Right to it Quit having to resale Re-convincing the patient visit after visit after visit s
Skit Look outstanding Scrubs Sharkskin shoes Wool plants Dry clean shirt Silk tie *White lab coat Put on lab coat Convinces me - $1,300 dollars
Audience Participation Can I see by a show of hands? Well versed in ozone – primary in practice Dabbling in ozone – Never done any ozone Special Kool Aid™ in the vendor room
What does Ozone do? Stimulates the production of white blood cells Interferon levels are significantly increased Stimulates the production of Tumor Necrosis Factor Stimulates the secretion of IL-2 Kills most bacteria at low concentrations Effective against all types of fungi Fights viruses in a variety of ways Antineoplastic Increases the flexibility and elasticity of red blood cells Makes the anti-oxidant enzyme system more efficient Helps with heavy metal detoxification Degrades petrochemicals
What does Ozone do? Reduces red cell clumping Increases oxygen partial pressure Reduces viscosity Oxidizes plaque Improves removal of breakdown products Good for red cell metabolism Improved 2,3 DPG Activates the Krebs cycle Better ATP formation Increases glutathione peroxidase, Catalase, peroxide dismutase. Improves healing Most remarkable adaptogen
You’re not a real doctor Have to be better in every regard. Better dressed, better office, better outcomes. Ozone allows for fantastic outcomes. Nothing is more powerful than a man who knows he’s right and keeps on a coming – teddy Roosevelt
Medications Jeff Foxworthy
Ozone Now we have covered the scientific bases of ozone therapy Demonstration #1
All conference long This is what ozone does This is how it works This is what you can expect
Patient promise I have studied my whole life to bring you the most important healing modality that I have ever seen. “Be in the moment” with the patient
Bottom Line It works. Now, let’s concentrate on using it effectively
Demonstration #2 Have skit on closing the sale Demonstrate in person – like a play? Dr J gives the outline – Alicia or Anna to close the deal Show compliance – case fee acceptance
Implementation 1. What I wish I knew about running an office 2. What clinical pearls I wish I knew when I started using ozone 3. What makes ozone work better Adjuncts to ozone
About me Interests: Stuff! Oxidative medicine Regenerative Injection Therapy Nutritional deficiencies Manual/manipulative therapy Dr Jason West
Acknowledgements & Gratitude Dr. Henry West (deceased) Dr. Michael Taylor Dr. Frank Shallenberger Dr. Robert Rowen Dr Robbins Dr. Mark Vance Dr Garry Gordon
History Fourth generation alternative medical provider Private Practice, Pocatello Idaho Established in 1916
Assumptions Ozone works Listen to the other presentations *prolozone orientation video Ozone works for everything. I have no fear of using ozone for any condition
Ozone Know your therapy Ask for expectations – what do you want me to do Patient expectations are much, much different than mine It’s what the patient’s expectations Ask for healing date – give the patient closure
Aristotle, socrate, plato.... Pain relievers, aspirin, steroids – ozone trumps all of them.
The Perfect Job/Profession Perfect World Doctor Born a Rockefeller (free clinic) Help everyone that comes to my office
Perfect World Patients Time Distance Cost Inner circle Every continent Every state Word of mouth referrals only
Center of the Universe Pocatello ‘Freaking’ Idaho Take the blinders off There is no geographic boundaries
Take off your clinicians hat Put on your businessman hat Like it or not, how you run your office (how good of businessman are you, determines your clinical outcomes). This is what I wish I learned
Hard Easy or Easy Hard Implementation Remove the confusion You’re costing yourself money
Financial Confusion – the big no no Do not allow people to owe you money because they will get embarrassed and go somewhere else Addressing finances in the first visit is critical. How to handle finances – The big 5 What is wrong What can Dr West do about it How long will it take How much will it cost How can we make the pain not come back?
Prostitute principle The value of the service decreases exponentially after the service is rendered.
Patient Role Play #1 – Belligerent patient – I am only here because my wife wants me to be here. I know you are witch doctor. Option #1 – take away selling Option #2 – why don’t you just give it a try. (money back guarantee) #2 – Mucho compliant patient #3 – the resale patient #4 – the case presentation patient
The void will always fill Stop trying to please everyone I only do business with people that want to do business with me.
Ozone & Million Dollar Practice I fully believe that everyone in this room is or could be making a million dollars in cash services.
Segue Look the part Image is everything Know the PART You’re a doctor first No one cares about your initials Turn weaknesses into strengths Prostitute principle SUPER HIGH INTENSITY THERAPY KNOW YOUR S.H.I.T.
Question How easy or how hard are you to do business with? Do you have congestion or road blocks? Do you have a greased chute?
Greased Pocatello Chute Started in 2005 Successful in spite of myself Six figure in injections Six figure in injections every month. Spent $2,500 in Shallenberger’s course, I figure at least $5,000,000 sine then (20:1 ROI in 10 years). Market cannot beat that
Question #2 Fish stink from the head down
Being the leader in your office Bosses – tell you to do something by making you feel like a child Leaders – inspires you to do something by making you feel excited.
Office Leadership Train, train, train, train Team meetings every morning for 30 minutes Review every patient and what you are going to do for them (55)
Marketing Budgets Take your marketing budget and put it into staff training Treat your staff and your staff family members – pro bono
Hard Easy Think about this... I learned this new technique.... I want to enhance my current technique
Break it down What happens at each and every step The events that occur when a NP calls your office The events that occur on referral
Flow chart Appendix for step by step interaction of the office
Financial $ucce$$ful in Oxidative Medicine
Patient Goals Make the patient a lifetime patient Ozone helps every condition Goal – make every patient unhappy going anywhere else Get as much diagnostic data as possible on each patient Holistic chiropractic Do Superb Exception Work – do what other providers don’t do
Healing Date 90 days and then re-eval GET MONEY FIRST Refund money
Practice Basics Make it easy to do business with No hidden or freaky billing practices. For me – cash & carry Patient Acquisition Patient Retention Patient Re-activation Cash flow is king
Cash Flow Collections Inform patient prior to visit of expected fees Have your “agent” negotiate for you Back up – you have to know your fees cold Back up #2 – you have to back up your agent Follow the “I wish rule” How will you handle today? Cash or check or credit card?
Patient Value The reward of helping someone that thought their lifestyle was over or has given up hope is indescribable. There is more to life than $. Put in business controls so that you can be in the moment with the patient Do not allow bills, overhead, payroll, or taxes interfere with the patient experience.
Patient Value Each patient is worth $15,000 Not to be fleeced Ask the patient, if I could get your back for you, what would it be worth? Begin with a thorough history- besides the primary complaint This is where the money is.... Think of the onion approach to health care
Life Time Patient 2 From the data revealed during consultation perform a comprehensive physical evaluation (orthopedics) on all patients Do the following on all patients 1. Blood chemistry profile 2. Imaging studies of area of “dragon” 3. Other diagnostic information Obtain Objective Data- that’s where the “WOW” factor occurs
Life Time Patient 4 Always prepare: 1. Financial consultation 2. A written report of findings 3. A written treatment plan 4. A written payment plan
Written Report Example
Treatment Plan Arthritis example
Life Time Patient 5 Offer all patients an opportunity to take a case fee treatment plan
What is a case fee treatment plan? Put in example
Life Time Patient 5 Give all patients something to take home Differentiate or die 1. Nutritional supplements (nuscriptions or Nx) 2. Exercises (low back, breathing, extremity) 3. Hot packs, cold soaks, or poultices 4. Ointments or salves 5. Special diets
Life Time Patient 6 Perform follow up exams (objective data) on a regular basis. You want to achieve and maintain optimum health in your patients Objective follows ups are in important Differentiate or die 1. Nutritional supplements (nuscriptions or Nx) 2. Exercises (low back, breathing, extremity) 3. Hot packs, cold soaks, or poultices 4. Ointments or salves 5. Special diets
Life Time Patient 7 Perform follow up exams (objective data) on a regular basis. You want to achieve and maintain optimum health in your patients Prepare an appointment book and rigorously adhere to it. You will never be able to maximize your patient services if you fail to do this. You must control your time or it will control you.
Life Time Patient 8 Documentation
Staffing Train your staff well Conduct meetings at least three times a week Front desk AR / Billing Back office / therapy Institute a monthly profit sharing plan for your staff.
Marketing Procedures Internal Procedures Summarize each visit to the patient 1. What was wrong 2. Can we (patient + doctor) fix it? 3. How long will it take? 4. How much will it cost?
Marketing Procedures Internal Procedures – Phone calls Call each patient that first night Document any questions, concerns or comments Especially “new” instructions Call one week later Are you better same or worse Call every 6-8 weeks Checking up on you, I made a commitment to your health and I WILL help you or I will find someone that can.
Welcome to My Practice Internal Procedures – Literature 1. Welcome to my practice letter 2. Birthday notes (NOT CARDS) 3. Thank you letter for referrals (Make sure to ask for referrals) 4. Send monthly newsletter 5. Send thank you cooperation and favorable response to treatment
Welcome to My Practice External Marketing- 1. Give the elevator pitch – what is your differentiation 2. Network, network, network
In Closing In every endeavor, there is a fine line between outstanding success and mediocrity. The difference between a person who is a great acheiver and the average provider is that the average provider is simply too lazy to do the little things, that the outstanding provider does. This is what makes the difference between success and mediocrity. I am not the smartest, I am not the most talented, but I may be the most stubborn.
Do what others don’t do to have what others don’t have.
Putting It All Together Dr Jason West – AAOT 2014
Clinical Pearls Dr Jason West – AAOT 2014
Shoulder Thoroughly evaluate the shoulder Shoulder example #1 - rotator cuff Always do the joint Always surround the dragon – shoulder isolation Shoulder pearl #1 – Pec major insertion Shoulder pearl #2 – Spinal accesory nerve Shoulder pearl #3 – Dorsal scapular nerve Shoulder pearl #4 – bicipital insertion on radius
Knee Pearls If you didn’t get the slosh, you didn’t hit a home run. Consider a medial or lateral approach Superior lateral approach via US guidance is the best After 5 attempts, if no imporvement you are missing the referral pattern SI joint Hip joint L/S joint
Ankle Pearls Inject the “pit of despair” Injection medial tibio-talar joint Plantar fasciitis Achilles – add superficial D5W Consider manipulation of the proximal fibular joint
Other ozone applications Internal conditions MAH Insufflation
Hip Pearls Hips are one of the more challenging joints US guidance *Neural therapy* inject femoral vein with 3cc procaine Trigger points Nerve entrapment
Lumbar Spine Spots Shallenberger spot Lumbar ganglion Silver dollar spot T/L Junction SI joint Cluneal nerves