOODIES
The most common problem I encounter on a daily basis is staying motivated. Sometimes I loose focus. I get discouraged. I feel like I have too much to do, or procrastinate....but what it boils down to is that I am not achieving as much as I would like. We all have things that are important to us. We have goals, a dream, or maybe some obligations we are duty-bound to complete, but we aren't making the progress we would like. Some people work hard for a while, then slack off. Others procrastinate and never get to it. Some don't know how to get started or are too tired.
The central issue is motivation.
The fact is that I do the things I am motivated to do. Ask any teenager how hard they'll work to get their driver’s license. Ask yourself how many all-nighters you put in to complete an important paper in college. Ask yourself about the times you've worked hard to achieve something that simply, absolutely had to get done! There’s a great story about a young man who travelled the world to meet a wise and famous teacher. When they met, the young man pleaded, "Will you teach me how to find wisdom?" Without a word, the guru led the young man to a nearby lake and suddenly pushed his head under water. At first the young man thought it was a joke, but after a few seconds, he began thrashing and fighting desperately for a breath of air. Finally, the guru let him up and calmly said, "When you desire wisdom as badly as you wanted that next breath of air, you will find it."
When we are motivated, nothing can stand in our way!
So, how do we stay motivated? Here are a few keys I have learned along the way (mostly from Dr. Jay):
1. Be clear! You can hit almost any target if you define it precisely enough. It’s hard to stay motivated for a vague or
distant goal. Be specific. Be precise and concrete. You will be far more motivated to increase by 6% than by "trying to."
2. Have an action plan. If you have a map and know the next step, you are much more motivated to do it. "Baby-steps" are easier and safer than "giant leaps." It’s really hard to stay motivated through the years to build a million dollar practice, but it’s easy to start by having a goal toward increasing collections this month. Have a clear, do-able and action-able plan. Then, take steps one after another. Dr. Jay has always helped me set out the plan...let him help you.
3. Surround yourself with positives. Zig Ziglar said that "people complain motivation doesn't last. Well, neither does a shower. That’s why I recommend both every day." Read and listen to audio programs, talk with exciting people and surround yourself with things that energize you! We live in a bad-news world. It wears everyone down! To counter this, surround yourself (every day!) with things that energize, challenge and excite you. (One more reason I recommend participating in trainings anyway you can with Dr. Jay!)
4. The "Breakfast of Champions." With apologies to Wheaties, I encourage you to re-read and re-commit to your most important priorities, goals and plans every single day. Personally, if I don't begin every morning by focusing on my major projects and goals for about 20 minutes...if I don't...the day gets away from me. In the rush of the day, minor distractions will beat strategic action every time. Start every day by reviewing and re-affirming your most important objectives.
5. Have plenty of cheerleaders! I think this may be the most important, easiest, and most-often over-looked. My brother Dr. Mike use to say "it is like you are trying to keep this big fire burning all day...and you need to look out for potential bucket carriers of water that want to put it out". Recruit friends and family to hold you accountable. Teach them how to support and encourage you. Pick their brains for good ideas, and report back to them regularly. With a good team of cheerleaders, you can accomplish anything!
There really is not a huge complicated science to this....the stuff above I have learned is a proven set of principles and reliable steps...to keep yourself motivated and achieve your dreams! (THANK YOU DR. JAY) To achieve your most important goals, hard work and even self-discipline are not enough! Master the tools that let some people achieve one goal after another for a lifetime of success, while others work just as hard but get minimal results.
ASKING FOR REFERALS/HOW?
ASK? WHEN WAS THE LAST TIME YOU JUST ASKED THE PATIENT TO SEND IN SOMEONE? THIS WILL WORK 40% OFTHE TIME. HERE ARE THE BEST PLACES TO ASK FOR REFERALS.
1-AT THE RE REPORT
2-AT THE HEALTH CARE CLASS
3-AT THE INITIAL REPORT OF FINDINGS
4-AT THE DAY TO DAY VISITHERE IS HOW YOU DO IT.
1-JOHN, DID YOU KNOW THIS TYPE OF PROBLEM YOU HAVE RUNS IN FAMILIES? I OFTEN WISHED I WOULD HAVE CHECKED MY KIDS EARLIER TO THEY DIDN'T GROW UPWITH WHAT I HAVE NOW. TELL YOU WHAT, WHEN YOU LEAVE TODAY, TALK TO SUE ATTHE FRONT DESK, TELL HER I WANT TO CHECK YOUR WHOLE FAMILY, AND TELL HERITS ON ME, NO CHARGE. THEN SCHEDULE A TIME THIS WEEK OR NEXT THAT WORKS FORYOU.
2-HERE ARE 2 HEALTH PASSES. IVE PLACED YOUR NAME ON THEM JOHN, WITH A 2WEEK EXPIRATION DATE. IF YOU HAVE A FAMILY MEMBER OR A LOVED ONE THAT NEEDSTO GET CHECKED, PLEASE GIVE THEM ONE OR BOTH OF THESE CARDS.
3-IM HAPPY TO SEE YOU ARE DOING SO WELL, THE NEXT TIME YOU ARE OUT WITH YOURBUDDIES, PLEASE MENTION MY NAME. YOU NEVER KNOW WHO YOU CAN HELP.
4-PROBLEMS LIKE THIS START AT BIRTH WHEN THE DOC YANKS YOU OUT BY THE NECK AND TWISTS IT. THIS IS THE TIME TO GET IT CHECKED BEFORE THEY GROW UP WITH PERMANENT PROBLEMS.
5-WHY COME HERE TO GET HEALTHY AND LEAVE YOUR LOVED ONES HOME SICK. BRINGTHEM IN THIS WEEK, I WILL CHECK THEM FOR FREE.SO DOC, THIS IS THE HABIT I WANT YOU TO GET IN ON EACH VISIT. START ASKING.LIKE A PEBBLE IN A POOL, YOU MIGHT NOT SEE A RESULT THAT DAY, BUT OVER TIME,YOU WILL SEE IT I GUARANTEE IT.
REFERALS/ SPECIFIC STEPS
1-DOES THE OFFICE YELL OUT “REFER TO US?” ALTHOUGH AN OFFICE CAN BE PROFESSIONAL, AND NEAT, THIS DOES NOTHING FOR REFERALS, OR PATIENT RETENTION. WALK THROUGH YOUR OFFICE JUST AS IF YOU WERE A PATIENT. DOES EVERY ROOM HAVE EDUCATIONAL POSTERS, PLAQUES, PICTURES, AND THE LIKE, THAT WOULD STIMULATE YOU TO REFER TO THE OFFICE? IF NOT, YOU NEED TO CHANGE THAT ASAP. THE STARTS IN THE RECEPTION AREA, TO THE EXAM AND X RAY ROOMS, TO THE REPORT OF FINDINGS ROOM, TO THE ADJUSTMENTS ROOMS.
2-DO YOU HAVE A SEPARATE ROOM TO DO YOUR REPORT OF FINDINGS AND CONSULTATIONS? IF SPACE DOES NOT PERMIT, THIS CAN BE DONE IN THE SAME ROOM. HOWEVER ONE ROOM NEEDS TO BE DESIGNATED FOR THIS PURPOSE. AND ADJUSTING TABLE CAN BE IN THIS ROOM, BUT ONLY IF YOU HAVE A ONE OR TWO ROOM OFFICE. IF YOUR OFFICE HAVE MORE ROOMS THAN TWO, THEN ONE MUST BE DESIGNATED FOR THIS PURPOSE. THE INITIAL MEETING WITH THE PATIENT IS CRITICAL. THE CONSULT ON DAY ONE, AND THE REPORT ON DAY TWO, ARE VITAL PROCEDURES. AND THIS ROOM MUST BE 5 STAR AND MAKE A 5 STAR IMPRESSION. THIS ABOUT THE RITZ HOTEL. THEN THINK ABUT YOUR REPORT ROOM. IS IT A RITZ ROOM? IF NOT, MAKE IT SO ASAP. REMEMBER, THE FIRST IMPRESSION IS THE MOST IMPORTANT.
3-THESE PROCEEDURES MUST BE MASTERED SO YOU CAN DO THEM IN YOUR SLEEP.
-GIVING A FIRST DAY BOOK TO THE PATIENT
-ORGANIC CONSULTATION
-ORGANIC EXAM
-REPORT DAY TWO. WORD FOR WORD.
-THE MULTIPLE CARD
-LONG TERM RECOMMENDATIONS
-HEALTH CARE CLASS WITH IN 2-3 DAYS
-TOUCH AND TELL ON EACH VISIT
-CONTINUED ORGAINIC EDUCATION ON EACH VISIT
-A DAY TWO BOOK GIVEN AFTER THE REPORT ON DAY TWO
-RE EXAM EVER 3-4 WEEKS. MAKE AN IMPRESSION
-RE REPORT ON THE NEXT VISIT, USING THE SMOKE ALARM DRILL
-USE THE SMOKE ALARM DRILL WITH A SMOKE DETECTOR WHEN EVER POSSIBLE
-A CHIROPRACTIC EMERGENCY CARD ON DAY TWO FOR THE PATIENT TO CARRY
-MAKE UP ALL MISSED APPOINTMENTS BY HAVING THE PT COME IN AN EXTRA MAKE UP DAY
LIVE CHAT ROOM
-Our next is Monday July 31th. The Topic will be : LIVE QUESTION AND ANSWER SESSION WITH DR JAY. BRING YOUR MOST PRESSING QUESTIONS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are the links to our Live tele seminar held 7/18/17. The topic is : FRONT DESK TRAINING
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.wav
Next live teleseminar training will be held August 8th. Topic: The patient consultation and Report of findings.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Very few chiros define "the good life" in terms that are unusual or difficult to achieve. We want the ordinary things of life. We want healthy families and enough money to be comfortable and secure. We want to travel or perhaps have a second home on the beach. Some chiros define success as having their own business or leaving a legacy in this life of ours in chiropractic. whatever your dreams, most of us want the ordinary things that other chiros have already achieved and we are working hard for them, and yet too many of us are no closer to "the good life". What's going on?
The problem is that we are using ineffective strategies. We are not following the plan. We are working very hard, but not making progress. Are you using the most effective strategies to reach your goals? Is your plan working? Do you have a well-thought-out strategy, or are you going along, working hard and hoping for the best? Highly successful people work from a "play book". They design a strategy, create a road-map, and follow the path to their ultimate goal. They know what their most important tasks are today, what they will focus on next week, and (assuming there are no major revisions in the plan) they can tell you where they will be a year from now. They have a strategy!
It's often said that five minutes of planning can save hours of wasted effort, and I think that's true. "Those who fail to plan are planning to fail ."If your definition of "the good life" is something other chiros have achieved, and you are not making adequate progress, I encourage you to take a look at the strategies you are using.
Highly successful chiros do certain things, and for the most part, they are simple, ordinary things that we can all copy. Here's just a short list:
1. They have the courage to choose specific, concrete goals. They know they cannot do everything, so they make choices.
2. They focus on personal development first, external achievement second. They know that to have more, they must first become more.
3. They learn from experts. They study and use techniques that have worked for others, even if at first they seem uncomfortable.
4. They take time to plan and they follow their plan to completion. If they aren't getting the results they anticipated, they review and devise a better plan.
5. They work hard at working smart. They are not easily distracted and they never give up.
What are two of the best daily routines of highly productive Chiros?
They Learn on the Move - There is no reason why you shouldn't be acquiring knowledge while walking or driving.
They Are Part of Mastermind Groups - Have mastermind groups that keep you accountable. You can create one with your friends or use Dr. Jay. It's important to always remind yourself that there are people out there crushing it and they are no different than you.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
I wanted to update you regarding our upcoming CASH AND PERSONAL INJURY seminar. Otto Janke DC holds one of the best patient retentions of any Chiropractor alive. Its ranges between 65-75 visits average. In his presentation he will be sharing how he educates his patients, getting them to stay, pay and refer. He will also be sharing marketing tips he uses on FACEBOOK which he is a master at. Dean Sotille DC operates one of the most successful ALL CASH PRACTICES in the profession. Dean will be sharing how he communicates and motivates his patients to pay cash for his services. Jennifer Meyer was a lead adjustor for ALLSTATE for over a decade. She will be sharing with us PERSONAL INJURY CODING, HOW TO DOCUMENT AND GET PAID full billings for auto cases.
As we all know insurance is getting ridiculous. Co pays are larger than our fees are. Paperwork requirement is insane. IF YOU WANT TO LEARN HOW TO GET AWAY FROM ALL OF THAT please don’t miss this special session. This line up all together will not be repeated in the future. This is a “one and done” seminar. PLEASE JOIN US!
Dr. Jay 😊
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HOTEL DETAILS: The low cost room block is near capacity, please call today and reserve your room!
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Front Desk Management
-New Patients
-Patient Retention
-Referrals
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”Front Desk Management”
4-Review the below section on ”Referrals“
MOTIVATION
Before you respond to what life throws at you, give yourself a minute. Give yourself a minute, and your response will be much more powerful and effective. Sometimes, in situations of immediate danger, it pays to react immediately and automatically. Most of the time, though, a thoughtful, measured response is by far the most advantageous response. Feel the powerful, adrenaline-laced emotions of the moment, and take them into consideration. But don’t let those emotions control you.
Take a deep, calming breath, and put the situation in perspective. Remind yourself of who you are, and remember not to do something rash that you’ll quickly regret. Instead of letting the situation control you, let your highest values point the way forward. Instead of merely trying to prove something, find a way to truly improve things. Before you act, give yourself a minute. And give life your very best, most positive and effective response.
MESSAGE FROM DR JAY
IT'S TIME FOR YOUR CHECK UP FROM THE NECK UP. ALL YOU HAVE TO DO IS ANSWER THE FOLLOWING QUESTIONS AND YOUR ANSWERS OF YES OR NO WILL GIVE YOU A PRETTY GOOD IDEA AS TO WHERE YOU ARE IN YOUR PRACTICE DEVELOPMENT. IT'S EASY. BE HONEST AND REGARDLESS OF HOW YOU DO IN THIS CHECK UP THERE IS ALWAYS NEXT WEEK. OK, HERE WE GO...
1. WE IMPLEMENTED AT LEAST ONE NEW PATIENT MANAGEMENT PROCEDURE THIS WEEK FROM THE WEEKLY SUCCESS PLAN SENT
2. MYSELF ALONG WITH MY STAFF MADE A CONCERTED EFFORT TO VERBALLY ASK PATIENTS FOR REFERRALS THIS WEEK.
3. I STARTED MAKING DEFINITE PLANS THIS WEEK FOR AT LEAST ONE HOME RUN NEW PATIENT PROJECT LEARNED IN THE SUCCESS PLAN FOR THIS WEEK.
4. I STARTED KEEPING ALL CATEGORIES OF PRACTICE STATS THIS WEEK.
5. I PLACED A MAJOR FOCUS ON COLLECTIONS THIS WEEK.
6. I HELD A WELL PLANNED STAFF MEETING THIS WEEK WITH AT LEAST A SIGNIFICANT PART OF IT FOCUSING ON NEW PATIENT ACQUISITION AND TEAM WORK.
7. I GAVE MY STAFF CREDIT WHERE CREDIT WAS DUE THIS WEEK. (RECOGNITION, APPRECIATION AND APPROVAL)
8. I CONSISTENTLY MADE LONG TERM RECOMMENDATIONS THIS WEEK.
9. I REFERRED TO SUCCESS PLAN FOR THE WEEK FOR INFORMATION AND SUGGESTIONS.
10. I FELT MOMENTUM BUILDING IN MY PRACTICE DEVELOPMENT THIS WEEK.
SCORING..
10 YES = YOU ARE FANTASTIC AND SURE TO BE A TOP ACHIEVER
9 YES = YOU ARE WELL ON YOUR WAY TO ACHIEVING THE PRACTICE OF YOUR DREAMS
8 YES = YOU ARE MOVING FORWARD AT A COMFORTABLE RATE OF SPEED
7 YES = YOU HAVE THE RIGHT IDEA AND WITH JUST A LITTLE COURSE CORRECTION WILL REACH YOUR DESTINATION
6 YES = YOU ARE MAKING PROGRESS BUT NEED MORE FOCUS ON OVERALL PRACTICE BUILDING
5 YES = YOU ARE DRAGGING YOUR FEET AND SLOWING THE PROCESS
4 AND UNDER = YOU NEED TO DO SOME SELF ANALYSIS TO DETERMINE WHAT BAGGAGE IS SLOWING YOU DOWN OR WHAT OBSTACLES ARE GETTING IN YOUR WAY.
Front Desk Training
One of the goals of office culture is to allow our patients experience with your practice to be extraordinary. One of the key components is that the employee understands who their customers are. There are two types of customers, internal and external. Internal customers represent the employer, employee relationship. External customers refer to the relationships with patients, insurance companies, attorneys, vendors and other business entities.
One of the keys to successful communication with any patient is understanding what a Touch Point is. A Touch Point is any communication, interaction or encounter with an internal or external patient. A major goal in staff training is to make customers feel that they are dealing with a single, unified organization that recognizes them at every Touch Point. Simply put, everyone in your organization must be on the same page.
So let’s talk about developing a warm, caring and empathetic office culture that will attract patients rather than repel them. First ask yourself what culture your office is currently portraying. Does your staff have an attitude of SELLING chiropractic or the attitude of BEING OF SERVICE TO OTHERS THROUGH CHIROPRACTIC? As we all know satisfied patients will rarely refer, unless they are prompted to. Enthusiastic patients refer. Remember the last time you went to a movie that was so good you had to tell all of your friends to go and see the movie. The movie industry calls this – legs. They bank on people to tell others about the movie to generate more business for the movie. This is the exact same thing that your office culture has to accomplish. In other words when people leave your office are they so enthused that they go out of their way to tell someone about their experience.
If so, great. If not, fix it. Remember that the first impression of your practice is the most important one. And the first impression that most people will have of you is your reputation. People do not care about how much you know they care about how much you care. Here are some common Touch Points that occur within your practice. You may also think of these Touch Points as times to build a relationship with the patient.
1. First phone call to the office
2. Patient arriving at the clinic
3. Explanation of patient’s condition
4. Staff/patient interaction
5. Doctor/patient interaction
6. Patient scheduling of appointments
7. Reevaluation and reporting patient outcomes
Obviously you could list many more Touch Points, but I believe that you get the idea. When in dialogue with a patient it is important to use open ended questions as much as possible. Open ended questions allow for relationship building.
Closed ended questions are generally fact finding questions. The most common closed ended question that is asked in practice is – how are you felling today. The most common response is – fine. Open ended questions utilized the 6 starters. They are Who, What, When, Where, Why and How. The granddaddy open ended question is – tell me more. Here are some examples of open ended questions. Your staff should be masters of how to use open ended questions. This is critical in helping to manage a patient in your practice.
1. How long have you had……..
2. Tell me about your
3. What if you had more
4. How would your life be different if
5. When was the last time you felt
6. How does your condition affect your ability to
What are some ways that we can enhance our patients experience in our office? One thing to keep in mind is what is called the Platinum Rule. We are all familiar with the Golden Rule. This rule states – treat people the way you want to be treated. The downside to this is that is I am an A personality type, the patient may be a B personality type. This may create a mismatch of communication. The Platinum Rule states – Treat people the way that they want to be treated. This is a small distinction that can make a huge impact in the practice.
Let’s talk about tolerance. When you go to a business how much will you tolerate? When patients are in pain they will tolerate much. But once they are out of pain and the perceived need for your services decreases – they will drop out of care. If you have a low PVA, then the odds are that your office is giving off the wrong impression. It is key to remember that we must focus on the patient’s perceptive of the office.
Would you tolerate being talked down to? Would you tolerate waiting an excessive amount of time for an appointment? Would you tolerate not being told how much something will cost that you want to buy? Imagine calling a car dealership and asking them for a price on a car over the phone. If you went to a doctor or dentist would you tolerate unprofessional attire or a dirty un-kept office? Should we expect our patients to tolerate us not treating them like they are the most important person in the office?
The point being that we can learn all of the policies and procedures of how to run an office but if our attitude and office culture is not right, the office will not run smoothly. Initially when a patient comes to your practice they need to be there. One of our goals is to change their perceptive for them to want to be there. If the patient does not change their perspective once there pain is either gone or reduced to the point that they can tolerate it, they will be gone. So step back and take a good hard look at your office from the patients point of view. Ask yourself these questions:
Did our patient leave the practice feeling empowered?
Did our patient leave feeling better or worse emotionally?
Does your patient "want" to return?
Did you leave a favorable impression with the patient?
Unlimited New Patients
In the book The Bigness of the Fellow Within B.J. wrote the following in The Uninhibited Make History. "The superior mind is always willing to give. The lesser mind is seldom willing to receive. It rejects most of the time. Now and then one person who seeks to receive does receive and makes history in his chosen line of activity. This is the man who has learned how to release his inhibitions." I know you want to help others, but are you willing to receive? If you want to make history you want to have unlimited new patients. Chiropractic is part of rebuilding the thoughts and actions of the world. It is absolute truth that everyone is better without a Sublimation than with one. The uninhibited make history you must learn how to release your inhibitions. Are you ready?
EVALUATE YOUR MARKETING PLAN
Most Sundays I receive some sort of drug inserted into my newspaper. TV, radio and the print media are inundated with drug and medical advertising. How uninhibited is your marketing? Are you overcoming the drug oriented, sick care programming your community is bombarded with? Or are you hiding out and being inhibited? Are you thinking about yourself or others? Do you do screenings and talks, are you distributing educational literature, are you a resource, are you a networking genius?
If you do not have a plan please start today. Your patients and your community need you. Plan something daily, weekly, monthly and quarterly to reach out to your current patients and your community. A marketing plan must be consistent and balanced with internal and external activities.
YOUR RETENTION
Your retention stat is one way of evaluating your philosophy and will tell how uninhibited your marketing and educational programs are.
0-20 is a practice focusing on pain.
0-40 is a practice focused on function.
40-80 is a practice focused on spinal change.
80-100 is a practice focused on Subluxation.
100 plus is a practice focused on the Principle and rebuilding the thoughts and actions of the world.
EVALUATE YOUR NEW PATIENT NUMBERS
Do you consistently see new patients; do you expect them, love them and want them? What is your percentage of referrals? Decide on a marketing budget. A budget can be set to spend between 3%-10% of your gross. Three percent sustains the current level, 10% is considered aggressive. I have seen huge practice built without spending much money at all. Door to door, screenings and talks, networking and community involvement can cost little or next to nothing. Today is the day to take action, the uninhibited make history. Will you?
INCREASING PATIENT RETENTION!!!
The longer your patient stays, the more they refer to you! Please don’t look past this step!
IN OFFICE MANAGEMENT THERE ARE 6 KEY STEPS THAT WE CALL CONTROL POINTS. THESE POINTS ARE WHERE YOU CONTROL WHAT THE PATIENT DOES AND DOES NOT DO. THESE CONTROL POINTS, SHOULD YOU HAVE AN ASSOCIATE DOCTOR, MUST BE DONE THE VAST MAJORITY OF THE TIME, BY THE HEAD DOCTOR. IF YOU ALLOW YOUR ASSOCIATES TO DO THE CONTROL POINTS, THEN YOUR PATIENTS RETENTION WILL ALMOST ALWAYS SUFFER. AND THE REASONS ARE SIMPLE AND LOGICAL.
1-THESE CONTROL POINTS MUST BE CONSISTENT. IF ONE PERSON DOES THEM, YOUR ODDS OF SUCH ARE GREATER.
2-THE DOC THAT HAS BEEN THEIR THE LONGEST AS A RULE, WILL HAVE THE GREATEST CONSISTENCY IN THEM.
3-ACTUALLY IT IS A HUGE BENEFIT TO AN ASSOCIATE TO HAVE THE LEAD DOC DO THESE CONTROL POINTS, BECAUSE THE PT WILL STAY LONGER, PAY LONGER, AND REFER MORE. MEANING THE ASSOCIATE GETS A PAY INCREASE.
HERE ARE THE CONTROL POINTS:
1-INITIAL ORGANIC CONSULTATION
2-RELEASE ON DAY ONE
3-REPORT OF FINDINGS DAY TWO
4-HEALTH CARE CLASS AT LEAST 50% OF THE TIME
5-RE CONSULTATION AT THE 3-4 WEEK LEVEL
6-RE REPORT ON THE FOLLOWING VISIT.
IF THE LEAD DOC IS DOING THESE CONTROL POINTS ON A CONSISTENT BASIS, THE PRACTICE WILL GROW. IF YOUR PRACTICE HAS STALLED RIGHT NOW, PLEASE GO BACK AND REVIEW THESE FACTORS, NO MATTER IF YOU HAVE AN ASSOCIATE OR NOT.
GETTING PATIENTS TO REFER
Satisfied patients do not refer other patients to you. Excited patients do. So let’s talk about how to get your patients excited!
PATIENTS WANT TO KNOW HOW MUCH YOU CARE ABOUT THEM. THIS SIMPLE FACT WILL OVER COME MONEY AND INSURANCE LIMITATIONS MOST OF THE TIME. WE BASE EVERY THING ON RECOGNITION, APPRECIATION, AND APPROVAL OF THE PATIENT. WE CALL THESE THE WOW FACTORS, OF WHICH YOU NEED TO COME TO KNOW AND LEARN, AND BE ABLE TO USE AND TRANSLATE TO YOUR PATIENTS AS NATURAL AS IF YOU JUST THOUGHT OF IT WHEN YOU WERE SAYING IT.
WOW FACTORS
-ALWAYS BE ENTHUSIASTIC
-ALWAYS BE POSITIVE
-ALWAYS BE INTERESTED
-ALWAYS OPERATE IN PRESENT TIME CONSCIOUSNESS
-USE REFERRAL WOW STATEMENTS
"I noticed, Bill, that you were referred to our office by Jim smith. Is he a friend of yours? Great. He has received very good results here in our office and for that we are grateful. He has also referred many patients to us and we really appreciate him for that. we just love him."
-USE RELEASE STATEMENT.
The last thing said on the first visit is "it is very important to bring your spouse to the office tomorrow, because we are going to be giving you special in structions on how to take care of yourself and how to get well much faster. I consider is mandatory and a part of your recovery for him/her to be here tomorrow when we go over your report and x rays."
YOU SHOULD SEND EVERY PATIENT OUT OF YOUR OFFICE SIX FEEL OFF OF THE GROUND, ON EVERY VISIT, BUT ESPECIALLY THE FIRST VISIT.
"Mrs. Jones, I want you to know you are in the right place and we are going to be able to help you. We are thrilled to have you as a patient, and we will do everything in our power to make a new man/woman out of you. I can’t wait to see you tomorrow."
-AT THE END OF THE SECOND VISIT
"Mrs. Jones you and I are going to be spending a lot of time together over the next 6 months in your search to get your health back again. I want you to know that we will provide you with the finest Chiropractic care and we will commit all of our skill and knowledge in the pursuit of getting you well. And we will leave no stone unturned. I also wanted you to know that we feel privileged to have you as a patient and if there is ever a time that you want to sit down and talk with me about anything, all you have to do it ask and I will make myself available to you."
-CALL THE NEW PT AFTER THE FIRST ADJUSTMENT
KNOWLEDGE WITH ACTION IS POWER. KNOWLEDGE WITH OUT ACTION IS WORTHLESS. ITS MORE FUN AND FULFILLING TO LEAD THAN TO FOLLOW. LEARNERS WILL INHERIT THE EARTH. THE KEYS TO THE STARS ARE THAT THEY ARE-
-LISTENERS
-LEARNERS
-PRACTICE
-CONSISTENT
-PERSISTENT
-OBSERVANT
-FOCUSED
COPY WHAT WORKS. ITS MUCH EASIER THAN CREATING MEDIOCRITY!!
-Our next is Monday July 31th. The Topic will be : LIVE QUESTION AND ANSWER SESSION WITH DR JAY. BRING YOUR MOST PRESSING QUESTIONS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are the links to our Live tele seminar held 7/18/17. The topic is : FRONT DESK TRAINING
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.wav
Next live teleseminar training will be held August 8th. Topic: The patient consultation and Report of findings.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Successfully solving one problem puts you in great position to tackle the next problem That comes your way. Meeting a difficult challenge gives you the courage to take on even greater challenges. Success in one area of your life can be built upon to positively affect all areas of your life. That's why even the little, seemingly insignificant successes truly matter. Achievement brings to you a type of satisfaction and energy that nothing else can provide. And it is an energy that can be leveraged into further achievement, and then into even more, in a splendid upward spiral.
When the big achievements seem to elude you, it's probably because you're ignoring the countless opportunities for small achievements. Not only do those small achievements add up, they multiply exponentially. The rich become richer not because of what they have, but because of the direction in which their momentum is flowing. Even the smallest achievement will get your momentum flowing in that same productive direction. Make something good happen. And there's no end to where it can take you.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
CASH AND PERSONAL INJURY. THE FUTURE OF CHIROPRACTIC PRACTICE!
For this special session we are bringing in two of the most successful all cash Chiropractic practitioners in the country to share specifics of how they do what they do. In addition a former adjustor for allstate insurance team will be teaching sharing the keys to getting maximum reimbursement from your PI cases. THIS SEMINAR FORMAT AND PRESENTATION WILL NOT BE REPEATED IN THE FUTURE! If possible, please attend!
This success jam seminar is our most popular, as such the lower cost room block is filling fast. On receipt please use the below information and reserve your rooms. We only have a finite number of the lower fee rooms set aside. Important!
Can’t wait to see you!
Jay
HOTEL DETAILS:
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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As most of us are aware, the practice of Chiropractic is rapidly changing. Insurance is diminishing, the cash portion of practice is increasing, and personal injury is still an excellent payor. As such we are bringing the best in each of their fields to you for our September session.
I wanted to send you an early invitation to our September Success Jam in Austin Texas. For this special event we bring together some of the most successful practicing Chiropractors in the profession who graciously share their success with you and your team in a small setting. You will learn exactly they are doing to make their practices rock!
This year we have a special line up. Please mark your calendars, book your sleeping rooms, and join us for this practice changing event! It is recommended if at all possible to bring your entire team for this experience! SEPTEMBER 23/24 2017!
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DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Reaching the next Level
-Dons Diagnosis / Appeals
-Gooings Goodies
-Asking for the referral.
- Referrals / details
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ” Reaching the Next Level ”
4-Review the below section on ” Referrals ”
MOTIVATION
No matter what goals you've set for 2017, you'll struggle to reach them if your brain is working against you. The way you think affects how you feel and how you behave. And it only takes one bad mental habit to hold you back. Getting rid of your bad mental habits will help you work smarter, not harder. Your good habits will become more effective when you've eliminated the unhealthy habits that steal your time and rob you of mental strength.
Here are a few bad mental habits to kick for the new year so you can meet your goals:
1. Create behavioral experiments to challenge your self-limiting beliefs. Everyone experiences self-limiting beliefs at one time or another. Maybe you think you're not good enough to get a promotion. Or perhaps you're convinced no one would like you if they really knew you. Those self-limiting beliefs will turn into self-fulfilling prophecies--unless you challenge them. Remember, your beliefs aren't necessarily true. Be willing to prove yourself wrong. Take one small step to challenge your beliefs. When you view life as a series of behavioral experiments, you can test the negative assumptions you make about yourself.
2. Replace victim language with statements that empower you. Saying things like "My friends make me spend more money than I want" or "My boss makes me feel bad about myself" will cause you to become a victim of your circumstances. It's important to recognize that no matter how tough things are, you have choices. Stop giving away your personal power. Remember that the only person who controls how you think, feel, and behave is you. When you find yourself blaming other people--or your circumstances--stop yourself. Use language that empowers you to be in the driver's seat in your life.
3. Practice self-compassion. Beating yourself up after a mistake or calling yourself names won't motivate you to do better. In fact, it'll hurt your performance and drag you down. If you want to do better, practice self-compassion. Talk to yourself like a trusted friend. Be honest, but refuse to be overly self-critical. So rather than calling yourself an idiot for messing up, remind yourself that everyone makes mistakes. Commit to learning from your mistakes so you can do better next time.
4. Behave like the person you want to become. Thinking "I wish I could be a happier person" or "I wish I could be a morning person" won't do you any good. If you want to change your life, you have to get out of your head and make it happen. The best way to do that is to behave like the person you want to become. Whether you want to be a productive person or a mentally strong person, ask yourself, "What does a person like that do?" Then, behave like the person you want to become. That doesn't mean acting fake or pretending to be someone you're not. Instead, it's about becoming the best version of yourself by changing the way you behave.
5. Practice living in the moment. It's easy to waste time wishing the past were different or worrying about what might happen in the future. But the only time you can change your life is right now. If you want to improve yourself, pay attention to what is going on around you right now. Mindfulness takes practice and a concerted effort. But over time, you can learn how to become fully aware of the here and now. Research has linked mindfulness to everything from better health and improved relationships to heightened focus and increased mental strength.
6. Build Your Mental Muscle. The good news is, people have the ability to train their brain for happiness and success. Becoming aware of your bad habits is the first step in creating positive change. Letting go of your bad mental habits will jump-start your mental strength training. Commit to building mental muscle and no matter what obstacles you face, you'll be prepared to reach your goals.
MESSAGE FROM DR JAY
In mentoring and observing the most successful Chiropractors in the profession over the past 30 years, several key patterns repeat themselves. My father once told me that it is better to copy what works then to create what does not. With that in mind, this week I share these key patterns.
Express gratitude. – When you appreciate what you have, what you have appreciates in value. So basically, being grateful for the goodness that is already evident in your life will bring you a deeper sense of happiness. And that’s without having to go out and buy anything. It makes sense. We’re going to have a hard time ever being happy if we aren’t thankful for what we already have.
Cultivate optimism. – Winners have the ability to manufacture their own optimism. No matter what the situation, the successful Chiro is the one who will always find a way to put an optimistic spin on it. He/ She knows failure only as an opportunity to grow and learn a new lesson from life. People who think optimistically see the world as a place packed with endless opportunities, especially in trying times.
Avoid over-thinking – Comparing yourself to someone else can be poisonous. If we’re somehow ‘better’ than the person that we’re comparing ourselves to, it gives us an unhealthy sense of superiority. If we’re ‘worse’ than the person that we’re comparing ourselves to, we usually discredit the hard work that we’ve done and dismiss all the progress that we’ve made. If you feel called to compare yourself to something, compare yourself to an earlier version of yourself.
Nurture social relationships. – The most successful Chiros on the planet are the ones who have deep, meaningful relationships. Did you know studies show that people’s mortality rates are DOUBLED when they’re lonely? WHOA! There’s a warm fuzzy feeling that comes from having an active circle of good friends / mentors who you can share your experiences with
Savor life’s joys. – Deep happiness cannot exist without slowing down to enjoy the joy. It’s easy in a world of wild stimuli and omnipresent movement to forget to embrace life’s enjoyable experiences. When we neglect to appreciate, we rob the moment of its magic. It’s the simple things in life that can be the most rewarding if we remember to fully experience them.
Commit to your goals. – Being wholeheartedly dedicated to doing something comes fully-equipped with an ineffable force. Magical things start happening when we commit ourselves to doing whatever it takes to get somewhere. When you’re fully committed to doing something, you have no choice but to do that thing. Counter-intuitively, having no option – where you can’t change your mind – subconsciously makes humans happier because they know part of their purpose.
THE NEXT LEVEL
No matter how much planning and preparation you do, something will not turn out the way you wanted it to be. Yet even when those inevitable disappointments do indeed come, you can adapt and make the very most of them. Life is not perfect and yet it can be perfectly wonderful. It's great to aim for perfection, and even better to achieve excellence in spite of the imperfections you encounter. When people and situations refuse to cooperate, you can be amazingly adaptable. You can move toward excellence even in the most distressing, imperfect scenarios. Though what you have is not perfect, you can work with it. Accept what you have, imperfections and all, with gratitude and enthusiasm. Don't spend your time waiting for the perfect situation, something which is not very likely to come. Go ahead with life as it is, with the bumps and the pitfalls, and give your best to every moment.
When you've achieved success, keep going. The worst thing you can do with an accomplishment is to let it stop you. When you've experienced failure, keep going. You've learned what doesn't work and that is a valuable part of discovering what does work. When you feel discouraged and disappointed, keep going. Your persistent efforts and your actions will greatly boost your confidence. When you feel like you're on top of the world, keep going. Make use of what you've achieved to create even more value for your world. When you can't decide what to do, pick one of the alternatives and keep going. By taking action, you'll know soon enough whether or not you're headed in the right direction. Every day life is injected with a fresh dose of wonder and opportunity. The way to experience the best of it is to face confidently ahead and keep going.
A little patience can save you a lot of frustration and regret. Have patience with others, with yourself, with the way your life moves forward, and reap the benefits that patience can bring. Many times, it can be far more effective to practice patience than to react in anger. Many times, patience will move you forward when frenzied effort will not. When you lash out at every turn of events, you spiral downward into a victim of your own circumstances. Yet when you make patience a part of your response, it keeps you in positive control. Patience is not complicated or difficult to achieve. Simply step back, and take a few deep, relaxing breaths. Calmly know that you're far better off being patiently in control than you are if you're excitedly out of control. Reason, rather than scream. Think, investigate and consider, rather than jump to conclusions. Have a little patience, and see that it can make all the difference in the world. There is a reason why you are here to live through this one-of-a-kind day. Do you know what that reason could be? Yes, in some way, somehow, somewhere you know. And the more you can connect with that reason, the more beautiful, fulfilling and meaningful this day will be.
Perhaps you have arrived at this point in order to learn something new and valuable. Perhaps you are here today to lend a hand or to give a lift to someone who would otherwise have no one else. Perhaps you have something to create, something that has never existed before. Or perhaps you have something to say, something that others would truly benefit from hearing. Today has a reason. Of that you can be sure. And today has a special reason just for you. Discover it, live it, and delight in being today who you are meant to be. When you make the effort to move ahead, all kinds of things will be there to push you back. Move on ahead anyway. When you set out to truly make a difference, circumstances and events will often seem to conspire against you. Go ahead and do what it takes to make a difference anyway. The world will often try to pick a fight with you, but you do not have to fight back. Just move confidently forward. When life pushes against you, turn that energy around and let it push you forward. Maintain a clear and meaningful sense of direction, and whatever happens to come your way will move you in the direction you've chosen.
Your will to move forward is ultimately stronger than anything that could hold you back. Make it positive, with purpose, and you're already on your way.
DONS DIAGNOSIS
This week we discuss the basic content of an appeals letter. If an insurance carrier is denying your claim, please use the following format to appeal...
Here is the basic content that needs to be included in an appeal letter. This format will work for either an ERISA or Non-ERISA appeal. If it is a non erisa appeal just remove the statement in the last paragraph and insert that they need to comply with your State Insurance Law.
Use the below format and include any special circumstances for your appeal (reason for the denial). Wait 30 days then repeat the process.
Statistically if you appeal 50% of denied claims will be paid.
- We are in receipt of your denial of the above claim. Please be advised that we have been authorized to file an appeal of the claim denial on behalf of (Patient name). A copy of our valid form authorizing us as Mr. (patient name)’s representative is attached for your information.
- We are herby notifying ABC Plan that we intent to appeal the denial of the above claim. Accordingly, please provide us with your procedures and timelines on your administrative appeals process so that we may proceed accordingly.
- As the authorized representative of patient (patient name), we herby request the following specific documents so that we can prepare and file our appeal:The plan’s summary plan description explaining its benefits, and all other documents regarding benefits;
- All documents the plan considered in denying the claim;
- All documents relating to the claim that the plan had or received but did not consider in denying the claim;
- All documents indicating the grounds the plan or its agents used to decide the claim, including its utilization review criteria, the criteria used by third party reviewers, any contracts between the plan and any third party administrators, and any reports from third party reviewers;
- The plan’s guidelines in reviewing and deciding claims, including lists of factors used to decide claims, and restrictions;
- The plan’s rulings in other similar claims;
- Documentation showing whether the plan was consistent in reviewing and deciding claims;
- The plan’s usual and customary fee schedule and formulae for determining it.
- Please be advised that if ABC Plan fails to provide the above-requested information within the 30-day limit imposed by the Employee Retirement Income Security Act, ABC Plan will have caused harm to Mr. (patient name), an “adverse inference” will be drawn by us, and we will ask any court to do the same.
PRESENT TIME CONSCIOUSNESS
Sometimes we can get so caught up in looking ahead or behind that we do not enjoy or succeed in the now. We say things such as I will be happy, secure, satisfied, (you choose your words) when I am, when I have, when they (you choose your conditions). Sometimes we are looking behind and bemoaning what we did or didn’t do, what did or didn’t happen or what we had or had not.
What would it be like if you if you could focus on this moment, right now? Is it possible you would increase your level of performance, have a greater sense of urgency, a higher level of satisfaction, and be more effective? Is it possible you could create the practice and life of your dreams if you focus on this moment?
TIPS FOR BEING HERE NOW
1. Realize the present is all you have. You cannot change the past nor can you change the future. You can focus on the present and understand you are the one who determines your reality. Decide what it is you will do with your time, what you will think, what actions you will take right NOW. The most dangerous weapon is a made up mind.
2. Put all the energy you have previously focused on your past or future and apply it to the present.
3. See the possibilities in the present instead of in the future. This will expand the possibilities, your thoughts and the actions that you will choose NOW.
GOOINGS GOODIES
The most common problem I encounter on a daily basis is staying motivated. Sometimes I loose focus. I get discouraged. I feel like I have too much to do, or procrastinate....but what it boils down to is that I am not achieving as much as I would like. We all have things that are important to us. We have goals, a dream, or maybe some obligations we are duty-bound to complete, but we aren't making the progress we would like. Some people work hard for a while, then slack off. Others procrastinate and never get to it. Some don't know how to get started or are too tired.
The central issue is motivation.
The fact is that I do the things I am motivated to do. Ask any teenager how hard they'll work to get their driver’s license. Ask yourself how many all-nighters you put in to complete an important paper in college. Ask yourself about the times you've worked hard to achieve something that simply, absolutely had to get done! There’s a great story about a young man who travelled the world to meet a wise and famous teacher. When they met, the young man pleaded, "Will you teach me how to find wisdom?" Without a word, the guru led the young man to a nearby lake and suddenly pushed his head under water. At first the young man thought it was a joke, but after a few seconds, he began thrashing and fighting desperately for a breath of air. Finally, the guru let him up and calmly said, "When you desire wisdom as badly as you wanted that next breath of air, you will find it."
When we are motivated, nothing can stand in our way!
So, how do we stay motivated? Here are a few keys I have learned along the way (mostly from Dr. Jay):
1. Be clear! You can hit almost any target if you define it precisely enough. It’s hard to stay motivated for a vague or
distant goal. Be specific. Be precise and concrete. You will be far more motivated to increase by 6% than by "trying to."
2. Have an action plan. If you have a map and know the next step, you are much more motivated to do it. "Baby-steps" are easier and safer than "giant leaps." It’s really hard to stay motivated through the years to build a million dollar practice, but it’s easy to start by having a goal toward increasing collections this month. Have a clear, do-able and action-able plan. Then, take steps one after another. Dr. Jay has always helped me set out the plan...let him help you.
3. Surround yourself with positives. Zig Ziglar said that "people complain motivation doesn't last. Well, neither does a shower. That’s why I recommend both every day." Read and listen to audio programs, talk with exciting people and surround yourself with things that energize you! We live in a bad-news world. It wears everyone down! To counter this, surround yourself (every day!) with things that energize, challenge and excite you. (One more reason I recommend participating in trainings anyway you can with Dr. Jay!)
4. The "Breakfast of Champions." With apologies to Wheaties, I encourage you to re-read and re-commit to your most important priorities, goals and plans every single day. Personally, if I don't begin every morning by focusing on my major projects and goals for about 20 minutes...if I don't...the day gets away from me. In the rush of the day, minor distractions will beat strategic action every time. Start every day by reviewing and re-affirming your most important objectives.
5. Have plenty of cheerleaders! I think this may be the most important, easiest, and most-often over-looked. My brother Dr. Mike use to say "it is like you are trying to keep this big fire burning all day...and you need to look out for potential bucket carriers of water that want to put it out". Recruit friends and family to hold you accountable. Teach them how to support and encourage you. Pick their brains for good ideas, and report back to them regularly. With a good team of cheerleaders, you can accomplish anything!
There really is not a huge complicated science to this....the stuff above I have learned is a proven set of principles and reliable steps...to keep yourself motivated and achieve your dreams! (THANK YOU DR. JAY) To achieve your most important goals, hard work and even self-discipline are not enough! Master the tools that let some people achieve one goal after another for a lifetime of success, while others work just as hard but get minimal results.
ASKING FOR REFERALS/HOW?
ASK? WHEN WAS THE LAST TIME YOU JUST ASKED THE PATIENT TO SEND IN SOMEONE? THIS WILL WORK 40% OFTHE TIME. HERE ARE THE BEST PLACES TO ASK FOR REFERALS.
1-AT THE RE REPORT
2-AT THE HEALTH CARE CLASS
3-AT THE INITIAL REPORT OF FINDINGS
4-AT THE DAY TO DAY VISITHERE IS HOW YOU DO IT.
1-JOHN, DID YOU KNOW THIS TYPE OF PROBLEM YOU HAVE RUNS IN FAMILIES? I OFTEN WISHED I WOULD HAVE CHECKED MY KIDS EARLIER TO THEY DIDN'T GROW UPWITH WHAT I HAVE NOW. TELL YOU WHAT, WHEN YOU LEAVE TODAY, TALK TO SUE ATTHE FRONT DESK, TELL HER I WANT TO CHECK YOUR WHOLE FAMILY, AND TELL HERITS ON ME, NO CHARGE. THEN SCHEDULE A TIME THIS WEEK OR NEXT THAT WORKS FORYOU.
2-HERE ARE 2 HEALTH PASSES. IVE PLACED YOUR NAME ON THEM JOHN, WITH A 2WEEK EXPIRATION DATE. IF YOU HAVE A FAMILY MEMBER OR A LOVED ONE THAT NEEDSTO GET CHECKED, PLEASE GIVE THEM ONE OR BOTH OF THESE CARDS.
3-IM HAPPY TO SEE YOU ARE DOING SO WELL, THE NEXT TIME YOU ARE OUT WITH YOURBUDDIES, PLEASE MENTION MY NAME. YOU NEVER KNOW WHO YOU CAN HELP.
4-PROBLEMS LIKE THIS START AT BIRTH WHEN THE DOC YANKS YOU OUT BY THE NECK AND TWISTS IT. THIS IS THE TIME TO GET IT CHECKED BEFORE THEY GROW UP WITH PERMANENT PROBLEMS.
5-WHY COME HERE TO GET HEALTHY AND LEAVE YOUR LOVED ONES HOME SICK. BRINGTHEM IN THIS WEEK, I WILL CHECK THEM FOR FREE.SO DOC, THIS IS THE HABIT I WANT YOU TO GET IN ON EACH VISIT. START ASKING.LIKE A PEBBLE IN A POOL, YOU MIGHT NOT SEE A RESULT THAT DAY, BUT OVER TIME,YOU WILL SEE IT I GUARANTEE IT.
REFERALS/ SPECIFIC STEPS
1-DOES THE OFFICE YELL OUT “REFER TO US?” ALTHOUGH AN OFFICE CAN BE PROFESSIONAL, AND NEAT, THIS DOES NOTHING FOR REFERALS, OR PATIENT RETENTION. WALK THROUGH YOUR OFFICE JUST AS IF YOU WERE A PATIENT. DOES EVERY ROOM HAVE EDUCATIONAL POSTERS, PLAQUES, PICTURES, AND THE LIKE, THAT WOULD STIMULATE YOU TO REFER TO THE OFFICE? IF NOT, YOU NEED TO CHANGE THAT ASAP. THE STARTS IN THE RECEPTION AREA, TO THE EXAM AND X RAY ROOMS, TO THE REPORT OF FINDINGS ROOM, TO THE ADJUSTMENTS ROOMS.
2-DO YOU HAVE A SEPARATE ROOM TO DO YOUR REPORT OF FINDINGS AND CONSULTATIONS? IF SPACE DOES NOT PERMIT, THIS CAN BE DONE IN THE SAME ROOM. HOWEVER ONE ROOM NEEDS TO BE DESIGNATED FOR THIS PURPOSE. AND ADJUSTING TABLE CAN BE IN THIS ROOM, BUT ONLY IF YOU HAVE A ONE OR TWO ROOM OFFICE. IF YOUR OFFICE HAVE MORE ROOMS THAN TWO, THEN ONE MUST BE DESIGNATED FOR THIS PURPOSE. THE INITIAL MEETING WITH THE PATIENT IS CRITICAL. THE CONSULT ON DAY ONE, AND THE REPORT ON DAY TWO, ARE VITAL PROCEDURES. AND THIS ROOM MUST BE 5 STAR AND MAKE A 5 STAR IMPRESSION. THIS ABOUT THE RITZ HOTEL. THEN THINK ABUT YOUR REPORT ROOM. IS IT A RITZ ROOM? IF NOT, MAKE IT SO ASAP. REMEMBER, THE FIRST IMPRESSION IS THE MOST IMPORTANT.
3-THESE PROCEEDURES MUST BE MASTERED SO YOU CAN DO THEM IN YOUR SLEEP.
-GIVING A FIRST DAY BOOK TO THE PATIENT
-ORGANIC CONSULTATION
-ORGANIC EXAM
-REPORT DAY TWO. WORD FOR WORD.
-THE MULTIPLE CARD
-LONG TERM RECOMMENDATIONS
-HEALTH CARE CLASS WITH IN 2-3 DAYS
-TOUCH AND TELL ON EACH VISIT
-CONTINUED ORGAINIC EDUCATION ON EACH VISIT
-A DAY TWO BOOK GIVEN AFTER THE REPORT ON DAY TWO
-RE EXAM EVER 3-4 WEEKS. MAKE AN IMPRESSION
-RE REPORT ON THE NEXT VISIT, USING THE SMOKE ALARM DRILL
-USE THE SMOKE ALARM DRILL WITH A SMOKE DETECTOR WHEN EVER POSSIBLE
-A CHIROPRACTIC EMERGENCY CARD ON DAY TWO FOR THE PATIENT TO CARRY
-MAKE UP ALL MISSED APPOINTMENTS BY HAVING THE PT COME IN AN EXTRA MAKE UP DAY
LIVE CHAT ROOM
-Our next is Monday July 31th. The Topic will be : LIVE QUESTION AND ANSWER SESSION WITH DR JAY. BRING YOUR MOST PRESSING QUESTIONS.
CHAT TIME:
-10pm Eastern
-9pm Central
-7pm Pacific
CHAT ROOM ACCESS INSTRUCTIONS:
1- Go To Jays web site www.drjaymorgan.com
2- Go to the Top Right of the screen click on Chat room
3-When it asks you for your user name, simply enter your first or last name.
4-Start Typing, Chatting
LIVE TELE SEMINAR LINK
Below are the links to our Live tele seminar held 7/18/17. The topic is : FRONT DESK TRAINING
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.mp3
http://download3.freeconferencepro.com/rec/1282062927-20170718180356-919.wav
Next live teleseminar training will be held August 8th. Topic: The patient consultation and Report of findings.
-12:30pm Central Time / 1:30 pm Eastern Time/ 10:30am Pacific (US and Canada) Please verify your time Zone.
-Conference Access Number:1-218-895-4305
-Conference Passcode: 1914
Please schedule it now so that the entire office can attend!
“Have a plan that’s bigger than excuses. Confident people take ownership of their thoughts and actions. They don’t blame the traffic for being tardy at work – they know THEY were late. They don’t excuse their shortcomings with excuses like “I don’t have time” or “I’m just not good enough” – they make the time and they keep on improving until they see results. Even a tiny effort is infinitely more productive than a big, impressive excuse. So stop seeing every obstacle as an excuse and start seeing those obstacles as forming a pathway to your goals.”
PATIENT PROCEDURE VIDEOS
Patient referrals start with patient education and understanding of what it is we do. Please review both of these videos together. First the consult video, followed by the report video. Then align what you are doing or saying in both as close to these as possible. The more so you do, the more they will understand, which translates into more new patient referrals to you!
LIVE PROCEDURE VIDEO : How to do a proper new patient consultation. http://youtu.be/FubySdbxNgA
LIVE PROCEDURE VIDEO : How to do a proper new patient report of findings. https://www.youtube.com/watch?v=Q7qkX7_OBVg&feature=em-upload_owneR
LIVE PROCEDURE VIDEO : Patient Finances/ Collections. https://www.youtube.com/watch?v=DZMoq_tE3WQ
LIVE PROCEDURE VIDEO: Patient Scheduling/ Multiple Appointment Card https://www.youtube.com/watch?v=GK-irV_pyXo&feature=em-upload_owner
LIVE PROCEDURE VIDEO: Re exams and Re reports https://www.youtube.com/watch?v=e6RvkL4wtbk
LIVE PROCEDURE VIDEO : Patient Transportation to the Adjusting rooms and back to the front. https://www.youtube.com/watch?v=J0w7k7pTW18
LIVE PROCEDURE VIDEO: New Patients https://www.youtube.com/watch?v=n7VFYRTRS_A
LIVE PROCEDURE VIDEO: Appointment Book https://www.youtube.com/watch?v=rxT2YUrdme4
FINAL THOT
Very few chiros define "the good life" in terms that are unusual or difficult to achieve. We want the ordinary things of life. We want healthy families and enough money to be comfortable and secure. We want to travel or perhaps have a second home on the beach. Some chiros define success as having their own business or leaving a legacy in this life of ours in chiropractic. whatever your dreams, most of us want the ordinary things that other chiros have already achieved and we are working hard for them, and yet too many of us are no closer to "the good life". What's going on?
The problem is that we are using ineffective strategies. We are not following the plan. We are working very hard, but not making progress. Are you using the most effective strategies to reach your goals? Is your plan working? Do you have a well-thought-out strategy, or are you going along, working hard and hoping for the best? Highly successful people work from a "play book". They design a strategy, create a road-map, and follow the path to their ultimate goal. They know what their most important tasks are today, what they will focus on next week, and (assuming there are no major revisions in the plan) they can tell you where they will be a year from now. They have a strategy!
It's often said that five minutes of planning can save hours of wasted effort, and I think that's true. "Those who fail to plan are planning to fail ."If your definition of "the good life" is something other chiros have achieved, and you are not making adequate progress, I encourage you to take a look at the strategies you are using.
Highly successful chiros do certain things, and for the most part, they are simple, ordinary things that we can all copy. Here's just a short list:
1. They have the courage to choose specific, concrete goals. They know they cannot do everything, so they make choices.
2. They focus on personal development first, external achievement second. They know that to have more, they must first become more.
3. They learn from experts. They study and use techniques that have worked for others, even if at first they seem uncomfortable.
4. They take time to plan and they follow their plan to completion. If they aren't getting the results they anticipated, they review and devise a better plan.
5. They work hard at working smart. They are not easily distracted and they never give up.
What are two of the best daily routines of highly productive Chiros?
They Learn on the Move - There is no reason why you shouldn't be acquiring knowledge while walking or driving.
They Are Part of Mastermind Groups - Have mastermind groups that keep you accountable. You can create one with your friends or use Dr. Jay. It's important to always remind yourself that there are people out there crushing it and they are no different than you.
WELCOME TO THIS WEEKS SUCCESS PLAN! PLEASE PRINT THIS OUT AND FOLLOW EACH STEP. REMEMBER, THE MORE YOU DO, THE MORE YOU GROW!
Many doctors have asked me to list important contact numbers for this support program, so I have them listed here below for you. REMEMBER: TO BE= DO!
1-Dr. Jay Morgan/24-7 practice help. Office phone: 512-343-2503 Fax: 512-343-2511 E mail: [email protected]
2- Mark Terdle/Accounting-Tax help . 724-863-0703 [email protected] Mark gives priority access and service to all of my clients. If you have a tax need, question, or simply would like Mark to review your personal tax situation, he will do that for free as a member. Marks firm specializes in legally lowering tax liability for Chiropractors.
3- Dr. Don Counihan/Insurance/Coding/Documentation/Medicare help. E mail any insurance and or Medicare questions to [email protected] which will be promptly forwarded to Dr. Don. Turn around reply time is normally under 30 minutes. Dr. Don is one of the brightest Insurance, Medicare and Documentation minds in the Chiropractic profession. He is available to you through your support program 5 days a week.
4- Chiromania 866 776-2469, Fax (317) 773-2559, email [email protected]. Since 1997 Dr Dave and Chiromania have been saving chiropractors time, money and frustration by providing the materials needed to run a successful profitable practice. He turns ideas into actions. From New Patient Promos to Brochures, Forms, Cards, Posters and the tools you need to succeed Chiromania has them all. As a client of mine you get 10% off so don't forget to ask for the Dr Jay discount.
5- Files and Forms. If you need a specific form go to www.drjaymorgan.com . Click on the files link at the top of the first page. When it asks you for user name and password enter:
USER NAME : doctor PASSWORD: chiro . Scroll until you locate what you are looking for. Click on it. It will create a drop down box. Open and print.
In your cyber support program, there are many opportunities to take effort and grow your practice . Please use as many of the below tools as possible. The more you use, the more you grow!
1- 24/7 access to Dr. Jay via e mail or toll free.
2- Send Dr. Jay your office stats weekly for review.
3- Weekly live chat rooms Monday nights.
4- Monthly live tele seminars via your office phone.
5- Up to 5 new patient projects sent each week.
6- The success plan sent once a week with multiple office projects.
7- Quarterly live Doctor and Staff seminars held in Austin Texas.
8- Tax help designed to lower your taxes
SUCCESS JAM / SEMINAR INVITATION / SEPTEMBER 23-24
Hi Doc-
I wanted to update you regarding our upcoming CASH AND PERSONAL INJURY seminar. Otto Janke DC holds one of the best patient retentions of any Chiropractor alive. Its ranges between 65-75 visits average. In his presentation he will be sharing how he educates his patients, getting them to stay, pay and refer. He will also be sharing marketing tips he uses on FACEBOOK which he is a master at. Dean Sotille DC operates one of the most successful ALL CASH PRACTICES in the profession. Dean will be sharing how he communicates and motivates his patients to pay cash for his services. Jennifer Meyer was a lead adjustor for ALLSTATE for over a decade. She will be sharing with us PERSONAL INJURY CODING, HOW TO DOCUMENT AND GET PAID full billings for auto cases.
As we all know insurance is getting ridiculous. Co pays are larger than our fees are. Paperwork requirement is insane. IF YOU WANT TO LEARN HOW TO GET AWAY FROM ALL OF THAT please don’t miss this special session. This line up all together will not be repeated in the future. This is a “one and done” seminar. PLEASE JOIN US!
Dr. Jay 😊
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HOTEL DETAILS: The low cost room block is near capacity, please call today and reserve your room!
HILTON AUSTIN SEPTEMBER 23/24 (Book your sleeping rooms for Friday SEPT 22nd / Saturday SEPT 23rd )
Room reservations: We have special lower rates for our seminar room block. It is very important to stay in the seminar hotel. Room block is limited so make your reservations as early as possible!
-To Call for reservations 1-800-445-8667. Mention “Dr. Jay Morgan Seminar” series. -For online room reservations: https://aws.passkey.com/go/DrJayMorganSeminars
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DEAN SOTILLE DC. – Operates one of the most successful all cash practices in the profession. Dean is a master communicator and motivator. In this session he will be sharing the specific nuts and bolts of what makes his successful cash practice run.
OTTO JANKE DC- Holds one of the highest patient retentions of any chiropractor in the profession. His patients stay for a very long time and refer others that do the same. Otto is also a master in using face book to promote new patients. In this session Otto will be teaching you and your team specific details how to educate and motivate your patients to stay for the long haul, pay and refer.
JENNIFER MEYER- A lead adjustor for ALLSTATE insurance company for over a decade. She is also a paralegal in a very successful PERSONAL INJURY law firm in Austin Texas. In this session Jennifer with be sharing specific details how to correctly bill personal injury, and get paid the maximum amount with minimal objections.
JAY MORGAN DC – Ran one of the most successful Chiropractic practices in the country. He also has mentored over 8,000 Chiropractors over a 30 year period. In this session Jay will be sharing the main keys that places certain Chiropractors at the top 3% of the profession.
***This seminar includes 8 hours CE credits for the states of Texas/Alabama/Louisiana/Washington/Kentucky/Arkansas/ Ohio / NJ ***(Seminar investment is $950 all inclusive/includes one on one consultations, materials, manual, CE credits, seminar for the entire office. The vast majority if not all of this fee goes directly to the basic costs of putting on this seminar.)
THIS WEEKS TOPICS ARE:
-To Do List
-Motivation
-Message from Dr. Jay
-Front Desk Management
-New Patients
-Patient Retention
-Referrals
-Procedure Videos
-Final Thot
TO DO LIST
1-Fax or e mail me your weekly stats so I can review them and offer suggestions to improve. My private fax is 512-343-2511 or [email protected]
**** YOU ALSO HAVE 24/7 ACCESS TO ME FOR PERSONAL HELP. I CAN BE REACHED AT ANY TIME VIA: 512-343-2503 OR [email protected]*****
2-Review the below section on “ Message from Dr. Jay ”
3-Review the below section on ”Front Desk Management”
4-Review the below section on ”Referrals“
MOTIVATION
Before you respond to what life throws at you, give yourself a minute. Give yourself a minute, and your response will be much more powerful and effective. Sometimes, in situations of immediate danger, it pays to react immediately and automatically. Most of the time, though, a thoughtful, measured response is by far the most advantageous response. Feel the powerful, adrenaline-laced emotions of the moment, and take them into consideration. But don’t let those emotions control you.
Take a deep, calming breath, and put the situation in perspective. Remind yourself of who you are, and remember not to do something rash that you’ll quickly regret. Instead of letting the situation control you, let your highest values point the way forward. Instead of merely trying to prove something, find a way to truly improve things. Before you act, give yourself a minute. And give life your very best, most positive and effective response.
MESSAGE FROM DR JAY
IT'S TIME FOR YOUR CHECK UP FROM THE NECK UP. ALL YOU HAVE TO DO IS ANSWER THE FOLLOWING QUESTIONS AND YOUR ANSWERS OF YES OR NO WILL GIVE YOU A PRETTY GOOD IDEA AS TO WHERE YOU ARE IN YOUR PRACTICE DEVELOPMENT. IT'S EASY. BE HONEST AND REGARDLESS OF HOW YOU DO IN THIS CHECK UP THERE IS ALWAYS NEXT WEEK. OK, HERE WE GO...
1. WE IMPLEMENTED AT LEAST ONE NEW PATIENT MANAGEMENT PROCEDURE THIS WEEK FROM THE WEEKLY SUCCESS PLAN SENT
2. MYSELF ALONG WITH MY STAFF MADE A CONCERTED EFFORT TO VERBALLY ASK PATIENTS FOR REFERRALS THIS WEEK.
3. I STARTED MAKING DEFINITE PLANS THIS WEEK FOR AT LEAST ONE HOME RUN NEW PATIENT PROJECT LEARNED IN THE SUCCESS PLAN FOR THIS WEEK.
4. I STARTED KEEPING ALL CATEGORIES OF PRACTICE STATS THIS WEEK.
5. I PLACED A MAJOR FOCUS ON COLLECTIONS THIS WEEK.
6. I HELD A WELL PLANNED STAFF MEETING THIS WEEK WITH AT LEAST A SIGNIFICANT PART OF IT FOCUSING ON NEW PATIENT ACQUISITION AND TEAM WORK.
7. I GAVE MY STAFF CREDIT WHERE CREDIT WAS DUE THIS WEEK. (RECOGNITION, APPRECIATION AND APPROVAL)
8. I CONSISTENTLY MADE LONG TERM RECOMMENDATIONS THIS WEEK.
9. I REFERRED TO SUCCESS PLAN FOR THE WEEK FOR INFORMATION AND SUGGESTIONS.
10. I FELT MOMENTUM BUILDING IN MY PRACTICE DEVELOPMENT THIS WEEK.
SCORING..
10 YES = YOU ARE FANTASTIC AND SURE TO BE A TOP ACHIEVER
9 YES = YOU ARE WELL ON YOUR WAY TO ACHIEVING THE PRACTICE OF YOUR DREAMS
8 YES = YOU ARE MOVING FORWARD AT A COMFORTABLE RATE OF SPEED
7 YES = YOU HAVE THE RIGHT IDEA AND WITH JUST A LITTLE COURSE CORRECTION WILL REACH YOUR DESTINATION
6 YES = YOU ARE MAKING PROGRESS BUT NEED MORE FOCUS ON OVERALL PRACTICE BUILDING
5 YES = YOU ARE DRAGGING YOUR FEET AND SLOWING THE PROCESS
4 AND UNDER = YOU NEED TO DO SOME SELF ANALYSIS TO DETERMINE WHAT BAGGAGE IS SLOWING YOU DOWN OR WHAT OBSTACLES ARE GETTING IN YOUR WAY.
Front Desk Training
One of the goals of office culture is to allow our patients experience with your practice to be extraordinary. One of the key components is that the employee understands who their customers are. There are two types of customers, internal and external. Internal customers represent the employer, employee relationship. External customers refer to the relationships with patients, insurance companies, attorneys, vendors and other business entities.
One of the keys to successful communication with any patient is understanding what a Touch Point is. A Touch Point is any communication, interaction or encounter with an internal or external patient. A major goal in staff training is to make customers feel that they are dealing with a single, unified organization that recognizes them at every Touch Point. Simply put, everyone in your organization must be on the same page.
So let’s talk about developing a warm, caring and empathetic office culture that will attract patients rather than repel them. First ask yourself what culture your office is currently portraying. Does your staff have an attitude of SELLING chiropractic or the attitude of BEING OF SERVICE TO OTHERS THROUGH CHIROPRACTIC? As we all know satisfied patients will rarely refer, unless they are prompted to. Enthusiastic patients refer. Remember the last time you went to a movie that was so good you had to tell all of your friends to go and see the movie. The movie industry calls this – legs. They bank on people to tell others about the movie to generate more business for the movie. This is the exact same thing that your office culture has to accomplish. In other words when people leave your office are they so enthused that they go out of their way to tell someone about their experience.
If so, great. If not, fix it. Remember that the first impression of your practice is the most important one. And the first impression that most people will have of you is your reputation. People do not care about how much you know they care about how much you care. Here are some common Touch Points that occur within your practice. You may also think of these Touch Points as times to build a relationship with the patient.
1. First phone call to the office
2. Patient arriving at the clinic
3. Explanation of patient’s condition
4. Staff/patient interaction
5. Doctor/patient interaction
6. Patient scheduling of appointments
7. Reevaluation and reporting patient outcomes
Obviously you could list many more Touch Points, but I believe that you get the idea. When in dialogue with a patient it is important to use open ended questions as much as possible. Open ended questions allow for relationship building.
Closed ended questions are generally fact finding questions. The most common closed ended question that is asked in practice is – how are you felling today. The most common response is – fine. Open ended questions utilized the 6 starters. They are Who, What, When, Where, Why and How. The granddaddy open ended question is – tell me more. Here are some examples of open ended questions. Your staff should be masters of how to use open ended questions. This is critical in helping to manage a patient in your practice.
1. How long have you had……..
2. Tell me about your
3. What if you had more
4. How would your life be different if
5. When was the last time you felt
6. How does your condition affect your ability to
What are some ways that we can enhance our patients experience in our office? One thing to keep in mind is what is called the Platinum Rule. We are all familiar with the Golden Rule. This rule states – treat people the way you want to be treated. The downside to this is that is I am an A personality type, the patient may be a B personality type. This may create a mismatch of communication. The Platinum Rule states – Treat people the way that they want to be treated. This is a small distinction that can make a huge impact in the practice.
Let’s talk about tolerance. When you go to a business how much will you tolerate? When patients are in pain they will tolerate much. But once they are out of pain and the perceived need for your services decreases – they will drop out of care. If you have a low PVA, then the odds are that your office is giving off the wrong impression. It is key to remember that we must focus on the patient’s perceptive of the office.
Would you tolerate being talked down to? Would you tolerate waiting an excessive amount of time for an appointment? Would you tolerate not being told how much something will cost that you want to buy? Imagine calling a car dealership and asking them for a price on a car over the phone. If you went to a doctor or dentist would you tolerate unprofessional attire or a dirty un-kept office? Should we expect our patients to tolerate us not treating them like they are the most important person in the office?
The point being that we can learn all of the policies and procedures of how to run an office but if our attitude and office culture is not right, the office will not run smoothly. Initially when a patient comes to your practice they need to be there. One of our goals is to change their perceptive for them to want to be there. If the patient does not change their perspective once there pain is either gone or reduced to the point that they can tolerate it, they will be gone. So step back and take a good hard look at your office from the patients point of view. Ask yourself these questions:
Did our patient leave the practice feeling empowered?
Did our patient leave feeling better or worse emotionally?
Does your patient "want" to return?
Did you leave a favorable impression with the patient?
Unlimited New Patients
In the book The Bigness of the Fellow Within B.J. wrote the following in The Uninhibited Make History. "The superior mind is always willing to give. The lesser mind is seldom willing to receive. It rejects most of the time. Now and then one person who seeks to receive does receive and makes history in his chosen line of activity. This is the man who has learned how to release his inhibitions." I know you want to help others, but are you willing to receive? If you want to make history you want to have unlimited new patients. Chiropractic is part of rebuilding the thoughts and actions of the world. It is absolute truth that everyone is better without a Sublimation than with one. The uninhibited make history you must learn how to release your inhibitions. Are you ready?
EVALUATE YOUR MARKETING PLAN
Most Sundays I receive some sort of drug inserted into my newspaper. TV, radio and the print media are inundated with drug and medical advertising. How uninhibited is your marketing? Are you overcoming the drug oriented, sick care programming your community is bombarded with? Or are you hiding out and being inhibited? Are you thinking about yourself or others? Do you do screenings and talks, are you distributing educational literature, are you a resource, are you a networking genius?
If you do not have a plan please start today. Your patients and your community need you. Plan something daily, weekly, monthly and quarterly to reach out to your current patients and your community. A marketing plan must be consistent and balanced with internal and external activities.
YOUR RETENTION
Your retention stat is one way of evaluating your philosophy and will tell how uninhibited your marketing and educational programs are.
0-20 is a practice focusing on pain.
0-40 is a practice focused on function.
40-80 is a practice focused on spinal change.
80-100 is a practice focused on Subluxation.
100 plus is a practice focused on the Principle and rebuilding the thoughts and actions of the world.
EVALUATE YOUR NEW PATIENT NUMBERS
Do you consistently see new patients; do you expect them, love them and want them? What is your percentage of referrals? Decide on a marketing budget. A budget can be set to spend between 3%-10% of your gross. Three percent sustains the current level, 10% is considered aggressive. I have seen huge practice built without spending much money at all. Door to door, screenings and talks, networking and community involvement can cost little or next to nothing. Today is the day to take action, the uninhibited make history. Will you?
INCREASING PATIENT RETENTION!!!
The longer your patient stays, the more they refer to you! Please don’t look past this step!
IN OFFICE MANAGEMENT THERE ARE 6 KEY STEPS THAT WE CALL CONTROL POINTS. THESE POINTS ARE WHERE YOU CONTROL WHAT THE PATIENT DOES AND DOES NOT DO. THESE CONTROL POINTS, SHOULD YOU HAVE AN ASSOCIATE DOCTOR, MUST BE DONE THE VAST MAJORITY OF THE TIME, BY THE HEAD DOCTOR. IF YOU ALLOW YOUR ASSOCIATES TO DO THE CONTROL POINTS, THEN YOUR PATIENTS RETENTION WILL ALMOST ALWAYS SUFFER. AND THE REASONS ARE SIMPLE AND LOGICAL.
1-THESE CONTROL POINTS MUST BE CONSISTENT. IF ONE PERSON DOES THEM, YOUR ODDS OF SUCH ARE GREATER.
2-THE DOC THAT HAS BEEN THEIR THE LONGEST AS A RULE, WILL HAVE THE GREATEST CONSISTENCY IN THEM.
3-ACTUALLY IT IS A HUGE BENEFIT TO AN ASSOCIATE TO HAVE THE LEAD DOC DO THESE CONTROL POINTS, BECAUSE THE PT WILL STAY LONGER, PAY LONGER, AND REFER MORE. MEANING THE ASSOCIATE GETS A PAY INCREASE.
HERE ARE THE CONTROL POINTS:
1-INITIAL ORGANIC CONSULTATION
2-RELEASE ON DAY ONE
3-REPORT OF FINDINGS DAY TWO
4-HEALTH CARE CLASS AT LEAST 50% OF THE TIME
5-RE CONSULTATION AT THE 3-4 WEEK LEVEL
6-RE REPORT ON THE FOLLOWING VISIT.
IF THE LEAD DOC IS DOING THESE CONTROL POINTS ON A CONSISTENT BASIS, THE PRACTICE WILL GROW. IF YOUR PRACTICE HAS STALLED RIGHT NOW, PLEASE GO BACK AND REVIEW THESE FACTORS, NO MATTER IF YOU HAVE AN ASSOCIATE OR NOT.
GETTING PATIENTS TO REFER
Satisfied patients do not refer other patients to you. Excited patients do. So let’s talk about how to get your patients excited!
PATIENTS WANT TO KNOW HOW MUCH YOU CARE ABOUT THEM. THIS SIMPLE FACT WILL OVER COME MONEY AND INSURANCE LIMITATIONS MOST OF THE TIME. WE BASE EVERY THING ON RECOGNITION, APPRECIATION, AND APPROVAL OF THE PATIENT. WE CALL THESE THE WOW FACTORS, OF WHICH YOU NEED TO COME TO KNOW AND LEARN, AND BE ABLE TO USE AND TRANSLATE TO YOUR PATIENTS AS NATURAL AS IF YOU JUST THOUGHT OF IT WHEN YOU WERE SAYING IT.
WOW FACTORS
-ALWAYS BE ENTHUSIASTIC
-ALWAYS BE POSITIVE
-ALWAYS BE INTERESTED
-ALWAYS OPERATE IN PRESENT TIME CONSCIOUSNESS
-USE REFERRAL WOW STATEMENTS
"I noticed, Bill, that you were referred to our office by Jim smith. Is he a friend of yours? Great. He has received very good results here in our office and for that we are grateful. He has also referred many patients to us and we really appreciate him for that. we just love him."
-USE RELEASE STATEMENT.
The last thing said on the first visit is "it is very important to bring your spouse to the office tomorrow, because we are going to be giving you special in structions on how to take care of yourself and how to get well much faster. I consider is mandatory and a part of your recovery for him/her to be here tomorrow when we go over your report and x rays."
YOU SHOULD SEND EVERY PATIENT OUT OF YOUR OFFICE SIX FEEL OFF OF THE GROUND, ON EVERY VISIT, BUT ESPECIALLY THE FIRST VISIT.
"Mrs. Jones, I want you to know you are in the right place and we are going to be able to help you. We are thrilled to have you as a patient, and we will do everything in our power to make a new man/woman out of you. I can’t wait to see you tomorrow."
-AT THE END OF THE SECOND VISIT
"Mrs. Jones you and I are going to be spending a lot of time together over the next 6 months in your search to get your health back again. I want you to know that we will provide you with the finest Chiropractic care and we will commit all of our skill and knowledge in the pursuit of getting you well. And we will leave no stone unturned. I also wanted you to know that we feel privileged to have you as a patient and if there is ever a time that you want to sit down and talk with me about anything, all you have to do it ask and I will make myself available to you."
-CALL THE NEW PT AFTER THE FIRST ADJUSTMENT
KNOWLEDGE WITH ACTION IS POWER. KNOWLEDGE WITH OUT ACTION IS WORTHLESS. ITS MORE FUN AND FULFILLING TO LEAD THAN TO FOLLOW. LEARNERS WILL INHERIT THE EARTH. THE KEYS TO THE STARS ARE THAT THEY ARE-
-LISTENERS
-LEARNERS
-PRACTICE
-CONSISTENT
-PERSISTENT
-OBSERVANT
-FOCUSED
COPY WHAT WORKS. ITS MUCH EASIER THAN CREATING MEDIOCRITY!!
