Whether you’re starting a new practice, getting your Patient A/R under control, or trying to improve cash flow, you’ll learn the tactics to Help your patients pay their high deductibles upfront, and Stay loyal to your practice while doing it.

1. Are you letting outside
influences keep you from
THRIVING in Private Practice?

2. www.practiceonyourterms.com
Are you worried you won’t get paid
for a patient visit because of their
deductible?
Question 1:

3. The real problem is that you don’t
have a proven process for handling
patients with high deductibles.
If this sounds like you:

4. When you implement this
proven process:
- KEEP more of the money you earn
- STOP paying commissions to billing
companies and collections agencies
- IMPROVE patient loyalty

5. How to solve the
HIDDEN
problem with
Super High Patient
Deductibles

6. “I owe how much $$?
I wasn’t expecting to pay
that. I can’t.”
“Oh Um OK…I guess
we can we just bill you
later..”
#%*!
www.practiceonyourterms.com
The Patient Check-In

7. Patients are simply unprepared
to make high deductible
payments up front

8. www.practiceonyourterms.com
Urgent Care Hopping

9. www.practiceonyourterms.com
Wait Until They Need
Emergency Care
[An ambulance ride costs $3,421]

10. www.practiceonyourterms.com
Take Advantage of
Disorganized Medical Offices
“Oh Um OK…I guess we
can we just bill you later..”
[$215,000 per year goes uncollected]

11. What is your biggest problem
with getting patients to pay?

12. www.practiceonyourterms.com
80%
20%
Do you think your doctor should
discuss the cost of recommended
treatments with you ahead of time,
or don’t you think that’s necessary?
wish they would discuss
don’t think it’s necessary

13. www.practiceonyourterms.com
Will your patients pay their high
deductibles UP FRONT?

14. What I learned from
over 1,000 awkward
conversations with
patients about money.
1. Be Firm & Fair
2. Show Empathy
3. Collect Half Upfront

15. How It Works
Clear
Financial
Policy
Pre-Code
Patient
Visit
Estimate
Total Visit
Cost
Collect
Half of
Amount Due
Set Up
Payment
Plan
1 2 3 4 5
+/-
The“FECH”System For Handling
High Deductibles

16. How to solve the HIDDEN problem with
Super High Patient Deductibles
Establish Clear
Financial Policies
01

17. Clear Financial Policy
The“FECH”System For Handling High Deductibles
1

18. How to solve the HIDDEN problem with
Super High Patient Deductibles
Pre-Code the
patient visit
02

19. Pre-Code Patient Visit
The“FECH”System For Handling High Deductibles
E&M Procedure Code Description Expected ReImbursement
99204 Office Outpatient Level 4 / New Patient $164
Total > $164
Patient Time of Visit Payment Worksheet
Get this number from Medicare Fee Schedule for your baseline
2

20. How to solve the HIDDEN problem with
Super High Patient Deductibles
estimate the
total visit cost
03
+/-

21. Estimate Total Visit Cost
The“FECH”System For Handling High Deductibles
+/-
$25 $139 $164
Co-Payment Expected Allowed Amount
=+
Total Amount Due
$164 - $25 gives us the $139 allowed reimbursement.
This is how it will be calculated on the Claim report
you get back from the insurance company.
Patient Time of Visit Payment Worksheet
3

22. How to solve the HIDDEN problem with
Super High Patient Deductibles
collect half of
the total amount
04

23. Collect Half of Amount
The“FECH”System For Handling High Deductibles
$25 $139 $164 $94
Co-Payment Deductible
=+
Total Amount Due Collect Half
Step 1 - $139 / 2 = $69
Step 2 - $69 + $25 = $94
Patient Time of Visit Payment Worksheet
4

24. How to solve the HIDDEN problem with
Super High Patient Deductibles
set up a payment plan
for the remainder
05

25. Set-Up a Payment Plan
The“FECH”System For Handling High Deductibles
$25 $139 $164 $94
Co-Payment Deductible
=+
Total Amount Due Collect Half
You Agree to Pay the Remainder in 3 Monthly Payments of $24 with a credit card on file
Patient Time of Visit Payment Worksheet
5

26. Does The Patient Have Eligible
Coverage for Scheduled Visit?
Does Patient Have
Remaining Deductible?
ADD Co-Payment, Deductible,
and Co-Insurance to
Amount Due
ADD Co-Payment
and Co-Insurance to
Amount Due
Notify Patient and
Discuss Cash Payment
Options
(3 Days Before)YES NO
YES NO
Patient Payment Collection Decision Tree

27. Use Worksheet to Calculate Amount Due
If Total Amount Due is
$10 - $175
If Total Amount Due is
$175-$300
If Total Amount Due is
$300+
Collect Full Amount
Due at Time of Visit
Collect Half of Amount Due at
the Time of Visit
Offer a Payment Plan
with Card on File

28. www.practiceonyourterms.com
What if the PATIENT gets
FRUSTRATED and won’t pay?

29. The Patient Says: You Respond With:
“I’ve never had to pay now;
can you just bill me after I get
home.” “We have begun collecting deductible
payments up-front.
This allows you to learn about your
estimated costs and allows you to make
a payment now that will go toward your
bill on the back end. Would you like to
pay by cash, check, or credit card.”

30. Online Training: How to Handle the Hidden
Problem with High Patient Deductibles
If you are not following a system for handling high patient
deductibles, what you are going to learn will change your
practice overnight.
Reserve A Seat!
PRACTICEONYOURTERMS.COM