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! We help you grow your practice, You Help Chiropractic!

1. VITAL
SIGNS
Trouble Shooting: Meaningful Metrics

3. The Vital Signs Series
Trouble Shooting: Attraction

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

13. The Vital Signs Series
Trouble Shooting: Conversion

14. “Not Moving Forward After ROF”
o Compliance
o Confusion
o Defiance
New Patient Conversion
Trouble Shooting: Non-Starter

15. Defiance:
o Skeptic?
o Cynic?
New Patient Conversion
Trouble Shooting: Non-Starter

16. “Attraction is a reflection
Of your CERTAINTY.”

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

22. The 20/60/20 Rule

23. The Vital Signs Series
Trouble Shooting: Retention

24. “KEPT VISIT AVERAGE (KVA)”
o Patient Commitment
o Team’s Ability to Convey Value
o Clear Policies
Patient Retention
Trouble Shooting: COMPLIANCE %

25. “Compliance is a predictor of
RETENTION.”

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

30. “Retention is a reflection
Of your CLARITY.”

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

38. The Vital Signs Series
Trouble Shooting: Collections

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

42. Collection Visit Average (CVA):
$35 / Visit - $50 / Visit
Collections
Trouble Shooting: Standards

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.”

47. o Patients
o Team
o Doctor
Collections
Trouble Shooting: Integrity Breaks

48. o Culture
o Expectations and Agreements
o Policies
Collections
Trouble Shooting: Integrity Breaks

49. o Limiting Belief?
o Money Blueprint?
o Poverty Complex?
Collections
Trouble Shooting: Integrity Break Doctor

50. “Focus on Delivering Value...
Money Follows Value.”

52. VITAL
SIGNS
Trouble Shooting: Collection Metrics