Your Decompression Table Isn't the Problem

What if I wanted to refer someone into the office? How do I write a review? How do I, how do I give a testimonial? You need to be seen as a decompression expert, and more specifically, you need to be seen as a chronic back pain and disc specialist. Chiropractors, your decompression table is not the problem. You need a system Hello friends. My name is Dr. Vince Leone. We took a table from one table gathering desk to 4 tables, very busy generating multiple 7 figures in revenue. And in this video, I want to go over the 3 things that you need to essentially wrap around the table, the system you need to build in order for you to get consistent new patient starts, that are of high quality, high value. They see you as an expert, and they're a great quality patient in the office and will tell their friends and family, right? So that you can grow not just through paid advertising but through referrals as well. So, and that's what we do on this channel. We talk about growing spinal decompression, helping doctors reach $100K months with spinal decompression. And of course, there are no income claims here. There's no way that you can realistically expect to watch a 10-minute video and then go make $100K a month. So let's, let's, you know, ground ourselves in reality. This is a YouTube video. But what I can tell you is if you start to recognize the problems, then you can now start to look at the solutions and fill the gaps and fix your decompression service and get that table or tables. Busy. And oh, by the way, you don't need 10 tables to hit $100,000 or $200,000 a month. We did it with 4 tables. We were very efficient. So you don't need to have 8 tables, 7 tables, 15 or 25 tables, right? What you need is really strong systems that, again, generate good quality patients for your office and the systems within the office to run it efficiently. So let's go ahead and dive in. Here are the 3 key areas that you need to tighten up. So, 1 is your positioning. 2 is the patient conversation. And 3, the team process. Let's go ahead and dive in here. 1 is positioning. So, if your community sees you as a chiropractor with a decompression table, you're going to stay stuck. You're going to struggle. Now, they may not even know that. They may not even know you have a decompression table. If that's the case, You're even worse off, right? Hey, look, there's no shame in the game, right? This is all about improving our practice. So, even if you're, you know, community dentist, I mean, no, you have a table and you're doing no marketing, that's okay. But the key here is you, like with positioning, you need to be seen as a decompression expert. And more specifically, You need to be seen as a chronic back pain and disc specialist. So most patients, they're not searching for spinal decompression, right? What they're looking for help with are things like sciatica, herniated discs, degenerative disc issues, numbness and tingling in the arms and legs, failed PT, injections or surgery, or fear of surgery. Right? So, your messaging should not be built around the machine. It should be built around the problem the patient is trying to solve, right? We need to— there's an old saying, patients tune into the radio station WIIFM, what's in it for them. Okay? So, just always be thinking from the patient's perspective when you're trying to position yourself. So, um, patients don't care that you dumped a bunch of money into a table. Um, they care whether you understand the problem and know how to fix it. So here's a writer-downer. Patients don't buy the table. They don't buy visits. They don't buy really much of anything. They buy the possibility of transformation. That's it. If they can see you, like if they're here and they're trying to get here to the promised land and they can believe, or what I, what I say, borrow your belief. But if they can see you as that transformation to get to where they want to go, that's what they'll invest in. They're looking for transformation. So, let's talk about examples of weak positioning versus strong positioning. Yeah. Weak positioning would be, we offer spinal decompression. That's gonna really not move the needle, right? Because most patients don't even know what decompression is. In fact, most doctors don't know what decompression is. But here's an example of strong positioning. We help patients with chronic disc problems, sciatica, and herniated discs who feel like they've tried everything and still have not found the solution. Okay. So, that creates curiosity, right? Because, hey, one, oh, look, they help people like me. And oh my gosh, I've tried everything as well. And I'm looking for a real solution. So, the positioning is— its main goal is to create awareness and get people interested. But the next step is where the rubber meets the road. And this is the conversation. Okay? So, And when I say conversation, this is the ROF, right? So when it all— when it's all boiled down to, we need to create awareness for our solution, we need to get them in the office, we need to be able to enroll them into care, and then we need the system to process them efficiently and deliver outstanding results. So, um, this is where a lot of doctors struggle as well, right? In the ROF, being able to, um, uh, not really convince patients to move forward into care, but But to have the conversation where they understand what you do and how it's gonna help them get to that other, to the other side of the bridge, help them achieve that transformation. So, the report of findings cannot be a lecture. Now, I know us doctors, we like to talk. I get it. I like to talk too much. You probably like to talk too much. It happens. We think that we're doing a service to the patient by yapping for 30 minutes in the ROF, and that is not the solution. Okay? It needs to be a conversation. If it's a one-way street, that's not a conversation. That's a lecture. Okay? We want a conversation. It has to create clarity. It has to create an aha moment. It has to be the outcome where the patient's like, Why did I not know this sooner? Right? So the patient absolutely needs to understand what is wrong with their body. Now, they may already have some indication, but again, we want to create clarity on, hey, exactly what is going on? This is a herniated disc at L5. It's 7 millimeters. It's protruding and pushing on the right nerve root. That's why you're having pain down the leg. And we can help. Okay, so what's wrong? Why it hasn't healed. You know, why is this not taking, like, not taking care of itself on its own? Typically it doesn't. That's what the research says. Why previous care may not have worked. Why doesn't chiropractic work for this? You're a chiropractor, right? I am. But I specialize in spinal decompression because chiropractic essentially aligns the spine. It does not hydrate the disc. And that's why I invested in spinal decompression, not Not only in this piece of equipment that actually does the work, but also in my training to— in order to evaluate a patient properly and determine they're a great candidate for care. What happens if they ignore it? Hey, we're not trying to scare the patient, but these conditions are typically progressive and degenerative. In other words, there will be consequences with inaction. Why is your plan different? Are you using a proven protocol? Has it helped thousands of patients around the country? Do you have the results to back it up? This is where we really help doctors create that confidence in that they are creating— or sorry, presenting a solution that is different and effective. And then what the next step is, very clearly, hey, you know, what do we need to do to effect this change? In other words, what is going to happen each visit? What should I expect in terms of my results? When should I expect those results, et cetera? Um, doctors often, you know, obviously they're going to explain the clinical side, but they don't necessarily connect it to the patient's life. Okay. What we call the trigger and what we are looking for in the consultation. In other words, what has the condition taken away from the patient that they desperately want to get back? It could be walking without pain. It could be Sleeping through the night and not waking up multiple times, ruining their quality of sleep. Could be the ability to work and create an income and support their family. It could be hobbies, golfing. Hey, if you know me at all, you know I'm a passionate golfer. Never said I was a great golfer, but I am a passionate golfer. And I'll tell you what, If I had a condition that was stopping me from golfing, I would be doing most everything in my power to fix it. And most golfers are the exact same way. Exact same, exact same way. That's why it's such a great niche, right? Um, but this could— you could substitute anything in here. Golfing, fishing, hiking, pickleball, tennis, you know, whatever. Um, grandkids, playing with grandkids, or Their own kids, avoiding surgery, right? And getting their independence back, right? Not having to rely on their significant other. Do you know what kind of a drag this has, this type of condition has on a relationship, especially for a male, if they have to rely on their wife to help them up, put their socks on, all that type of stuff? That is frankly emasculating for a male, for most males. And so getting their independence back. So here's a writer downer. The report of findings really should be the moment that the patient finally understands their problem clearly enough to take action. Okay. They understand why other things have not worked. They understand about what spinal decompression does and how it's going to be able to affect change in the disc and then what to do next. So that was part 2. And even if you get that conversation right, the program still, to run effectively, cannot depend entirely on you. So that is where the team comes in, right? So we want staff, systems, and technology to drive patient care. The doctor then is able to focus on his or her highest value activities. Which is evaluating the patient, delivering great clinical outcomes through the system that he or she has built, and then strategically running the practice. Okay? So, if the doctor is the only one in the office who can explain decompression, schedule patients, do follow-ups, build belief, put patients on the table, take patients off the table, It's going to stay stuck. And oh, by the way, it's going to be a grind, okay? It will be no better than adjusting 100 patients a day, right? And our whole philosophy is that the traditional model with chiropractic is broken. High volume, low fee, heavy insurance. It's a grind, okay? And you can't adjust your way to wealth, frankly. I would say 99% of doctors cannot adjust their way to wealth. So, let's go with the odds. So, you're going to probably fall in the 99%. Now, and that's, that's the beauty of spinal decompression. But if everything runs through you, then you are the bottleneck and it's not going to be successful. So what does create success when it comes to team? Well, first, it has to be team-driven. Okay? Every touchpoint, it either needs to build confidence or it can create doubt in Other therapies. Okay, the front desk needs to know how to handle disc-related calls. I mean, gosh, um, if you're not training your front desk in terms of how to answer frequently asked questions about spinal decompression, if you're not training him or her on, you know, decompression like A to Z, like what, what are the, what are the basics at the bare minimum, chronic back pain, etc.? What are the conditions? What are the contraindications? Like Your front desk needs to be an extension of you, right? So you have to put the time, energy, and effort into training your team. And that could be the front desk, it could be the tech, right? So in our model, techs are going to deliver the care on a daily basis. They're putting patients on the table, they're taking them off, they're doing the SOAP notes, they're moving patients from here to there, etc. That could be talking about other patient success stories. It could be talking about how the doctor has invested so much time and energy and capital into creating this lane of service for his or her patients. The team needs to follow up with patients that don't start. Can you imagine? You have someone, say you're convert— most doctors are converting 30, 40%, right? Our doctors are more like in the 60%, maybe 70%. Close rate using our systems and specifically with our what we call our alchemical ROF. But it doesn't matter if you have 10 new patients or consultations or evaluations every single month and only half, right, don't sign up for care. Well, that's 60 people a year that took all the time to come into your office, get an evaluation, have 2 visits, spend a lot of time with you, at the bare minimum, 2 hours. They have the problem. They want the solution. Now, whether they are able to move forward right now is a different— that's a different subject, right? But most of them are going to continue to need the solution. So if you don't follow up with them, you'll never be in the right place at the right time. Okay. And I don't want you doing that necessarily. I do want your team to do that, right? Consistently. Um, the financial conversation, it, it needs to come from a place of confidence. Um, if you are feeling like you need to apologize that your care plan is $4,000 or $6,000 or whatever the number is, then the patient will feel that and it's going to hurt their confidence. Okay. So that's a deeper conversation in terms of how to get that confidence. But just suffice it to say that you need to present your recommendations and the value, i.e., price point associated with it, with confidence. And some people will be able to move forward right now and some people won't. Patients should feel like they are entering a structured program, not just getting quote unquote visits or being put on the table, right? Again, that's why doctors invest Uh, here at Specialized Practice because they are getting a proven protocol. It has helped thousands of patients around the country for many, many years. So, um, that's what patients want. All right, there's an old saying: people go where people go because people go where people go. It sounds a little confusing, but the point with it is that patients want— they don't want to be the first one through the door. Okay, they want to follow A proven program. Okay. So, team areas that matter. Obviously, the first phone call when someone calls your office to schedule an appointment. Your pre-consult education. So, what are the patients getting in terms of assets or media prior to them coming in? In our, you know, system, they get patient reports, they get pre-consultation videos, they get patient webinars, they get testimonials, and they get research. Right? All of that to pre-educate the patient prior to them coming in. It makes it a much better quality patient. Um, scheduling. As you grow, like I said, we had 4 tables and did, you know, basically high volume, high cash. But we were able to do that because the scheduling was so precise. Okay? Report of findings support. Um, you don't have to talk the numbers with the patient. It can be You know, you can have a case manager. In fact, in the, in the best models, there is a case manager, but that individual needs to be highly trained, um, in order to present confidently the cash care plan. Uh, sometimes it can be challenging for someone making $20 an hour to talk about a $5,000 care plan because they couldn't afford it. Right. So you really have to find the correct individual if you're not going to do it, um, to talk finances. And that goes right into this one, the financial conversation. Whether it's you, whether it's a team member, case manager, you are going to experience objections. Okay? You are going to get some pushback. There will probably be somewhere in the neighborhood of 10 to 20% of people that will just sign up. Okay? Well, your job— call it 20%. Your job is to get from 20% to 60%. So, an additional 40% of People that sit down in front of you, your job is to get so good at communication that they trust you with their time, their health, and their money. And that takes a little bit of work, okay? We're not going to go into it here, but it is a skill set like any other, and it's something that you need to develop if you want to be successful with spinal decompression or any high-value cash treatment services. Follow-up. Okay. We talked about this already. There has to be a follow-up system. It could be automated. It could be AI-driven. It could be human-driven, but there needs to be some follow-up process in place, not only with patients that came in for evaluations and did not move forward with care, but also all those leads that you're generating. Okay. Um, and then patient experience during care. So you got them into the program, okay? What type of communication and education is ongoing throughout their care so that a lot of these questions like, hey, what, what is this? What is this staple actually doing? When, when should I be experiencing, you know, um, or how quickly will I feel results? You know, what happens if I have a setback? What shouldn't I be doing at home? Should I start physical therapy right away? Like all, you know, what if I wanted to refer someone into the office? How do I write a review? How do I, how do I give a testimonial? You know, so, and they may not be asking those things. We may want to stimulate those things in a follow-up sequence throughout care. But the point being is, what are the communications during care? Example, weak system. The doctor explains everything. Again, you being the bottleneck is a weak system. But the doctor explains everything, the patient says they need to think about it, and nobody follows up. First of all, if someone says they need to think about it, I mean, you should have a very good answer to that, or at least, you know, other questions to try to elicit what exactly they need to think about. And, you know, side tip, you're going to get objections like, I need to think about it, I need to talk to my spouse, I need to look at some money, or look at my finances, etc. You should, on your own, expect to get those, right? So, in other words, if your ROF goes 30 minutes or 20 minutes or whatever the number is, right? Once you present your finances, you should internally be thinking, hey, I'm going to have 10 more minutes that I need to address objections. Okay? So, I should have a very good line of questioning if they say, I need to think about it. I should have a very good line of questioning and plan if they say, I need to talk to my spouse. I should have a— Do you get what I'm saying? I need to look at my finances. I'm going to go on vacation. I need to bring in my son or my daughter. You should have already thought through how to respond to those confidently so that you can address it. Because if you just say, okay, absolutely, Mrs. Jones, you just call me when you're ready. Well, unfortunately, that phone ain't going to ring. I'm just telling you, if they walk out the door And say, I need to think about it, and you don't have a plan in place, you haven't figured out what the true objection is or what they need to think about, they're not coming back because you have not positioned yourself properly. That's what it comes down to. So, strong system. The patient is educated before the consultation. The doctor gives obviously clear recommendations. The team handles scheduling and finances confidently, and anyone who doesn't start gets followed up with. So, that's very high level. But the point being is there needs to be a plan in place for exactly what happens if someone starts care, if someone doesn't start care, and why and what to do next. Okay, so recap. If your decompression table is gathering dust, which most are, or the flip side is, well, we just added on for $30. Well, by the way, price is a signal. So if you're just adding it on to for $30 a pull. Do you think they value that? I mean, they value it at $30, so which is not very much. So the point being with this is don't blame the table. In other words, if your table is gathering dust or you're using it as an like as a side therapy or an adjunct therapy to your chiropractic program, don't automatically blame the table and don't automatically blame the marketing if you're running marketing for it. Okay, most doctors that are running marketing really don't know anything about marketing, so they don't even know how to guide the agency on how to do it better. And you're like, well, but that's why I hired the agency. Yeah, I get it. But look, do you want results or do you want excuses? I mean, the bottom line is if you know, hey, these are the type of videos that perform best, you know, I've done a little research, these videos perform best, I want to create these videos. Okay, so I'm going to do that. I want you to run them and I want you to give me the results. Okay. Or you're communicating with your agency on a monthly basis. Hey, We only had 10 consultations this month, and you know I only felt three were financially qualified. Well, why was that? You know, or we had 15 scheduled, but only five showed. So then you know you need to work on the show rate. Point being is you need to you need to help your agency out. You need to give them as much data as possible, and if they're not willing to work with you and and really go above and beyond to fix every little. Like leaky part of the bucket. Well, you need to find another agency that will. That's really what it comes down to. I mean, like anything, there's good chiropractors and bad chiropractors, and there's good agencies and bad agencies. But the point being is, don't just don't get lazy and just blame the market. All these leads suck. Well, maybe that's a possibility. But look at these other things. Look at the positioning. Look at the What we talked about in the ROF, like, are you able to close? Look at the team aspect of it. If you're looked at like a one-man band, does that inspire a lot of confidence? Probably not. So, look at the system positioning. You want to make sure that— and this, by the way, this doesn't happen overnight. Okay. And doctors, you know, if you want to add $20,000 a month, $250,000 a year, It's going to take some work. Look, I always say if there was an easy button, I would have found it. There's no easy button. It just takes work, right? It takes consistency. First of all, it takes the right plan and usually the right mentor. That's why I do what I do. But we need to get you positioned as a DiSC expert, right? That's because then, I mean, a lot of the problems in the ROF go away. But anyways, positioning, that's the first system we need to look at. Second, The conversation. What does the ROF look like? What is the patient process? What does a patient experience look like in your office? And then finally, what does the team look like around your decompression service? So stop saying, you know, my decompression table. Say, look, I need to address my decompression system, and that includes the messaging, the positioning, it includes the patient experience in the ROF and my team that should be driving essentially patient care. So the table is not the program. All right. The system is the program. So if you get one thing out of this whole video, the table is not the program. You need to make 2 investments, one in the table, the second one in yourself, i.e., the system that you will install. Okay. Because the last thing you need is another expensive piece of furniture gathering dust in your office. And oh, by the way, That table is probably the most expensive piece of furniture in your office. And so, it would make sense, it would behoove you to figure out how to build a system around it so that it consistently generates great quality patients, great revenue, and take your practice to the next level. Okay? So, hope this serves you. And, um, for more information about what we do at Specialized Practice and specifically the Decompression Accelerator, Where we take doctors on a 90-day sprint to install clinical systems and protocols, staff systems, patient processing, ROF, marketing internally and externally. It's the only, that I'm aware of, end-to-end solution. In other words, we have, you know, agency in-house. We're not farming that out. We have doctors in-house, i.e., myself, Dr. Pankin, Dr. Vinny. 7-figure doctors that are here to coach you up. And again, all of it is plug and play. So, if you want to learn more about that, go to decompressionaccelerator.com. So, I hope this was valuable. Start thinking about your own decompression systems, and we'll see you on the next video.