In this Masterclass, Dr. Jay Greenstein and Lucas Braga discuss industry shifts in patient acquisition and the necessary steps Chiropractors must take to become a staple in their communities.
We discuss the difference between the ‘Brick and Mortar’ way of acquiring patients: calling local doctors, attorneys, etc, and the innovative ways available through Digital Marketing.
We provide you with a Worksheet that assesses your Digital Readiness and offers actionable steps to scale your online patient acquisition
We go in-depth into:.
Reviews
Text Messaging
Email Marketing
Social Media
And also discuss critical elements of SEO, what we refer to your brand’s Digital Roots:
Listings
Paid Ads
Recruitment Sites
So, kick back and check out the Masterclass in its entirety!
Dr. Jay gives a masterclass on leading through a crisis, using the recent COVID-19 pandemic as a case study. In this masterclass you’ll learn about the importance of your “north star”, as well as the difference between “leadership” and “management”.
In the masterclass Dr. Jay covers the 7 P’s of the Leadership Through Crisis Playbook
Positive Mindset
With a crisis, we are often overwhelmed by external input. It is critical to ensure that you are prepared to respond to that input by compartmentalizing the negative emotions so that you can focus on solutions. Dr. Jay reviews the 5 primary drivers of decision making – beliefs, thoughts, feelings, actions, results. It’s also critical to build a growth mindset in order to be open to . Grit, also vital, is the intersection of passion and perseverance.
Taking care of your personal well-being in a time of crisis is essential for you to perform and lead those around you (think putting the air mask on yourself first before helping those around you) Check out these resources
Clear, consistent, honest communication is key. Have a plan in place to handle compensation, possible layoffs, and resources for your employees. Use question storming with your staff to creatively come up with solutions leveraging your collective brain power. Bring your employees into the ethical decisions you are being forced to make during the crisis.
Checkout this example policy and feel free to edit/tailor it to your unique needs
Patients
Make sure to be connecting with your patients empathetically (not just to get them rescheduled) Leverage telehealth platforms to help patients who cannot come into your place of business.
Telehealth: We have secured a free 30 day trial for you – use this link and code: Kaizen30 to get set-up.
Online Exercises: We have secured a 30-day free trial for you of the WebEx platform – use this link and code: KaizenFree30 to sign up.
Kanvas App – be there for your patient at their fingertips with you own customized mobile app
Providers
Make sure to stay connected with all of your referral sources (call, email, fax). Followup on relevant patients, and offer any telehealth or online classes you have.
Practice
If you find yourself in need of a small business loan, check both federal and local options.
Performance
EXECUTE. EXECUTE. EXECUTE. There are many great ideas presented in this masterclass, but without execution and action, they will sure you NO purpose. Make sure that you are create a plan and then implementing the plan to see the necessary benefits and change.
Hey everybody, this is Dr. Jay coming to you from Hollywood Beach, Florida. Literally this is the fifth city that I’ve been in in the last 17 days. I’ve been traveling around the country teaching about the intersection of technology, healthcare, and chiropractic and so I just want to share some of that with you all today.
And by the way speaking of sharing, I think I’ll share the view with you. Is this not beautiful? Check out the ocean! I think I might even see South Beach all the way down there, that’s pretty cool.
So anyway, let’s talk about creating the practice of the future and that really revolves around technology. And there are three M’s that come to mind.
Markerless Cameras. We use 3d markerless cameras in our practice to be able to identify faulty movement patterns in our patients that otherwise the human eye could not pick up. We use two different technologies -one is called Woodway the second is called Kinetisense – great companies. Check them out. If we can use technology to identify things that the human eye can’t pick up we’re going to get better outcomes with our patients.
Money. You know what people are afraid to talk about money. “Oh I don’t wanna talk about money, I just care about my patients.” Oh of course we care about our patients, that’s why we got into what we got into. But at the end of the day we deserve to be paid for the value that we’re delivering. And we know that there are forces in play, specifically third party payers and third party administrators that don’t want to pay us for the value that we’re delivering. So how do we fight back and get our money? We fight back by using data and analytics. So we use a company called Infinedi – they’re a claims clearing house, but they’re more than that because they help us identify very clearly in aggregate when a payer is not paying us correctly, inappropriate bundling, which codes are getting inappropriately bundled and when. So data and analytics really is about making sure that we have the money to build the practice of the future.
Mobile. You know what, we’ve got to meet patients where they are and that’s on their phones. We know that 40% of the population only search the web on a mobile device. We also know that engagement with mobile apps is better than patients using a laptop or even a mobile optimized website. So how do we engage patients with mobile apps? Well there’s lots of ways to do that. First of all, they’re using mobile apps all the time and they’re probably they’re probably importing or they have some of their health data on the mobile apps, so ask them to share that information with you. There’s also ways that we can engage patients to improve adherence to their care plans using mobile apps, to improve their scheduling, to improve their compliance, there’s all things that we can do to improve patients outcomes and experiences using mobile apps. So think about ways that we can use mobile apps, talk to your patients about it, and talk to us about it too because we found some ways that we can use mobile apps to improve adherence and experiences as well.
So that’s it. It’s all about markerless cameras, making sure we make the money that we deserve to make by the value that we’re delivering through the use of data and analytics, and meeting patients where they are on their mobile device.
So here it is from South Florida wishing you all the best success in building and creating the practice of the future. I’m super excited for it and I hope to see y’all soon.
Hey everybody it’s Dr. Jay Greenstein, and I’m so excited to talk to you today because what we’re talking about today is really important and near and dear to my heart.
It’s improved patient engagement, improved adherence to treatment plans and ultimately improved outcomes.
So all of us are practicing chiropractors and what we really care about is getting our patient’s well. And they get well by adhering to their treatment plan. I’ve been doing this a really long time, over 25 years – I’m sure a lot of you out there have been doing it a long time as well – and we know the one killer of a practice is when patients don’t adhere to their care plans. They don’t show for their appointments or they discharge too soon.
We also know, at least from our data, is that the most common reason why patients self discharge and don’t follow through with their treatment plan is because they feel better. We know the number one reason why patients have a future problem is because of the past problem. And that’s because they stopped treatment when the pain goes away.
So in our practice we were like okay we need to solve this problem. So our research team and our tech team got together and we decided we were going to build a mobile app. We’re going to meet patients where they are, which is on their phones.
40% of the population only do searches on the internet using their phone.
So we’re going to meet people where they are, build a mobile app and engage our patients and ways that they’ve never been engaged with before. And here’s what we found. We found that if we could create a reward system, which we did, inside the mobile app, and patients who are rewarded for adhering to their care plan, which they are they would adhere better and get better outcomes.
And what we learned is that we had a 36% increase in adherence just by patients using the reward system inside the mobile app. So that’s really cool!
Better engagement, better adherence, better outcomes, and the stronger practice to boot.
So if you’re interested and want to know more, please feel free to click on the link and we will absolutely reach out to you, talk to you about how a mobile application that’s custom-built for your practice can help you and your patients be more successful.
Hey my name is Dr. Patrick and I’m the clinic director here at Kaizo Health. We’re really happy to announce that we are going to partner with Performance Health this year to put on three seminars. These seminars are going to be used for any chiropractor looking to add active care and rehabilitation in an evidence-based way into their practice. It’s going to consist of three weekends and these weekends can be used to be put towards your rehab diplomate so 36 hours in total, you’re going to learn a lot of great stuff and it’s really going to improve your patient care.
Hey everybody this is Dr. Jay coming to you from Rockville, Maryland and today we’re going to talk about something near and dear to my heart and that is process.
When I think about really successful practices I think about the 3 Ps: having a strong Purpose, having great People (the right people in the right seats on the bus), and executing on Process. And when I think about process I think about Six Sigma.
Six Sigma is a quality assurance methodology to reduce defects in any given process.
It was developed by Motorola in the early seventies because when they were manufacturing pagers they were literally manufacturing pagers with tons of defects. They’d get evaluated at the end of the manufacturing line, and a large percentage of them were defective.
So engineers said wait, let’s not wait until these pagers get to the end of the manufacturing process to evaluate their defects. Let’s control the 3-5 key process steps to ensure these pagers get manufactured in defect-free fashion.
Mathematically speaking, Six Sigma is 3.4 defects per million opportunities, so as close to perfection as you can get.
What’s important about this process, this controlling of process, is that your patients are experiencing the result of your processes.
So let me use an analogy. You go to a restaurant, you like steak. You order it medium rare, but it comes out well done. What do you do? You send it back. They bring you a new steak, and you eat your steak and you’re happy. A few months later you go back to the same restaurant, you order it medium rare, and it comes back raw. Are you going back to that restaurant? The answer is probably not.
Because when patients or clients experience defects in your process, it reduces or eliminates customer loyalty. So that’s why process is so important.
But when we think about the restaurant example, what were the variables that drove the steak coming out too well done or coming out raw? And the first thing that always comes to mind for people is that maybe the order was taken wrong or the messaging didn’t get to the cook. When we really drill down there are other variables that drive that result. Maybe the cooking temperature was different, maybe the cooking time is different, maybe the thickness of the steak was different, and therefore you have consistency and time and temperature that the steak will come out differently because the thickness was different.
What are the three to five key variables that you must control in your macro processes? Your new patient process, your regular visit process, your billing process. Those processes that drive results for you and your patients.
Their experiences must be controlled to a level of 3.4 defects per million opportunities. And when you do that, you deliver remarkable service, you deliver remarkable experiences and you deliver remarkable business results.
So there you have it. That’s my overview of Six Sigma today. If you have any questions, feel free to reach out to me, send me an email, and we can talk more about Six Sigma and process.
Hey everybody, this is Dr. Jay Greenstein! I wanted to share a little bit about how technology has helped us grow our practice. You know I talk a lot about technology – I just got back from the Florida Chiropractic Association National Convention where we had a whole tech track – but today we’re going to hone down on three really important areas where tech has helped us grow our business and our impact.
3 Ways to Grow Your Practice Through Technology
The first is clinical. We use a variety of technologies in our practice, but one that’s been really really impactful is Kinetisense. It’s a 3d marker-less system that not only allows us to evaluate patients but it provides them with a score.
Patients want to know where they are in care, so we evaluate them in the beginning, they get a score. We treat them, we reevaluate them, they get another score. We continue to treat them, we discharge them, and they get a final score.
Patients really see the impact of the clinical care that we deliver. It’s remarkable technology. They get to see themselves on screen with these 3d wireless markers upon their bodies, and they can really understand how their movement has actually improved.
2. The second technology that has been super impactful for us is our customer relationship management software (CRMs) – how we manage the information related to our referrals. Every single practice needs to know where their new patients are coming from. Many times it comes from internal referrals but you might have one or two or five or ten patients who just love you and are raving fans.
You should know how many patients those folks are referring to you. Physicians, attorneys, gyms and other local organizations that might be referring you patients – you want to know that data.
We use Salesforce as our CRM. There are many out there, there might even be some free packages out there that can help you aggregate, organize, and understand where your new patients are coming from. And then you target marketing and sales strategies towards those specific referral accounts.
3. The last way that we’re using technology to grow our practice, our impact and our brand is through digital marketing. Now I’ve been fortunate enough to take some some great classes from Matthew Loop – he’s a great guy, check out his stuff – and he’s basically mentored us in the digital marketing space.
My internal team has done a phenomenal job of taking that information and growing it exponentially, growing our impact through digital marketing – Facebook, Instagram, email marketing, SEO on our website and our blogs, video – all really really important to grow your brand and, of course, new patients that you acquire through the digital marketing web space.
So there you have it – three ways to grow your practice through technology. Clinical tools like Kinetisense, CRM tools like Salesforce, and really important digital marketing strategies through social media, email marketing campaigns, and SEO.
Want to learn more about implementing technology in your practice? We offer coaching to help you find solutions for your business – click here!
Imagine the possibility of having a million-dollar practice. Imagine revolutionizing the patient experience. Attend this webinar and belong to a community of #TechTrailblazers! Gain wisdom on how to use mobile apps to create extraordinary patient experiences, maximize care plan adherence, and capitalize your practice’s ability to drive even greater revenue and profits!REGISTER NOW!
In just a few short weeks, Dr. Jay Greenstein is going to be down at the FCA National in Orlando with the Tech Track! At this full-day Tech Track, he is going to be talking about the latest and greatest technologies to:
Evaluate and treat patients
Aggregate big data and fight insurance abuse
Connect with your patients in remote locations through telehealth to be able to grow your patient base
We’re gonna have a great time!
We’re going to talk about amazing technologies and it’s going to impact your practice, grow chiropractic and change the game for healthcare forever.
