chiropractic assistants

August 4, 2015 By Kim Klapp

Do Your CAs Have the WHY to Make Your Practice Fly?

How well do your CAs understand chiropractic philosophy? There is a huge difference between it making sense and being empowered to educate patients and people in the community. Think about the benefits to your practice that come when CAs truly grasp the philosophy of chiropractic:

Higher retention
More referrals
Better compliance
Increased collections

While most CAs are great at the details dotting those I’s and crossing those T’s do they pay enough attention to the Y’s? In other words, WHY chiropractic care? Do they get the big idea? You may have taught your team about the power and majesty of the chiropractic adjustment, but you’re rarely a prophet in your own land. Luckily there is a tremendous opportunity for your team to learn from someone amazing in our profession.

Dr. Brian Kelly, President of Life Chiropractic College West, will be presenting August’s A.C.E. Program course for chiropractic teams: “Chiropractic Philosophy for CAs.” 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 as often as they need 24/7 NOW until the end of the month. Not only will this presentation re-ignite your team’s passion, but it also includes potential action steps to put philosophy into action to help build your practice.

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 if you register as an A.C.E. member (or $227 for August only), then I urge you to register for this course today at http://kimklapp.wpengine.com/registration. The sooner you register, the longer you will have access to this month’s online course 24/7.

BONUS: Your team will also have complimentary access to 4 additional archived presentations on Chiropractic Philosophy for CAs with various chiropractic leaders.

If you have any questions regarding enrollment options, click to see your registration options. For any other questions about the A.C.E. Program, please visit: FAQ.

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! September’s topic is: “Office Systems that Maximize Flow of Patients and Profit.” 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 $147 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!

April 3, 2015 By Kim Klapp

How Can Your Patients “Get It” If Your CAs Don’t?

Let’s face it. CAs have many more interactions with patients than the doctor does: on the phone, during check-in, during check-out, during scans, etc. In other words, CAs have many opportunities to either reinforce their chiropractic care, drop the ball by saying nothing, or saying something that inadvertently keeps patients out of your office.

Even CAs who understand the importance of chiropractic care may not know how to communicate it. It is critical that chiropractic assistants are able to provide on-going education to your patients. The more that your patients understand, the more they’ll keep their appointments, the more they’ll value the care they receive, the more they’ll pay for care out-of-pocket, and the more they’ll refer.

Since the word doctor means teacher, it stands to reason that a chiropractic assistant is really a teaching assistant. How prepared are your team members to deal with:

Patients canceling their appointments because they’re sick
Patients dropping out of care because they “feel fine”
Facilitating referrals
Helping patients to follow their recommendations for care
Communicating the devastating effects of subluxations
Explaining that short-term care typically yields short-term results
Obstacles that occur when challenging a patient’s belief system about health care

Even if the doctor provides a stellar Doctor’s Report, most patients forget the difference between symptom-treatment and correcting the cause once their symptoms have subsided. Or, they understood the concept of nerve interference as it related to their chief complaint of migraines, but don’t make the connection with their seasonal allergies or digestive problems.

I’m sharing proven methods of “Increasing Retention, Collections & Referrals with Patient Education” for the April A.C.E. course. 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 NOW 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 discover how what they say, what they don’t say and how they say it makes all the difference with your patients staying, paying & referring. I’ll be teaching your team:

8 strategies to help the message “click”
How to master chiropractic issues to move from “click to stick”
Effective metaphors for symptom-treatment, long-term care and nerve interference that really hit home
To communicate the difference between being asymptomatic and healthy
To connect with patients in a way that makes a difference to the success of your practice

What would your practice be like if your CAs were skilled at communicating the benefits of corrective and wellness care? What would that do for your practice volume? Your collections? Your referrals?

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 this month 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 70 pages of course materials including my monthly Simple Steps to Health wellness articles, brand new “Parent’s Guide to Childhood Symptoms,” and much more–all of which are downloadable in their original file format for easy implementation. 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 A.C.E. members for sharing what their practice gained from this topic:

“We have found that with more patient education and appreciation, we are getting more referrals and more patient retention.”

“Educating patients more on the benefits of chiropractic has increased our patients keeping their appointments.”

“It got me re-excited about learning, educating and being better at my job.”

“Your education ideas were great! I hope to inspire our team to be more vocal about educating patients on a day-to-day basis and I’d like to see us incorporating some of your fun ideas.”

“Knowing the importance of patient education has made me more conscious of when a patient mentions a family member or friend who could benefit from chiropractic.”

“We have had more patients tell us that they better understand the importance of chiropractic and how it benefits their lives.”

If you have any questions regarding enrollment options, click to see your registration options. For any other questions about the A.C.E. Program, please visit: FAQ.

Now is a fabulous time to join! May’s topic is: “Communication Strategies to Maximize Compliance & Minimize Stress.” 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.

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.

Your team will get lots of practical information with tools for easy implementation…you’ll see profitable results. Register now!

December 2, 2014 By Kim Klapp

Do Your CAs Know How to Maximize Patient Collections?

Chiropractors are incredible healers and teachers. Most, however, lack the ability to discuss finances with patients in an effective way. This in itself isn’t a problem because doctors shouldn’t be doing financial consultations in the first place.

Often, when doctors attempt to discuss fees with patients, bad things typically happen: they discount their fees in order to convince patients to follow their recommendations; they fall for the sob stories; they allow their patients to carry balances; and they create so many fee plans that their CAs can’t possibly keep them all straight. All of which dramatically reduce profitability.

Some doctors end up discounting their per visit fees so much that they don’t even realize that it’s fallen below their cost of doing business. They may as well reach into their own pocket and pay the patients to come in!

The point is that doctors should only do that which only doctors can do. With the right training and resources, CAs can really boost the office collections and virtually eliminate patient balances–regardless of the economy–by setting good office fee policies and conducting clear and effective financial consultations.

I’m sharing how to get “Higher Patient Collections with Effective Financial Consultations” for the December 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.

How to prevent collection problems with clear communication
How to break through the 6 most common barriers to collections
How to collect pre-payments for care from both new patients and established clients
The dangers of excessive discounts
The best foundation for successful consultations
The 3 critical components of an effective fee plan
How to stop sabotaging financial success
How to be firm, but friendly with fees
3 success strategies for every financial consultation
How to help clients understand the value of chiropractic care

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 December 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 30 pages of patient forms and tools that are downloadable in their original file format for easy implementation, including our Chiropractic Care Programs. **As a BONUS, you’ll have access to my 11-page Financial Consultation Script!** 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:

“Our patient payments have increased!”–Kay

“We have collected more money since using the techniques from this topic.”–Renee

“We have increased our collections with daily payments and more patients on cash plans. I’ve personally gained confidence with collecting.”–Heather

“We have really cut down on any patient balances. All our CAs are stepping up to collect.”–Mary Kay

“We are collecting more money, and making sure patient balances are zero, if not a credit.”–Melissa & Nikki

“Patients are sticking to care programs better now. Patient numbers are growing again. Plus, we’re not having to send out as many statements as before.” –Stacy

If you have any questions regarding enrollment options, click to see your registration options. For any other questions about the A.C.E. Program, please visit: FAQ.

Now is a fabulous time to join! January’s topic is “Practice-Building Appointment & Recall Systems.” 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.

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.

Your team will get lots of practical information with tools for easy implementation…you’ll see profitable results. Register now!

November 4, 2014 By Kim Klapp

Get Freedom from Leaky Bucket Syndrome and Symptom-Based Patients

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 have any questions regarding enrollment options, click to see your registration options. For any other questions about the A.C.E. Program, please visit: FAQ.

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.

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.

Your team will get lots of practical information with tools for easy implementation…you’ll see profitable results. Register now!

October 7, 2014 By Kim Klapp

Do Your CAs Generate New Patient Raves & Referrals?

“With the strategies we’ve learned, our volume has increased and we’ve had
NON-STOP NEW PATIENTS and also reactivations!”

How much does a bad first impression cost? Take your case average…now multiply it by the number of potential referrals that new patient would have generated. It’s a staggering loss. Let’s face it: a new patient visit WITHOUT extraordinary customer service skills is like stuffing money into a pocket full of holes. And you certainly can’t help the patients who don’t return because they were turned off by their first experience in your office. What about those who don’t even schedule because of a negative experience on the phone when calling your practice?

If you’ve experienced that your new patients don’t stick around, you may be experiencing the proverbial “leaky bucket syndrome.” Your success depends upon first impressions, making a connection and exceptional service.

Rather than wondering where those new patients went, redefine the purpose of the CAs in your office, and help them shift their attention to retention. 19 years ago, I began serving as our New Patient Liaison, and was able to identify the common reasons that new patients prematurely drop out of care. Since that time, we’ve developed some truly incredible systems to prevent miscommunications and effectively deal with the misconceptions that cause new patients to quit care unnecessarily.

I’m sharing what we did to plug those holes in our practice “bucket” for the October webinar: “The New Patient Experience for Raves & Referrals.” This one-hour presentation is available online in both video and audio format, so your team can access it however and whenever it’s convenient for them until the end of the month.

Why “wowing” your new patients increases referrals
How to develop a R.I.C.H. foundation with new patients
What it takes to make an excellent first impression
How to turn a phone “shopper” into a new patient
The key to patient satisfaction and how to ensure a long-term relationship
The 3 critical procedures to end a successful first visit
Why 95% of our new patients attend our group Doctor’s Report / Orientation

Ask yourself how much it would be worth to keep new patients from unnecessarily dropping out of care. How much would it be worth to increase referrals based on providing a WOW new patient experience? What would your practice be like if 95% of your new patients attended your health care class? What would it be worth if your team had a system for scheduling every new patient’s “partner in health” to attend with them plus asking for other referrals?

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 October 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 new patient forms and scripts that are downloadable in their original file format for easy implementation. 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:

“We have reiterated the importance of making sure the patient is the most important thing in the office. We’re going out of our way to WOW them, and they are far more likely to stick to their care plan and to refer new patients to our office.” – Dave

“I am more educated in talking with our patients, friends and family about chiropractic. We have increased in new patients and most are from referrals! I definitely want to give each and every one of our patients a “wow” experience!” – Jennifer

“By improving our prospective patient script, we feel more connected to the new patient and they also are more connected to the office. Since we improved it, we have not had any new patients miss their appointment!” – Amanda

“After really focusing on new patients and new patient procedures, I feel confident in our new patient WOW experience. Now I look forward to new patients because they are so much fun!” – Lindsey

If you have any questions regarding enrollment options, click to see your registration options. For any other questions about the A.C.E. Program, please visit: FAQ.

Now is a fabulous time to join! November’s topic is “Second Visit Strategies for Amazing Retention,” which includes Dr. Tom’s amazing group Doctor’s Report presentation. 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.

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.

Your team will get lots of practical information with tools for easy implementation…you’ll see profitable results. Register now!

chiropractic assistants

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