3 Steps to Train Your Staff in Niches (Quickly & Easily!)

Hey everyone, Dr. Vince Leone here from the Profit Niche Practice, where we help doctors add and grow high-ticket niches like spinal decompression, peripheral neuropathy, chronic knee pain, and now plantar fasciitis. So today I want to talk about staff training. And if you're going to scale up in these niches, in other words, you want to add it to your practice and then grow it so you increase your cash revenue by $10,000 a month, $20,000 a month, $50,000 a month, $100,000 a month, you are going to have to utilize staff. And we have a saying at the Profit Niche Practice where we want to utilize staff, systems, and technology to leverage our expertise and take the physical work out of the job. So we're going to talk about staff today. We're going to go over 3 key points in terms of how to stay— train your staff quickly and easily so that it can be done time and time again, whether you get a new staff member or old staff member, etc. So the first thing is they have to know the physical, right? In other words, whether you have a DRX, whether you have a KDT, a DOC, whatever it is, there is a way to harness the patient up, put them on the table, Work the table and perform the decompression, or to put them on the neon track, or to perform the laser. Whatever the physical, you know, job duties, you have to learn it first, right? You have always got to know it first inside and out. So you need to train yourself first on it and be able to put patients on a table, do the laser, Do the neon track, whatever it is, you need to be able to do that first, and then you are going to train your main staff member, whoever that technician is, and train them on step 1. This is how— say it's decompression. Step 1, this is how we harness the patient. Step 2, this is how we position the patient on the table. Step 3, these are the settings that we're going to use. So, and then you're going to create an SOP. Standard operating procedure for that. That can be written, it can be audio, it can be a video. So, but you, you have to— well, you don't have to, but you want to document it, right? Because you don't want to have to keep doing this every time you hire a new staff member, right? And they could— in other words, that staff member could bail on you, so you have no one to train them other than yourself, which is going to take a bunch of time away from you. So what you really want to do is document the procedure. Right, how it's done the right way. Because what happens is if that staff member is gonna leave and they're gonna train your new staff member, they may have picked up bad habits that you're not aware of. And if you're not spot-checking them, then things could get out of control. So create an SOP on the physical duties, what it takes to perform the niche, give the patient the therapy that they have paid for, right? And by the way, There is nothing that's going to instigate refunds or question marks or lack of confidence in your service than a staff member that doesn't know what the heck they're doing. Okay, so they have got to— and that's why I wanted, I wanted to create this video, is because staff members are absolutely vital to growing a niche in your practice, right? Because we're going to lean on them, right? In a perfect world, you're going to do the evaluation, the ROF, The midterm and the final exam, and that's it, right? How cool is that? And the staff member is going to do all the daily care. So, and that takes a tremendous amount of weight off your plate, gives you a bunch of time of, you know, freedom of time. So it's really, really important. So number 1, the physical, whatever the job duty is, you learn it first, document it, and then train your main staff member. So that's the first thing. And you should only have to do it once. So that's the first one. Second, A to Z on the niche, right? So in the Profit Niche, we have webinars on all the different niches. And so what we do is have our staff members watch the webinars. And this webinar is A to Z on the niche. So say it's decompression. So what is a chronic back pain condition? You know, how is it different than a strain or sprain or typical chiropractic? In other words, what is a disc condition? Right, most likely if you're treating decompression patients, it's a disc condition. So what is a disc condition? What are the signs and symptoms? What are the typical causes? How do you differentiate from a sprain strain? What are the typical treatments? Why do those typical treatments fail or why are they not a great option? And then what do you do and why is it so effective? Okay, so those are kind of the steps in our webinar. We also talk about finances in the webinar in terms of Does insurance cover it? Does it not? If not, why? And if not, how much is a rough investment for the patient? So we go through all that because we want these patients to watch this webinar before they come in, because then they are highly qualified. So I want you to create that video, okay? And you can do it on— there's plenty of video options. You can sit in front of your iPhone, you can use Loom, which is a very easy video. This is what I'm using right now, Loom, L-O-O-M. But what you want to do is go A to Z on the condition, right? And so that, just like I talked about, and then have your staff member review that and then quiz them on it afterwards, right? They have to, you know, they have to watch it more than once, should take some notes, right? Learn it because the next step is Q&A. Right, so step number 2 is learn the niche A to Z so that they understand what the heck they're doing, the type of patient that they're treating, you know, the type of condition that they're treating, the, you know, the process that's involved, all that type of stuff. You want them to be really confident in what they are performing for the patient. So then final is Q&A. So when you do these niches properly, again, you're taken out of the mix for the most part. Your staff member is going to be doing the bulk of the patient care along with obviously the therapy, but you want them to be able to answer any frequently asked questions because they are going to get a ton. What does this table do? What does this laser do? When am I going to start to feel better? How many people don't feel better? You know, how many— you know, is there any research behind this? The list goes on and on. And so what I want you to do is create a list of all the questions that you've gotten from patients in the past. Just sit and brainstorm 20 questions. And then I want you to write a really good answer for those and then have it all typed out. And then your staff member is going to memorize those, right? And then I want you to then quiz them on it. And so then they can— when you get more than one staff member doing this, they can quiz each other. So what we did in our office, we had 4 tables, 4 lasers, you know, a couple neuropathy stations. So what we did was When we got this new staff member, first they had to— they were trained by our head tech, right? We call the CAs techs that were actually working with the patients. So they were first trained by the head tech, and then when they said they were ready, then they came to Dr. Vince, they put me on the table, or they put me on the laser, they went through a treatment session. I asked them all their frequently asked questions, I asked them about what the table, you know, all this type of stuff, and then boom, if they passed, Then they were able to see patients, but not until then, right? Not until they passed Dr. Vince's test were they able to treat patients. They would observe, right? But they were not able to treat patients until they got my stamp of approval. So that's what I want for you. So that— those are the 3 keys, the 3 steps, right, to training your staff member in niches quickly and easily, right? So one, Physically, they got to learn how to use the equipment, and I want you to document that in an SOP. 2, create your A to Z, right? Again, another SOP, your A to Z on your particular niche, so that all your staff members down the road can all watch that and understand about all about the condition. And then 3, the Q&A, so they can confidently answer all the questions that they're going to get from that patient. Because see, And just a quick note on that last one is if, say, a patient says, you know, when should I start to see results? And then the staff member goes, uh, oh, I don't know, let me go get the doctor. Then, you know, you're treating patients or maybe you're out to lunch or whatever, so they have to go there. Maybe they get you, maybe they don't. Oh well, I'll have the doctor call you, or I'll have them come by after lunch or whatever. It creates a lack of confidence. Right? So just think if like you went to a dentist and you're getting your teeth done by the hygienist. Have you ever asked them a question about their teeth? Yeah, I have, and they know it all. They always know the answer because they— because they're professionals, right? So you want your techs to be professionals in the particular niche that you are offering to patients. So I hope that has been helpful for you. Um, uh, I highly recommend if you're in these niches Train your staff properly, and then you will have a niche that grows and creates tremendous amount of excellent results for patients and excellent cash flow for you. So, that's it for me. I'm Dr. Vince from the Profit Niche Practice. To learn more, you can always check out our webinar at drvinceleone.com. It's going to go through the 4 steps of how to quickly, easily, and profitably add a niche to your practice. That's drvinceleone.com. So, thank Thanks for watching today, and we'll see you on the next training. Take care.