April 13, 2025 • 31 mins
Welcome to the KC CHIROpulse Podcast.
This week’s topic: Chiropractic Practice Coaching and Transformational Success
The KC CHIROpulse Podcast is designed for Chiropractic professionals ready to elevate their practice to new heights, and is hosted by Kats Consultants coaches Dr Michael Perusich, Marisa Mateja, Dr Troy Fox and Dr Alex Kallio. The Kats coaches are all seasoned experts in Chiropractic 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 practice coaching is imperative to your success
- What does a practice coach do for you behind the scenes
- How the oversight provided by consulting is invaluable to running your practice
- How a business coach can help you steer through the myriad of potential issues that can arise in practice management
- …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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KC CHIROpulse Podcast. Helping Chiropractors keep their pulse on success. Thanks for listening.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Dr. Michael Perusich (00:09):
Doctors, how can business coaching
transform your practice?
Hi everybody.
Welcome to the KC ChiroPulsepodcast, brought to you by Kats
Consultants in Chiro Health,USA.
I'm your host, Dr.
Michael Perusich, and I'm joinedby almost everybody on our team.
Marisa.
Troy.
Alex.
Today, you guys, I just, and I'mthanks for all jumping on here.
(00:31):
I want to talk a little bitabout some of the great
transformations that we see inpractices, and we can talk
about, how doctors have gonefrom point A to point B and how
their practices have changedalong the way.
'cause I know we've all got somegreat stories and so Marisa, I'm
gonna, I'm gonna actually startwith you.
Marisa Mateja (00:50):
Oh good.
Dr. Michael Perusich (00:51):
Yeah, you'd be ready for that.
Marisa Mateja (00:53):
I'm ready.
Dr. Michael Perusich (00:54):
One of the things that we often are helping
doctors with is transformingtheir staff into not just task
doers, but really strategicpartners in the practice.
Marisa Mateja (01:06):
Yeah, absolutely.
I think it's one of those thingsthat.
Some offices can overlook howimportant your CAS can be, but
if you bring them into the foldand let them see what your goals
are what the practice can do,all of those things, it's
amazing when you let them looseWhat they may find for.
(01:29):
Improving efficiency in thepractice or looking for ways to
improve flow or speeding up thattime that we're with patients,
which may increase our capacityalong the way.
All those little things matterand it's bringing them in and
training them the proper way tomake sure that they can see the
practice in a different manner,not just be a task doer.
Dr. Michael Perusich (01:53):
And Troy, I know you've had great success
really developing your staffinto those strategic partners.
Can you tell, talk a little bitabout that success that you've
had with that?
Dr. Troy Fox (02:03):
Yeah.
We, and over the years we'vetried to do this with everybody
that comes in.
Long term, we don't bring peoplein as employees to start with.
We bring in them in as partnersin a different area of the
practice.
So they may start in one area.
You may be a partner that startsat the front.
You may be a partner that maybeworks in shockwave or wherever
(02:25):
we may need you.
We like to make people subjectmatter experts.
And then once we make'em subjectmatter experts, then we cross
train them across the boardbecause we want you to be able
to do.
Everyone's jobs, I'd like'em tobe able to do my job as well,
but we haven't quite gotten thatone down yet.
But they do a good job of crosstraining across the board and
(02:47):
what that does is it createsownership because they
understand how the wholepractice works.
And they also are a subjectmatter expert that helps train
other people.
So we had one of our staff,Kaylee, the other day, that
actually trained two otherladies.
I wasn't even in there.
She's training them onShockwave.
Fantastic.
That's wonderful.
(03:08):
That's great.
I would launch while she wastraining them, so she's a
subject matter expert at thatpoint.
So bringing staff in and numberone, making staff feel value in
the practice is really theimportance of what we wanna do.
And we preach to our staff anempathetic approach to our
patients.
(03:30):
If we find somebody that's likethat, that could become a
subject matter expert, guesswhat?
You're a winner on a team.
And that's really a lot of,that's been driven through the
years by our Kats consultantsover the years.
I can go all the way back to1996 when I graduated and I was
in the Fast Start program withKats with, that's what it was
(03:53):
called back then as a student.
And so that's where it all stemsfrom.
Dr. Michael Perusich (03:58):
You and I both started on that platform.
Yeah.
And I want to come back to thecocktail napkin management stuff
we used to do for a minute.
Now, Alex, I know you've hadthat same success in your
practices and you managedmultiple locations and things,
but you also have been workingwith a lot of our clients over
the years, really helping themintegrate that.
(04:21):
Staff development process andtheir practices and some of
those that you've been coachingwith have had some great success
in making that transition ofgetting some of that off of the
doctor's shoulders and reallydeveloping that staff into those
revenue producing partners inthe practice.
And I know there's some greatsuccess stories that you can
talk about there.
Dr. Alex Kallio (04:41):
Yeah, I mean there's quite a few different
avenues we look at with that.
But you talk about helping inthe revenue centers, all of
these things that practices areadding these days.
Troy mentioned shockwave.
You look at decompression, youlook at, laser, all of these
things that, yeah, the doctor'sgonna write the prescription for
it and, get it on the patient'streatment plan, but.
Staff should be doing that, butthey've gotta understand it.
(05:03):
They've gotta know the ins andouts of the service, but, they
can be running all of thosethings.
And so getting the staffinvolved to not only do a lot of
those services, but then, youlayer that into helping with the
office flow and how, how are wemoving patients around to
different rooms?
And going back to even what Troywas talking about there, we even
just, we had an office the daythat, had a new staff person in
(05:25):
that was.
Skipping training on aninsurance section.
And I was like no we want themto come back and at least have
the basics the baselineknowledge of that.
If you're an office that's gotmultiple staff, you're
inevitably gonna have timeswhere staff's out, whether it's
vacation or illness, andsomebody else has gotta be able
to just to plug in, slide overinto their spot for the day or
the week or however long it is.
(05:46):
So it's incredibly importantthat we get them cross trained
and they know.
All the avenues within theclinic to help it run smoothly
even when everybody's not there.
Dr. Michael Perusich (05:56):
Yeah.
All good points.
All good points.
So I've got the yellow lighthere.
We gotta take a quick break, butwhen we come back, I want to
continue talking about some ofthese success, some of these
great stories that we have.
I'll get it out here in a minuteand keep this conversation
going.
So hang out everybody, we'll beright back.
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(06:39):
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(07:00):
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Dr. Michael Perusich (07:25):
All right.
Welcome back to the KCChiroPulse podcast, brought to
you by Kats Consultants andChiro Health, USA.
So we're talking about takingyour practice and transforming
it into a greater practice, abigger success story.
And I wanna talk a little bitfor just a second, just about
our approach, our philosophybehind that and how.
(07:46):
We believe that to run a greatpractice, it's not just about
getting great patient outcomes.
It's not just about having theright tools in your practice.
It's as much about managing yourbusiness as an entrepreneur, as
anything.
And so that's what we bring tothe table.
We bring that dynamic,innovative approach to managing
(08:08):
your practice from the businessstandpoint, and a lot of that.
I'm gonna get to it.
A lot of that starts with thenumbers, because the numbers
never lie to you.
So we help a lot of ourpractices really track that
statistical aspect of thepractice.
And so I wanna talk a little bithow and why that is so
important.
Marisa, I know you reallyingratiate staff into
(08:31):
understanding the stats of thepractice.
Yeah.
And really tracking those on adaily basis.
Marisa Mateja (08:36):
I think it's really important for CAS to
understand the numbers of thepractice and the basic numbers
at least.
We're not getting into some ofthe in more in depth things
probably, but understanding howto track those things, how they
play into what's happening withthe practice, being able to look
ahead on schedules and predictwhat's gonna happen with the
(08:57):
practice.
All of those things play intoreally.
Being successful.
So we have to make sure that ouremployees also understand what
those numbers mean.
So a lot of those numbers canfall back to, what's happening
when people drop out.
What's, do we need more trainingaround certain areas?
(09:18):
There may be retention factorsthat are really noticeable in
our numbers.
And so if they understand whatto look for, then they can also
help.
The doctor run a more successfulpractice and keep people under
care longer.
Dr. Michael Perusich (09:33):
Yeah.
You already mentioned, youmentioned things like retention.
Those are hugely important, butif you're not tracking it,
you'll never see it because somany patients just sneak away
from the practice and docs.
Troy and Alex, you both know theimportance of digging deep.
Into the stats, and ourprofession has a tendency to run
(09:53):
across the surface of thestatistics of a practice.
It's commonplace to look atservices and collections and new
patients and patient visits anddevelop these arbitrary numbers
like PVA and Troy and I havebroken that one down many times.
But I hate that number becauseit makes no sense.
So we're really not tracking.
The deep numbers in the practiceand seeing if it's growing.
(10:15):
Are our retention rates good orbad?
Are we turning a profit?
That's a big one.
We see those kind of things allthe time.
And so when we're looking at aclient's stats, let's talk a
little bit about how we're usingthose black and white numbers to
help them grow their practice.
I know one of the things that wetrack is the U unique patient
(10:38):
visit number, and we all hear,when we go to conventions and
things, we hear doctors saying,oh, I see this many patient
visits, or I see this many newpatients, but that doesn't
really mean anything.
Is the practice growing?
If you tell me you're seeing 45new patients a month, that
doesn't tell me if your practiceis growing.
So we're always digging, lookingat how's it growing.
Dr. Alex Kallio (11:02):
If you've got 45 new patients, but you lost 30
of'em out the door.
Dr. Michael Perusich (11:05):
Yeah.
It doesn't matter.
Dr. Alex Kallio (11:07):
Yeah.
Dr. Michael Perusich (11:09):
Yeah.
We always have to be looking atthose kind of things and making
sure that we know what thedropout rates are and that we're
bringing in enough new patientsto at a bare minimum, cover that
dropout component so that we'reat least keeping the practice
level.
Dr. Troy Fox (11:27):
If it seems like some of this stuff's a bit
overwhelming if you're listeningto us for the first time and
you're like, wow, that soundscomprehensive, but I don't have
time to understand all that.
That's where we come into play.
Your job is to provide thenumbers and the problem that
most clients that we've seen inthe past, when they don't know
their numbers, it's almost ahead in the sand approach.
(11:49):
It's if I don't write my numbersdown, I don't have to deal with.
The consequences of what happenswhen my numbers aren't good, or
what happens as a result of thisnumber not being where it should
be.
And so I'm not really sure aboutwhere my numbers should be, but
I'm pretty sure that they're notwhere they are.
Where I'd like'em to be.
So I'm just gonna stick my headin the sand and I'm just not
(12:10):
gonna do any numbers.
And we'll bring people in andgo, listen, if you actually look
at these numbers, yes, it's alittle bit revealing.
It's kinda like the emperor hasno clothes, right?
It's a little bit revealing whenyou first do, but you'll become
addicted to stats.
Once you start looking at howwe.
Minutely look at it.
It's almost like when I go intoa practice, there's two
(12:31):
different things.
One, I wanna know what all thestats look like, and number two,
I wanna dissect your practicefrom inside out.
In other words, I'd like to walkinto your waiting room and sit
down and sit there for about 15minutes and observe every little
detail about your practice.
I like to start small and workup to the big, and that's how we
do with the numbers.
I think it's a fantasticapproach that allows you to say,
(12:54):
you know what?
Here's where the problem is.
It's almost like golfinstruction.
There's a million videos onYouTube about how to swing a
golf club, but there's also amillion ways to swing a golf
club, and so there's no realright answer in the fact of
statistics.
There is a right answer.
We can look at the numbers thatwe can go minutely.
If you change this factor, yourpractice is gonna grow.
(13:17):
Yeah, it's so cool.
Dr. Michael Perusich (13:19):
And well, and that go ahead Mar.
Marisa Mateja (13:22):
I was just gonna say we look at a lot of times
statistics to look for, okay, isthere anything we can improve?
But Alex is getting ready toopen another practice and he's
looking at projecting andlooking at numbers a different
way.
It's, how can I set goals formyself and what that's gonna
look like when I open my doors.
Dr. Alex Kallio (13:43):
Yeah.
I think the important part ofunderstanding your numbers and
looking at them routinely is ifyou go long enough without
looking at them, you becomereactionary rather than
proactive.
And so you've already developeda cashflow issue.
A patient, look, you're in adire need by the time.
If you're not looking at theseevery month or, and regularly
(14:05):
that you're trying to react to aproblem that's already there.
Where once you get that stableand you can get on top of it,
you can see something comingbefore it's a problem in your
cash flow or in, a debt issueor, and you're just, you're
prepared for when a problem whenit arises versus waiting until
after the fact.
And so it just saves you so manyheadaches in the office when
(14:27):
you're paying attention to it.
Dr. Michael Perusich (14:29):
Yeah, very much and we hear from a lot of
doctors, and one of you alreadysaid this, but they don't track
a lot of their stats or theyjust track the simple things.
So this is one of the thingsthat we're doing behind the
scenes, and this is one of thegreat things about coaching, is
behind the scenes, we're notonly analyzing your stats, but
we're trending them.
And what does that mean?
That lets us see.
(14:50):
By charts, we can see thedirection your practice is going
in different areas.
We can see if your fee strategyis off, and that probably just
blew a whole bunch of doctor'sminds right there because we
have a tendency to just set ourfees arbitrarily or based on
what somebody else in the marketis doing, and that's nothing but
a race to the bottom.
(15:10):
So we can go in and look at yourstats and see if your fee
strategy's right or not, andthen analyze your fee strategy
to figure out a new one.
And it's amazing how doctorsturn the corner on profitability
when we do that.
Tori, were you gonna saysomething?
Dr. Troy Fox (15:28):
I was just gonna say, for those of you that don't
understand about trending, thinkof it this way.
When you look at a marketanalysis and you look at a stock
and you just look at the lastmonth.
It's man, this thing's reallygoing up.
Then you go back and you look atthe five year average and you
realize that it's this littletiny spot, this little tiny blip
(15:48):
on the chart for the five year,and it's oh yeah, that's not
really the whole picture.
And that's how we look at thingssometimes.
We look at things one month at atime, and we've talked about
this before, rather than lookingat a continuum, you're looking
at it for the month, oh my gosh,I've got a bad day or a bad
couple days in this month.
This is gonna ruin my wholemonth.
(16:09):
If you're looking at it from astandpoint of the whole year or
you're looking at a quarterly,or you're looking at, I look at
both monthly, quarterly, andyearly when I look at it.
And you know what my, I havesuch a fresh perspective on my
practice.
It's so exciting.
Every day when I look at it andI look at my stats on the
regular literally we look at ourstats, probably we glance at'em
every day.
(16:30):
Sure.
We analyze'em about once a weekand then we look at the numbers
and we go over'em with staff, atstaff meetings.
And so when I look at it, Idon't say gee, guys, this
Thursday we don't have a lot ofpeople on the schedule.
Our pre,'cause what do we do?
We do.
The sky is falling routine.
The sky is not falling justbecause you have a slow
Thursday, right?
What did you do a month ago thisThursday?
(16:51):
A month ago, this Thursday forme, I was on vacation in
Jamaica.
So guess what?
My Thursday's just a littleslow.
You know what I did on Thursday,because I had a little lighter
load.
We squeezed it in and I took theafternoon off so I could go play
golf.
I'm not upset at all.
I was gonna make a joke aboutgolfing, but it was actually
(17:11):
true.
Dr. Michael Perusich (17:13):
How funny.
I
Marisa Mateja (17:14):
was just waiting.
Dr. Michael Perusich (17:15):
I know, all right.
Now that we're out at the golfcourse, we need to hear another
word from our sponsors.
So when we come back, let'scontinue this conversation about
how coaching really helps youtransform your practice.
We'll be right back.
Kats Consultants (17:32):
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 (17:59):
All right.
Welcome back to the KCChiroPulse podcast.
We are talking abouttransforming practices through
coaching and really what happenswhen you have a good coach and
some of the success stories thatwe see with practices and,
there's a lot of different areasthat, that we can go and we were
just talking about stats andpricing strategies and those
(18:19):
kind of things.
The other thing that we see isdoctors not getting a good ROI
on pieces of equipment that theybuy on their marketing and those
kind of things.
And sometimes we'll ask them,what kind of return did you get
on that marketing program?
I don't really know.
You're asking us if you shouldcontinue it.
(18:40):
If we don't know the ROI, thenwe've got a little bit of a
problem in trying to make adecision.
That's what good coaching doesis it helps you track a lot of
those little pieces to thepractice that are so important.
And we all see this.
We see doctors get this idea intheir head that, Hey, I'm gonna
go out and I'm gonna buy a newlaser and it's gonna completely
(19:00):
transform my practice and bringin all this cash flow.
And within three or four months,they're hanging towels from it.
So let's talk a little bitabout.
How we help doctors get off thathump to really get it into play.
Dr. Troy Fox (19:19):
First we attach an electronic device that will
deliver a really strong shock toyou if you buy a piece of
equipment and you haven't calledus first to ask if it's a good
idea, just kidding.
But we do try to stay.
That's not a
Dr. Michael Perusich (19:35):
bad idea.
Dr. Troy Fox (19:35):
Contact with you, and we do want to talk about
purchases before you make'em, sowe can help you analyze this.
The other thing is, when itcomes to marketing, who are you
trying to market?
Are you trying to market the GenX people and you're doing it on
Facebook?
Guess what?
Only 17% of Gen Xers are even onFacebook.
(19:56):
So you might be wasting yourmarketing dollars if you're
trying to market Gen X.
So there are so many minutedetails that we can help you
with from a coaching standpointbecause this is what we do and
we do it all the time.
Rather than you spinning yourwheels in the mud for months
trying to figure out how youshould market.
Or gee, how do I know if Ishould buy this piece of
equipment?
(20:17):
A good way to do it is on yourcoaching call.
Ask really simple and we canhelp you with those things.
I think.
I think it's really important tohave an accountability partner
and I can tell you that I askthose same questions before I
bought a piece of equipment Iwent to.
(20:37):
A couple of differentaccountability partners.
One of'em being my spouse.
'cause she's really good withnumbers and I'm really good with
I'm literally like a bass in alake.
I see a shiny lure and I'm allover it.
I'm like, Ooh,
Dr. Michael Perusich (20:52):
I'm sure where that was going.
Dr. Troy Fox (20:54):
Who cares what it costs that's gonna look so cool
in my office.
And so I have accountabilitypartners because you know what?
You know why I do that?
Because I made the mistake earlyon in practice of not listening
to my coaches.
Gee, imagine that.
And you know what?
They told me not to buy a pieceof equipment and it cost me
about 60 grand.
(21:15):
And you know what?
My return on investment waszippo.
Zero.
And I worked the crap out of itfor months trying to make this
thing work.
And I'm not gonna talk aboutwhat product it was or whatever,
but it was a very heavilymarketed product that looked
really cool to chiropractors andit was gonna get you in the door
with all these people.
(21:35):
And it did, I worked it hard.
I don't think there was anybodythat worked it harder than I
did, and it just wasn't.
So guess what?
And you know what?
My coach at the time told me,Troy, I think you're a little
overextended right now with yourtime and your money.
I don't think you should do it.
So what did I do?
I did it.
So yeah I made that mistake.
(21:56):
We're trying to help you notmake the mistakes.
We're like parents, we help youmake them stop making the
mistakes that we've alreadymade, right?
We can't always stop you.
I wish I could put a shockcollar
Dr. Alex Kallio (22:06):
on you.
Hope they listen better thanthan my kids do sometimes to, to
some of that.
But, I think sometimes one ofthe issues that doctors tend to
forget about is just, if you'relooking at equipment or a
service philosophy.
Yeah, you've gotta be all boughtinto the benefits, the outcomes,
everything of that service inorder to prescribe it to your
(22:28):
patients.
Other way, yeah, you can buythe, the big, shiny piece of
equipment, but if you're notbought into how it works and
what it can help.
It sits there and or you verylightly prescribe it.
And again you're spending a bigchunk of money every month on
this thing, but you're notgetting the return on it.
Or they haven't analyzed thepricing versus a cheaper option
(22:50):
of a similar thing.
And how many, how much of thatdo I have to do for how long?
Just to even break even on it.
Yeah.
And actually do the analysis onit.
Dr. Michael Perusich (22:59):
And then once you do bring it in.
How are you gonna communicate itto patients?
What, how are you gonna look forthe opportunities to utilize it?
How are you gonna price it?
Can you sell it at that price?
And everybody hates that word,but can you sell it at that
price?
We're constantly helping doctorsnot only analyze those kind of
things, but helping to teach andeducate their staff on how to be
(23:19):
able to communicate and how towatch for the people in your
practice who can utilize thatservice.
Marisa Mateja (23:25):
That was exactly where I was gonna go.
It's important then to havebuy-in from your employees as
well.
So your cas and your staff arewho's going to actually be
utilizing that piece ofequipment?
You may be training someone elseto run it.
Do they have buy-in on thebenefits of it?
Do they understand all of that?
Have they gone through training?
(23:46):
Are they prepared to help youwatch for the conversations that
pop up from, patients that comein that may need that service.
So I think there's a wholenother layer there once you have
identified and made sure thatyou can afford it and all of
those kind of things.
It's also having buy-in beforeyou purchase it and talking
(24:06):
through it with your employeesto make sure they're going to
actually be able to help youwith this.
Dr. Michael Perusich (24:11):
Yes, hugely important.
Dr. Troy Fox (24:13):
Unfortunately, we're also the people that when
you do something stupid like Idid back in the day and not
listen to my coach, we're theones that help you try to figure
out how to cut that weight withthe least amount of loss.
Yeah.
'cause it's happens.
Unfor, I did it.
I did it.
And the thing is, and we'rehuman and you doctors are human.
You're smart individuals thatmake poor decisions sometimes,
(24:35):
just like me.
And so the truth of the matteris sometimes we have to help you
cut weight.
Sometimes you come to us andsay, Hey, I'm leveraged to the
hill and I've already got asecond mortgage on my house and
I maybe got 90 days before mypractice closes unless somebody
can help me and we have tofigure out how to help you cut
weight.
That doesn't always happen.
A lot of people are coming to usgoing, I want to grow, or I just
(24:57):
want to be a better practice.
And I think I'm tired of justbeing vanilla and feeling yucky
every day.
And we get all kinds ofpractices come to us, but those
emergency 9 1 1 ones.
We have to know how to help youcut weight quick.
Dr. Michael Perusich (25:10):
Yep.
Sometimes.
Yeah.
And you brought up a good point,Troy.
We hear a lot of doctors wantingto grow their practice, and yet
our profession has this tendencyto think there's only one way to
grow a practice.
And that's through new patientsand patient visits.
Yeah.
And I.
When you dig deep into apractice, there are so many
other ways.
So a lot of times we're puttingon our economist hat and
(25:31):
figuring out what's the best wayto grow this practice.
So it meets the doctor'slong-term goals.
Yeah,
Dr. Troy Fox (25:37):
and I won't go deep in depth into it, but I won
up 10 grand last month anddidn't increase my visits at
all.
Dr. Michael Perusich (25:44):
Yep.
There is a way.
There's a way you practice.
Yep, yep.
For sure.
We're digging into a lot ofthose things and let's just real
quickly go around the horn.
If you guys have a successstory, whether it was in one of
your practices or with one ofthe clients that you guys are
working with.
Dr. Troy Fox (26:01):
I'll go first.
No.
Yeah.
The success story that, that Ilook at, I'm just gonna look in
general at a at a whole group ofour clients, the ones that have
made transition from allinsurance to almost, or all cash
at this point.
Dr. Michael Perusich (26:16):
But that's where I was going to level
Dr. Troy Fox (26:17):
of satisfaction that they're seeing and they're.
There's a process to this,folks.
You don't just all of a suddenopen the door and say, we no
longer accept insurance.
I'm not gonna go into the deepdetails of how it works, but
there is a process that we walkyou through to get there and the
practices that I see and thesmiles on their face when they
go, yeah, I'm all cash whenthere is nobody I've seen yet
(26:38):
that says I'm all cash.
That doesn't smile because thesatisfaction, and I'm all cash,
by the way, so I'm smiling.
Yeah.
The satisfaction in that isfantastic.
And seeing our clients when theyfree themselves from the
insurance model is what drivesme a little bit.
I get excited when somebodywants to do that.
So for me, I love those successstories.
(27:00):
And the other ones I love to seeis when somebody does come to us
and they're in desperate need,and honestly, I don't think they
even believe that we can helpthem, but they're just looking
for somebody.
And when they walk out the otherside of it and the cloud's
clear, those are the othersuccess stories that I really
like because somebody thatshould be a healer in helping
(27:24):
people in their practices stillgets to do it.
And that's a big thing.
Alex,
Dr. Alex Kallio (27:29):
three, three or four right now that come to mind
that we could easily, gothrough, really two.
Very, in all intents andpurposes, large, successful
clinics, but we, when you divedove deep into the numbers, they
were, submitting everything toinsurance and just had a little
bit of a, the amount that wascoming in off of what was
(27:51):
billed.
Just wasn't adding up.
Yeah.
It created some
Dr. Michael Perusich (27:54):
weakness,
Dr. Alex Kallio (27:55):
that good mix of insurance and cash for these
offices that wanted to stay inthe insurance market, but there
were so many of the servicesthey were doing that just
weren't insurance billable andgetting those cleaned up,
getting those things cleaned upinto a cash service, cleaning up
some other procedures at thefront, and all of a sudden the
cash flow.
Has been, we're setting some newhighs in the clinic with
(28:18):
collections and yeah, thatstarts to create, again, real
excitement within the staff.
The staff is being moreefficient, they're working less
hard, they're, and they'reseeing the results within that.
And that's that kind of thing,is yes, we all love going, to,
to cash and certainly gettingoff of that.
I know I'm getting ready to dothat with the new office and not
deal.
On the insurance front, thoseoffices that are staying in that
(28:41):
insurance realm, there is stilla large portion of services or
things that you can and probablyshouldn't be doing as cash that
you're just battling, beatingyour head against the door on
right now that we can help cleanup and oh my gosh, it makes such
a difference in those practicesthat already we have seen huge
increases over, the last year'snumbers at this time.
(29:03):
It's been great to see and thereare obviously loving it.
Dr. Michael Perusich (29:06):
Yeah, it's huge.
Marisa, anything to add?
Marisa Mateja (29:09):
Yeah, I always find it fun to see the employees
that step up as real loyalty anddriven individuals that can
really help the practice.
So I get the opportunity to talkto a lot of the different
members of all the teams thatwe've got, that we work with.
And it's really fun to see themsucceed.
(29:30):
I just watched two this weekfinish their CA certifications
and they were.
So excited about that.
And taking some of those nuggetsand those, that knowledge that
they learned and being able tonow implement that into practice
and talk to their doctor ownersabout, maybe some things that
need to be changed or upgradedor, maybe bring technology into
(29:51):
the mix just a little bit to, tohelp them be more efficient to,
and those kind of things.
So it's fun to see.
On my side I get to see some ofthe staff members really explode
and become that strategicpartner that we were talking
about, so that's always fun forme.
Dr. Michael Perusich (30:06):
Yeah.
Yeah.
And we have so many successstories that we could talk
about.
I'll give one, it's almost acase study just real quick, and
then we're outta here.
But this is a practice that wasa hundred percent insurance.
And by following the steps andprocedures that we helped them
put in place, they went from ahundred percent insurance to a
hundred percent cash, and theydid it in a fairly quick amount
(30:29):
of time, and they're already 20%more profitable.
They're having a ball and theywere re ready to quit practice
before.
So there's great success storiesout there like that.
So just keep in mind, everybodyout there, we're not trying to
necessarily toot our horn, butcoaching has value to it.
So find a coach, find a mentor,find somebody that's got the
(30:51):
tools and understanding and thebusiness acumen that can help
you.
Run your business so that yourpractice can be successful.
The two have to work together.
Guys, thank you very much forbeing on here today.
Appreciate you taking out alittle bit of time to jump on
the podcast.
Anything else to add here at theend?
I.
Marisa Mateja (31:08):
No, just go subscribe and and share and all
those fun things.
We appreciate all of ourlisteners.
Dr. Michael Perusich (31:13):
Yep.
And go check us out atkatsconsultants.com and see all
the great things that we'redoing for clients.
So we appreciate you tuning in.
We'll see you next time.
See you.
Doctors, how can business coaching
transform your practice?
Hi everybody.
Welcome to the KC ChiroPulsepodcast, brought to you by Kats
Consultants in Chiro Health,USA.
I'm your host, Dr.
Michael Perusich, and I'm joinedby almost everybody on our team.
Marisa.
Troy.
Alex.
Today, you guys, I just, and I'mthanks for all jumping on here.
(00:31):
I want to talk a little bitabout some of the great
transformations that we see inpractices, and we can talk
about, how doctors have gonefrom point A to point B and how
their practices have changedalong the way.
'cause I know we've all got somegreat stories and so Marisa, I'm
gonna, I'm gonna actually startwith you.
Marisa Mateja (00:50):
Oh good.
Dr. Michael Perusich (00:51):
Yeah, you'd be ready for that.
Marisa Mateja (00:53):
I'm ready.
Dr. Michael Perusich (00:54):
One of the things that we often are helping
doctors with is transformingtheir staff into not just task
doers, but really strategicpartners in the practice.
Marisa Mateja (01:06):
Yeah, absolutely.
I think it's one of those thingsthat.
Some offices can overlook howimportant your CAS can be, but
if you bring them into the foldand let them see what your goals
are what the practice can do,all of those things, it's
amazing when you let them looseWhat they may find for.
(01:29):
Improving efficiency in thepractice or looking for ways to
improve flow or speeding up thattime that we're with patients,
which may increase our capacityalong the way.
All those little things matterand it's bringing them in and
training them the proper way tomake sure that they can see the
practice in a different manner,not just be a task doer.
Dr. Michael Perusich (01:53):
And Troy, I know you've had great success
really developing your staffinto those strategic partners.
Can you tell, talk a little bitabout that success that you've
had with that?
Dr. Troy Fox (02:03):
Yeah.
We, and over the years we'vetried to do this with everybody
that comes in.
Long term, we don't bring peoplein as employees to start with.
We bring in them in as partnersin a different area of the
practice.
So they may start in one area.
You may be a partner that startsat the front.
You may be a partner that maybeworks in shockwave or wherever
(02:25):
we may need you.
We like to make people subjectmatter experts.
And then once we make'em subjectmatter experts, then we cross
train them across the boardbecause we want you to be able
to do.
Everyone's jobs, I'd like'em tobe able to do my job as well,
but we haven't quite gotten thatone down yet.
But they do a good job of crosstraining across the board and
(02:47):
what that does is it createsownership because they
understand how the wholepractice works.
And they also are a subjectmatter expert that helps train
other people.
So we had one of our staff,Kaylee, the other day, that
actually trained two otherladies.
I wasn't even in there.
She's training them onShockwave.
Fantastic.
That's wonderful.
(03:08):
That's great.
I would launch while she wastraining them, so she's a
subject matter expert at thatpoint.
So bringing staff in and numberone, making staff feel value in
the practice is really theimportance of what we wanna do.
And we preach to our staff anempathetic approach to our
patients.
(03:30):
If we find somebody that's likethat, that could become a
subject matter expert, guesswhat?
You're a winner on a team.
And that's really a lot of,that's been driven through the
years by our Kats consultantsover the years.
I can go all the way back to1996 when I graduated and I was
in the Fast Start program withKats with, that's what it was
(03:53):
called back then as a student.
And so that's where it all stemsfrom.
Dr. Michael Perusich (03:58):
You and I both started on that platform.
Yeah.
And I want to come back to thecocktail napkin management stuff
we used to do for a minute.
Now, Alex, I know you've hadthat same success in your
practices and you managedmultiple locations and things,
but you also have been workingwith a lot of our clients over
the years, really helping themintegrate that.
(04:21):
Staff development process andtheir practices and some of
those that you've been coachingwith have had some great success
in making that transition ofgetting some of that off of the
doctor's shoulders and reallydeveloping that staff into those
revenue producing partners inthe practice.
And I know there's some greatsuccess stories that you can
talk about there.
Dr. Alex Kallio (04:41):
Yeah, I mean there's quite a few different
avenues we look at with that.
But you talk about helping inthe revenue centers, all of
these things that practices areadding these days.
Troy mentioned shockwave.
You look at decompression, youlook at, laser, all of these
things that, yeah, the doctor'sgonna write the prescription for
it and, get it on the patient'streatment plan, but.
Staff should be doing that, butthey've gotta understand it.
(05:03):
They've gotta know the ins andouts of the service, but, they
can be running all of thosethings.
And so getting the staffinvolved to not only do a lot of
those services, but then, youlayer that into helping with the
office flow and how, how are wemoving patients around to
different rooms?
And going back to even what Troywas talking about there, we even
just, we had an office the daythat, had a new staff person in
(05:25):
that was.
Skipping training on aninsurance section.
And I was like no we want themto come back and at least have
the basics the baselineknowledge of that.
If you're an office that's gotmultiple staff, you're
inevitably gonna have timeswhere staff's out, whether it's
vacation or illness, andsomebody else has gotta be able
to just to plug in, slide overinto their spot for the day or
the week or however long it is.
(05:46):
So it's incredibly importantthat we get them cross trained
and they know.
All the avenues within theclinic to help it run smoothly
even when everybody's not there.
Dr. Michael Perusich (05:56):
Yeah.
All good points.
All good points.
So I've got the yellow lighthere.
We gotta take a quick break, butwhen we come back, I want to
continue talking about some ofthese success, some of these
great stories that we have.
I'll get it out here in a minuteand keep this conversation
going.
So hang out everybody, we'll beright back.
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Dr. Michael Perusich (07:25):
All right.
Welcome back to the KCChiroPulse podcast, brought to
you by Kats Consultants andChiro Health, USA.
So we're talking about takingyour practice and transforming
it into a greater practice, abigger success story.
And I wanna talk a little bitfor just a second, just about
our approach, our philosophybehind that and how.
(07:46):
We believe that to run a greatpractice, it's not just about
getting great patient outcomes.
It's not just about having theright tools in your practice.
It's as much about managing yourbusiness as an entrepreneur, as
anything.
And so that's what we bring tothe table.
We bring that dynamic,innovative approach to managing
(08:08):
your practice from the businessstandpoint, and a lot of that.
I'm gonna get to it.
A lot of that starts with thenumbers, because the numbers
never lie to you.
So we help a lot of ourpractices really track that
statistical aspect of thepractice.
And so I wanna talk a little bithow and why that is so
important.
Marisa, I know you reallyingratiate staff into
(08:31):
understanding the stats of thepractice.
Yeah.
And really tracking those on adaily basis.
Marisa Mateja (08:36):
I think it's really important for CAS to
understand the numbers of thepractice and the basic numbers
at least.
We're not getting into some ofthe in more in depth things
probably, but understanding howto track those things, how they
play into what's happening withthe practice, being able to look
ahead on schedules and predictwhat's gonna happen with the
(08:57):
practice.
All of those things play intoreally.
Being successful.
So we have to make sure that ouremployees also understand what
those numbers mean.
So a lot of those numbers canfall back to, what's happening
when people drop out.
What's, do we need more trainingaround certain areas?
(09:18):
There may be retention factorsthat are really noticeable in
our numbers.
And so if they understand whatto look for, then they can also
help.
The doctor run a more successfulpractice and keep people under
care longer.
Dr. Michael Perusich (09:33):
Yeah.
You already mentioned, youmentioned things like retention.
Those are hugely important, butif you're not tracking it,
you'll never see it because somany patients just sneak away
from the practice and docs.
Troy and Alex, you both know theimportance of digging deep.
Into the stats, and ourprofession has a tendency to run
(09:53):
across the surface of thestatistics of a practice.
It's commonplace to look atservices and collections and new
patients and patient visits anddevelop these arbitrary numbers
like PVA and Troy and I havebroken that one down many times.
But I hate that number becauseit makes no sense.
So we're really not tracking.
The deep numbers in the practiceand seeing if it's growing.
(10:15):
Are our retention rates good orbad?
Are we turning a profit?
That's a big one.
We see those kind of things allthe time.
And so when we're looking at aclient's stats, let's talk a
little bit about how we're usingthose black and white numbers to
help them grow their practice.
I know one of the things that wetrack is the U unique patient
(10:38):
visit number, and we all hear,when we go to conventions and
things, we hear doctors saying,oh, I see this many patient
visits, or I see this many newpatients, but that doesn't
really mean anything.
Is the practice growing?
If you tell me you're seeing 45new patients a month, that
doesn't tell me if your practiceis growing.
So we're always digging, lookingat how's it growing.
Dr. Alex Kallio (11:02):
If you've got 45 new patients, but you lost 30
of'em out the door.
Dr. Michael Perusich (11:05):
Yeah.
It doesn't matter.
Dr. Alex Kallio (11:07):
Yeah.
Dr. Michael Perusich (11:09):
Yeah.
We always have to be looking atthose kind of things and making
sure that we know what thedropout rates are and that we're
bringing in enough new patientsto at a bare minimum, cover that
dropout component so that we'reat least keeping the practice
level.
Dr. Troy Fox (11:27):
If it seems like some of this stuff's a bit
overwhelming if you're listeningto us for the first time and
you're like, wow, that soundscomprehensive, but I don't have
time to understand all that.
That's where we come into play.
Your job is to provide thenumbers and the problem that
most clients that we've seen inthe past, when they don't know
their numbers, it's almost ahead in the sand approach.
(11:49):
It's if I don't write my numbersdown, I don't have to deal with.
The consequences of what happenswhen my numbers aren't good, or
what happens as a result of thisnumber not being where it should
be.
And so I'm not really sure aboutwhere my numbers should be, but
I'm pretty sure that they're notwhere they are.
Where I'd like'em to be.
So I'm just gonna stick my headin the sand and I'm just not
(12:10):
gonna do any numbers.
And we'll bring people in andgo, listen, if you actually look
at these numbers, yes, it's alittle bit revealing.
It's kinda like the emperor hasno clothes, right?
It's a little bit revealing whenyou first do, but you'll become
addicted to stats.
Once you start looking at howwe.
Minutely look at it.
It's almost like when I go intoa practice, there's two
(12:31):
different things.
One, I wanna know what all thestats look like, and number two,
I wanna dissect your practicefrom inside out.
In other words, I'd like to walkinto your waiting room and sit
down and sit there for about 15minutes and observe every little
detail about your practice.
I like to start small and workup to the big, and that's how we
do with the numbers.
I think it's a fantasticapproach that allows you to say,
(12:54):
you know what?
Here's where the problem is.
It's almost like golfinstruction.
There's a million videos onYouTube about how to swing a
golf club, but there's also amillion ways to swing a golf
club, and so there's no realright answer in the fact of
statistics.
There is a right answer.
We can look at the numbers thatwe can go minutely.
If you change this factor, yourpractice is gonna grow.
(13:17):
Yeah, it's so cool.
Dr. Michael Perusich (13:19):
And well, and that go ahead Mar.
Marisa Mateja (13:22):
I was just gonna say we look at a lot of times
statistics to look for, okay, isthere anything we can improve?
But Alex is getting ready toopen another practice and he's
looking at projecting andlooking at numbers a different
way.
It's, how can I set goals formyself and what that's gonna
look like when I open my doors.
Dr. Alex Kallio (13:43):
Yeah.
I think the important part ofunderstanding your numbers and
looking at them routinely is ifyou go long enough without
looking at them, you becomereactionary rather than
proactive.
And so you've already developeda cashflow issue.
A patient, look, you're in adire need by the time.
If you're not looking at theseevery month or, and regularly
(14:05):
that you're trying to react to aproblem that's already there.
Where once you get that stableand you can get on top of it,
you can see something comingbefore it's a problem in your
cash flow or in, a debt issueor, and you're just, you're
prepared for when a problem whenit arises versus waiting until
after the fact.
And so it just saves you so manyheadaches in the office when
(14:27):
you're paying attention to it.
Dr. Michael Perusich (14:29):
Yeah, very much and we hear from a lot of
doctors, and one of you alreadysaid this, but they don't track
a lot of their stats or theyjust track the simple things.
So this is one of the thingsthat we're doing behind the
scenes, and this is one of thegreat things about coaching, is
behind the scenes, we're notonly analyzing your stats, but
we're trending them.
And what does that mean?
That lets us see.
(14:50):
By charts, we can see thedirection your practice is going
in different areas.
We can see if your fee strategyis off, and that probably just
blew a whole bunch of doctor'sminds right there because we
have a tendency to just set ourfees arbitrarily or based on
what somebody else in the marketis doing, and that's nothing but
a race to the bottom.
(15:10):
So we can go in and look at yourstats and see if your fee
strategy's right or not, andthen analyze your fee strategy
to figure out a new one.
And it's amazing how doctorsturn the corner on profitability
when we do that.
Tori, were you gonna saysomething?
Dr. Troy Fox (15:28):
I was just gonna say, for those of you that don't
understand about trending, thinkof it this way.
When you look at a marketanalysis and you look at a stock
and you just look at the lastmonth.
It's man, this thing's reallygoing up.
Then you go back and you look atthe five year average and you
realize that it's this littletiny spot, this little tiny blip
(15:48):
on the chart for the five year,and it's oh yeah, that's not
really the whole picture.
And that's how we look at thingssometimes.
We look at things one month at atime, and we've talked about
this before, rather than lookingat a continuum, you're looking
at it for the month, oh my gosh,I've got a bad day or a bad
couple days in this month.
This is gonna ruin my wholemonth.
(16:09):
If you're looking at it from astandpoint of the whole year or
you're looking at a quarterly,or you're looking at, I look at
both monthly, quarterly, andyearly when I look at it.
And you know what my, I havesuch a fresh perspective on my
practice.
It's so exciting.
Every day when I look at it andI look at my stats on the
regular literally we look at ourstats, probably we glance at'em
every day.
(16:30):
Sure.
We analyze'em about once a weekand then we look at the numbers
and we go over'em with staff, atstaff meetings.
And so when I look at it, Idon't say gee, guys, this
Thursday we don't have a lot ofpeople on the schedule.
Our pre,'cause what do we do?
We do.
The sky is falling routine.
The sky is not falling justbecause you have a slow
Thursday, right?
What did you do a month ago thisThursday?
(16:51):
A month ago, this Thursday forme, I was on vacation in
Jamaica.
So guess what?
My Thursday's just a littleslow.
You know what I did on Thursday,because I had a little lighter
load.
We squeezed it in and I took theafternoon off so I could go play
golf.
I'm not upset at all.
I was gonna make a joke aboutgolfing, but it was actually
(17:11):
true.
Dr. Michael Perusich (17:13):
How funny.
I
Marisa Mateja (17:14):
was just waiting.
Dr. Michael Perusich (17:15):
I know, all right.
Now that we're out at the golfcourse, we need to hear another
word from our sponsors.
So when we come back, let'scontinue this conversation about
how coaching really helps youtransform your practice.
We'll be right back.
Kats Consultants (17:32):
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 (17:59):
All right.
Welcome back to the KCChiroPulse podcast.
We are talking abouttransforming practices through
coaching and really what happenswhen you have a good coach and
some of the success stories thatwe see with practices and,
there's a lot of different areasthat, that we can go and we were
just talking about stats andpricing strategies and those
(18:19):
kind of things.
The other thing that we see isdoctors not getting a good ROI
on pieces of equipment that theybuy on their marketing and those
kind of things.
And sometimes we'll ask them,what kind of return did you get
on that marketing program?
I don't really know.
You're asking us if you shouldcontinue it.
(18:40):
If we don't know the ROI, thenwe've got a little bit of a
problem in trying to make adecision.
That's what good coaching doesis it helps you track a lot of
those little pieces to thepractice that are so important.
And we all see this.
We see doctors get this idea intheir head that, Hey, I'm gonna
go out and I'm gonna buy a newlaser and it's gonna completely
(19:00):
transform my practice and bringin all this cash flow.
And within three or four months,they're hanging towels from it.
So let's talk a little bitabout.
How we help doctors get off thathump to really get it into play.
Dr. Troy Fox (19:19):
First we attach an electronic device that will
deliver a really strong shock toyou if you buy a piece of
equipment and you haven't calledus first to ask if it's a good
idea, just kidding.
But we do try to stay.
That's not a
Dr. Michael Perusich (19:35):
bad idea.
Dr. Troy Fox (19:35):
Contact with you, and we do want to talk about
purchases before you make'em, sowe can help you analyze this.
The other thing is, when itcomes to marketing, who are you
trying to market?
Are you trying to market the GenX people and you're doing it on
Facebook?
Guess what?
Only 17% of Gen Xers are even onFacebook.
(19:56):
So you might be wasting yourmarketing dollars if you're
trying to market Gen X.
So there are so many minutedetails that we can help you
with from a coaching standpointbecause this is what we do and
we do it all the time.
Rather than you spinning yourwheels in the mud for months
trying to figure out how youshould market.
Or gee, how do I know if Ishould buy this piece of
equipment?
(20:17):
A good way to do it is on yourcoaching call.
Ask really simple and we canhelp you with those things.
I think.
I think it's really important tohave an accountability partner
and I can tell you that I askthose same questions before I
bought a piece of equipment Iwent to.
(20:37):
A couple of differentaccountability partners.
One of'em being my spouse.
'cause she's really good withnumbers and I'm really good with
I'm literally like a bass in alake.
I see a shiny lure and I'm allover it.
I'm like, Ooh,
Dr. Michael Perusich (20:52):
I'm sure where that was going.
Dr. Troy Fox (20:54):
Who cares what it costs that's gonna look so cool
in my office.
And so I have accountabilitypartners because you know what?
You know why I do that?
Because I made the mistake earlyon in practice of not listening
to my coaches.
Gee, imagine that.
And you know what?
They told me not to buy a pieceof equipment and it cost me
about 60 grand.
(21:15):
And you know what?
My return on investment waszippo.
Zero.
And I worked the crap out of itfor months trying to make this
thing work.
And I'm not gonna talk aboutwhat product it was or whatever,
but it was a very heavilymarketed product that looked
really cool to chiropractors andit was gonna get you in the door
with all these people.
(21:35):
And it did, I worked it hard.
I don't think there was anybodythat worked it harder than I
did, and it just wasn't.
So guess what?
And you know what?
My coach at the time told me,Troy, I think you're a little
overextended right now with yourtime and your money.
I don't think you should do it.
So what did I do?
I did it.
So yeah I made that mistake.
(21:56):
We're trying to help you notmake the mistakes.
We're like parents, we help youmake them stop making the
mistakes that we've alreadymade, right?
We can't always stop you.
I wish I could put a shockcollar
Dr. Alex Kallio (22:06):
on you.
Hope they listen better thanthan my kids do sometimes to, to
some of that.
But, I think sometimes one ofthe issues that doctors tend to
forget about is just, if you'relooking at equipment or a
service philosophy.
Yeah, you've gotta be all boughtinto the benefits, the outcomes,
everything of that service inorder to prescribe it to your
(22:28):
patients.
Other way, yeah, you can buythe, the big, shiny piece of
equipment, but if you're notbought into how it works and
what it can help.
It sits there and or you verylightly prescribe it.
And again you're spending a bigchunk of money every month on
this thing, but you're notgetting the return on it.
Or they haven't analyzed thepricing versus a cheaper option
(22:50):
of a similar thing.
And how many, how much of thatdo I have to do for how long?
Just to even break even on it.
Yeah.
And actually do the analysis onit.
Dr. Michael Perusich (22:59):
And then once you do bring it in.
How are you gonna communicate itto patients?
What, how are you gonna look forthe opportunities to utilize it?
How are you gonna price it?
Can you sell it at that price?
And everybody hates that word,but can you sell it at that
price?
We're constantly helping doctorsnot only analyze those kind of
things, but helping to teach andeducate their staff on how to be
(23:19):
able to communicate and how towatch for the people in your
practice who can utilize thatservice.
Marisa Mateja (23:25):
That was exactly where I was gonna go.
It's important then to havebuy-in from your employees as
well.
So your cas and your staff arewho's going to actually be
utilizing that piece ofequipment?
You may be training someone elseto run it.
Do they have buy-in on thebenefits of it?
Do they understand all of that?
Have they gone through training?
(23:46):
Are they prepared to help youwatch for the conversations that
pop up from, patients that comein that may need that service.
So I think there's a wholenother layer there once you have
identified and made sure thatyou can afford it and all of
those kind of things.
It's also having buy-in beforeyou purchase it and talking
(24:06):
through it with your employeesto make sure they're going to
actually be able to help youwith this.
Dr. Michael Perusich (24:11):
Yes, hugely important.
Dr. Troy Fox (24:13):
Unfortunately, we're also the people that when
you do something stupid like Idid back in the day and not
listen to my coach, we're theones that help you try to figure
out how to cut that weight withthe least amount of loss.
Yeah.
'cause it's happens.
Unfor, I did it.
I did it.
And the thing is, and we'rehuman and you doctors are human.
You're smart individuals thatmake poor decisions sometimes,
(24:35):
just like me.
And so the truth of the matteris sometimes we have to help you
cut weight.
Sometimes you come to us andsay, Hey, I'm leveraged to the
hill and I've already got asecond mortgage on my house and
I maybe got 90 days before mypractice closes unless somebody
can help me and we have tofigure out how to help you cut
weight.
That doesn't always happen.
A lot of people are coming to usgoing, I want to grow, or I just
(24:57):
want to be a better practice.
And I think I'm tired of justbeing vanilla and feeling yucky
every day.
And we get all kinds ofpractices come to us, but those
emergency 9 1 1 ones.
We have to know how to help youcut weight quick.
Dr. Michael Perusich (25:10):
Yep.
Sometimes.
Yeah.
And you brought up a good point,Troy.
We hear a lot of doctors wantingto grow their practice, and yet
our profession has this tendencyto think there's only one way to
grow a practice.
And that's through new patientsand patient visits.
Yeah.
And I.
When you dig deep into apractice, there are so many
other ways.
So a lot of times we're puttingon our economist hat and
(25:31):
figuring out what's the best wayto grow this practice.
So it meets the doctor'slong-term goals.
Yeah,
Dr. Troy Fox (25:37):
and I won't go deep in depth into it, but I won
up 10 grand last month anddidn't increase my visits at
all.
Dr. Michael Perusich (25:44):
Yep.
There is a way.
There's a way you practice.
Yep, yep.
For sure.
We're digging into a lot ofthose things and let's just real
quickly go around the horn.
If you guys have a successstory, whether it was in one of
your practices or with one ofthe clients that you guys are
working with.
Dr. Troy Fox (26:01):
I'll go first.
No.
Yeah.
The success story that, that Ilook at, I'm just gonna look in
general at a at a whole group ofour clients, the ones that have
made transition from allinsurance to almost, or all cash
at this point.
Dr. Michael Perusich (26:16):
But that's where I was going to level
Dr. Troy Fox (26:17):
of satisfaction that they're seeing and they're.
There's a process to this,folks.
You don't just all of a suddenopen the door and say, we no
longer accept insurance.
I'm not gonna go into the deepdetails of how it works, but
there is a process that we walkyou through to get there and the
practices that I see and thesmiles on their face when they
go, yeah, I'm all cash whenthere is nobody I've seen yet
(26:38):
that says I'm all cash.
That doesn't smile because thesatisfaction, and I'm all cash,
by the way, so I'm smiling.
Yeah.
The satisfaction in that isfantastic.
And seeing our clients when theyfree themselves from the
insurance model is what drivesme a little bit.
I get excited when somebodywants to do that.
So for me, I love those successstories.
(27:00):
And the other ones I love to seeis when somebody does come to us
and they're in desperate need,and honestly, I don't think they
even believe that we can helpthem, but they're just looking
for somebody.
And when they walk out the otherside of it and the cloud's
clear, those are the othersuccess stories that I really
like because somebody thatshould be a healer in helping
(27:24):
people in their practices stillgets to do it.
And that's a big thing.
Alex,
Dr. Alex Kallio (27:29):
three, three or four right now that come to mind
that we could easily, gothrough, really two.
Very, in all intents andpurposes, large, successful
clinics, but we, when you divedove deep into the numbers, they
were, submitting everything toinsurance and just had a little
bit of a, the amount that wascoming in off of what was
(27:51):
billed.
Just wasn't adding up.
Yeah.
It created some
Dr. Michael Perusich (27:54):
weakness,
Dr. Alex Kallio (27:55):
that good mix of insurance and cash for these
offices that wanted to stay inthe insurance market, but there
were so many of the servicesthey were doing that just
weren't insurance billable andgetting those cleaned up,
getting those things cleaned upinto a cash service, cleaning up
some other procedures at thefront, and all of a sudden the
cash flow.
Has been, we're setting some newhighs in the clinic with
(28:18):
collections and yeah, thatstarts to create, again, real
excitement within the staff.
The staff is being moreefficient, they're working less
hard, they're, and they'reseeing the results within that.
And that's that kind of thing,is yes, we all love going, to,
to cash and certainly gettingoff of that.
I know I'm getting ready to dothat with the new office and not
deal.
On the insurance front, thoseoffices that are staying in that
(28:41):
insurance realm, there is stilla large portion of services or
things that you can and probablyshouldn't be doing as cash that
you're just battling, beatingyour head against the door on
right now that we can help cleanup and oh my gosh, it makes such
a difference in those practicesthat already we have seen huge
increases over, the last year'snumbers at this time.
(29:03):
It's been great to see and thereare obviously loving it.
Dr. Michael Perusich (29:06):
Yeah, it's huge.
Marisa, anything to add?
Marisa Mateja (29:09):
Yeah, I always find it fun to see the employees
that step up as real loyalty anddriven individuals that can
really help the practice.
So I get the opportunity to talkto a lot of the different
members of all the teams thatwe've got, that we work with.
And it's really fun to see themsucceed.
(29:30):
I just watched two this weekfinish their CA certifications
and they were.
So excited about that.
And taking some of those nuggetsand those, that knowledge that
they learned and being able tonow implement that into practice
and talk to their doctor ownersabout, maybe some things that
need to be changed or upgradedor, maybe bring technology into
(29:51):
the mix just a little bit to, tohelp them be more efficient to,
and those kind of things.
So it's fun to see.
On my side I get to see some ofthe staff members really explode
and become that strategicpartner that we were talking
about, so that's always fun forme.
Dr. Michael Perusich (30:06):
Yeah.
Yeah.
And we have so many successstories that we could talk
about.
I'll give one, it's almost acase study just real quick, and
then we're outta here.
But this is a practice that wasa hundred percent insurance.
And by following the steps andprocedures that we helped them
put in place, they went from ahundred percent insurance to a
hundred percent cash, and theydid it in a fairly quick amount
(30:29):
of time, and they're already 20%more profitable.
They're having a ball and theywere re ready to quit practice
before.
So there's great success storiesout there like that.
So just keep in mind, everybodyout there, we're not trying to
necessarily toot our horn, butcoaching has value to it.
So find a coach, find a mentor,find somebody that's got the
(30:51):
tools and understanding and thebusiness acumen that can help
you.
Run your business so that yourpractice can be successful.
The two have to work together.
Guys, thank you very much forbeing on here today.
Appreciate you taking out alittle bit of time to jump on
the podcast.
Anything else to add here at theend?
I.
Marisa Mateja (31:08):
No, just go subscribe and and share and all
those fun things.
We appreciate all of ourlisteners.
Dr. Michael Perusich (31:13):
Yep.
And go check us out atkatsconsultants.com and see all
the great things that we'redoing for clients.
So we appreciate you tuning in.
We'll see you next time.
See you.
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