193 Employee Partners

Welcome to the KC CHIROpulse Podcast.  

This week’s topic:   Developing Chiropractic Employee Partners

The KC CHIROpulse Podcast is designed for Chiropractic professionals ready to elevate their practice to new heights, and is hosted by Kats Consultants CEO Dr Michael Perusich.  Dr Perusich is a seasoned expert in Chiropractic care and business development.  This podcast provides invaluable insights and actionable strategies to help you create a flourishing and sustainable Chiropractic business.

In this episode, we discuss:

• Why you are putting a lid on your capacity
• How your staff can help you drive revenue and profitability   
• Why you are limiting yourself with a task-oriented mindset
• How to create the shift in your practice to increase profitability without working harder 
• …and so much more…

In each episode of KC CHIROpulse, we delve into crucial aspects of building a successful Chiropractic practice, covering topics such as establishing a strong foundation, adopting a patient-centric approach, mastering marketing techniques, achieving financial fitness, fostering effective team building and leadership, integrating technology and innovation, and navigating common challenges in the field.

Whether you're a seasoned chiropractor or just starting your practice, the KC CHIROpulse Podcast offers a wealth of knowledge and personalized practical advice to help you navigate the intricate world of Chiropractic business. Join us on this journey as we explore proven strategies, share success stories, and connect with industry experts to empower you in your pursuit of building a thriving Chiropractic practice.

Don't miss out on the latest insights and expert guidance. Subscribe now and unlock the secrets to taking your Chiropractic practice to the next level. Your success is our priority at Kats Chiropractic Business Advisors.

DISCLAIMER:  The information presented in this broadcast is for educational purposes only and is not intended to offer legal, investment, accounting, or medical advice, and represents the opinions of the speakers.  Seek the consultation of a professional for advice in those areas. And remember…your results using this information may be different than described.

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Episode Transcript

Dr. Michael Perus (00:00):
Chiropractors is your staff, your revenue

(00:02):
partner.
Hi, everybody.
Welcome to the KC ChiroPulsepodcast brought to you by Kats
Consultants and ChiroHealth USA.
I'm your host, Dr.
Michael Perusich and I'm flyingsolo today.
So welcome everybody.
Appreciate you joining thepodcast.
I want to talk about this ideaof having not just task oriented
employees, but having employeeswho were Literally your revenue

(00:26):
partners and your partners inthe success of your clinic.
So what am I talking about?
Far too often we hire people whoare good at tasks.
They're good at billing.
They're good at organizingprocedures.
They're good at answering phonesand those kinds of things.
But what about the otherfunctions in your practice that
they could take over?
So I want to dive into this justa little bit, because this is a

(00:50):
mind shift in the profession.
And it's a mind shift to gettingaway from task oriented people
and bringing employees into yourpractice that actually partner
with you.
With you.
So that traditional employeemindset is one where we seek out
people who are good on thephones, who are good at managing
paperwork, who are good atsetting appointments, who

(01:12):
understand computers, who canmove patients for us.
And all the other tasks that wehave in our practice, but do any
of those directly drive yourrevenue?
No, they don't.
Now, yes, we could argue that ithelps.
It certainly helps you buildrelationships to have somebody
answering the phones andgreeting people when they walk

(01:32):
in, but it doesn't directlydrive revenue.
In that scenario, the onlyperson in the practice that's
directly driving revenue is you.
Now, I want you to think aboutthat for just a minute.
We're going to, we need a breakfor a quick word from our
sponsors, but I want you tothink about that for just a
minute.
How can staff take some of therevenue generation Off of you.

(01:54):
We'll be right back

ChiroHealth USA (01:56):
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That's where ChiroHealth USAsteps in, the solution for your
practice.
We understand the financialpressures families are under,
whether they're insured, onMedicare, or paying out of

(02:17):
pocket for treatment.
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patients can still afford thetreatment they need.
And at Chiro Health USA, we'recommitted to making sure no
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hardship.
We'll work with you to create agame plan that keeps your
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And here's the best part.

(02:38):
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also positively impacts yourbottom line.
So why wait?
Join Chiro Health USA today andjoin the ranks of the most
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Because when you put yourpatients first, everyone wins.

Dr. Michael Perusich (02:55):
hello friends.
Welcome back to the KC ChiroPulse podcast brought to you by
Kats Consultants and ChiroHealth USA.
We're talking about developingemployees into income generating
partners for your practice.
We'll leave the groundworkbefore the break about how we
often hire people who are justtask oriented people.

(03:15):
And I hear this all the timefrom doctors.
My, my staff doesn't like tosell.
My staff doesn't like to talk topeople about money.
My staff doesn't like to lookfor opportunities for additional
treatment plans and those kindsof things.
And that's like nails on thechalkboard to me, put the brakes
on, let's talk about thisbecause it's crucial in your

(03:37):
business for longterm success,that we develop employees into
business partners with us.
There's not a reason in theworld, in most cases where they
shouldn't be doing some of thesethings to help you generate.
More revenue.
So let's think about this.
You treat maybe six or eightpatients an hour.

(03:59):
All right.
Now that's just if you'readjusting, adjust if you're just
if you're adjusting anyway.
But what if all those patientsneeded?
Muscle stem.
For example, are you going tohave to do that?
How much revenue are you takingaway from yourself by taking
that five minutes to set thatpatient up on muscle stem?

(04:20):
What if you had a staff membertake over that role and all you
had to do was adjust patients,and send them to therapy.
Adjust a patient, send them totherapy.
Now let's pick that apart alittle bit.
You've heard me say this.
If you've listened to ourpodcast very long, you've heard
me say over and over again thatyou should be generating
anywhere from 400 to 600 perhour in revenue.

(04:43):
That's collected revenue, 400 to600 per hour in collected
revenue.
Now, if you're doing all thework.
You're taking away from yourability to do that.
And who's the most expensivepaid person in the practice.
Now I realize some of you may besaying it's not me.
It should be you.

(05:03):
And so we want to be able togenerate the revenue so you can
have the income and thelifestyle that you want and
build the practice.
So when we teach staff how totake over some of those roles,
what do we do?
We parlay ourselves a littlebit.
So now we've increased ourcapacity.
Now we can see more adjustmentsand do more therapy at the same

(05:24):
time.
But here's the key.
Let's not just think about itfrom a capacity standpoint.
Let's think about it from aprofitability standpoint.
Have we given ourselves theability to be more profitable
with that muscle stem?
Okay, so back up with me here.
Let's say you cost your clinic.
100 an hour in salary.

(05:46):
If you cost 100 an hour, butyour staff cost you 20 having
them do therapy.
Is that a cheaper way to affector deliver that therapy?
Of course it is.
You're saving 80 an hour.
Over a 10 hour day.
That's 800 you've saved.
Plus you've put yourself in aposition where you can drive
more revenue because we justincreased your capacity.

(06:09):
So this becomes a win situation.
Now we need to take anotherquick break here, but I want to
come back and I want to talkabout how developing staff not
only increases your capacity,but it increases your employee
retention.
We're from our sponsor.
We'll be right back.

Kats Consultants (06:24):
Kats Chiropractic Consultants, your
partner in chiropractic success.
We are dedicated with one on oneguidance to bring you all your
practice management needs.
Let's supercharge your practice.
Give us a call today.

Dr. Michael Perusich (06:41):
All right, everybody.
Welcome back to the KC ChiroPulse podcast.
I'm glad you're tuning in today.
Cause we're talking about how tocreate staff and turn them, how
to create staff as generatingrevenue, generating partners.
I'm so excited about this topic.
I can't even talk straight.
So I want to talk about the factthat developing staff into roles
like that, where they're gettingmore engaged in the practice and

(07:05):
they do get a more engaged whenthey're helping drive revenue
and Taking some appointments andpicking up the phone and making
some calls or billing insurance.
When you turn them into revenuegenerating partners, you
literally increase.
Your employer retention.
Why is that?
One of the retention factorsthat people like, one of the

(07:26):
reasons why people stay on thejob, it's not money, it's two
things.
It's the ability to have timeoff.
And number two, it's personaland professional development.
So the more we teach them, themore we train them, the more we
develop them.
Guess what?
The more likely we are to retainthem.
And if they're a great employeeand they're helping you drive

(07:47):
revenue and keep your costs downand your profitability up.
Aren't they worth training?
Aren't they worth retaining?
Of course they are.
So we want to make sure that weare giving them that skill
development.
That's so important.
We also have to empower themjust a little bit.
If they're going to be workingdirectly with our patients, then

(08:09):
we need to empower them.
to make some decisions from timeto time.
So when they're in therapy, forexample, they need to make sure
that they know what thecontraindications are for muscle
STEM.
You shouldn't be sendingsomebody over there, obviously
for muscle STEM, if there's acontraindication with that
patient.
But sometimes things fallthrough the cracks.

(08:31):
I can tell you one time I had apatient who had a pacemaker and
I just forgot.
I was busy.
I sent this patient over to mytherapist and the therapist came
to me and said I let thatpatient go home for the day and
did not do the muscle stembecause doc, I think you forgot
they have a pacemaker and Oh mygosh.
Thank you for.

(08:52):
Not creating them, helping menot create a malpractice issue,
things like that happen.
So want to make sure that inthat training, that we're
training them to make decisionslike that.
And there's a bazillion otherdecisions and you should be
empowering.
All your staff to make decisionsbecause your front desk people,
they're going to seeopportunities for new treatment

(09:12):
plans.
They need to be empowered tobring that up to a patient.
And I don't mean makingrecommendations on care.
Things like if somebody comes inwith obvious signs of Plantar
fasciitis or obvious signs of afrozen shoulder and the patients
talking about it and complainingabout it at the front counter
Empower them to understand thathey, that's a condition that we

(09:34):
have the tools to help with sotheir response can be oh Gosh,
your shoulders hurting you.
Dr.
Paroosh works on shoulders allthe time We have great success
in our clinic.
Make sure you bring that up tohim Boom, I've got a brand new
treatment plan in the practiceand I'm telling you, docs, those
are happening every day aroundyou.
And that's just another exampleof how when you create revenue

(09:58):
generating employees, theirfocus changes.
They're not focused on how manypatient visits did I schedule
today, which is great, butthey're focused more on the
treatment.
On the profitability of thepractice.
So it's the front end versus theback end.
And it's really that back endthat we want to focus on.
So take the time docs to developyour staff.

(10:19):
This is one of the things we doat cats consultants is we help
doctors develop staff into theserevenue generating partners.
And I'm telling you when you doit, it's a game changer for your
profitability.
It's a game changer for yourrevenue.
It's a game changer for yourincome.
And ultimately it's a gamechanger for your lifestyle.
And isn't that a great thing?
All right, everybody.
Thanks for tuning in.

(10:40):
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com.
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com.
And from all of us here at Katsconsultants, we appreciate all

(11:03):
of you and make it a great day.
We'll see you