Understand more about the 12 Key Metrics in a Chiropractic Clinic. VitaLogics EMR adds VitalSigns to their cloud all in one software system. For no additional costs, D.C.'s can get automated coaching emails from Dr. Stephen Franson at The Remarkable Practice emailed when one of the key metrics trends down. All information pulled from utilizing their daily practice management software- VitaLogics!
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4. 4 Pillars:
o Internal Calendar
o Passive Marketing
o External 1
o External 2
New Patient Prospect (NPP)
Trouble Shooting: Marketing Plan
5. Internal Marketing Calendar:
o Balanced
o Themes
o Month Long (Month 1)
o Week Long (Month 2)
o 1 Day Event (Month 3)
New Patient Prospect (NPP)
Trouble Shooting: Marketing Plan
6. External Marketing Calendar:
o Annual
o Special Events
o Anchor Events
New Patient Prospect (NPP)
Trouble Shooting: Marketing Plan
7. Outside Marketing Leads (OML)
o Frequency of Events
o Consistency of Events
o Quality of Events
New Patients
Trouble Shooting: Outside Marketing
8. Outside Marketing Leads (OML)
o Presentation Skills
o Messaging
o Team and Execution
o Scheduling Strategies
New Patients
Trouble Shooting: Outside Marketing
9. NP Scheduled vs. NP Exams
Inside Referrals
o Energy
o Scripting
o Commitment
o Connection
New Patient Exams (NPE)
Trouble Shooting: NP Show Rate
10. NP Scheduled vs. NP Exams
External NP Prospects
o Scheduling Procedures
o Commitment: Time and Payment
o Call Scripting
o Expectation Thread Videos
New Patient Exams (NPE)
Trouble Shooting: NP Show Rate
11. Energy = MC2
o Vision Casting
o Training and Equipping
o Goal Setting
o Recognition and Celebration
o Discipline
New Patients
Trouble Shooting: Referrals
12. Patient Wait Time
o Goal: 7 – 15 mins
o Blocked Schedule
o Balanced Schedule
o Schedule Policies
New Patients
Trouble Shooting: Referrals
17. o Trust Issue
o Agree on the Problem?
o Agree on the Goals / Objective?
New Patient Conversion
Trouble Shooting: Non-Starter
18. 1. Find out what they want.
2. Show them you can help them get it.
19. “Drop Off Between Day 1 and Day 2 ”
o Serious Prospect?
o Insurance Issue?
o Logistical Issue?
New Patient Conversion
Trouble Shooting: NP Drop-Off
20. Outside Marketing Lead (Drop Off)
o Establish Trust
o Scrutinize Day 1
o Train as Team
New Patient Conversion
Trouble Shooting: NP Drop-Off
21. Inside Referral (Drop Off)
o Insurance Issue
o Team Issue
o Flow Issue
o Leadership Issue
New Patient Conversion
Trouble Shooting: NPC Drop-Off
26. “KEPT VISIT AVERAGE (KVA)”
o 87% and + = Growth Zone
o 82% - 86% = Stagnant Zone
o Below 82% = Breakdown Zone
Patient Retention
Trouble Shooting: COMPLIANCE %
27. o Create Value for Adjustment Rhythm
o Written Compliance Policy
o 3 Strike Rule
o Call on First Missed Visit (!)
o Tracking and Alert System
Patient Retention
Trouble Shooting: COMPLIANCE %
28. They Hire You For:
o Expertise
o Leadership
o Accountability
Patient Retention
Trouble Shooting: COMPLIANCE %
29. o Drives Better Clinical Outcomes
o Drives Practice Growth
o Drive Fulfillment for Team and DC
Patient Retention
Trouble Shooting: Patient Visit Average
31. 1. Product Confusion
2. Table Talk
3. Workshop
4. Progress Exams and Reports
5. Practice Flow
6. Expectations and Agreements
7. Value Economy
Patient Retention
Trouble Shooting: The Big 7
32. o Reconversion Starts on Day 1
o Re-Exam is Their Report Card
o Expectations and Agreements
Patient Retention
Trouble Shooting: Re-Conversion
33. o Educate
o Adjust
o Hold Them Accountable – Lead!
Patient Retention
The Chiropractor’s Role
34. This is a Relationship…
o Day 1 = First Date
o Day 2 = Second Date
o Conversion = Engagement
o Re-conversion = Marriage
Patient Retention
Trouble Shooting: Re-Conversion
35. 3 Doors to Your Practice
o Front Door = Attraction Issues
o Back Door = Conversion Issues
o Side Door = Retention Issues
Patient Retention
Trouble Shooting: INACTIVES
36. Vital Signs Reports
o Forensics Report
o Stick Rate Report
o Big 7 Reasons Patients Drop Out
Patient Retention
Trouble Shooting: INACTIVES
37. 1. Product Confusion
2. Table Talk
3. Workshop
4. Progress Exams and Reports
5. Practice Flow
6. Expectations and Agreements
7. Value Economy
Patient Retention
Trouble Shooting: The Big 7
39. “Collections are the transactional
manifestation of the VALUE that
you are delivering.”
40. “Find The Problem…”
o Productivity Issue?
o Systems Issue?
o Training Issue?
o Execution Issue?
o Integrity Issue?
Collections
Trouble Shooting: Practice Revenues
41. Business Model Issue?
o Recommendations
o Payment Plans
o Collection Visit Average
Collections
Trouble Shooting: Practice Revenues
43. Collections Per Employee*
$15 K - $17,500** per CA
*Full Time Chiropractic Assistant
** Monthly Collections
Collections
Trouble Shooting: Standards
44. Collections Per 100 Office Visits (OV)*
$15 K - $17,500 per 100 OV**
* Chiropractic Care Only
** Weekly
Collections
Trouble Shooting: Standards
45. Standard: $35 - $50 / Office Visit
o Pricing / Charges for Services
o Care Plans
o Payment Plans
Collection Visit Average
Trouble Shooting: CVA
46. “You don’t get what you WANT
You get what you INCENTIVIZE.”