What do virtually ALL highly successful chiropractic practices have in common? They have highly effective education and communication systems for new patients.
Have you noticed that too many of your new patients quit care when they start to feel better or when their insurance coverage runs out? Or worse, maybe they don’t show up after their first visit at all! Could your retention, collections and patient compliance use a boost? If so, you don’t want to miss the November A.C.E. Program course. I’ll be joined by my husband, Dr. Tom Klapp (named Michigan’s Chiropractor of the Year three times) to teach: “Second Visit Strategies for Amazing Retention.”
What you communicate to your patients on their first and second visits is critical in determining the type of care they choose. When a patient visits your office for the first time, they usually don’t know what to expect. So, we tell them what to expect right up front. We explain what chiropractic is, why it could be the answer to the problem they are bringing to us, and what we’re going to do to determine if we can help.
Perhaps more importantly, we also tell them what we’re NOT going to do. For example, we’re not going to give them a report on that first visit. We are not going to adjust them on the first visit and we’re not going to discuss any recommendations on the first visit. The reason? Doing any of the aforementioned on the first visit can sabotage your future relationship with the patient.
We actually used to adjust new patients on the first visit, and were quite successful. However, what we’ve found in over 15 years of NOT adjusting on the first visit, is an increase in patient compliance, retention and collections. Think about it: a new patient who receives an adjustment BEFORE they receive an education about chiropractic can drop out of care unnecessarily depending on their “mis”-perception of their first adjustment:
1. If their symptoms disappear after the very first adjustment, so will they. Why not? They mistakenly believe that they’ve been “fixed.”
2. If they feel worse after the very first adjustment, why would they return? They mistakenly believe that chiropractic makes the problem worse.
3. If they experience no change in how they feel after the very first adjustment, again, why would they return? They mistakenly believe that chiropractic is ineffective.
Timing is truly everything. Saving the report of findings, recommendations and the beginning of their chiropractic care until the patient’s second visit helps you make your case in a much more powerful way than doing it all on the first visit. Here’s why. When you take the time on the first visit to build a relationship, thoroughly examine the patient and understand the cause of their problem, then ask them to return to attend a “Doctor’s Report” (aka new patient orientation, lay lecture or health care class) to receive the comprehensive results, you show much more respect for the patient AND their true condition. That respect will pay off as your relationship with the patient unfolds and it comes time for the patient to make a decision about chiropractic.
You’ll increase your patient compliance, retention and collections without arm-twisting your new patients. If you’ve ever tried to push your new patients into receiving chiropractic care, you know that doesn’t work: they just push back. If you’ve ever tried to back them into a corner, forcing them to admit they would prefer long-term correction over short-term relief, you know that doesn’t work either. They’ll just tell you what you want to hear and move on to a health care provider who respects them and treats them properly.
Dr. Tom and I are sharing “Second Visit Strategies for Amazing Retention” for the November A.C.E. webinar. This one-hour presentation is available online in both video and audio format, so your entire team can access it however and whenever it’s convenient for them until the end of the month.
Your CAs will be motivated to help build your practice when they understand what a huge difference they can make. I’ve run Dr. Tom’s successful Michigan practice since 1995, so I really do know what works–and what doesn’t. In this one-hour presentation (all you need is a computer…no travel expenses), your team will learn how to lead your patient down a path of truth and logic that will empower them to make the right decision about their health–which is of course chiropractic care! Dr. Tom will be sharing his amazing and effective Doctor’s Report with you and your team of CAs. Not only will your CAs better understand chiropractic care, they will also learn the 4 keys to patient retention and practice success. Find out why:
- 95% of our new patients attend our Doctor’s Report
- They rave about it (even if they’ve been under chiropractic care elsewhere)
- They commit to chiropractic care
- They comply with the doctor’s recommendations
- They understand how we objectively measure their nerve function
- Your CAs make a HUGE difference–especially immediately after the ROF
These keys virtually eliminate hassles with collections and scheduling. This course will help your team turn the vast majority of your new patients into satisfied clients who stay, pay and refer.
Ask yourself how much it would be worth for your new patients to understand the benefits of receiving corrective chiropractic care? What if they understood the consequences of ignoring the doctor’s recommendations or missing appointments? If you can see that it’s worth way more than an hour investment in time and the tuition of just $147 for your entire team to participate for November only (or only $97 if you enroll as an A.C.E. Basic member), then I urge you to register for this course today at http://kimklapp.wpengine.com/registration.
This month’s PDF of course materials includes over 50 pages of patient forms and tools that are downloadable in their original file format for easy implementation. You’ll even receive our Doctor’s Report Powerpoint presentation. The sooner you register, the longer you will have access to this month’s online course 24/7. Register today to give your CAs the training, tools and systems to increase your practice success!
Thanks to these ACE members for sharing what their practice gained from this topic:
“Implementing treatment plans and ROFs have upped our average collections!”
“I now realize how important the health class is and how it keeps patients understanding the benefits of chiropractic beyond pain relief.”
“I learned how to better explain to our patients the difference between corrective care and relief care.”
“We have become more enthusiastic about our new patient classes and in turn have had more of an increase in client compliance with attendance.”
IF YOU’RE NOT HAPPY, I’M NOT HAPPY: If after participating in your first course, you decide that it wasn’t worth the price you paid, you’ll get your entire tuition back. There’s nothing to lose. Just notify Kim in writing within 7 days.
Now is a fabulous time to join! December’s topic is “Higher Patient Collections with Effective Financial Consultations.” Click to view a schedule of all A.C.E. Program core topics. Plus, CAs who participate in all 14 core topics receive A.C.E. Program certification.
Rather than being overwhelmed at a weekend seminar, your team can focus on just one fundamental topic each month and identify their action steps for growth. Plus, your CAs will complete an A.C.E. Journal each month so that you can hold them accountable for their commitments.
This effective CA Coaching is just $97 for your entire office per month. Plus, the tuition includes the “Members Only” online Synergy Forum where your CAs can connect with other CAs to find out what other offices are doing to continually grow. Your CAs can access literally thousands of years of CA experience! This mastermind service is included with membership and is extremely valuable. Your CA’s questions will be answered…not only about this month’s topic, but about any issue that your office is currently facing…what is that worth? Join today.
PLUS: the monthly tuition also covers any one-on-one Q&A with Kim and/or Dr. Tom Klapp (in successful practice since 1980) that you need.
Membership in the A.C.E. Program is a no-brainer. Your CAs will become motivated and skilled at increasing the success of your practice. In addition, there are no hidden fees: no administrative fees, no cancellation fees, no duration requirements. You may cancel your A.C.E. membership at any time with just 15 days written notice. You stay and pay only as long as you’re happy with the return on your investment.
Your team will get lots of practical information with tools for easy implementation…you’ll see profitable results. Register now!