Chiropractic Coaching: Practice Rescue, Volume 9: Preventing Recalls

Chiropractic Coaching: Practice Rescue, Volume 9: Preventing Recalls

*The following is an actual transcript for Chiropractic Coaching: Practice Rescue, Volume 9: Preventing Recalls. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.*

Chiropractic Coaching: Practice Rescue, Volume 9: Preventing Recalls

Hello everybody and welcome to Thrive in Five. I’m Dr. Dennis Perman and I’ll be your chiropractic coach for today. This session, the ninth in our practice rescue series is about preventing recalls. And you might think that sounds kind of counterintuitive and bizarre. Why would you wanna prevent recalls? What I mean by preventing recalls is not needing to do them because you’ve done such a good job educating patients that they have decided to stay with you. You only do a recall when the person disengages, either when they leave, briefly miss a visit and you have to recall them, or when they leave or fade, then you have to enter them into your recall. Particular if you use such a device and recapture them somewhere down the road. But the best way to manage recalls is not to have to do them in the first place. I mean, let’s face it, is there a patient around who doesn’t need ongoing chiropractic care as part of their health and wellness routine?

I’ve been under care since I went to chiropractic college in 1977. I’ve been under regular care since then. And now that I’m getting on in years, I see that the investment that I have made is being repaid many times over. If you can convey this to your patients, the likelihood of them needing to be recalled will dwindle and for some people it will go away. So what do you have to do in order to create that? Well, the first order of business is to understand the PVA skills. The first is for you to have an exceptional intake procedure where the person gets a great consultation, history and exam, and a great report of findings that asks them to commit to your partnership to get them healthy and well. The second PVA skill is for you to have consistent ongoing patient education on a visit by visit basis so that the patient continues to understand and expands their knowledge and skill sets about being a great chiropractic patient.

The third is for you to have a superb ream system so that you can along the way, monitor and punctuate your program of care so that that patient continues to recommit and continues to understand that chiropractic care should be of their ordinary health routine. And then finally, the fourth skill. If you’ve done all these things but it’s only reached a certain aspect of the person, well then you have to do your recalls. Your recall will simply either be a telephone tracer log, like a recall, that’s a daily recall, where at the end of the day your front desk ca tells you these are the people who didn’t show up and then you get to call them. Or for some offices, the system is the ca does it once or twice or even three times, and then the doctor does it. But whatever system you use daily recall on a telephone tracer log is great because it keeps people on the straight and narrow.

You don’t let them leave or, uh, violate that policy for more than one visitor at a time. But if somebody leaves or phase, or if they tell you if they’re leaving, then you have to use a recall system where you use a two part system that first sends them a note and then second gives ’em a call. Now the doctors can do that or the CAS can do that depending on which patient it is. But it’s so much better not to have to do that at all by preventing recall. By having the first three PVA skills work really well, you often will not have to employ the fourth. So what actually happens in a patient’s mind when they go through the process we just described? Well, in the beginning, they come in because they have to, they’re in pain and they need relief, and they look at you as an opportunity for them to feel better.

That’s fine. In fact, if we’re gonna be honest about it, most patients find their way into our sphere of influence because of some kind of painful problem. But you see at some point they’re not going to have to come in, they’re not going to need to come in and you have to con convince them, persuade them that they need to want to come in. When they bridge that gap between have to and want to, that’s when you start preventing recall because the moment that they wanna come in, you don’t have to do anything to remind them or to cause ’em to come in. So keep it in your mind that you can help people prevent recall, and you can prevent having to do recall by getting people to bridge the gap between have to and want to. If you think this is interesting fresh material, then you’ll be really interested to find out that we’re gonna be presenting stuff like this at our SuperConference coming up October 13th, 14th and 15th.

Now it’s happening right away. Folks, if you’re gonna come, please come. It’s in Orlando. Let’s get you registered and get you into the rooms so you can be experiencing all this wonderful stuff that we’re gonna be talking about. You can see that there’s a QR code that you can easily just run your, uh, phone over, run your camera over, and it will take you right to a landing page that will help you understand what you need to do in order to get to that place. SuperConference every year we get incredible feedback, incredible compliments about how great it is and how did you top last year? And you know, we don’t try to top last year. We just try to create the most contemporary, most compelling, most valuable resources for you so that you can build the practice of your dreams and make the rewards that you expect to get from such a great practice. Every one of you could benefit from coming to SuperConference. So please mark your calendars October 13th, 14th and 15th in Orlando. You can use this QR code to get there, uh, to get the information you need to get there and we would sure love to see you there. This is Dr. Dennis Perman for The Masters Circle Global signing off for Thrive in Five.


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