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The Three Skill Sets You Must Have to Build a Successful PI Practice Today

The Three Skill Sets You Must Have to Build a Successful PI Practice Today

What are the three things as an injury practice business owner do you need to do exceptionally well in order to truly expand in the injury market and do it so that it’s easy? So that it’s not so stressful?

There are three basic skill sets that you must have. I’m going to lay those skill sets out today. They’re very simple.

The first skill set is that you, as a clinician, must be extremely good at what you do. You must be able to do a few things well.

  • You must be able to diagnose all of the injuries that the patient has. And you can’t miss injuries and simple ligament injuries. You must understand that there is a disc herniation and then there is excessive motion. You must understand picking up both findings so that you can determine easily the severity and location of any ligament injury that the patient has. You must be able to diagnose these things incredibly well.
  • Then you must be able to treat them incredibly well.  The first thing to treatment and treatment results is really having a sound understanding \ of what the underlying condition is that you are treating. The better you understand the underlying condition, the better your treatment results are going to be. You must be able to diagnose well, and you have to be able to treat well.

And today in the injury market, you’re in a medico-legal situation. You must document well.

  • Your documentation determines the benefits that the patient is going to be able to have access to and potentially get.
  • Your documentation determines whether the plaintiff attorney has a hard time or not.
  • Your documentation determines whether the defense attorney has a hard time or not.
  • Your documentation depends whether the insurer has a hard time or not.

You must be able to express yourself simply when in a deposition or a court trial setting.

  • You, as a doctor, must be able to diagnose all the injuries the patient has.
  • You must be able to get great treatment results with these conditions on a regular basis. And I mean great treatment results.

If a patient that goes through your treatment program, no matter how long it takes, they should not have chronic pain, any activities of daily living disorders, duties under duress, or loss of enjoyment of life factors.

If you can do this with a high degree of confidence and a high degree of predictability and routinely with patients, that’s step number one in your business because you are the person that produces the product and results of an injury clinic.

The second biggest thing that you must have is a well-trained team. Your team is super, super important and training your team is one of the highest returns on investment activities that you can actually do.

Everyone trains their staff, everyone trains the front desk staff how to answer the phone, the billing person how to code for bills, how to send out and make phone calls to insurance adjusters, and to follow up on denials. Everyone trains their staff to help your patient fill out the paperwork correctly ,how to route the patient to the room correctly, or how to schedule the patient correctly. Those are all routine things. That’s not what I’m talking about here. What I’m talking about now is the ability to train your staff to answer questions about the injury work that you do, as good or better than you do. When I say better, sometimes the staff are better because they’re simpler and they put things in layman’s terms much.

  • Your staff needs to understand what a patient is going through. They need to understand the reality of the patient, whether it’s day one, which is one of your most important visits.
  • What is that patient going through?
  • When they first get into your clinic, what is the experience that they’re going to go through? What’s the experience with the first phone call?
  • Routing them in, filling out your paperwork, gathering their insurance information,
  • Introducing you, the doctor in their first visit.
  • Your consultation, examination procedures,
  • Imaging procedures of you do them internally.
  • Treatment procedures.
  • Information that you provide them with to take home.
  • How they are rescheduled.

Every person in your staff needs to understand the high points of what needs to get communicated in each one of the visits.

  • If you or your staff do not understand, or  you don’t have a team around, you’re seriously cutting the number of referrals you can get;
  • you’re seriously cutting the amount of the reduction of problems that you would have with reimbursement;
  • You’re seriously cutting down the results that you can get with the patients as far as their physical results;
  • You are cutting down a lot of things that simply don’t need to be cut down.

Training your staff is one of the most important things you can do but training them specifically in what makes you unique as an injury provider is even more important. When patients leave the room and walk down the hall and suddenly have more questions, if they can’t go to anybody in your clinic and ask and get a great answer to the question, you’re seriously losing money, results, and causing yourself a lot unnecessary of stress. That’s simply because you haven’t trained your staff.

The doctor also must be able to market. Marketing is nothing more than determining how you want to be perceived in the market.

  • You must ask yourself how you want to be perceived in the market? You want to be perceived as the best doctor a patient can go to.
  • And what does that mean? It means that you are fast, effective, you don’t miss things, make the rehabilitation very easy and simple to understand, and you get great results.
  • You document so that anyone that the patient is involved with, from a plaintiff attorney, defense attorney, their insurance carriers, to their state work comp carriers, has a lot easier time with it.

That’s how you want to be perceived. I want to be perceived as somebody who doesn’t miss injuries. If I’m going out to attorneys, I want to be perceived as somebody who documents so incredibly well that it makes their life super, super easy. If I want to be looked at by insurers, I want to be looked at somebody that’s honest, ethical, and highly professional. That’s how I want to be looked at. That is called a marketing strategy. Deciding how you want to appear to your market.

A marketing plan is deciding how you want to get that perception out to your community. Advertising is where you put that message on paid or unpaid communication lines. A paid communication line might be a radio commercial or a TV commercial, or you might do some sort of a newspaper ad. You might be doing all kinds of social media posts. You might be sending newsletters out to your patients, past and present. You need to communicate to your patient base on a regular basis. That’s called marketing.

When you accomplish these three things, it becomes very easy to expand. It’s easy to put associates in behind you. It’s easy to bring in new, well trained staff and retrain staff. If you understand how you want to be perceived and you’re putting that perception in the market, you’ve got it made in the injury market. And the injury market, in my personal and my professional experience, is the most fun market to be involved in because it’s a very high purpose game.

Patients that are injured have a 50/50 chance of never fully recovering, so they need the best doctors to be treating them. And that’s what made that game super, super fun for me because I wanted to be that doctor.

I run a program called the SmartInjuryDoctors programs and that’s why doctors are attracted to the program because that’s what they want to be. Marketing does one really neat thing; it repels what you don’t want, and it attracts what you do want.

You must decide professionally what you want to be in, how you want to be perceived. Because once you make that decision and once you start going down to that path, you will attract what you want to attract. Right now, if you’re getting things that you don’t like, you need to look at how you’re being perceived and what you’re putting out because that’s what you’re attracting. I like to always work with high level people. That’s what I like to work with, and I think you will too.

The three components of your business are you, your staff, and marketing. They are key things to being able to grow your injury practice now and for the next decade or decades to come.

For more information on Spinal Ligament Injuries please check us out at http://www.smartinjurydoctor.comor check out our SmartInjuryDoctors® Podcasts on Apple Podcasts, Spotify, Google Play or Stitcher.

For information on spinal ligament testing by board certified medical radiologists go to www.thespinalkinetics.com

Want to learn more about Smartinjurydoctor's Program?

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New Richmond, WI 54017

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contact@smartinjurydoctor.com

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Smart Injury Doctors
701 Richards Ave
Clearwater Florida 33755

labell@biocyberneticsinc.com
Call Lee Ann at 1-800-940-6513, ext 700

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© 2019 Biocybernetics Inc.

What the Back and Neck Injury Market Needs Is Better Doctors

What the Back and Neck Injury Market Needs Is Better Doctors

What the Back and Neck Injury Market Needs Is Better Doctors

What I want to talk about in this article is what the injury market really needs.

It needs better doctors.

And it’s very, obvious that this is true by looking at the statistics in the injury market.

The statistics in the injury market are horrific.

I’ve been in this injury market for a long time, I’ve worked with a lot of different doctors. One of the things that’s so interesting to me, and it’s something that needs to change, is doctors are so proud of …

Like if you take these, for example, in the back and neck injury area, doctors will proudly actually show statistics.

I wrote a video called “Whiplash Statistics Don’t Lie.”

And it’s on Spinal kinetics You Tube channel, and it goes through 41 studies that show the horrific results of anybody that suffers a spinal ligament injury in the fact that they have a significant risk to never, ever get out of the pain that they actually have as a result of these injuries.

I don’t think anybody in the market disagrees with the fact that we need to have doctors who are a lot better at treating patients and getting results.

We don’t need more doctors.

We need smarter doctors.

We need doctors that can get results and we need that to be the primary focus …

The market for 2019 is starting to change and the market for 2020, 2021, 22, and beyond is going to be about results. Not about the money that doctors can make. Any doctor that can get great results in the injury market won’t have a problem earning money.

Money’s not an issue. Anytime that you’re really good at what you do, and in the Smart Injury Doctors Program I say the smart injury doctors are doctors that are striving to be in the top 20 percent of their profession, so they are really good at what they do.

Those doctors do not have a money issue. Those doctors aren’t the ones talking about the money that they make or the money that they can make.

They’re talking about the results that they get.

They’re constantly striving to look for better diagnostic procedures, better patient management procedures, and better treatment procedures that yield better results.

They also can document in a way that allows everybody in the market to have a much easier time, because when you’re in the injury market, you’re in the medical-legal environment where documentation means everything.

But if you look at the statistics today, the National Safety Council says that for every medically attended injury in the Workers’ Comp market today is a 42-thousand-dollar bill to the employer.

So, injury care … all care, for that matter, but injury care which is a huge portion of the health care market, must start to focus on getting better results.

We want doctors to go out of business.

Now, when I say that, the great doctors will never go out of business.

But bad doctors will.

The injury market has allowed bad doctors to survive. Doctors that are just more interested in the patient as a dollar sign instead of the patient as someone that they get great results with.

You can tell those doctors in the market, you can tell those consultants, you can tell those experts, because that’s what they’re talking about. They’re never talking about the results they get with the patient.

They’re talking about:

  • how much they billed
  • how much they made
  • how much their attorney made

But they don’t ever talk about the devastation of the life. When an attorney and a doctor make a huge amount of money in injury care, it’s because the patient didn’t do well under care.

It’s because the results of the patient were not good. Now some of them, in catastrophic injuries, everyone agrees, those are very difficult to deal with. Those are very difficult to deal with. In the back and neck injury market, not so much.

So, there are too many doctors in the market today that are proud of the fact that they make attorneys money.

Well, how do you make attorneys money?

You make attorneys money by not getting good results with the patients. A doctor’s job in the injury market is to diagnose properly what the patient has. Full, accurately, completely, as well as you can.

Treat the condition to a great result in a highly effective and efficient manner, and document in a such a way that everyone has a very easy time understanding exactly what you did.

But results. The future market in the injury market is a results-based market.

It’s a market that’s going to sane out, it’s going to start to call out bad doctors, bad procedures, bad equipment.

And it’s going to start to go after good results. Anything that produces good results today in the injury market will thrive, especially in the new injury market that’s coming.

So, what we need today in the injury market is really simple:

We need great doctors; we need great injury doctors.

SmartInjuryDoctors that can get great results with the patients.

Those are the doctors that have high-purpose practices. Those are the doctors that look forward to getting up every morning and going to practice. I know when I was in private practice, we were very good at patient results.

And I very much so looked forward to getting involved and getting in with the patients. Nothing else mattered.

When I say it didn’t matter, yes, I was running a business, and yes I had to deal with staff and contracts and healthcare contracts and contracts for PPOs and HMOs and Medicare changes, and all the various things that you have to do in a private practice today to thrive and survive.

My point is that I just absolutely love…

The point that got me up in the morning, was working with the patients and getting the great results that changed lives.

Remember, as an injury doctor, when you have an injured person come in, they come in with a family.

Let’s say it’s a mother of four children and married, husband. Right?

Big family.

Well, when you are treating that patient, you’re also treating all the dynamic that goes with that patient. When you improve that, and you know you’re improving that, it’s an amazing practice.

Injury practice is the most purpose-driven practice that you can have. It’s the most beautiful practice that you can have because of the effect that you have on the injured person’s lives. The biggest thing that’s needed in the market today are doctors that are highly effective at getting great injury results in a very cost-efficient, cost-effective, very shortened time manner.

The better we can get at getting great end results, the better the doctors are. And that’s what we call Smart Injury Doctors.

I also just want to remind all doctors in this program today, that a doctor’s job is to reduce patient benefit needs.

Now this gets so confused in the market today, because I know as a person who has trained doctors and trained attorneys for a very long time, one of the worst questions that I would ever be asked by a doctor was:

  • ‘How do I show, or do I make patients’ attorneys’ money?’
  • ‘How do I increase settlements?’

I hated that question, just hated it. Still to this day, I do.

Because good doctors don’t do that.

Good doctors know, just like I knew, when I was in private practice, I knew that when you get great injury results, you are aligned with everyone in the market, which is exactly where you want to be.

You want to be aligned with everyone in the market.

What does the patient want? That’s exactly what the patient wants.

What does the patient’s insurer want? That’s exactly what the patient’s insurer wants, they want great results in a short and cost-effective manner, as short as possible.

What does the patient’s attorney want? They want the same thing. What do the defense attorneys for the insurance industry want? They want the same thing.

So, when you are good at what you do with injury work, you are what everyone in the market needs, and you have a much easier time in private practice.

Injury recovery results. I don’t mean monetary recovery. I mean physical recovery. Injury physical recovery results, and doctors that can get these results fast, efficient, and cost-effective, are the most sought-after doctors in the market.

And doctors, I just wanted to say to those of you in the injury space, that’s what we’re all working towards, that’s what the Smart Injury Doctors program works towards, but I just wanted to do a simple program on that to remind everybody in the market that that’s truly what we’re after.

For more information on Spinal Ligament Injuries please check us out at www.smartinjurydoctor.com or check out our SmartInjuryDoctors® Podcasts on Apple Podcasts, Spotify, Google Play or Stitcher.

For information on spinal ligament testing by board certified medical radiologists go to www.thespinalkinetics.com

Want to learn more about Smartinjurydoctor's Program?

Reach Us

Want to know more? We are happy to receive a message from you.

246 Tierney Drive, Suite 1,
New Richmond, WI 54017

1-800-940-6513, ext 700

contact@smartinjurydoctor.com

Leave A Message

CONTACT US

Smart Injury Doctors
701 Richards Ave
Clearwater Florida 33755

labell@biocyberneticsinc.com
Call Lee Ann at 1-800-940-6513, ext 700

SEARCH THIS SITE

© 2019 Biocybernetics Inc.

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