Analysis of a $30,000 Day with Spinal Decompression

Hello and welcome to the Practice Builders Podcast. My name is Dr. Vince Leone, and we have a special guest today. Uh, no Dr. Pankinen riding solo today, but with one of my favorite clients and our Report of Findings coach, Dr. Vinny Cornejo. Dr. Vinny, welcome to the show, my friend.

Hello, Dr. Vince. Thank you.

Awesome to see you, and, um, really excited to have you on the show today. And the reason why we wanted to, um, bring Dr. Vinny on and Dr. Vinny's been a coaching client for, gosh, about 2 years, right? Is that about right, Doc?

Uh, I would say maybe 3, closer to 3.

Is it closer to 3?

'Cause I know I've been to 3 summits.

That's right, yeah. Dr. Vinny's been a regular at the summits. Uh, yeah, yeah. If you guys haven't, by the way, haven't registered yet for the Decompression Summit, um, there should be a link in the show notes. Uh, definitely, we have our 4th annual coming up. in September in Dallas. But yeah, so Dr. Vinny has been a longtime client, he's done great, really grown his practice, leaned into decompression, and has done so well and was really such an expert in the report of findings that we brought him on as our report of findings coach at Specialized Practice. So we've been really blessed to have Dr. Vinny's expertise for our clients. And what we wanna talk about today is Dr. Vinnie has had a wonderful month in April and had a $30,000 day. And so, what we want to do is kind of do an analysis, a little case study on this $30K day. By the way, he followed it up with a $20,000 day a week or two later. So, no big deal. Record month this month in April. So, awesome. Congratulations on that.

Thank you.

So, but let's dive into this a little bit. Like, um, and it's not like, you know, you hadn't been doing numbers before this, but the $30,000— I don't think you've done a $30,000 day in the past. Is that correct?

That's my first ever $30,000 day.

Did you— now, what happened? What did you do at the end? Did you pop a cork? Did you get some— take Anna out to some fancy dinner? Or, or did you just go home and just have your normal normal after, uh, workday.

Yeah, I think I just went to the golfing range after that, you know, hit some balls.

I love it.

I love it.

Um, so let's walk through that day. Um, how many, um, how many days? Now, you do a— do you do a day 1, day 2? I believe—

I, I only do a day 1.

You just do a day 1? Okay.

Sometimes I'll do a day 2.

But if you have it, but if you have everything that you need, you just kind of roll into the report. Is that correct?

Yeah.

Okay. So how many people did you have on the books for, uh, in terms of new patients?

So, yeah, I have that info for you right here. So we saw 41 patients that day, and we had 9 new patients scheduled.

Okay, so now most— I think a lot of doctors would be like, 9 new patients? Um, because I feel like that, wow, I can see one in the morning, one in the afternoon. Did you used to be like that and you worked up to— because I'm always like, hey, I would put as many on the, on the schedule as I possibly could get. You know, we used to do, you know, adjust from 9 to 9:30, 9:30 to 10 was a new patient slot, right? 10 to 10:30 adjusting, 10:30 to 11 was a new— so we just try to stack as many as possible. But 9 That's a lot.

That is a lot, especially for, you know, the types of patients that we're seeing.

Yeah, the high value, right? So these are— were these all decompression new patients?

Let's see. Yeah, they were. Amazing.

And so how many did you close? Was that 5 or 6?

So that day, yeah, we closed 5, and then one patient that day paid the following day. So the day would have been higher But, um, yeah, she just, she just made a payment. She just paid for a consult, and then she came back the next day and paid. So we, we, we had 5 starts that day.

Okay, so 5 out of 9, pretty good. Um, did you feel a certain energy that day, or did it feel like a normal day?

That's a great question. It, it was different.

Was it?

Yeah.

How so?

Well, mindset was totally different. I want to say maybe the week before, I was just a little frustrated with just the numbers, but just, you know, looking at how my practice has grown, I was content. Right. So I kind of just put that frustration aside and just realize what we're doing and how many people we're helping. And just, it was more like a nonchalant type attitude, I think.

Interesting. Like, yeah, into the flow a little bit.

Yeah, versus being anxious about, you know, whether the patient's going to start or not.

Right, right.

So I was just— I want to say I was just more nonchalant. I really didn't mean to be that way to get a certain outcome. I think it was just because of the week before. I was just like, yeah, you know, let's just— I'm gonna go in there and talk to the patient. Let's see if we can help them.

Yeah, yeah. So after the 3rd start, were you thinking, hey, this could be an interesting day?

Yeah, you know, I think, um, Overall, I think my energy is nonchalant, you know.

Okay.

So it really didn't hit me until the very end. I mean, I was just motoring through the day, you know. We were pretty busy, especially the second half of the day. So, but I, I do remember thinking, okay, huh, we got another patient to start care. That's awesome. And, uh, yeah, so it was, uh It was pretty exciting at the end of the day. But, you know, even at the end of the day, like I said, I just, I think I just went out and went to the driving range and tried to improve my golf game.

Hey, we're all trying to do that, my friend. Yeah.

But I did send a text to my wife. I'm like, showed her the numbers. I, I was pretty excited now that I think about it. I think I'm being a little bit dismissive, but no, I was excited. Yeah.

Yeah, for sure.

How could, how can I be?

Of course. Were the reports— because, you know, obviously, as I mentioned before, you know, you— I really consider you a guru in the report of findings. Were these tough? Like, I don't really— I don't love the term close. Like, I like enroll better. But were they— were they— were you getting a lot of pushback? Were you having to overcome a lot of objections? Or were they more, you know, patients that kind of were ready to get going?

Yeah, I had a few that, you know, were willing to get started right away. But then, you know, we always have those patients that start care that have objections. And objections, we have to look at them as— and you always say this— just a way to get more information. That's all an objection is. So, um, yeah, there was a few patients that had objections and You know, based on the training that we've had, yeah, we were able to, you know, answer those objections, get over them, motivate the patient to move forward.

Yeah, I, I, I, in my mind, objections are good because it means the patient cares. You know, if they didn't care, they would just leave, you know. Um, and we probably all had those patients that just said, no, this isn't for me, and just walk out. Um, 9 new patients scheduled. What does that look like? Um, are they back to back? Are they on the half hour? Like, how do you have those laid out?

In the morning, it was, um, I think we had 2 starts in the morning. Yeah, so it was pretty laid back, you know, another Typical day at Inland Empire Spine and Injury, but the afternoon was definitely crunch time. You know, I was treating patients. I had back-to-back new patient schedules. Some patients were waiting, you know, maybe I don't know twenty minutes, which is great. You know that that gives the new patients a sense of you know that this office is is they're in the right place. It gives them that sense that they're in the right place. So, but yes, we had a couple. patients waiting, but it was, uh, it was a little bit stressful at the end, you know, as far as movement. I had to continue moving through patient flow.

So I think that's a really good point, really interesting point that you brought up there, that, um, the environment and what that says to the patient in terms of, hey, this doctor's in demand. And I feel like sometimes doctors are like, well, I don't want, you know, I don't, I don't want too many new patients on this on one day. Like, I don't want to double book. I don't want patients to wait. And sometimes I think we just need to push ourselves a little bit, right? And if we can get them in, you get them in. If you have to double book, you double book. If they have to wait 15, 20 minutes, then they got to wait. It's like you just kind of sometimes want to juggle and stretch yourself, right? And try to, hey, how many can I do? I mean, there seems to be a lot of demand right now. Let's lean into it. So that's one thing I would take from that and share with doctors is, you know, if you feel Like, you know, you're having— you're getting the calls, people are wanting to come in. It's like, just, just try to lean into it, you know. It's just one day, you know. If things get crazy and you're running, like, good, you know. See, see how much you can do in one day.

Um, I agree.

You know, and it sounds like you just— you leaned into that, you know. Like, hey, I'm running, but I get to go to the golf, the driving range after. Um, so what were the actual numbers? So we did, uh, so 9 new patients, 5 starts, roughly $30,000. Let's, um, and then what did you do for the month? So you had your best month ever, right?

Yeah, so we end up— we ended up collecting $112,700.

And you just hit $100K a couple months ago too, right?

Actually, the month prior we hit $100K.

Oh, okay.

All right. It was only the second time we did that.

I love it. I love it. So, um, and then you did $20K a week later?

Yeah, this week.

So what— walk us through that. How many patients were on the books that day?

Oh man.

If you don't have the numbers, don't worry about it.

I do. Let me— give me a second here. I do have them.

And was it a similar thing? Do you feel like it was, you know, just a, a busy day stacked? You were just running a little bit?

Yeah, one of those days where, you know, I was treating new patients— I mean, treating existing patients, sitting down with, uh, the, the, the new patients. So let me see, we had 1, 2, 3, 4, 5, 6, 7, 8, 9 new patients scheduled. Yeah, 9 new patients scheduled, and then we had 3 new patient starts. Um, Is that right? Yeah. And some of those patients weren't, weren't all, uh, reportifying, or, um, weren't decompression patients. I remember some of them, maybe one or two, being just, you know, chiropractic care patients wanting to come in for an adjustment, something like that.

Yeah.

Nothing major, no chronic pain. Um, but yeah, so, and, and then we also, you know, collected some personal injury, uh, that day, and then also the day where we did the 30K.

Yeah, it's kind of all just kind of melded together. Um, do you feel this is repeatable?

Absolutely.

Certainly hope so, right?

Yeah, absolutely. Um, I'm getting leads all the time. We're getting, I would say, that many appointments scheduled. I think the difference is my team is confirming. And not only that, but, um, you know, having the patients either pay prior to coming in or at least going over the, uh, no-call, no-show fee.

Yeah, yeah.

So that's, that's key. You have to motivate the patient to come in. And I think my staff is getting more in tune with how to do that. Because initially it might be somewhat confrontational. I think they see it somewhat confrontational.

Mm-hmm.

But once they start becoming more accustomed to doing that and more familiar with how to do it, then it's gonna flow just like when the doctors flow in, right? If you're confident, you're confident. Same thing with the girls. So I think that made a big difference as well.

So I think that's definitely repeatable. Yeah, and that's a good point, right? Is like the value, the value of proper training with the staff, right? So that they can best represent you and, you know, get the people on the phone, get them in the office, make sure that they show up, and then treat them really well once they get there. And, and Also, if they are waiting a little bit, like, you know, being attentive to that. Hey, do you want some water? You know, here's a video, you know, watch this while we're waiting. Like, there's things that we can do to kind of manage the wait a little bit that, you know, a good staff member can really kind of lean into and be proactive with. But yeah, still comes down to training. Just wrapping up here, what would you say to a doctor who you know, may either maybe struggling with decompression or maybe doing okay but has never had like a big day like this, and they want to have a big day like this.

Absolutely. Yeah, I'd definitely like to encourage my colleagues. So I was doing just regular chiropractic care for years, you know, taking insurance patients, and it was great. You know, we were helping a lot of people, but You know, the insurance isn't your friend. They're not going to take care of you. So, um, a few years back, I want to say in 2021, 2022, I started doing decompression. And, you know, we met, and I think the key is not just having a coach but implementing everything your coach is telling you to do. And I think there's a mindset that has to change, like from being a general. And that's one of the things I did with you. You I listened to a lot of your recordings before we even started. You went over the general practitioner mindset versus the specialized practitioner mindset, and that's what I wanted to become. I wanted to become the specialized practitioner. So I would encourage everyone who's starting. Their decompression or or trying to scale their their decompression practice. That that mindset has to change. You are a specialist now. You want to focus on helping those patients who every other doctor before you, including some chiropractors, haven't been able to help, unfortunately, because sometimes chiropractic isn't going to help with a disc, and and we've all had patients like that. And that's one of the reasons that I switched to decompression is because decompression is able to help that 10 to 15% of patients that have gone everywhere else and haven't found answers, and their last resort is surgery before coming to see you.

Mm-hmm.

So I think just having that mindset implementation and having that mindset that you're now a specialist, so you have to carry yourself as if you are a specialist and carry yourself in front of your patients that way. So that they can say that this is the doctor that they want to put their trust in. I think, I think that's key.

Uh, I mean, that's wise words. I think that's amazing because, um, the biggest pitfall I see with doctors and decompression is they, they, they just buy the table and they kind of think that's the, the, the only thing they need to do, right? And the reality is You know, it's just one piece of the puzzle. And so, just like you said, it's like there's a mindset, there's training to, you know, kind of move into that specialist role. So, it's, you know, the clinical training, and you really leaned into that, which I thought was awesome. And then, yeah, from a mindset perspective of just, hey, one, you're gonna implement the things that need to be done, but, you know, mentally, we are playing at a higher level and we're competing with a higher level of practitioner as well, right? I mean, these patients are seeing surgeons. Right. They are seeing people that are, you know, they have their own method of treating this disc, typically, you know, surgeons. And that's, that's, that's much higher competition than the guy down the street in a chiropractic office. So we need to kind of raise the bar. And I feel like that's, that's one of the things I feel like I've always recognized in you as you continue to raise the bar, whether it's in your own training, whether it's in your staff, whether it's in your equipment and the technology that you've invested in, you continue to raise the bar. So, anyways, just want to congratulate you on this milestone, not only the $30K day, but the best month ever. So, I think it's all well-deserved, my friend.

Thank you. I appreciate it. And I couldn't have done it without your encouragement and your guidance. So, thank you.

Awesome. Of course. And you are welcome. And you're one of my favorite clients. And I, again, feel very blessed that we have you on the team as a coach. Um, it's interesting, you know, on the ROF side, I mean, it's like we can— I feel like just— and this is just a side note— I feel like some doctors are looking for like this silver bullet in the ROF, but it, it kind of— it all starts like with the consultation, right? With the exam and being that, uh, presenting yourself as the specialist so that you get that trust and rapport.

Absolutely. Everything After the consult and the exam should solidify in the patient's mind, okay, this is the doctor that I want to start with. So the report of findings is just a formality. You're going over everything, you're implementing the treatment plan, going over that, and then the patient should be able to just say, yeah, let's go.

100%. Um, well, awesome, Doc. Congrats again, and I just want to thank you for coming on the podcast today. I know that you're your experience and your words, um, have helped some doctors out there. So thank you for your time today. I appreciate it and wish you all the best, my friend.

Thank you. I was looking forward to being on here for a while, so thank you for having me.

You got it.

You got it.

Okay, so that's going to wrap it up for this, um, this kind of case study on Dr. Vinny's $30K day. Hope this has helped doctors out there. And again, if this has helped you, please share it with a colleague, give us a like and a subscribe, and we'll see you on the next Practice Builders Podcast. Take care.