Kats Chiropractic Consultants CHIROpulse

193 Employee Partners

• Marisa Mateja

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Welcome to the KC CHIROpulse Podcast.  

This week’s topic:   Developing Chiropractic Employee Partners

The KC CHIROpulse Podcast is designed for Chiropractic professionals ready to elevate their practice to new heights, and is hosted by Kats Consultants CEO Dr Michael Perusich.  Dr Perusich is a seasoned expert in Chiropractic care and business development.  This podcast provides invaluable insights and actionable strategies to help you create a flourishing and sustainable Chiropractic business.

In this episode, we discuss:

  • Why you are putting a lid on your capacity
  • How your staff can help you drive revenue and profitability   
  • Why you are limiting yourself with a task-oriented mindset
  • How to create the shift in your practice to increase profitability without working harder 
  • …and so much more…

In each episode of KC CHIROpulse, we delve into crucial aspects of building a successful Chiropractic practice, covering topics such as establishing a strong foundation, adopting a patient-centric approach, mastering marketing techniques, achieving financial fitness, fostering effective team building and leadership, integrating technology and innovation, and navigating common challenges in the field.

Whether you're a seasoned chiropractor or just starting your practice, the KC CHIROpulse Podcast offers a wealth of knowledge and personalized practical advice to help you navigate the intricate world of Chiropractic business. Join us on this journey as we explore proven strategies, share success stories, and connect with industry experts to empower you in your pursuit of building a thriving Chiropractic practice.

Don't miss out on the latest insights and expert guidance. Subscribe now and unlock the secrets to taking your Chiropractic practice to the next level. Your success is our priority at Kats Chiropractic Business Advisors.


DISCLAIMER:  The information presented in this broadcast is for educational purposes only and is not intended to offer legal, investment, accounting, or medical advice, and represents the opinions of the speakers.  Seek the consultation of a professional for advice in those areas. And remember…your results using this information may be different than described.


Be sure to SUBSCRIBE to the Kats Consultants CHIROPulse Podcast
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KC CHIROpulse Podcast. Helping Chiropractors keep their pulse on success. Thanks for listening.



Dr. Michael Perusich:

Chiropractors is your staff, your revenue partner. Hi, everybody. Welcome to the KC ChiroPulse podcast brought to you by Kats Consultants and ChiroHealth USA. I'm your host, Dr. Michael Perusich and I'm flying solo today. So welcome everybody. Appreciate you joining the podcast. I want to talk about this idea of having not just task oriented employees, but having employees who were Literally your revenue partners and your partners in the success of your clinic. So what am I talking about? Far too often we hire people who are good at tasks. They're good at billing. They're good at organizing procedures. They're good at answering phones and those kinds of things. But what about the other functions in your practice that they could take over? So I want to dive into this just a little bit, because this is a mind shift in the profession. And it's a mind shift to getting away from task oriented people and bringing employees into your practice that actually partner with you. With you. So that traditional employee mindset is one where we seek out people who are good on the phones, who are good at managing paperwork, who are good at setting appointments, who understand computers, who can move patients for us. And all the other tasks that we have in our practice, but do any of those directly drive your revenue? No, they don't. Now, yes, we could argue that it helps. It certainly helps you build relationships to have somebody answering the phones and greeting people when they walk in, but it doesn't directly drive revenue. In that scenario, the only person in the practice that's directly driving revenue is you. Now, I want you to think about that for just a minute. We're going to, we need a break for a quick word from our sponsors, but I want you to think about that for just a minute. How can staff take some of the revenue generation Off of you. We'll be right back

ChiroHealth USA:

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Dr. Michael Perusich:

hello friends. Welcome back to the KC Chiro Pulse podcast brought to you by Kats Consultants and Chiro Health USA. We're talking about developing employees into income generating partners for your practice. We'll leave the groundwork before the break about how we often hire people who are just task oriented people. And I hear this all the time from doctors. My, my staff doesn't like to sell. My staff doesn't like to talk to people about money. My staff doesn't like to look for opportunities for additional treatment plans and those kinds of things. And that's like nails on the chalkboard to me, put the brakes on, let's talk about this because it's crucial in your business for longterm success, that we develop employees into business partners with us. There's not a reason in the world, in most cases where they shouldn't be doing some of these things to help you generate. More revenue. So let's think about this. You treat maybe six or eight patients an hour. All right. Now that's just if you're adjusting, adjust if you're just if you're adjusting anyway. But what if all those patients needed? Muscle stem. For example, are you going to have to do that? How much revenue are you taking away from yourself by taking that five minutes to set that patient up on muscle stem? What if you had a staff member take over that role and all you had to do was adjust patients, and send them to therapy. Adjust a patient, send them to therapy. Now let's pick that apart a little bit. You've heard me say this. If you've listened to our podcast very long, you've heard me say over and over again that you should be generating anywhere from 400 to 600 per hour in revenue. That's collected revenue, 400 to 600 per hour in collected revenue. Now, if you're doing all the work. You're taking away from your ability to do that. And who's the most expensive paid person in the practice. Now I realize some of you may be saying it's not me. It should be you. And so we want to be able to generate the revenue so you can have the income and the lifestyle that you want and build the practice. So when we teach staff how to take over some of those roles, what do we do? We parlay ourselves a little bit. So now we've increased our capacity. Now we can see more adjustments and do more therapy at the same time. But here's the key. Let's not just think about it from a capacity standpoint. Let's think about it from a profitability standpoint. Have we given ourselves the ability to be more profitable with that muscle stem? Okay, so back up with me here. Let's say you cost your clinic. 100 an hour in salary. If you cost 100 an hour, but your staff cost you 20 having them do therapy. Is that a cheaper way to affect or deliver that therapy? Of course it is. You're saving 80 an hour. Over a 10 hour day. That's 800 you've saved. Plus you've put yourself in a position where you can drive more revenue because we just increased your capacity. So this becomes a win situation. Now we need to take another quick break here, but I want to come back and I want to talk about how developing staff not only increases your capacity, but it increases your employee retention. We're from our sponsor. We'll be right back.

Kats Consultants:

Kats Chiropractic Consultants, your partner in chiropractic success. We are dedicated with one on one guidance to bring you all your practice management needs. Let's supercharge your practice. Give us a call today.

Dr. Michael Perusich:

All right, everybody. Welcome back to the KC Chiro Pulse podcast. I'm glad you're tuning in today. Cause we're talking about how to create staff and turn them, how to create staff as generating revenue, generating partners. I'm so excited about this topic. I can't even talk straight. So I want to talk about the fact that developing staff into roles like that, where they're getting more engaged in the practice and they do get a more engaged when they're helping drive revenue and Taking some appointments and picking up the phone and making some calls or billing insurance. When you turn them into revenue generating partners, you literally increase. Your employer retention. Why is that? One of the retention factors that people like, one of the reasons why people stay on the job, it's not money, it's two things. It's the ability to have time off. And number two, it's personal and professional development. So the more we teach them, the more we train them, the more we develop them. Guess what? The more likely we are to retain them. And if they're a great employee and they're helping you drive revenue and keep your costs down and your profitability up. Aren't they worth training? Aren't they worth retaining? Of course they are. So we want to make sure that we are giving them that skill development. That's so important. We also have to empower them just a little bit. If they're going to be working directly with our patients, then we need to empower them. to make some decisions from time to time. So when they're in therapy, for example, they need to make sure that they know what the contraindications are for muscle STEM. You shouldn't be sending somebody over there, obviously for muscle STEM, if there's a contraindication with that patient. But sometimes things fall through the cracks. I can tell you one time I had a patient who had a pacemaker and I just forgot. I was busy. I sent this patient over to my therapist and the therapist came to me and said I let that patient go home for the day and did not do the muscle stem because doc, I think you forgot they have a pacemaker and Oh my gosh. Thank you for. Not creating them, helping me not create a malpractice issue, things like that happen. So want to make sure that in that training, that we're training them to make decisions like that. And there's a bazillion other decisions and you should be empowering. All your staff to make decisions because your front desk people, they're going to see opportunities for new treatment plans. They need to be empowered to bring that up to a patient. And I don't mean making recommendations on care. Things like if somebody comes in with obvious signs of Plantar fasciitis or obvious signs of a frozen shoulder and the patients talking about it and complaining about it at the front counter Empower them to understand that hey, that's a condition that we have the tools to help with so their response can be oh Gosh, your shoulders hurting you. Dr. Paroosh works on shoulders all the time We have great success in our clinic. Make sure you bring that up to him Boom, I've got a brand new treatment plan in the practice and I'm telling you, docs, those are happening every day around you. And that's just another example of how when you create revenue generating employees, their focus changes. They're not focused on how many patient visits did I schedule today, which is great, but they're focused more on the treatment. On the profitability of the practice. So it's the front end versus the back end. And it's really that back end that we want to focus on. So take the time docs to develop your staff. This is one of the things we do at cats consultants is we help doctors develop staff into these revenue generating partners. And I'm telling you when you do it, it's a game changer for your profitability. It's a game changer for your revenue. It's a game changer for your income. And ultimately it's a game changer for your lifestyle. And isn't that a great thing? All right, everybody. Thanks for tuning in. We appreciate everybody subscribe to the podcast. It's down here somewhere. Subscribe to the podcast. Keep listening. We can't thank you enough for being listeners. Our podcast is growing by leaps and bounds every week. And that's because of you out there, our audience, be sure to check us out at cats, consultants. com. Also check out Chiro health usa. com. And from all of us here at Kats consultants, we appreciate all of you and make it a great day. We'll see you