3Right to it Quit having to resale Re-convincing the patient visit after visit after visit s
4Skit Look outstanding Put on lab coat Scrubs Sharkskin shoesWool plantsDry clean shirtSilk tie*White lab coatPut on lab coatConvinces me - $1,300 dollars
5Audience Participation Can I see by a show of hands?Well versed in ozone – primary in practiceDabbling in ozone –Never done any ozoneSpecial Kool Aid™ in the vendor room
6What does Ozone do? Stimulates the production of white blood cells Interferon levels are significantly increasedStimulates the production of Tumor Necrosis FactorStimulates the secretion of IL-2Kills most bacteria at low concentrationsEffective against all types of fungiFights viruses in a variety of waysAntineoplasticIncreases the flexibility and elasticity of red blood cellsMakes the anti-oxidant enzyme system more efficientHelps with heavy metal detoxificationDegrades petrochemicals
7What does Ozone do? Reduces red cell clumping Increases oxygen partial pressureReduces viscosityOxidizes plaqueImproves removal of breakdown productsGood for red cell metabolismImproved 2,3 DPGActivates the Krebs cycleBetter ATP formationIncreases glutathione peroxidase, Catalase, peroxide dismutase.Improves healingMost remarkable adaptogen
9You’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
18About me Interests: Dr Jason West Stuff! Oxidative medicine Regenerative Injection TherapyNutritional deficienciesManual/manipulative therapy
19Acknowledgements & Gratitude Dr. Henry West (deceased)Dr. Michael TaylorDr. Frank ShallenbergerDr. Robert RowenDr RobbinsDr. Mark VanceDr Garry Gordon
20History Fourth generation alternative medical provider Private Practice, Pocatello Idaho 83201Established in 1916
21Assumptions Ozone works Ozone works for everything. Listen to the other presentations*prolozone orientation videoOzone works for everything.I have no fear of using ozone for any condition
22Ozone Know your therapy Ask for expectations – what do you want me to doPatient expectations are much, much different than mineIt’s what the patient’s expectationsAsk for healing date – give the patient closure
23Aristotle, socrate, plato . . . . Pain relievers, aspirin, steroids – ozone trumps all of them.
24The Perfect Job/Profession Perfect World DoctorBorn a Rockefeller (free clinic)Help everyone that comes to my office
25Perfect World Patients TimeDistanceCostInner circleEvery continentEvery stateWord of mouth referrals only
26Center of the Universe Pocatello ‘Freaking’ Idaho Take the blinders offThere is no geographic boundaries
27Take off your clinicians hat Put on your businessman hatLike 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
28Hard Easy or Easy Hard Implementation Remove the confusion You’re costing yourself money
30Financial Confusion – the big no no Do not allow people to owe you money because they will get embarrassed and go somewhere elseAddressing finances in the first visit is critical.How to handle finances –The big 5What is wrongWhat can Dr West do about itHow long will it takeHow much will it costHow can we make the pain not come back?
31Prostitute principleThe value of the service decreases exponentially after the service is rendered.
32Patient 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 sellingOption #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
33The void will always fill Stop trying to please everyoneI only do business with people that want to do business with me.
34Ozone & Million Dollar Practice I fully believe that everyone in this room is or could be making a million dollars in cash services.
35Segue Look the part Know the PART You’re a doctor first Image is everythingKnow the PARTYou’re a doctor firstNo one cares about your initialsTurn weaknesses into strengthsProstitute principleSUPER HIGH INTENSITY THERAPYKNOW YOUR S.H.I.T.
36Question How easy or how hard are you to do business with? Do you have congestion or road blocks?Do you have a greased chute?
37Greased Pocatello Chute Started in 2005Successful in spite of myselfSix figure in injectionsSix 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
46Patient Goals Make the patient a lifetime patient Ozone helps every conditionGoal – make every patient unhappy going anywhere elseGet as much diagnostic data as possible on each patientHolistic chiropracticDo Superb Exception Work – do what other providers don’t do
47Healing Date90 days and then re-evalGET MONEY FIRSTRefund money
48Practice Basics Make it easy to do business with Patient Acquisition No hidden or freaky billing practices.For me – cash & carryPatient AcquisitionPatient RetentionPatient Re-activationCash flow is king
49Cash Flow Collections Inform patient prior to visit of expected fees Have your “agent” negotiate for youBack up – you have to know your fees coldBack up #2 – you have to back up your agentFollow the “I wish rule”How will you handle today?Cash or check or credit card?
50Patient ValueThe 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 patientDo not allow bills, overhead, payroll, or taxes interfere with the patient experience.
51Patient Value Each patient is worth $15,000 Not to be fleecedAsk the patient, if I could get your <throwing baseball with your grandson> back for you, what would it be worth?Begin with a thorough history- besides the primary complaintThis is where the money isThink of the onion approach to health care
52Life Time Patient 2From the data revealed during consultation perform a comprehensive physical evaluation (orthopedics) on all patientsDo the following on all patientsBlood chemistry profileImaging studies of area of “dragon”Other diagnostic informationObtain Objective Data- that’s where the “WOW” factor occurs
53Life Time Patient 4 Always prepare: Financial consultation A written report of findingsA written treatment planA written payment plan
56Life Time Patient 5Offer all patients an opportunity to take a case fee treatment plan
57What is a case fee treatment plan? Put in example
58Life Time Patient 5 Give all patients something to take home Differentiate or dieNutritional supplements (nuscriptions or Nx)Exercises (low back, breathing, extremity)Hot packs, cold soaks, or poulticesOintments or salvesSpecial diets
59Life Time Patient 6Perform follow up exams (objective data) on a regular basis. You want to achieve and maintain optimum health in your patientsObjective follows ups are in importantDifferentiate or dieNutritional supplements (nuscriptions or Nx)Exercises (low back, breathing, extremity)Hot packs, cold soaks, or poulticesOintments or salvesSpecial diets
60Life Time Patient 7Perform follow up exams (objective data) on a regular basis. You want to achieve and maintain optimum health in your patientsPrepare 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.
62Staffing Staffing Train your staff well Conduct meetings at least three times a weekFront deskAR / BillingBack office / therapyInstitute a monthly profit sharing plan for your staff.
63Marketing Procedures Internal Procedures Summarize each visit to the patientWhat was wrongCan we (patient + doctor) fix it?How long will it take?How much will it cost?
64Marketing Procedures Internal Procedures – Phone calls Call each patient that first nightDocument any questions, concerns or commentsEspecially “new” instructionsCall one week laterAre you better same or worseCall every 6-8 weeksChecking up on you, I made a commitment to your health and I WILL help you or I will find someone that can.
65Welcome to My Practice Internal Procedures – Literature Welcome to my practice letterBirthday notes (NOT CARDS)Thank you letter for referrals (Make sure to ask for referrals)Send monthly newsletterSend thank you cooperation and favorable response to treatment
66Welcome to My Practice External Marketing- Give the elevator pitch – what is your differentiationNetwork, network, network
67In ClosingIn 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.
68Do what others don’t do to have what others don’t have.
69Putting It All Together Dr Jason West – AAOT 2014
71Shoulder Thoroughly evaluate the shoulder Shoulder example #1 - rotator cuffAlways do the jointAlways surround the dragon – shoulder isolationShoulder pearl #1 – Pec major insertionShoulder pearl #2 – Spinal accesory nerveShoulder pearl #3 – Dorsal scapular nerveShoulder pearl #4 – bicipital insertion on radius*Have Dino show pain in the bicipital tendon area
72Knee Pearls If you didn’t get the slosh, you didn’t hit a home run. Consider a medial or lateral approachSuperior lateral approach via US guidance is the bestAfter 5 attempts, if no imporvement you are missing the referral patternSI jointHip jointL/S joint
73Ankle Pearls Inject the “pit of despair” Injection medial tibio-talar jointPlantar fasciitisAchilles – add superficial D5WConsider manipulation of the proximal fibular joint