May 11, 2025 • 27 mins
Welcome to the KC CHIROpulse Podcast.
This week’s topic: Opportunities Abound for Chiropractic Practices
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 and Dr Troy Fox. Michael and Troy are both 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:
- What are the opportunities in today’s practice environment
- Why it’s easy to capitalize on the opportunities
- How to uncover the opportunities right in front of you
- How to involve your staff so you don’t have to do all the work
- …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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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Dr. Michael Perusich (00:09):
Doctors, did you know opportunities
abound in your practice?
Hi everybody.
Welcome to the KC Chiro Pulsepodcast.
I'm Dr.
Michael Perusich, and this isDr.
Troy Fox.
And we're brought to you by KatsConsultants in Chiro Health USA,
Troy.
Today I want to talk aboutopportunities that we see.
Every single hour of every dayin our practices and in our
(00:32):
communities.
And half the time as doctors,we're just letting'em pass right
on bias.
And then we whine about notbeing able to build a great
practice.
And yet those opportunities todo it are right there in front
of us.
Dr. Troy Fox (00:45):
Yeah.
The funny thing wasopportunities abound.
I found a quarter yesterdayunderneath my adjusting table.
Nice.
Talk about an opportunity.
Opportunity to get rich quicknow.
Yeah.
On top of that, the upper otheropportunities I have in that
adjusting room around that tableare massive and I can util
utilize my time.
I can do mindless stuff like askpeople, are you going to lake
(01:08):
this weekend?
And then just end it with that.
Or Hey, what do you think aboutthe weather?
And just end up with that.
Yeah.
Or I can find out and listen towhat people are doing and in a
very doctor like manner, becausethis is what doctors do.
We find out what you're doingand go, oh.
You're probably gonna need morecare if that's what you're doing
this weekend.
Let's talk about maybe going twoweeks instead of three.
(01:30):
This time between when I seeyou.
Or another example of Good Tabletalk would be finding out that
somebody tweaked their knee lastweekend, wakeboarding out at the
lake.
Yeah.
And they weren't gonna tell youabout that until you ask'em
about their lake experience andsaid so.
So tell me, you go out and yougo to the lake on the weekends,
right?
And so does that bother you backat all?
(01:52):
'cause you're in your forties.
Oh no.
But you know what?
It tweaked my knee, so I thinkit's good to ask our patients
age related questions as well.
I like to ask that kind ofstuff.
Dr. Michael Perusich (02:01):
And you bring up a great point.
That, that is an opportunitythat, it makes me crazy that
doctors miss this.
We, they want to talk aboutgolf, their own golf game.
They want to talk about theweather.
They want to talk abouteverything except the patient.
And when that patient's thereright in front of you.
The patient drags probably 20opportunities into the practice
(02:24):
every time they come in with newconditions, with the need for
extra visits.
I can't tell you how many timesI would talk to somebody and I
always ask the same thing ofevery patient.
What are you doing this weekend?
Oh, you're gonna be tilling upyour five acre garden.
Great.
I'll see you Monday.
Oh, you're going to a soccertournament and sitting on hard
bleachers all weekend.
(02:45):
Great.
I'll see you Monday.
Oh, you're gonna be putting sometrees down.
Oh, I'll see you Monday.
There are so many of those thatwalk into the clinic.
And here's the other thing.
It's not just you finding thoseopportunities as the doctor, you
can train your staff.
To find these opportunities.
I don't know how she did it, butMarissa would find more
opportunities from patientswalking in the door.
(03:07):
And the crazy thing is they wereall extremity issues.
Yeah, she would find morepatients with plantar fasciitis,
which turned into a 12 visitlaser treatment protocol.
And I we hear this all the time,and this is where I think the
nutty part is, oh, I gotta spendmoney on this big marketing
program to get all these newpatients in so I can get new
care plans going, oh dude,they're walking in the door
(03:31):
right in front of you.
Dr. Troy Fox (03:34):
I think two things that, that we miss, and these
are really too simple.
One is the patient that's rightin front of you and talking to
'em, and the other one isutilizing patient success
stories and picking out acouple, pick a couple for the
week that you're gonna utilizewith every patient that walks
through the door.
And you're gonna get a couple ofcrabby people that don't want to
hear'em, and you can tell theydon't want to hear your story
(03:55):
and that's fine.
You can ignore those too.
But 98% of your patients areinterested in that story that
you're gonna tell, and it's asuccess story.
Maybe with a newer modality youhave in your office.
Maybe you just got a new classfour laser.
That you're using in youroffice.
Maybe you just got shockwave inyour office, maybe you just got
certified for dry needling, andyou're telling a success story
(04:16):
about how somebody's knee gotbetter in all three of those
cases, and that patient goes,oh, I've got some knee pain.
I've just never told you aboutit.
It's amazing.
I had one today that his wife.
Told me about a problem she had,and we started her on a
modality.
And guess what?
She started feeling the resultsof it, and it was good.
(04:38):
And he said to me today, now I'mnot sure if I'm a candidate for
this or not, but would that besomething we could use on me?
And I thought.
Opportunity missed on my end,but he picked up the, he picked
up the extra point right therefor me and went ahead and threw
he, he threw the shot and madeit all net for me because he
(04:58):
asked me about it and I didn'tcatch onto that and say, is
there anything we could work onyou on?
Or, is there anything you'd beinterested to have me take a
look at with that modality?
Instead, I just let it go and hecame to me.
So sometimes those missedopportunities, even if played
right with a patient.
Success story.
Even if it's his own wife,sometimes that patient success
(05:20):
story prompts him to ask youmore questions.
So success stories and askingpatients how they're doing, I
think are two of the best wayswe can find out where our
patients are at.
Dr. Michael Perusich (05:29):
Huge.
So we gotta take a quick break,but I wanna come back and I
wanna talk about this a littlebit more and some other
opportunities and things that wesee in practice.
So we're talking aboutopportunities abound in your
practice.
You just gotta be payingattention and they're right
there.
But we'll be right back.
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Dr. Michael Perusich (06:56):
Everybody.
Welcome back to the KC ChiroPulse podcast.
Troy.
We're talking about all theopportunities that pretty much
slap us in the face every singleday, and if we're not paying
attention, they just fly on byus.
Yeah,
Dr. Troy Fox (07:08):
We started with picking up change off the floor,
and we moved from there into, Ithink, thousands of dollars.
Actually,
Dr. Michael Perusich (07:14):
we went from a quarter,
Dr. Troy Fox (07:15):
thousands.
Dr. Michael Perusich (07:16):
Talk about practice jewels we're giving you
today.
Oh, yeah.
We just increased your practiceprobably 10 times.
Yeah.
And I've got a, I got a funnystory about finding a quarter
under the table.
So at the end of one day, I hadthis beautiful hill flexion
distraction table.
Dr. Troy Fox (07:31):
Yeah.
Dr. Michael Perusich (07:31):
But it was notorious for stuff falling out
of people's pockets, a pen or,something like that.
And it just would get lodgeddown in there.
You couldn't really see it.
So I'm cleaning the table oneday.
And I moved it a little bit andI found this big old role of$20
bills bound up by a rubber band.
Oh, wow.
(07:52):
A couple hundred dollars.
And so for a couple of weekswe're trying to figure out who,
who lost that and didn't knowit.
And, we're trying to ask peopleand we finally wound up giving
it to the local Humane Societyas a donation.
But yeah, you never know.
There's another opportunityright there.
Dr. Troy Fox (08:09):
There's hidden gyms all over the place.
I heard only rich chiropractorshave those what was that?
A hill?
What?
I've never even heard of it.
It's so fancy.
Dr. Michael Perusich (08:18):
That was a beautiful hill collection,
distraction table.
So little shout out to themanufacturers of Hill Table.
Dr. Troy Fox (08:23):
Hill does make a nice selection.
Distractions.
I'm just kidding.
I've actually got one, but it'smaybe I'm a rich chiropractor
too.
I don't know.
But it's the techniques and thetools of the trade are great,
especially when they hide$200 incash.
I know.
Let's see.
That's an opportunity.
Let's talk about, let's talkabout technology opportunities,
because I think that's where oneI think it's a huge opening
(08:43):
right now, but I think peopleget paralyzed and here's what
happens.
People get paralyzed because allof a sudden a doctor that's 59
years old my age, right?
All of a sudden they say, oh, AIis the wave of the future.
And I, let's say I don't knowmuch about AI and I haven't done
my homework.
I'm paralyzed, I'm freaked out.
I don't know how to advertisebecause AI is gonna take over.
(09:03):
It's gonna do everything.
I don't know how to make it doeverything.
Everybody talks about how it'sautomated online.
And so instead, I do nothing.
So my question is to you folksthat are out there, do you
believe that old schoolmarketing ways are dead?
I'm gonna tell you they're not.
Newsletters are hot right now.
(09:23):
Hot.
Yeah, they're hot.
People love reading newsletters.
So you are not out of the gameif you're not 25 years old and
understand how AI works.
Dr. Michael Perusich (09:34):
And I'm, I'll tell you what, the whole
technology generation that we'regonna see over the next couple
years.
We have a lot of doctors ask us,what's the best practice
management software out there?
And my answer is always thesame.
It's the one that you'll takethe time to build and develop on
your own.
Yep.
But I'm telling you, in the nextcouple of years, we're gonna see
AI generated practice managementsoftware that is gonna knock our
(09:56):
socks off.
Yep.
Whatever software you have rightnow, I'd probably just hang
tight with it.
I agree.
And make do with what you gotbecause if you try to jump into
that opportunity, I think rightnow I think you're gonna short
sell yourself because it's gonnabe outdated technology really
fast.
Some of the stuff that they'reusing today in the hospitals and
things, which is, they're alwaysa lot more advanced than we are
(10:18):
'cause they have the money, butit will knock your socks off.
I'm telling you.
It's literally.
You don't even have to touch acomputer.
In a lot of instances, it doesall the work for you.
Just hang on.
But there's other technology toothat can really help drive your
practice.
There's two-way texting.
There are systems out therewhere you can send text messages
(10:38):
to patients and text remindersand birthday wishes and those
kind of things.
Dr. Troy Fox (10:43):
So we'll give a little shout out to Aloha on
that one because yeah, Aloha hasa great program and there are
probably others out there, but Iutilize Aloha.
And I will tell you though, whenpatients can directly text you.
And they can ask a question justtext the number, and I've got
staff up front with that boardopen.
On the right hand side.
(11:03):
It shows who just texted themand what they wanna know and
asked the question, and werespond in real time.
I'm telling you what, peoplelove it and are younger patients
and older.
You'd be surprised how manypeople over the age of 65 think
it's just the cat's meow.
We're able to text back Yeah.
And text back and forth withthem.
And they don't have to call me.
(11:24):
They can just text and go, Hey,I'm not feeling great today.
Is there any way I can get intothe office?
So Aloha has a really goodprogram with that's tied in with
their software that does a, ifyou don't know Aloha look at it.
But their software has a bunchof great options on it.
But that's just one really coolone that I didn't even know.
Was as cool as it was until wegot it.
And then once we went throughorientation, I'm like, whoa,
(11:46):
this is a tool that's reallygood for connecting with
patients.
'cause connecting is importantnowadays.
If you're not connected
Dr. Michael Perusich (11:54):
with your patients.
It's huge.
It's huge.
Yeah.
And I don't know if everybodyout there knows this, but Troy
and I a, an investment clinic,basically we don't practice in
it, but in that clinic it's veryhigh tech and yeah.
It almost runs without a frontdesk person almost.
Because of the technology that'sin it.
So if you're not usingtechnology like this, and,
(12:15):
technology is everything fromutilizing AI to help do email
campaigns and those kind ofthings.
Building up your practicemanagement software, so it's
really working for you.
Two way texting with patients,having a good social media
presence.
That kind of technology reallyhelps drive your practice these
days.
Dr. Troy Fox (12:33):
Nothing beats just like this with you and I on
camera right now.
Nothing beats that.
I can do a video, I can get onInvideo.
That's a company that does somepretty cool video stuff.
And I can say, I would like youto produce a four minute video
on chiropractic care and thebenefits of, and I'd like you to
do it in Disney, Pixar style,and it will create a movie
(12:54):
basically, and it'll do it infour minutes.
Here's the problem with that.
Does it connect people to you?
No.
You can do a few things likethat, but here's the deal.
Here's the simple basics.
People are loving newslettersright now because it's a direct
connection to you.
And if you have staff writearticles, you write articles,
maybe somebody puts in a recipeor whatever, people love that
(13:15):
stuff.
It's, I always tell people it'sa good thing to read on the
toilet, right?
People put, put it behind theirtoilet.
They do.
A lot of people do.
They'll print out thatnewsletter.
And the reason I say that is'cause I get one from the I'm in
like the Shave Club or whateverthat is where I get my razors
every month.
And they send a newsletter inthe box and they it's basically.
You're supposed to put it on theback of your toilet and when you
(13:36):
go to the bathroom you read yournewsletter.
So I don't care where you readit at, but it creates a unique
connection when somebody'sreading something directly from
you.
Now, the other thing is when I'mon video and I'm on social media
and I'm creating an environmentwhere people are engaging with
me, whatever that may be, ifit's a fun fact Friday or
(13:58):
whether you're given someeducational material about your
practice or how you work that.
Brings patients to you again.
So from a marketing standpoint,I don't care how technical we
get, we can use and there areand not saying there aren't some
cool things out there becausewe're gonna be able to reach to,
we're gonna be able to reachpeople we've never been able to
reach in the next five years.
But if you reach'em now, whatare you gonna do with them?
(14:21):
I wanna put a face in front ofthem and quite frankly, creating
a CGI.
A computer generated image withmy voice is gonna be a
possibility, but is it what Ireally wanna do?
Because people are gonna seethat, and I think our BS meters
are gonna get bigger and bigger,and we're gonna get to a point
of where we want.
The good old times we want.
When people talk to people, howmany times have you called a
(14:43):
phone number and you got thatthing?
Press one for blah, blah, blah.
Press nine for blah, blah, blah.
It doesn't work.
I'm like, oh man, I don't evenknow which one I'm supposed to
be on, so now I'm gonna listenall night again.
By the end of the conversationat 18 connections later, I
finally get somebody on thephone that goes, oh, you called
the wrong number.
Dr. Michael Perusich (15:03):
Oh, yeah.
How did you get this department?
I need to transfer you.
Yeah.
And then you get hung up on.
Dr. Troy Fox (15:08):
So how, yeah, that's not customer service
Dr. Michael Perusich (15:10):
oriented.
Dr. Troy Fox (15:11):
So how did we get to that point?
But people hate that.
You know what they really want?
They'd love to make a phone calland have a real person answer
the phone, right?
So people like things that aresimple.
Sometimes simple is just youtalking to them online.
Dr. Michael Perusich (15:25):
And you walked us right into another
idea, and that's making surethat you are making connections
out in your community,physically making those
connections.
So it's not just your patientscontacting you or you contacting
them.
We gotta get out in thecommunity and build those
community referral networks.
And when you start working.
With other professionals, otherbusiness people in your town.
(15:47):
When people see that you'reinvolved in giving back to the
community, wow.
That can be a powerful way tobuild a practice.
Getting out and doing healthtalks, becoming members of a
board doing fundraisers, gettinginvolved in fundraising
activities for charities, thosekind of things.
Not only does it make you feelgood, but.
People see you and get to knowyou and see what kind of person,
(16:10):
what kind of human you are, andthey want to connect with you.
Dr. Troy Fox (16:14):
And some people panic when they hear that, oh my
gosh, I gotta get out in thepublic and I gotta look like a
complete imbecile.
Gone are the days where used tohave to sit at Walmart and do
spinal screenings, folks.
Dr. Michael Perusich (16:24):
Yes, those are gone.
Dr. Troy Fox (16:24):
We've all done'em.
And guess what?
They sucked.
You look like a completeimbecile.
But we got a lot of patientsdoing that and we exposed a lot
of people to chiropractic, whichI thought was phenomenal.
But the truth of the matter wasit was never fun to go do.
I will tell you this though,when you get involved in your
community, maybe you like to do.
Bells at church, or maybe youlike to, maybe you're a clogger.
(16:44):
I don't know.
I don't know what you are.
Maybe you're a golfer.
Whatever your fun thing is,that's where you should get
involved first.
So if you have a couple ofactivities, like if you're a
singer, be involved in a choiror like for me, we have a huge
event in my town every year, andit's the same weekend every year
so I can block it out.
But our town, like triples insize for a day.
(17:07):
Guess what?
Everybody in town gets involvedin this and if you don't get in
involved, you kinda look kindalike you don't care, right?
Sure.
So you know what?
I'm pretty good at flippingburgers.
Sure.
But it's come flip burgers forthe day and you're not above
doing it everywhere.
I would haul trash if that'swhat they wanted me to do, but
they're gonna see me there andthey're gonna see me doing
(17:28):
something to help the community.
It's not me just showing up as Icandy.
You notice eye?
But it's really me there to dosomething.
So if you're truly involved andyou truly care about your
community and you're doingsomething you love or you're
passionate about, you're notgonna feel silly doing it.
Now if you're just standingthere trying to get people to
(17:48):
notice you because you're thenew doctor in town.
Hey, look at me.
You probably will feel a littlesilly.
So do it from an approach ofhelping your community.
Dr. Michael Perusich (17:57):
I was super involved in the Boys and
Girls Club, and we had a hugeauction every year.
It was huge.
We'd have thousands of peoplethere, and I would always, I was
the president of Boys and GirlsClub for several years and I
would always get up and try tomimic the auctioneer.
And I can't talk fast.
I can't even say here kitty.
That's about as fast as I cango.
And everybody would laugh and itwas.
(18:17):
Funny.
And it got to be over the years,Dr.
Perh get up there and do theauction and it was a moment for
me to not only just poke fun atmyself just a little bit, but to
be human in front of a wholebunch of people.
And invariably we'd get 20 or 30new patients out of that event
every year.
It's amazing.
So get involved somewhere.
If you have a talent, go playthe guitar at church or whatever
(18:40):
your talents may be.
Or if you have time, go donatethat time to some organization
in your community.
Go be a speaker somewhere.
Your civic organizations arealways looking for speakers
every month.
Just get out there, put yourselfout there and get to know
people.
Dr. Troy Fox (18:55):
I'm gonna tell you the words of a famous person.
She works for me.
Her name's Jill.
Jill's famous words are you, doyou Fox?
And it's so true.
You know the thing is you do youlike I say, Hey, I'm gonna go do
blah, blah, blah.
You do you fox.
And the truth of the matter iseach of us do us differently,
right?
Sure.
The things I may wanna do wouldscare you to death.
(19:15):
If I told you that you weregonna run a golf tournament with
300 people in it, you may justbe mortified.
Maybe you've never played golf,but if you told me that I was
gonna run a church choir.
Gosh, I'm a horrible singer.
That'd scare me to death.
I'd probably have a heart attackbefore I got there.
So you do you gotta do what youenjoy.
But if you do yeah.
And you get involved, you'regonna get exposure and you're
(19:36):
gonna humanize yourself.
Just like you talked about, alot of times we are not
humanized and unfortunately, aschiropractors I hate to be
honest with you guys, butmedical doctors get put on a
pedestal.
Chiropractors get it.
People make a determinationwhether they love us or hate us.
And I hate that it's that wayabout us, but unfortunately
(19:56):
you've gotta humanize yourselfbecause people need to see you
as your real person.
Dr. Michael Perusich (20:00):
I think it's important.
It is very important.
So we need to take anotherbreak.
We're talking aboutopportunities in your practice.
When we come back, I want totalk Troy.
I wanna talk a little bit aboutthe opportunities that we can
see with our patients coming inthe door.
We touched on it a little bit inthe beginning, but I want to
wrap it up through that.
So we'll be right back,everybody.
Kats Consultants (20:21):
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 (20:48):
Alright, we are back to the KC Chiro
Pulse podcast.
We're talking aboutopportunities to build your
practice almost without havingto leave your office, other than
getting out and being visibleout in the community.
But, we talked a little bitabout this in the beginning,
that patients are walking in thedoor bringing us opportunities
and yet.
We're spending time talkingabout the weather, we're talking
(21:09):
about remodeling our house andhow we hate to paint or
whatever.
We're talking about everythingbut the patient.
When that patient's in front ofyou, it's imperative that you're
talking to them about them, andit's not just, how are you
feeling today?
It's what's going on in yourlife?
What are you doing?
What are you doing this weekend?
(21:30):
What'd you do last weekend?
Tell me what's happening andhere's what you find out.
I.
Not only find out aboutadditional visits that they
might need, like we talked aboutin the beginning of this, but
you also find out what groupsthey belong to.
Can I come and be a speaker?
Can I come and get involved?
Do you do fundraisingactivities?
How can my clinic plug intothat?
(21:53):
So you find out what thingsthey're involved in.
You find out what they do atwork.
Maybe they work on a factoryline and they do the same
movements all the time.
Ask if you can be invited to gowatch and pick up on what they
do so you can help not only thatpatient more, but maybe go to
the HR director and say, youknow what?
I think I could help your lineemployees stay on the line
(22:17):
longer with some tips and tricksabout how to protect their
backs.
Now you just maybe have openedup a whole bunch of other people
that work at that business.
It's little things like that.
It's other conditions.
It's, oh, you have kids, we needto get your kids into care.
Why?
My kids don't have back pain.
But they do have spines and theyprobably haven't had a scoliosis
(22:39):
screening and they're playingsports, so let's just walk up to
the front desk and find a goodtime to get them in.
Won't that be great?
Parents never say no to that.
I'm telling you, you could knockout six or seven new patients a
week just by doing that, right?
Dr. Troy Fox (22:54):
You look at all these little things and you
think, oh my gosh, the, if Ilook at each individual thing
we've talked about so far, everyone of'em is very easy to do,
right?
So it's a trickle method when itcomes down to.
Doing your marketing.
So you're marketing in the roomwith your patients, right?
You got your staff literallylistening for opportunities for
(23:17):
us to help patients because Idon't see it as just marketing
our patients.
It's not Hey, I wanna sell yousomething.
I'm looking for opportunitieswhere maybe they've got a
problem that I can help'em a lotcheaper and easier than having a
surgery or maybe a surgery withan MRI and, three months of
rehab behind it.
Maybe I can help you for$400instead of, eight or$10,000 of,
(23:38):
and that's the part theinsurance didn't pay for, when
we look at those sort of things,all those little things,
trickle, and newsletters.
Some people don't like to writenewsletters.
Guess what?
Most software anymore will do anewsletter for you.
In a lot of cases, they buildthe newsletter and ask you to
add a few key pieces in fromyour practice to personalize it.
Sure.
And so sometimes newsletters aresimple as well.
The staff component of this,very easy.
(24:01):
You talk in staff meeting andyou throw a few examples at, and
you guys role play in your nextstaff meeting.
And if you're not having staffmeetings, start having'em.
Great time to have one, havelunch role play a little bit.
You guys will have fun.
You'll get to laugh'cause youguys will you'll wanna, you
wanna, you'll play the patientone of, you'll play the staff
member at the front desk.
And invariably we'll end uplaughing about stuff as we're
(24:21):
doing it.
But we learn a lot.
We learn how to.
Navigate that minefield.
We know as the patient persona.
Dr. Michael Perusich (24:28):
Exactly.
So I wanna kinda wrap up herewith a story from one of our
clients that he told me a coupleof weeks ago.
So he'd come off a couple ofkind of mediocre months and he
was down a little bit.
So we started refreshing him andhis staff on a lot of these
ideas, Troy, that we just talkedabout.
And so they started doing thesethings again and the practice
(24:51):
started getting busier and thepractice started getting more
fun.
And lo and behold, in one monthfrom the previous month, in one
month, they doubled theirpractice.
They doubled their patientvisits.
Whoa.
They doubled their collectionsin one month just by doing these
simple things.
And you know what he told me?
He said, wow.
He said, you're right.
(25:12):
It's just balancing all theselittle things and keeping them
present time conscious and yourpractice explodes.
And
Dr. Troy Fox (25:20):
guess how much that costs?
Dr. Michael Perusich (25:22):
Not much.
A
Dr. Troy Fox (25:23):
little bit of your time, not very much.
When you, not very much.
And so when we start talkingabout return on investment, wow,
that's huge.
It's huge.
It's huge.
And your staff has satisfaction,so that means your tension's
better with your staff.
We all wanna keep our staffbecause we, one, we love our
staff usually.
I think most of us do.
(25:43):
I have a great time with mystaff.
Oh.
I feel like they're family, so Iwant staff to stay, so I want
them to be happy and feelfulfilled as well.
And then so you add that inthere as well.
So we're having fun, we'regetting more patients in the
door.
The doctor feels morecomfortable, he's enjoying
practice again, he or she.
And we got staff that are havinga good time while they're at it
(26:06):
and they're seeing their doctorhave a good time, which will be
infectious.
Dr. Michael Perusich (26:09):
And you're taking more profitability to the
bank.
This is the biggest win-winthing ever, and I think you said
this a second ago.
It's easy to do.
It's super easy to do.
So if you wanna know more abouthow we help clients, go to cats
consultants.com.
We got some free downloads onthere.
Check out everything we do.
Most of all, we appreciate youtuning in every week to the KC
(26:32):
ChiroPulse podcast.
We appreciate Chiro Health, USA,being one of our sponsors and
remember to like and subscribewherever it is.
I always forget where they putit.
Yeah and subscribe.
And it's because of you guys outthere that our podcast is
growing by leaps and brown leleaps and browns leaps and
bounds.
So remember, opportunitiesabound.
Go find them.
(26:52):
Troy, thanks for being on heretoday.
Yep.
Thank you.
We'll see y Allall later.
We'll see y'all soon.
Doctors, did you know opportunities
abound in your practice?
Hi everybody.
Welcome to the KC Chiro Pulsepodcast.
I'm Dr.
Michael Perusich, and this isDr.
Troy Fox.
And we're brought to you by KatsConsultants in Chiro Health USA,
Troy.
Today I want to talk aboutopportunities that we see.
Every single hour of every dayin our practices and in our
(00:32):
communities.
And half the time as doctors,we're just letting'em pass right
on bias.
And then we whine about notbeing able to build a great
practice.
And yet those opportunities todo it are right there in front
of us.
Dr. Troy Fox (00:45):
Yeah.
The funny thing wasopportunities abound.
I found a quarter yesterdayunderneath my adjusting table.
Nice.
Talk about an opportunity.
Opportunity to get rich quicknow.
Yeah.
On top of that, the upper otheropportunities I have in that
adjusting room around that tableare massive and I can util
utilize my time.
I can do mindless stuff like askpeople, are you going to lake
(01:08):
this weekend?
And then just end it with that.
Or Hey, what do you think aboutthe weather?
And just end up with that.
Yeah.
Or I can find out and listen towhat people are doing and in a
very doctor like manner, becausethis is what doctors do.
We find out what you're doingand go, oh.
You're probably gonna need morecare if that's what you're doing
this weekend.
Let's talk about maybe going twoweeks instead of three.
(01:30):
This time between when I seeyou.
Or another example of Good Tabletalk would be finding out that
somebody tweaked their knee lastweekend, wakeboarding out at the
lake.
Yeah.
And they weren't gonna tell youabout that until you ask'em
about their lake experience andsaid so.
So tell me, you go out and yougo to the lake on the weekends,
right?
And so does that bother you backat all?
(01:52):
'cause you're in your forties.
Oh no.
But you know what?
It tweaked my knee, so I thinkit's good to ask our patients
age related questions as well.
I like to ask that kind ofstuff.
Dr. Michael Perusich (02:01):
And you bring up a great point.
That, that is an opportunitythat, it makes me crazy that
doctors miss this.
We, they want to talk aboutgolf, their own golf game.
They want to talk about theweather.
They want to talk abouteverything except the patient.
And when that patient's thereright in front of you.
The patient drags probably 20opportunities into the practice
(02:24):
every time they come in with newconditions, with the need for
extra visits.
I can't tell you how many timesI would talk to somebody and I
always ask the same thing ofevery patient.
What are you doing this weekend?
Oh, you're gonna be tilling upyour five acre garden.
Great.
I'll see you Monday.
Oh, you're going to a soccertournament and sitting on hard
bleachers all weekend.
(02:45):
Great.
I'll see you Monday.
Oh, you're gonna be putting sometrees down.
Oh, I'll see you Monday.
There are so many of those thatwalk into the clinic.
And here's the other thing.
It's not just you finding thoseopportunities as the doctor, you
can train your staff.
To find these opportunities.
I don't know how she did it, butMarissa would find more
opportunities from patientswalking in the door.
(03:07):
And the crazy thing is they wereall extremity issues.
Yeah, she would find morepatients with plantar fasciitis,
which turned into a 12 visitlaser treatment protocol.
And I we hear this all the time,and this is where I think the
nutty part is, oh, I gotta spendmoney on this big marketing
program to get all these newpatients in so I can get new
care plans going, oh dude,they're walking in the door
(03:31):
right in front of you.
Dr. Troy Fox (03:34):
I think two things that, that we miss, and these
are really too simple.
One is the patient that's rightin front of you and talking to
'em, and the other one isutilizing patient success
stories and picking out acouple, pick a couple for the
week that you're gonna utilizewith every patient that walks
through the door.
And you're gonna get a couple ofcrabby people that don't want to
hear'em, and you can tell theydon't want to hear your story
(03:55):
and that's fine.
You can ignore those too.
But 98% of your patients areinterested in that story that
you're gonna tell, and it's asuccess story.
Maybe with a newer modality youhave in your office.
Maybe you just got a new classfour laser.
That you're using in youroffice.
Maybe you just got shockwave inyour office, maybe you just got
certified for dry needling, andyou're telling a success story
(04:16):
about how somebody's knee gotbetter in all three of those
cases, and that patient goes,oh, I've got some knee pain.
I've just never told you aboutit.
It's amazing.
I had one today that his wife.
Told me about a problem she had,and we started her on a
modality.
And guess what?
She started feeling the resultsof it, and it was good.
(04:38):
And he said to me today, now I'mnot sure if I'm a candidate for
this or not, but would that besomething we could use on me?
And I thought.
Opportunity missed on my end,but he picked up the, he picked
up the extra point right therefor me and went ahead and threw
he, he threw the shot and madeit all net for me because he
(04:58):
asked me about it and I didn'tcatch onto that and say, is
there anything we could work onyou on?
Or, is there anything you'd beinterested to have me take a
look at with that modality?
Instead, I just let it go and hecame to me.
So sometimes those missedopportunities, even if played
right with a patient.
Success story.
Even if it's his own wife,sometimes that patient success
(05:20):
story prompts him to ask youmore questions.
So success stories and askingpatients how they're doing, I
think are two of the best wayswe can find out where our
patients are at.
Dr. Michael Perusich (05:29):
Huge.
So we gotta take a quick break,but I wanna come back and I
wanna talk about this a littlebit more and some other
opportunities and things that wesee in practice.
So we're talking aboutopportunities abound in your
practice.
You just gotta be payingattention and they're right
there.
But we'll be right back.
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Dr. Michael Perusich (06:56):
Everybody.
Welcome back to the KC ChiroPulse podcast.
Troy.
We're talking about all theopportunities that pretty much
slap us in the face every singleday, and if we're not paying
attention, they just fly on byus.
Yeah,
Dr. Troy Fox (07:08):
We started with picking up change off the floor,
and we moved from there into, Ithink, thousands of dollars.
Actually,
Dr. Michael Perusich (07:14):
we went from a quarter,
Dr. Troy Fox (07:15):
thousands.
Dr. Michael Perusich (07:16):
Talk about practice jewels we're giving you
today.
Oh, yeah.
We just increased your practiceprobably 10 times.
Yeah.
And I've got a, I got a funnystory about finding a quarter
under the table.
So at the end of one day, I hadthis beautiful hill flexion
distraction table.
Dr. Troy Fox (07:31):
Yeah.
Dr. Michael Perusich (07:31):
But it was notorious for stuff falling out
of people's pockets, a pen or,something like that.
And it just would get lodgeddown in there.
You couldn't really see it.
So I'm cleaning the table oneday.
And I moved it a little bit andI found this big old role of$20
bills bound up by a rubber band.
Oh, wow.
(07:52):
A couple hundred dollars.
And so for a couple of weekswe're trying to figure out who,
who lost that and didn't knowit.
And, we're trying to ask peopleand we finally wound up giving
it to the local Humane Societyas a donation.
But yeah, you never know.
There's another opportunityright there.
Dr. Troy Fox (08:09):
There's hidden gyms all over the place.
I heard only rich chiropractorshave those what was that?
A hill?
What?
I've never even heard of it.
It's so fancy.
Dr. Michael Perusich (08:18):
That was a beautiful hill collection,
distraction table.
So little shout out to themanufacturers of Hill Table.
Dr. Troy Fox (08:23):
Hill does make a nice selection.
Distractions.
I'm just kidding.
I've actually got one, but it'smaybe I'm a rich chiropractor
too.
I don't know.
But it's the techniques and thetools of the trade are great,
especially when they hide$200 incash.
I know.
Let's see.
That's an opportunity.
Let's talk about, let's talkabout technology opportunities,
because I think that's where oneI think it's a huge opening
(08:43):
right now, but I think peopleget paralyzed and here's what
happens.
People get paralyzed because allof a sudden a doctor that's 59
years old my age, right?
All of a sudden they say, oh, AIis the wave of the future.
And I, let's say I don't knowmuch about AI and I haven't done
my homework.
I'm paralyzed, I'm freaked out.
I don't know how to advertisebecause AI is gonna take over.
(09:03):
It's gonna do everything.
I don't know how to make it doeverything.
Everybody talks about how it'sautomated online.
And so instead, I do nothing.
So my question is to you folksthat are out there, do you
believe that old schoolmarketing ways are dead?
I'm gonna tell you they're not.
Newsletters are hot right now.
(09:23):
Hot.
Yeah, they're hot.
People love reading newsletters.
So you are not out of the gameif you're not 25 years old and
understand how AI works.
Dr. Michael Perusich (09:34):
And I'm, I'll tell you what, the whole
technology generation that we'regonna see over the next couple
years.
We have a lot of doctors ask us,what's the best practice
management software out there?
And my answer is always thesame.
It's the one that you'll takethe time to build and develop on
your own.
Yep.
But I'm telling you, in the nextcouple of years, we're gonna see
AI generated practice managementsoftware that is gonna knock our
(09:56):
socks off.
Yep.
Whatever software you have rightnow, I'd probably just hang
tight with it.
I agree.
And make do with what you gotbecause if you try to jump into
that opportunity, I think rightnow I think you're gonna short
sell yourself because it's gonnabe outdated technology really
fast.
Some of the stuff that they'reusing today in the hospitals and
things, which is, they're alwaysa lot more advanced than we are
(10:18):
'cause they have the money, butit will knock your socks off.
I'm telling you.
It's literally.
You don't even have to touch acomputer.
In a lot of instances, it doesall the work for you.
Just hang on.
But there's other technology toothat can really help drive your
practice.
There's two-way texting.
There are systems out therewhere you can send text messages
(10:38):
to patients and text remindersand birthday wishes and those
kind of things.
Dr. Troy Fox (10:43):
So we'll give a little shout out to Aloha on
that one because yeah, Aloha hasa great program and there are
probably others out there, but Iutilize Aloha.
And I will tell you though, whenpatients can directly text you.
And they can ask a question justtext the number, and I've got
staff up front with that boardopen.
On the right hand side.
(11:03):
It shows who just texted themand what they wanna know and
asked the question, and werespond in real time.
I'm telling you what, peoplelove it and are younger patients
and older.
You'd be surprised how manypeople over the age of 65 think
it's just the cat's meow.
We're able to text back Yeah.
And text back and forth withthem.
And they don't have to call me.
(11:24):
They can just text and go, Hey,I'm not feeling great today.
Is there any way I can get intothe office?
So Aloha has a really goodprogram with that's tied in with
their software that does a, ifyou don't know Aloha look at it.
But their software has a bunchof great options on it.
But that's just one really coolone that I didn't even know.
Was as cool as it was until wegot it.
And then once we went throughorientation, I'm like, whoa,
(11:46):
this is a tool that's reallygood for connecting with
patients.
'cause connecting is importantnowadays.
If you're not connected
Dr. Michael Perusich (11:54):
with your patients.
It's huge.
It's huge.
Yeah.
And I don't know if everybodyout there knows this, but Troy
and I a, an investment clinic,basically we don't practice in
it, but in that clinic it's veryhigh tech and yeah.
It almost runs without a frontdesk person almost.
Because of the technology that'sin it.
So if you're not usingtechnology like this, and,
(12:15):
technology is everything fromutilizing AI to help do email
campaigns and those kind ofthings.
Building up your practicemanagement software, so it's
really working for you.
Two way texting with patients,having a good social media
presence.
That kind of technology reallyhelps drive your practice these
days.
Dr. Troy Fox (12:33):
Nothing beats just like this with you and I on
camera right now.
Nothing beats that.
I can do a video, I can get onInvideo.
That's a company that does somepretty cool video stuff.
And I can say, I would like youto produce a four minute video
on chiropractic care and thebenefits of, and I'd like you to
do it in Disney, Pixar style,and it will create a movie
(12:54):
basically, and it'll do it infour minutes.
Here's the problem with that.
Does it connect people to you?
No.
You can do a few things likethat, but here's the deal.
Here's the simple basics.
People are loving newslettersright now because it's a direct
connection to you.
And if you have staff writearticles, you write articles,
maybe somebody puts in a recipeor whatever, people love that
(13:15):
stuff.
It's, I always tell people it'sa good thing to read on the
toilet, right?
People put, put it behind theirtoilet.
They do.
A lot of people do.
They'll print out thatnewsletter.
And the reason I say that is'cause I get one from the I'm in
like the Shave Club or whateverthat is where I get my razors
every month.
And they send a newsletter inthe box and they it's basically.
You're supposed to put it on theback of your toilet and when you
(13:36):
go to the bathroom you read yournewsletter.
So I don't care where you readit at, but it creates a unique
connection when somebody'sreading something directly from
you.
Now, the other thing is when I'mon video and I'm on social media
and I'm creating an environmentwhere people are engaging with
me, whatever that may be, ifit's a fun fact Friday or
(13:58):
whether you're given someeducational material about your
practice or how you work that.
Brings patients to you again.
So from a marketing standpoint,I don't care how technical we
get, we can use and there areand not saying there aren't some
cool things out there becausewe're gonna be able to reach to,
we're gonna be able to reachpeople we've never been able to
reach in the next five years.
But if you reach'em now, whatare you gonna do with them?
(14:21):
I wanna put a face in front ofthem and quite frankly, creating
a CGI.
A computer generated image withmy voice is gonna be a
possibility, but is it what Ireally wanna do?
Because people are gonna seethat, and I think our BS meters
are gonna get bigger and bigger,and we're gonna get to a point
of where we want.
The good old times we want.
When people talk to people, howmany times have you called a
(14:43):
phone number and you got thatthing?
Press one for blah, blah, blah.
Press nine for blah, blah, blah.
It doesn't work.
I'm like, oh man, I don't evenknow which one I'm supposed to
be on, so now I'm gonna listenall night again.
By the end of the conversationat 18 connections later, I
finally get somebody on thephone that goes, oh, you called
the wrong number.
Dr. Michael Perusich (15:03):
Oh, yeah.
How did you get this department?
I need to transfer you.
Yeah.
And then you get hung up on.
Dr. Troy Fox (15:08):
So how, yeah, that's not customer service
Dr. Michael Perusich (15:10):
oriented.
Dr. Troy Fox (15:11):
So how did we get to that point?
But people hate that.
You know what they really want?
They'd love to make a phone calland have a real person answer
the phone, right?
So people like things that aresimple.
Sometimes simple is just youtalking to them online.
Dr. Michael Perusich (15:25):
And you walked us right into another
idea, and that's making surethat you are making connections
out in your community,physically making those
connections.
So it's not just your patientscontacting you or you contacting
them.
We gotta get out in thecommunity and build those
community referral networks.
And when you start working.
With other professionals, otherbusiness people in your town.
(15:47):
When people see that you'reinvolved in giving back to the
community, wow.
That can be a powerful way tobuild a practice.
Getting out and doing healthtalks, becoming members of a
board doing fundraisers, gettinginvolved in fundraising
activities for charities, thosekind of things.
Not only does it make you feelgood, but.
People see you and get to knowyou and see what kind of person,
(16:10):
what kind of human you are, andthey want to connect with you.
Dr. Troy Fox (16:14):
And some people panic when they hear that, oh my
gosh, I gotta get out in thepublic and I gotta look like a
complete imbecile.
Gone are the days where used tohave to sit at Walmart and do
spinal screenings, folks.
Dr. Michael Perusich (16:24):
Yes, those are gone.
Dr. Troy Fox (16:24):
We've all done'em.
And guess what?
They sucked.
You look like a completeimbecile.
But we got a lot of patientsdoing that and we exposed a lot
of people to chiropractic, whichI thought was phenomenal.
But the truth of the matter wasit was never fun to go do.
I will tell you this though,when you get involved in your
community, maybe you like to do.
Bells at church, or maybe youlike to, maybe you're a clogger.
(16:44):
I don't know.
I don't know what you are.
Maybe you're a golfer.
Whatever your fun thing is,that's where you should get
involved first.
So if you have a couple ofactivities, like if you're a
singer, be involved in a choiror like for me, we have a huge
event in my town every year, andit's the same weekend every year
so I can block it out.
But our town, like triples insize for a day.
(17:07):
Guess what?
Everybody in town gets involvedin this and if you don't get in
involved, you kinda look kindalike you don't care, right?
Sure.
So you know what?
I'm pretty good at flippingburgers.
Sure.
But it's come flip burgers forthe day and you're not above
doing it everywhere.
I would haul trash if that'swhat they wanted me to do, but
they're gonna see me there andthey're gonna see me doing
(17:28):
something to help the community.
It's not me just showing up as Icandy.
You notice eye?
But it's really me there to dosomething.
So if you're truly involved andyou truly care about your
community and you're doingsomething you love or you're
passionate about, you're notgonna feel silly doing it.
Now if you're just standingthere trying to get people to
(17:48):
notice you because you're thenew doctor in town.
Hey, look at me.
You probably will feel a littlesilly.
So do it from an approach ofhelping your community.
Dr. Michael Perusich (17:57):
I was super involved in the Boys and
Girls Club, and we had a hugeauction every year.
It was huge.
We'd have thousands of peoplethere, and I would always, I was
the president of Boys and GirlsClub for several years and I
would always get up and try tomimic the auctioneer.
And I can't talk fast.
I can't even say here kitty.
That's about as fast as I cango.
And everybody would laugh and itwas.
(18:17):
Funny.
And it got to be over the years,Dr.
Perh get up there and do theauction and it was a moment for
me to not only just poke fun atmyself just a little bit, but to
be human in front of a wholebunch of people.
And invariably we'd get 20 or 30new patients out of that event
every year.
It's amazing.
So get involved somewhere.
If you have a talent, go playthe guitar at church or whatever
(18:40):
your talents may be.
Or if you have time, go donatethat time to some organization
in your community.
Go be a speaker somewhere.
Your civic organizations arealways looking for speakers
every month.
Just get out there, put yourselfout there and get to know
people.
Dr. Troy Fox (18:55):
I'm gonna tell you the words of a famous person.
She works for me.
Her name's Jill.
Jill's famous words are you, doyou Fox?
And it's so true.
You know the thing is you do youlike I say, Hey, I'm gonna go do
blah, blah, blah.
You do you fox.
And the truth of the matter iseach of us do us differently,
right?
Sure.
The things I may wanna do wouldscare you to death.
(19:15):
If I told you that you weregonna run a golf tournament with
300 people in it, you may justbe mortified.
Maybe you've never played golf,but if you told me that I was
gonna run a church choir.
Gosh, I'm a horrible singer.
That'd scare me to death.
I'd probably have a heart attackbefore I got there.
So you do you gotta do what youenjoy.
But if you do yeah.
And you get involved, you'regonna get exposure and you're
(19:36):
gonna humanize yourself.
Just like you talked about, alot of times we are not
humanized and unfortunately, aschiropractors I hate to be
honest with you guys, butmedical doctors get put on a
pedestal.
Chiropractors get it.
People make a determinationwhether they love us or hate us.
And I hate that it's that wayabout us, but unfortunately
(19:56):
you've gotta humanize yourselfbecause people need to see you
as your real person.
Dr. Michael Perusich (20:00):
I think it's important.
It is very important.
So we need to take anotherbreak.
We're talking aboutopportunities in your practice.
When we come back, I want totalk Troy.
I wanna talk a little bit aboutthe opportunities that we can
see with our patients coming inthe door.
We touched on it a little bit inthe beginning, but I want to
wrap it up through that.
So we'll be right back,everybody.
Kats Consultants (20:21):
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 (20:48):
Alright, we are back to the KC Chiro
Pulse podcast.
We're talking aboutopportunities to build your
practice almost without havingto leave your office, other than
getting out and being visibleout in the community.
But, we talked a little bitabout this in the beginning,
that patients are walking in thedoor bringing us opportunities
and yet.
We're spending time talkingabout the weather, we're talking
(21:09):
about remodeling our house andhow we hate to paint or
whatever.
We're talking about everythingbut the patient.
When that patient's in front ofyou, it's imperative that you're
talking to them about them, andit's not just, how are you
feeling today?
It's what's going on in yourlife?
What are you doing?
What are you doing this weekend?
(21:30):
What'd you do last weekend?
Tell me what's happening andhere's what you find out.
I.
Not only find out aboutadditional visits that they
might need, like we talked aboutin the beginning of this, but
you also find out what groupsthey belong to.
Can I come and be a speaker?
Can I come and get involved?
Do you do fundraisingactivities?
How can my clinic plug intothat?
(21:53):
So you find out what thingsthey're involved in.
You find out what they do atwork.
Maybe they work on a factoryline and they do the same
movements all the time.
Ask if you can be invited to gowatch and pick up on what they
do so you can help not only thatpatient more, but maybe go to
the HR director and say, youknow what?
I think I could help your lineemployees stay on the line
(22:17):
longer with some tips and tricksabout how to protect their
backs.
Now you just maybe have openedup a whole bunch of other people
that work at that business.
It's little things like that.
It's other conditions.
It's, oh, you have kids, we needto get your kids into care.
Why?
My kids don't have back pain.
But they do have spines and theyprobably haven't had a scoliosis
(22:39):
screening and they're playingsports, so let's just walk up to
the front desk and find a goodtime to get them in.
Won't that be great?
Parents never say no to that.
I'm telling you, you could knockout six or seven new patients a
week just by doing that, right?
Dr. Troy Fox (22:54):
You look at all these little things and you
think, oh my gosh, the, if Ilook at each individual thing
we've talked about so far, everyone of'em is very easy to do,
right?
So it's a trickle method when itcomes down to.
Doing your marketing.
So you're marketing in the roomwith your patients, right?
You got your staff literallylistening for opportunities for
(23:17):
us to help patients because Idon't see it as just marketing
our patients.
It's not Hey, I wanna sell yousomething.
I'm looking for opportunitieswhere maybe they've got a
problem that I can help'em a lotcheaper and easier than having a
surgery or maybe a surgery withan MRI and, three months of
rehab behind it.
Maybe I can help you for$400instead of, eight or$10,000 of,
(23:38):
and that's the part theinsurance didn't pay for, when
we look at those sort of things,all those little things,
trickle, and newsletters.
Some people don't like to writenewsletters.
Guess what?
Most software anymore will do anewsletter for you.
In a lot of cases, they buildthe newsletter and ask you to
add a few key pieces in fromyour practice to personalize it.
Sure.
And so sometimes newsletters aresimple as well.
The staff component of this,very easy.
(24:01):
You talk in staff meeting andyou throw a few examples at, and
you guys role play in your nextstaff meeting.
And if you're not having staffmeetings, start having'em.
Great time to have one, havelunch role play a little bit.
You guys will have fun.
You'll get to laugh'cause youguys will you'll wanna, you
wanna, you'll play the patientone of, you'll play the staff
member at the front desk.
And invariably we'll end uplaughing about stuff as we're
(24:21):
doing it.
But we learn a lot.
We learn how to.
Navigate that minefield.
We know as the patient persona.
Dr. Michael Perusich (24:28):
Exactly.
So I wanna kinda wrap up herewith a story from one of our
clients that he told me a coupleof weeks ago.
So he'd come off a couple ofkind of mediocre months and he
was down a little bit.
So we started refreshing him andhis staff on a lot of these
ideas, Troy, that we just talkedabout.
And so they started doing thesethings again and the practice
(24:51):
started getting busier and thepractice started getting more
fun.
And lo and behold, in one monthfrom the previous month, in one
month, they doubled theirpractice.
They doubled their patientvisits.
Whoa.
They doubled their collectionsin one month just by doing these
simple things.
And you know what he told me?
He said, wow.
He said, you're right.
(25:12):
It's just balancing all theselittle things and keeping them
present time conscious and yourpractice explodes.
And
Dr. Troy Fox (25:20):
guess how much that costs?
Dr. Michael Perusich (25:22):
Not much.
A
Dr. Troy Fox (25:23):
little bit of your time, not very much.
When you, not very much.
And so when we start talkingabout return on investment, wow,
that's huge.
It's huge.
It's huge.
And your staff has satisfaction,so that means your tension's
better with your staff.
We all wanna keep our staffbecause we, one, we love our
staff usually.
I think most of us do.
(25:43):
I have a great time with mystaff.
Oh.
I feel like they're family, so Iwant staff to stay, so I want
them to be happy and feelfulfilled as well.
And then so you add that inthere as well.
So we're having fun, we'regetting more patients in the
door.
The doctor feels morecomfortable, he's enjoying
practice again, he or she.
And we got staff that are havinga good time while they're at it
(26:06):
and they're seeing their doctorhave a good time, which will be
infectious.
Dr. Michael Perusich (26:09):
And you're taking more profitability to the
bank.
This is the biggest win-winthing ever, and I think you said
this a second ago.
It's easy to do.
It's super easy to do.
So if you wanna know more abouthow we help clients, go to cats
consultants.com.
We got some free downloads onthere.
Check out everything we do.
Most of all, we appreciate youtuning in every week to the KC
(26:32):
ChiroPulse podcast.
We appreciate Chiro Health, USA,being one of our sponsors and
remember to like and subscribewherever it is.
I always forget where they putit.
Yeah and subscribe.
And it's because of you guys outthere that our podcast is
growing by leaps and brown leleaps and browns leaps and
bounds.
So remember, opportunitiesabound.
Go find them.
(26:52):
Troy, thanks for being on heretoday.
Yep.
Thank you.
We'll see y Allall later.
We'll see y'all soon.
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