In this training video Dr. Vince Leone addresses clinicians and clinic owners who work in high‑ticket specialties such as spinal decompression, neuropathy, knee pain, and plantar fasciitis. He explains why attracting high‑quality new patients is essential for maximizing clinician time, revenue, and outcomes, and then presents two concrete, repeatable tactics to raise patient quality. The first tactic is a pre‑visit educational webinar (12‑15 minutes) that educates prospects on the condition, typical treatments, why those fail, the clinician’s unique solution, insurance and cost considerations, and the risks of surgery. Dr. Leone details how to create the webinar (simple screen‑recorded PowerPoint), where to host it (website, Facebook, funnels, YouTube, business‑card QR codes), and how to make viewing a mandatory step in the new‑patient intake workflow, including staff scripts for confirming completion at the appointment. The second tactic is a $45 no‑show/no‑call fee policy. He provides a short script for staff to communicate the policy, explains the rationale (protecting doctor and other patients’ time), and advises to enforce the rule by refusing to schedule patients who balk at it. Dr. Leone argues that together these strategies filter out low‑commitment prospects, improve schedule consistency, and boost overall clinic outcomes. The video ends with a call‑to‑action to schedule a paid consult via drvincecalendar.com, emphasizing that the consult itself requires an application and is not free.
Chapters
Hey everyone, Dr. Vince here from Specialized Practice, and today I want to cover 2 strategies to improve patient quality. So every doctor, and we, you know, focus on these high-ticket niches— decompression, neuropathy, knee pain, and plantar fasciitis— so, you know, all my doctors, they want to sit in front of the best quality patients as possible. And now, is it going to be perfect? No. Are there ways to improve the quality of the patient? So in other words, they know what you do, they recognize that you are an expert, they understand that insurance doesn't cover some or all of it, and there's gonna be a commitment financially on their part. Yeah, there is a way to do that. And so I wanna talk about 2 key ways right now. So let's go ahead and dive in here. Why do we need to do this? Well, we wanna make the best use of your time. Yeah. You're already busy, right? You have a practice, you have a family. You don't wanna carve out an hour of a new patient evaluation and either they don't show or you go through all this evaluation process and they're like, oh my gosh, I mean, I took the bus here today. I couldn't have— That's what we're trying to avoid here. So we wanna work with the best quality patients and we wanna increase revenue for the clinic. So strategy number 1 Is the pre-visit webinar. So we've been using these for years. They do not need to be fancy, by the way. I record all of ours for our clients. I position this as a, you know, a group of national chiropractic specialists, so that helps to kind of be part of this group. But regardless, I just do a ScreenFlow kind of similar to this. Not exactly. I'm not— I don't have a little visual of myself. It's just a— PowerPoint, and it's a ScreenFlow, so they hear my voiceover. But the point being is, it's invaluable. We've found that when a patient watches this webinar prior to coming into the office, it's incredibly different type of patient, right? So let's talk about the specifics of the webinar. I would put it around 12 to 15 minutes, shorter if you can. You know, anything— no, no more than 20 minutes, right? 20 minutes is kind of the threshold, but 12 to 15 is a nice sweet spot. You can get, as you know, all the information you need in there. It allows you to put this everywhere, right? You can put it on— say you're a decompression doctor— you can put it on your decompression-specific page on your main website. You can put it on your Facebook page. You can put it on into a funnel, a marketing funnel. You can Create a YouTube channel and put it there. You should just put it everywhere you want, everywhere you possibly can. You can create business cards for referrals and say, hey, if you know someone, have them watch this video first and then schedule to come in after. So you can hand those out. So I put it as many places as possible. And what you want to do is you want to explain the condition A to Z. In other words, okay, what is chronic back pain? You know, what is a bulging herniated disc? What are the signs and symptoms? What are the typical treatments? Why do those typical treatments fail? You know, what is it that you do that's so different and effective? Explain spinal decompression in layman's terms. Does insurance cover it? If not, why not and how much? So you just go through all those different aspects of the condition so that they fully understand what's going on with their body, why chiropractic or PT or massage or drugs have not worked up to this point, you know, 'cause they've probably been to many other providers. They may be considering surgery. You could talk about the dangers of surgery, failed low back surgery syndrome, all that type of stuff. So that they, you wanna basically create an educational webinar that they just can't find with 2 minutes of searching on Google, right? You need to be different. You need to be educating them, what we call leading with value, education-first advertising. And so that they can start to recognize you, wow, this person actually knows what they're talking about, they're an expert, and they start to develop rapport and trust with you. So yeah, positions the doctor as an expert, handles the insurance finance question, and it pre-educates the patient. And then what you wanna do is, you know, when someone signs up for, say, a decompression slot on your schedule, you know, when you send them the new patient paperwork, You also send them a link to your webinar and your staff. Hey, so by the way, it's a requirement for Dr. Leone that you watch this webinar prior to coming in. Now, why is that important? Well, one, we want them to watch the dang webinar, but two, we want them to start listening to us and following our recommendations, right? And so if they're— if they can't even commit to 15 minutes when their back is absolutely killing them and they can't work and they can't sleep and all this type of stuff, That's not a patient that you want to sit in front of, right? If they can't even make that small commitment to you and to themselves, frankly. So, um, when they schedule, hey, you've got to watch this webinar. When they show up, hey, I just want to make sure that you watch this webinar. If not, give— put it on an iPad and give it to them and say, you got to watch this webinar. It's, it's absolutely critical, um, to see the doctor. Okay, um, so anyways, and then, you know, you When you see the patient, hey, just want to make sure that you watch the webinar. Yes, I watched the webinar. Good, good job. Did you have any questions on it? You know, and you can kind of not quiz them, but ask if they have any questions, right? So that you can explain better. Now you're going to go into some of this stuff, but here's the issue. Like if you have a chiropractic patient or someone that's coming in for chiropractic and you and they need decompression, you transition them to that in the ROF, but you don't explain why and you don't lay the groundwork. It kind of feels like a rug pull to them. They're like, oh, this guy's just trying to. Do a cash service versus an insurance service, and that's not the case. So that's strategy number 1, the pre-visit webinar. This is an evergreen asset that if you do it once, it'll serve you for a long, long time, and it will really, really help. Strategy number 2 is the no-show, no-call fee. This is super simple, especially with online marketing, guys. I mean, look, we have a healthy agency. We're doing Facebook and Google and YouTube for lots of doctors. But there's no getting around the fact that people are flaky, right? So if you're doing online paid advertising, this is a really important strategy, the no-show, no-call fee. All right, so your assistant's on with the patient, they scheduled for Tuesday at 10 AM. All right, so Mr. Jones, I got you down with Dr. Leone Tuesday at 10 AM. I just want to make sure that you're aware of our no-show, no-call fee. No, I don't. What is that? Okay, so this is something that we've had to implement lately. You can work on the verbiage a little bit better, but you just say, hey, this is something that we've had to implement. We've had patients schedule but not show up, and so now it's our policy, it's a $45 no-show, no-call fee. What that means is if you don't show up and you don't call to cancel, You're going to get a bill for $45 in the mail. Now, if you call and just let us know and say, hey, no, we're not gonna be able to make it, we want to reschedule or whatever, no problem, no bill, right? But this allows us to respect the doctor's time, it respects other patients' time, because if, you know, if you're not going to show up for your appointment, he can see other patients there. So just want to make sure that you're okay with that before we confirm your appointment. If they say, oh no, no, I'm not going to do that. Why? So in other words, you're not going to call if you can't make it? You're not going to call or, uh, to cancel or reschedule? If they're not going to abide by this rule, don't schedule them, right? Don't play the scarcity game. Oh my gosh, I don't know if I get, you know, enough people in. No, if they're not going to say, yeah, no problem. I mean, if I can't, I plan to make it, but if I can't, I'll absolutely call you. That's who you want. But if you get someone that gives you static on this, oh, why would you do that? Blah, blah, blah. I just explained why we do that. Obviously, we're not talking in that tone of voice, but I just explained. We've had people schedule and not show up. It's not fair to the doctor. It's not fair to the patients. Okay, so this is our policy. And again, all you have to— if you can't make it, all you have to do is call. It's not a big deal. So anyways, if you implement these 2 things, the pre-consult webinar and the no-show, no-call fee, you will have a better quality patient, your schedule will be more consistent, right? And you will have better outcomes overall. Okay, so that's it for this training. If you want to connect, drvincecalendar.com. Now, yes, you can schedule a free consult with me, but Same thing, right? You're going to schedule and you have to fill out an application. I don't just give away my time for free, just like you don't give away your time for free. So if you're serious about this, hey, I would love to connect with you and talk about growing your practice, either adding a high-ticket niche or growing it through the advertising agency. But either way, if you're interested, drvincecalendar.com. All right, so I hope this has been helpful for you and provided value for you. Implement it, and let me know if you have any questions. Take care.
