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Click here to download the transcript.
Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors. Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.
what’s happening with what’s called the One Big Beautiful Bill So let’s go to the slides.
Click here to download the transcript.
Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors. Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.
Hey there. Greetings, friends and colleagues. This is Sam Collins, the coding and billing expert for chiropractic and acupuncture. We’re combining today a little bit because we’re gonna work talking about chiropractic and acupuncture combined on what’s going on or what you’re gonna be looking forward to, if you will, with what’s happening with what’s called the One Big Beautiful Bill So let’s go to the slides.
Let’s talk about that to make sure everyone has a good understanding. The reason why I want to bring this up now is I’ve recently gotten a lot of questions from my network members and others asking, “Hey, Sam, how is this going to affect me?” And I wanna be- make sure that we’re being proactive and not reactive to what’s going on.
So what is this One Big Beautiful Bill Act? How’s it going to affect us? What makes a difference to us? Really what the One Big Beautiful Bill Act is, as related to healthcare providers, are the changes affecting healthcare insurance, if you will, whether it’s gonna be through Medicaid or through the exchange.
So it’s more so gonna be an effect on the workflow that you have to do in tightening up are they insured or are they not. So the impact for providers is gonna be about insurance verification. This is really going to be mostly about people with marketplace plans. That’s the one they get through the marketplace.
Many people have them. And of course, anyone through Medicaid. Now, remember for California providers, we call that Medi-Cal, but it’s one in the same. It’s gonna really make a difference because, as you’ve probably noticed in the news, it’s gonna change eligibility. So it’s gonna require much more frequent verifications, and there’s gonna be some retroactive issues with it as well that someone may appear to be active, and then it’s taken away.
So here’s really what I wanna make sure. What if you say, “Hey, Sam, I don’t do a lot of Medicaid or none at all. I do mostly cash.” Then this doesn’t affect you at all. But if you’re dealing with people in the marketplace or Medicaid, it does. So most healthcare offices will have minimal effect unless you’re treating those types of patients.
So keep in mind, a lot of times when you’re hearing a lot of this hyperbole in messages, it often gets you panicked, thinking, “What do I need to do right now?” That’s why I say slow down and let’s look at it. Here it’s gonna be the Medicaid one. So it’s primarily on coverage, and let’s make sure too that I’ve seen some things about this that people say it’s gonna change how you bill.
It is not gonna change how you send a claim. It only impacts the coverage itself. So it’s not gonna impact coding or how claims are submitted, but primary coverage eligibility. So we’re gonna have to put a lot more pressure on us and the patient to what is or is not gonna be covered. This is really gonna begin next January, but I think it’s best to start getting used to now following through to make sure, does my system work through it?
Whether you’re using a Vality or something through your clearing house, you wanna have somewhere that can easily verify what’s going on with a patient because you’re gonna have to make sure that these people are still eligible. Why? There’s gonna be changes to eligibility. As you’ve probably heard in the news again, there’s gonna be eligibility changes based upon is the person able-bodied and working?
Are they doing volunteer service? So there’s gonna be a lot more verification. I think a lot of people will lose their plan, gain it back, and you’ll go back and forth, and it’s gonna make it very frustrating. So the bottom line is more patients may lose Medicaid eligibility during the course of care. I’m not even talking at the beginning, but during the course, you’re thinking, “Oh my God, what a hassle.”
This is why many of you say doggone it, that’s why I don’t take insurance.” In fact, I’ll let you in on a secret. In my dad’s practice when him and I were together, we took very little. In fact, my dad saw it as a charity. In fact, sometimes my dad would say, “It would be better to treat these pa- patients for free than all the administrative work,” which I’m not so sure he was wrong.
Bear in mind, though, some Medicaid plans for chiropractic and acupuncture can pay quite well, and in fact are the lifeblood of many practices. So we wanna make sure that you’re ready for that. More patients may lose their eligibility, so therefore eligibility verification has become important, done regularly.
I’ve had some people argue it should be done every visit, but I would say probably at least monthly or sooner because there may be changes that all of a sudden they’re saying it’s eligible now.” Two weeks later it no longer is. The risk of claim denials due to coverage termination is gonna be my big issue.
We wanna make sure that when someone comes in, as you’re well aware with the No Surprise Act and giving a good faith estimate, patients should be aware of what their charges are. So I think it’s gonna change how we as offices begin to make sure these patients understand if their insurance is not in effect, that’s not our fault We’ve done the best job we can to make sure that their coverage is there.
However, we’re warning them, “Your coverage may not be intact,” and as such, they would be personally liable. Therefore, they’re signing some type of financial agreement or otherwise to make sure that we’re not left holding the bag, because the truth is, I would rather not treat you and not get paid than treat you and not get paid.
So we’re gonna do a little bit more verifications, making sure it’s in line and patients understand their responsibility. So you’ve really got to conduct eligibility reviews more frequently. Now, they’re saying here generally every six months rather than annually. I would say maybe even quarterly for some, and some people may lose it retroactively.
So what may have been good through, say, March, all of a sudden for the next quarter is not. So retroactive Medicaid coverage will be reduced to one month, meaning that sometimes it could be as quick as one month it’ll be a turnaround. They used to have it where there’d be a three-month grace period. Now it’s only gonna be one month.
As a result, implement routine eligibility verifications. I’m gonna suggest if you’ve not already taken advantage of the electronic way through Availity or other systems, you really should. They’re minimal to no cost. In fact, Availity for the most part is free. But through other plans, there’s ways of getting that information.
Getting on the phone and calling, ineffective. You’ve really got to do it as an online part. If you’re a network member with me, reach out. We can go through what things you need to do. Bottom line is this: it’s not just Medicaid, though. It’s gonna be the marketplace or the exchange plans, and they impose stricter benefits on that.
I’ve just recently saw a lot of people have lost their benefits, so make sure, is it active? All we need to know when someone comes in, our job is to give you really good care. Insurance is their contract, and while we’re gonna do our best to make sure it’s covered, I want every patient understanding Our office has done the best job to verify your insurance.
However, we cannot guarantee coverage. You ever notice that when you contact an insurance, they always say this, “This is not a guarantee of coverage”? We’re gonna have to start doing the same thing. We’re not beholden to your insurance. If your insurance doesn’t cover, you have to understand your personal liability, and if they’re not ready to take personal liability, that’s fine, then we won’t accept them as patients.
Again, I go back to I’d rather not treat you and not get paid. So I wanna make sure there’s a good way of looking at this, saying, “Okay when is this policy effective? When’s the change date?” Because we have to make sure we’re gonna have potential issues where patients may experience more frequent coverage lapses.
They may lose coverage in the transition and have to be self-pay. Insurance card changes, plan changes. Here’s what the bottom line is. We’re gonna have to be more adept at verifications. It’s not as hard as you think. They’ve put so much stuff online to verify whether the person is eligible. Just plug in their ID number and you’ll see when is the effective date.
If we are proactive with that, I think we’ll run into far less problems. So really, what do you wanna start to do now? Now, just be aware. If you’re not doing much of this, I’m not really that concerned. You may say I may have a few people.” But bottom line is verify their eligibility regularly. Now, some will say before every visit.
I’m not sure I’m ready to go that far, but being if you’ve got an efficient system, that may work. Update financial policies. Make sure your patients understand their financial requirements in your office. Make sure you have a good, clear financial agreement. There’s nothing worse than someone coming saying, “Oh, everything is covered,” and when it’s not covered, they don’t wanna pay.
Remember, you’re not an attorney office. This is not one of these contingency things. If your insurance doesn’t pay, there’s no charge. Oh, no, that’s not how this works. Patients have to be understanding of their responsibility. Also, make sure you’re insu- obtaining their current insurance cards more frequently.
I would check quarterly, not just waiting for first of the year. Have you had any updates? Now, if someone’s coming in regularly, if there’s any updates, they probably make you aware. But if someone’s not been in a while, always say, “Hey, can we see your latest card?” Because a lot of times people get a new card, and they forget to tell you like, “Oh, I thought it was all the same.”
And strengthen your good faith estimate It’s very important patients understand their costs, just like we do. Don’t be afraid to be the office that we’re here to give you good care, but there’s an expectation of payment. And of course, if it’s not covered, could we put them into a self-pay plan, a prepaid plan, or even deal with a hardship?
Absolutely. But just be aware that this may change some coverages. Again, if you’re doing very little of it, may not affect you much. But realize we’re always here to help because you need to establish payment plans and coverage loss situations. What are we gonna do? If you don’t already work with me, as some of you are network members, work with me.
We’ll help you set that up. We already have some in- set up for you. Train your staff also, recognizing if they’re Medicaid eligible or they have marketplace, that has there been any recent changes? Has something changed with their job or whatever the case may be. Also, monitor your state Medicaid fees, because Medicaid fees in some states, really poor, but in other states, pretty good.
So this is something you’re gonna balance the type of practice you have, thinking of volume. It becomes more difficult if you are a type of practice that you spend a lot of time with patients, particularly in an acupuncture setting, there may not be as much value for you. So it’s something to consider whether or not is this a value to your practice or is it not.
The overall impact, it projects that it’s gonna indicate significant numbers of individuals that are currently covered under Medicaid or marketplace may lose coverage, so we wanna make them aware. But here’s the thing. As a chiropractic practice or an acupuncture practice, we are the most nimble at keeping things affordable.
Do you think most people can pay cash going into a medical practice? Absolutely not. What about coming to you? I think we do a good job as professionals at making things affordable, so don’t be afraid to put them into self-pay, prepaid, things where you can discount. My goodness, if you’re in California, you can offer a very large cash discount.
Know what your state allows. In Florida, you can do a prepaid monthly plan. So understand what your different states allow. Again, I would say reach out to me so we can make sure to set yourself up to make this be a benefit to your office, not something that’s a downer. Providers, the primary concern is not changes to coding and billing, but rather insurance patient coverage.
And if it’s not covered, put them into cash. Not a big deal. Eligibility verifications, financial responsibilities, make sure patients are clear. Just like when you go to purchase something, it’s the same thing. That part is the professional part. Make sure patients understand what they need. As always, we’re here to help.
If any of you have any concerns, reach out to me through H.J. Ross or American Acupuncture Council. If you’re a network member, we’re there to really help. We can do a one-on-one Zoom. Realize there’s some changes happening for documentation, very specifically for acupuncture. We’re having seminars this month, July 16th and the 23rd.
I hope to see you. But if not, keep a look for me online. We’re always here to help everyone. Best wishes.
Let’s talk a little bit about something that I’ve gotten a lot of questions about. Let’s talk about, what if I get a bad Google review?
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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors. Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.
Greetings, friends, colleagues. This is Sam Collins, the coding and billing expert for acupuncture for you, for the American Acupuncture Council, and of course, for my AAC network members. Let’s talk a little bit about something that I’ve gotten a lot of questions about. Let’s talk about, what if I get a bad Google review?
Let’s go to the slides. Let’s get into that. What if someone puts an online statement about you that’s false, bad, inflammatory, you name it? Let’s be careful. What if you do get a bad Google review? The first thing to do not let your emotion run away. When a patient makes a complaint or something less than flattering on an online platform, our immediate visceral response, of course, is going to be a little bit of anger because it is our integrity, and I do understand that.
But you have to take a moment, take a breath, start to understand what’s going on and how to respond because no one’s ever going to have 100% good reviews. I’ve been to a lot of services and places that I think, “How did this person write a bad review?” Everyone’s experience is different, but remember, there’s a lot of reviews.
Here’s where we have to be careful. You are a healthcare provider. You are bound by HIPAA regulations, so be very careful. When the patient even identifies themselves and discusses their treatment, you should never, regardless of what they’ve done, even confirm the reviewer is a patient Don’t even get into it.
I saw that when you came today. No. You got to make sure that you do not discuss diagnosis, treatment, appointments, billing, or outcomes, nothing that I would identify them. So for the most part, it would be a very generic response, of course. Now, obviously, factual inaccuracies by revealing protected health information.
You may think that wasn’t true.” You can’t correct it. Again, you’ve got to always remember, your greater violation will be the issue of protected health information. You may have a much bigger lawsuit against you than just someone saying, “I didn’t like the office.” Be careful. Do not engage in any type of argument or back and forth.
It’s not worth it. It’s like arguing religion, politics. You’re not going to win that. So be careful. Always think of, “What is my best practice?” You get a bad review, you should have thousands of good reviews. Make sure they’re there. Make it available. Encourage reviews. Aid patients in making access. Maybe not the first visit they’ve come, but after a few, get a lot of reviews going.
I think something that a person can go through and see that there’s, hundreds of reviews, and you’ve got one or two that are bad, oh, come on. You ever been to a restaurant that was fantastic, but there’s still a couple of bad reviews because they didn’t like the waitress, or there was too long of a wait?
It’s a good restaurant. That’s why there is a wait. Now, sometimes the best practice is no response at all. But if a review is negative but not defamatory, okay. What if the reviewer is angry and likely to continue the dispute? Not worth it. You can tell by the way they’ve done it. They’re trying to prompt you a little bit.
And realize a response may draw more attention, and y- all of a sudden now, instead of there being that one response, you’ve got lines of responses, ’cause it’s gone back and forth, and they’re taking it even further. Realize often just putting something in there that just says, “We would love to address this with you.
Please, give us a call or reach out to us,” may be the best response. Prospective patients are more influenced by a pattern of reviews than a single review. I know that’s true for me. I don’t think I’ve ever not chosen something, oh, there was one bad review. I’m looking for a pattern. If I see a bunch, now I’m concerned.
But realize, never argue or be defensive. Never. Never. You’re never gonna win that. De-escalate it. Make them come to your side. When you choose to respond, first thing you do, take a breath Breathe in and think, “Okay, what’s the best way to respond?” Maybe give yourself a little time. Don’t respond right away.
Take some time. Keep your response brief, professional, and frankly, just generic. Being calm and generic will reflect well, as potential patients can see that the office remains professional even when you’re criticized. You ever see someone that when they’re being criticized, when they have a measured response, you’re like, “Ooh, wow.
That’s the type of person that I want to be.” I want you to be that way ’cause that’s what your patients are looking for. I don’t want a doctor that’s off the hinges. Now, what about someone that re- reported something that’s just false? Okay, demonstrably just way out of line. Preserve screenshots, okay? And then obviously check the platform policies.
Realize most are not gonna remove something. They really aren’t. Now, maybe something exceptionally defamatory, maybe, but I find most people have tried, they pretty much won’t, so that’s why I say always bury it. If you are going to say anything about, “I’m gonna sue,” or anything like that, please don’t do that until you’ve consulted legal counsel.
You don’t wanna make any statement you don’t already know the answer to. I’ll give an example. Both my son and daughter are attorneys, and when they’re in court, the one thing they’ve always told me is they never ask a question they do not already know the answer to. So before you start to make any statements about, “I’m going to sue you,” better make sure, “Do I have standing, and can I actually sue?”
Chances are probably not anyway. But I get it, because it’s your integrity. So make sure you stay calm, but also make sure your staff understands, too, because sometimes your staff is defensive for you. And remember, designate who’s gonna respond to these. Are you going to allow staff, or is it gonna be the doctor only?
Make a rule that no employee may disclose any patient information online under any circumstance. They’re not responding probably at all, but they have to follow the same rules, that responses should be approved by designated management, meaning by you. But again, I’m still gonna go back, should be us. And then when legal counsel should be consulted.
Before you make any statements, “Eh, is this something maybe I want some legal counsel.” Maybe you wanna check with your malpractice carrier. Remember, American Acupuncture Council does protect you for when there’s lawsuits against you or when patients… I’m not saying they’re gonna defend you for a bad review.
But should that person turn into something legal, they will be there to help you, and they are there to help. I will say responding to a bad review requires a calm, prompt however, and professional reproach. Your primary goal is not to argue, but to show potential customers, ’cause this one’s probably gone anyway, that you’re attentive, empathetic, and committed Focus on commitment to service and next steps to contact you directly.
Make sure they’re aware, “Oh, no, I- here’s how you get in touch with us.” More though, have a lot of other reviews. What I see too often is reviews get old. When you get a new patient or someone that’s come in that’s been helpful, encourage them. I know I certainly like to. If I’ve had a good service, I love to give them person a review.
Realize that is part of what we do in society now with the way we have online platforms. Give yourself a chance for that. The American Acupuncture Council, myself, we’re here for you. Network members, you’ve ever run into this, please contact me. Let’s do a one-on-one Zoom. If you’re not a member, think about it, because we’re really gonna be able to help you.
But wholeheartedly, we want to make sure you’re successful. Your practice is always gonna have challenges. We’re here to meet those challenges. Until next time, my friends.
…talk about what type of practice protocols do we need to have when we’re navigating a challenging economy, because our patients are navigating it.
Click here to download the transcript.
Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors. Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.
Hello to my acupuncture friends and family. This is Sam Collins, the coding and billing expert for acupuncture and for you. Obviously, the American Acupuncture Council is always a resource for you as the American Acupuncture Council Network. Network members spay pay special attention, if you will.
Let’s get into what’s going on in our world right now. Let’s go to the slides and talk about what type of practice protocols do we need to have when we’re navigating a challenging economy, because our patients are navigating it. We hear on the news every day, gas prices, grocery prices, everything. So we’re gonna be challenged now for that discretionary income.
When I say that, it’s for patients coming in, let’s face it, when they think of acupuncture, what are they really thinking about? When an economy tightens, an acupuncture practice that depends on cash pay patients needs to make some pivots. You need to make adjustments because shifting from a visit-based revenue to a value-based revenue is what you’re going to look to.
And what I mean by that is shifting from something that’s value. Understand needs versus wants. This is something I’ll give credit to my mother, taught me when I was very young. People will buy what they want and beg for what they need. Think of how often you’ve had a friend that comes to you to borrow money to pay a bill, yet you notice they have on new shoes or they went out to a concert.
That’s, they wanted that concert, but they need to get their bill paid. I wanna put our category of care more to a want, the patient’s seeking it out, not creating that, “Oh, I need it.” ‘Cause I don’t think people often are gonna feel that need in the ways that we think it is. So keep in mind, though, discounting alone is a weak lever.
It really just compresses margin. You just, you make it cheaper, great, but it makes it more commoditized. I want a practice that focuses on doing things well, and these things are gonna be retaining a patient, repackaging and differentiating what you are that are different from others. Where do I get these?
Realize that often when you think of going out and marketing just to the public, that may not work as well. I start first with where’s the return on investment? It’s with existing patients. Think of retention first. Think of all these patients that have seen you over the years that are familiar with what you do, but they’ve just forgotten.
Acquiring new cash patients gets harder and more expensive in a downturn because where’s your marketing? I had a friend this week that said he was trying to post a job on Indeed and he wasn’t getting results. It just kept getting more and more costs from Indeed. So he had to think of what’s the return on investment.
The return is gonna come from your existing base. That’s gonna be your most reliable stream. Identify your patients. Reactivate who’s already there. Send them out emails, maybe a phone call, maybe a text message, and look for patients that have not been in for maybe 60 to 180 days. You could certainly go longer, but I would start there.
Think of the number of people who are familiar with that go, “Oh, yeah.” Make sure you use it as condition specific. Don’t just say, “Hey, come back in, get some acupuncture.” Get specific to your patient. Go into and get each one. Don’t send a blanket. Ask them how their low back pain is holding up, how maybe they’re dealing with home and work.
How about stress, anxiety? Realize acupuncture helps a great deal there. Patients often forget those changes. What about someone with headaches or how about athletes? A lot of athletes are realizing now recovery and their ability to participate in their sport comes to how well their body can maintain function.
So focus in on these types, whether it’s high school, club, or otherwise. There’s often a lot of help that you’re giving that I think sometimes we’re missing out on. Keep in mind, every professional team has an acupuncturist. Why aren’t you getting some of those patients, not necessarily maybe the professionals, but the other athletes who look up to them?
Now, I’m gonna suggest, though, outcomes. The beauty of acupuncture is its ability to work. Now, obviously, if someone comes in and they’re in a lot of pain, what is acupuncture going to do? Reduce the pain. I like that. But is that all they’re coming for? I don’t think so. This is why you wanna use simple outcome tools, whether it’s the Oswestry Dis- Disability Index, neck disability, or the PROMIS pain scales, or general pain ind- pain index.
I wanted you to in- demonstrate improvement trends, not just a reduction of pain. If all you’re looking for is to get rid of pain, that may go on a visit or two, they’re gonna think, “I don’t need anymore.” I want to see the progress so that the patient now understands the value. The value of the service makes price less of an issue This is the want.
Define the care. You’re taking them from acute to corrective to functional. Notice this is not about just getting them to maintenance. I want you to avoid terms like maintenance or wellness. That is where people don’t see the need. I want it to be their ability to function and maintain their ability to their lifestyle.
Maybe you wanna start to change your pricing, but pricing is not a race to the bottom. It’s not so much changing a price to make it the cheapest, but making it more affordable. Realize if you go to purchase a car, you’ll notice they never really advertise the price of the car, ’cause if they told you the car was eighty thousand, you would never wanna buy it.
But if they tell you, “Oh, you can get this car for six hundred and fifty a month,” all of a sudden now it seems affordable. So this is where it comes to you. What about monthly debits? Maybe where they get two to four visits at a preferred rate. Maybe with that, they join this package, they’re gonna get some priorities, maybe priority scheduling, maybe same-day visits, or discounts on other things.
Maybe they get discounts on your herb programs. But focus on the access and continuity of the care, not that it’s cheap. Tie it to a specific diagnosis, condition, or a goal. Maybe you have lumbar pain and stabilization program. Maybe it’s a stress program. Maybe it’s a headache program. Any of those are fine, but it’s gotta be anchored to the value of an outcome, okay?
Not just the cost of the visit. I’m looking more to the outcome, and don’t tie the outcome only to pain, but their ability to maintain their lifestyle and function. Now realize prepaid packages could be a good start to this. Realize in every state you can do it. Some states like Montana and Florida do require that you put money into a trust account.
But for the most part, just keep it simply compliant that the patient understands what they’ve purchased. Maybe the single price is eighty dollars a visit or a hundred. But if you buy a package of ten, maybe it’s only sixty a visit or six hundred, but that’s six hundred paid up front. Make sure it’s a good financial understanding, meaning if the patient knows what they’ve pur-purchased, they sign a financial document.
Make sure there’s expectations from you as the provider, what you’re gonna give to the patient, but also to the patient, the expectations of the visits, the, continuity of care, what happens if they miss a visit and so forth. I would just say, “Okay, good. We’re gonna extend it.” But do make a plan.
Don’t just leave it open-ended ’cause realize to be compliant, there’s gotta be some type of refunds. Now, refunds would be if it’s unused, they get it back. But I would suggest just p-push it forward to a different plan. Make sure you’re making clinical differentiation. Again, not just pain, but conditions.
Maybe they work at a desk. Maybe they have a neck or back issue from that. Maybe they’re a runner. Maybe they’re, again, headaches, stress, sleep. You can name almost anything that you deal with. Think of the myriad of services that acupuncturists can help someone with. Start to tie it to that, not just the reduction of pain, but how those increase function.
Realize if I’m reducing a headache and the headache is gone the headache’s not there, but how does that tie into their sleep or to their lifestyle, their stress level, how they’re dealing with relationships? What about integrating some care? Pair your services with other things. Maybe you’re gonna pair it with some type of exercise program.
Maybe you pair it with some massage. Maybe you pair it with stretching. But think of the myriad of things. It could be yoga, tai chi, qigong. Think of all the places you could go with this for a patient to go, they’re gonna come in and get this 30-minute visit, then they’re gonna get maybe some guided exercise or an ability to just have a p- a space in your office to do it, even if you’re not one-on-one with them.
Bottom line, though, is give me some outcomes and objectives. Give them something they can measure and see, not just, “I feel better,” but there’s things they can do that where they’re better. Expand your cash-friendly services. What about setting up a community acupuncture? Think of this is why the j- not the joint, but modern acupuncture.
Realize modern acupuncture is struggling. I’ve seen a lot of them close because I think more and more offices like ours are beginning to integrate that in that you can offer that style. But what about adding to it? Again, soft tissue programs, guided exercise, or how about short tune-up care plans?
Something that, okay, this is a three-visit care plan or a four-visit, but make it something that’s accessible. What I would avoid is across-the-board discounts, okay? That’s the death knell, because you’re gonna attract price shoppers. Someone’s gonna go, “Who’s the cheapest today?” That’s not the type I want.
Remember, you’re not a 99-cent store. You’re a doctor. When I pick a doctor, I’m picking a doctor because they’re good. Now, it’s gotta be affordable and reasonable, but I’m gonna pick you because of what you’re offering, that outcome. So make sure that you’re giving them function and necessity, not wellness.
Make an emphasis towards how your care gives them an ability to work, sleep, daily function, athletic function, and recovery. If you wanna get a good place to get patients, join a gym. Get in there and work out. Dress nice. But the more people learn that you’re an acupuncturist, trust me, you’re gonna get people that wanna come to your services.
Realize people who go to the gym generally have higher than average incomes if they have a gym membership. They may even have decent insurance. Realize this doesn’t negate using some insurance, but this means we’ve gotta pivot for these types of patients. Bottom line is your proof. Measure the outcomes.
Now, what I say about bottom line is not the proof of the patient, your outcomes. When you make these changes, anything you do, whether it’s taking insurance, not taking insurance, doing packages- Track your visit averages. Track your revenue per visit. What’s the retention rate? Did this really work? You’ve gotta have a metric.
Think of it, it’s like going onto Shark Tank a little bit. You have to go on and say, “Did this work?” And if it doesn’t, that’s okay. We pivot and adapt. Realize a practice is always changing. This is why we call it a practice. It’s not a perfect. You wanna start to learn what to works. What does your community look for?
What are your goals? Your goals are what my goals are. You have a good, successful, fun practice. Acupuncture works well, but often people don’t understand it because they’re tied to the pain model. Let’s get them going beyond that. The American Acupuncture Council is always your support. My network is the big support.
If you’re a network member with me, reach out. Let’s get into some details here. Let’s do a one-on-one Zoom. Let’s spend some time together. If you’re not a network member, take a look here. This is something we’re really here to help you. Our goal, make your practices successful because without you, I lack success as well.
Until next time, my friends.
Click here to download the transcript.
Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors. Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.
Click here to download the transcript.
Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors. Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.