by Dr. Kevin J. McGovern, PT, CSCS - McGovern Physical Therapy Associates
I wanted to take some time out of my schedule to write about the value of the Patient Compliance Course. This course teaches you and your staff how to sell which is taboo in some areas of the physical therapy world. Those people usually work for hospitals or large organizations. They do not have to create their paycheck; YOU DO!
If you think that you, as a clinician or practice owner do not need to know how to sell, you may want to re-think your business model. You have to sell everyday to your patients.
Here is a simple example. A patient comes in and after the evaluation, you determine that their plan of care will be 3 times a week for 4 weeks. They say they can only really make in 1 to 2 times a week due to work, co-pay cost and the like. How do you get that patient to come in for the plan of care that you prescribed? YOU SELL IT TO THEM!
The great thing about this course is that when you really think about it, every member of your practice has to sell. Your front desk has to sell in order to get their percentage of arrivals up. Your collection people have to sell in order to get insurance adjusters to cut the check faster. Your referral coordinator has to sell to get her referrals faster. Do you see now?
This course is vital to the continues success of your organization. I had Measurable Solutions deliver this course right in my office for 18 of my staff members. Only 3 of these staff members had been to Clearwater for other training. The course was a huge hit for everyone! All of my staff took to the easy methods with vigor and enthusiasm. I would suggest delivering this course to as many staff members as you can.
At my practice we have taken the course a step further. Like any new skill you must use it or you lose it! All of our staff is trained to report back to their supervisor if they fail to close on someone or something that they tried to sell. The staff member must look up in the Patient Compliance Course exactly what step they missed or did not use. They then re-read the section in order to continue to grow comfortable with the material.
All of the reports are routed to our Corrections Department. We look for patterns or situations that keep occurring. We then re-educate and drill so the situation doesn’t occur again.
In closing, if you want continued growth and stability of your practice, this course is a necessity!
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Presented by MEASURABLE SOLUTIONS, Inc.
For More Information on the Patient Compliance Course
If you answer "YES" to any of the following then this course is for you!
- • Is your percentage of cancellations 20% or higher?
- • Do your own clinicians discharge early to resolve the patient’s financial burdens?
- • Do you ever consider reducing the number of visits you recommend due to the patient’s pocketbook?
- • Are patients sacrificing results due to financial considerations?
- • Are your patients holding off starting care because of deductibles?
- • Are your patients trying to cut back number of visits because of higher co-pays?
- • Is lessening the number of treatments due to patient’s finances becoming an all too common solution?
- • Does patient cost have anything to do with how long you treat your patients?
- • Does your front desk avoid asking for co-pays because of patient’s financial burdens?
For More Information On The Patient Compliance Course
What is the Patient Compliance Course?
The facts are that unless patients understand the need for their care, the financial demands in their lives can place their health and well being at the bottom of their priorities…but is that fair to the patient?
Should the patient neglect the care that will make him able to function better in life?
The public does not have the awareness and means to make the right decisions regarding health care. Today the greatest majority of individuals think that it is up to the insurance companies to decide what their health needs are and this misconception has and is affecting our nation’s families. Now more than ever is dictating how you treat your patients.
But if you don’t know how to educate your patients so they understand the need for care you won’t be able to help them. You, as the clinician, know what and why your patient needs to have the care; it’s only a question of you knowing how-to teach your patient why they need to know.
The Patient Compliance Course does exactly that, it teaches you how to communicate with your patients about why their treatment plans should be a top priority and it shows you how to help the patient overcome financial concerns.
Should the patient neglect the care that will make him able to function better in life?
The public does not have the awareness and means to make the right decisions regarding health care. Today the greatest majority of individuals think that it is up to the insurance companies to decide what their health needs are and this misconception has and is affecting our nation’s families. Now more than ever is dictating how you treat your patients.
But if you don’t know how to educate your patients so they understand the need for care you won’t be able to help them. You, as the clinician, know what and why your patient needs to have the care; it’s only a question of you knowing how-to teach your patient why they need to know.
The Patient Compliance Course does exactly that, it teaches you how to communicate with your patients about why their treatment plans should be a top priority and it shows you how to help the patient overcome financial concerns.