It's Easy To Be Cheap...

My wife Rhonda was going to buy some decorative paper plates for a Christmas party we are hosting and on her way to the paper isle she was talking to a lady who worked at the store. The lady happen to say - "I told my husband there is no way I am going to pay $3. for decorative paper plates. I can get the white ones for half."

When Rhonda came back to where I was, I noticed that she had these ugly white plates in her cart - I said "What are you doing with these?" She said, "Well the lady who works here said she would never pay $3 for the decorative plates!"  I said - "I wasn't asking her to buy them."

We went back and got the nice ones - but it was the people who worked there who talked us out of a sale because THEY are cheap.  Do we ever influence our patients to be cheap because we are?  Are we insurance minded?

By the way,
I recently tried to buy my mom a prescription she needed - when I came back to purchase it - there was one bottle he hadn't filled - he said- "I didn't fill this one because it isn't covered by insurance." Now, was that his decision? Who told him I wouldn't pay for it?

We would never do that.... Would we?
Are there any bottles we don't fill - Like Wellness(maintenance) because insurance is used up? Do we influence cheap? Could we turn our patients into better paying and referring patients with more of a successful mindset?  

 

With Integrity,

Keith Maule
integritymanagement.com
savechiropractic.com

The CLOSE Matters

The 6th Game of The World Series
What an amazing game between the Texas Rangers and The St. Louis Cardinals.  The Rangers kept getting spectacular hitting and going ahead by 2 runs – they did it 2 times and they were ahead by 3 even before that!  They played a GREAT game!  In fact, two times they were within one pitch of winning the World Championship – the WHOLE thing – not just the game - ONE PITCH – all they had to do was get one more pitch on the batter – one more out – and on that last pitch the St. Louis Cardinals came back – each time - and scored two more runs. The Rangers played GREAT but they didn’t close the game. You’ve got to make that last pitch. You have to close it out.  The Cardinals won the game – and then the championship!

To succeed in getting new patients and winning the game – the CLOSE is important!

When you do a screening – the close matters!

When you teach the How To Stay Young Class – you may have taught a great class – BUT the CLOSE matters - you have to close it out right!

When you give a report of findings or progress report – the close matters.

Don’t just play a good game – you have to close it out with the Integrity Close – WIN the game!

With Integrity,

Keith Maule
integritymanagement.com
savechiropractic.com

A Coaching Lesson From The Tampa Bay Rays!

On September 2nd we were 9 games behind The Red Sox – NINE games in September!!!!  I remember because we got our packet from the Rays asking us to BUY playoff tickets.  I remember because… we bought them.

Zoom forward to Wednesday night. The last game of the season. (BTW, there are 162 games in the season – it’s a long season)
We are now tied with the Red Sox to get into the playoffs. We must win and they must lose.
It is now the bottom of the 8th inning (my son Kyle and wife Rhonda and I are at the game) and we are BEHIND 7 to 0!!!!!  It is the bottom of the 9th with 2 outs at the Red Sox game and they are AHEAD 3 to 2.  NOT GOOD!

In the bottom of the 8th we scored 6 runs – it is now 7-6.
In the bottom of the 9th with one pitch left in our season – we have a pinch hitter at the plate – Dan Johnson – he only played in the first week or our season that I can remember and was replaced because he played so bad. He has one home run for the season – now he appears as our last hope for the season. What did he do? He hit a home run to tie the game in the 9th inning.   After midnight – in the 12th inning Evan Longoria hit another home run to WIN the game!!!
Over in Baltimore – The Red Sox – in the bottom of the 9th – Red Sox ahead 3-2 against the Orioles (the last place team who was out of contention – this game meant nothing to them) The Orioles were up to bat for the last time – they had 2 outs against them – the batter had 2 strikes against him – this is it – one more pitch and Red Sox win. The Oriole hit a fly ball to left field – The Red Sox outfielder couldn’t catch it – he misses the ball and the Orioles score 2 runs in the inning.  Orioles WIN!  Red Sox LOSE – and the Rays are IN the Playoffs!!!!!!!  The outfielders name? Carl Crawford – The Rays star outfielder for years before being traded this year to the Red Sox.

Today – The Rays are in the Playoffs against the Texas Rangers!!!!!
We have our tickets!
AMAZING – INSPIRING – UNSTOPPABLE!

Why am I telling you this story?
How do YOU react in YOUR game with the 5 Year Plan?  How do you react when they get behind in your 5 year plan?  Do you quit? Give up? Or play out the season until the last pitch? Do you play your hearts out to win the 5 year plan? How long?  5 weeks – 5 months or 5 years – to the last day of the 12th month in the last year.
We could learn something from the Rays – they truly never quit – played their hearts out – and oh, yeah – they WON!!!!!!! YOU CAN DO THIS!!!

With Integrity,

Keith Maule
integritymanagement.com
savechiropractic.com

We Must Stop Being The “Illegal Immigrants” Of Heath Care!

We must stop…being the “illegal immigrants” of heath care. We have earned our place at the head of the health care table. If you want to be number one in healthcare - Look like it. Talk like it. Act like it. BE it! Have you ever driven by a chiropractic office and it looked so bad you wished they would take their sign down or at least put a different name on it – like massage parlor. Have you ever met a chiropractor and wondered if they were palm readers or were in the circus? This must stop. It DOES matter! In business – your IMAGE matters. We must ALL be professional!

Click Here To View My Video On This Topic

With Integrity,

Keith Maule
integritymanagement.com
savechiropractic.com

We Must Stop Promoting Everything But The Adjustment!

We must stop…promoting everything BUT the adjustment. Every one is rich…except you. Why? Because you promote THEM and THEIR products not YOU and YOUR product – chiropractic.  You are on a constant search for “lottery equipment”. Something you can buy and put in your practice that you are told will “EXPLODE” new patients and referrals.  Stop it. There is no machine that provides success and riches – period!  I don’t care what they say – they are lying.  Like the “Acres of Diamonds” you are searching for a diamond mine that is already in your back yard – CHIROPRACTIC!  My son and his wife went to a chiropractic open house the other day. The first thing they got was a hand scan – it said they each needed over 50 vitamins a day. Then they got their feet scanned and they both needed custom orthotics and custom sandals (adjustable straps!).  As the staff was holding the door open for them to leave my son asked, “would it be possible for me to get an adjustment?’  A what?  Foot Levelers (they had a rep there doing the scans) and their “Nutrition” company made a bunch that day – the chiropractor – not so much.  This is out of balance and has to stop!  You do realize that ANYBODY can do scans and sell vitamins and sandals and pads for shoes don’t you?  No license or student loans required.  These things are great… but you are leaving out the ONLY thing that makes you unique - only you can do the adjustment – they can’t go to Walmart for that.

Click Here To View My Video On This Topic

With Integrity,

Keith Maule
integritymanagement.com
savechiropractic.com

We Must Stop Stupid Billing & Coding Tricks!

We must stop… Stupid Billing and Coding Tricks. Our Integrity is ESSENTIAL even in hard times.  Let’s take medicare as an example.  They only pay for the adjustment.  Not therapies. Not exams. Not x-rays. Not even maintenance.  Just the adjustment. This is nothing new – it has ALWAYS been like this. Now, how many codes are there?  Does it really take “a university” or a 3 day seminar to learn those 3 codes? Not unless you are trying to get around it and cheat.  You CANNOT code yourself into prosperity – stop trying to – be honest and let’s be successful with integrity by growing the number of people getting chiropractic care not by trying to trick the insurance companies just because “they’re rich.”  This is bad business which results in continually getting our benefits and reimbursements cut.

Click Here To View My Video On This Topic

With Integrity,

Keith Maule
integritymanagement.com
savechiropractic.com

We Must Stop Stupid Recommendations Of Care!

3.  We must stop…Stupid Recommendations of Care. Unlimited visits? 3 visits? PRN? Thousands of dollars up front? Use your incredible extensive training to diagnose what the body needs and tell that to the patient. Not a visit more and not a visit less. Be ethical!  Do you want an oncologist to say “unlimited chemo”?  “It’s up to you”?  “Unlimited drugs – just let us know when you want more.”  No – they should diagnose and recommend what is needed. So should YOU!  BTW,  a poverty complex recommendation of 3 visits is just as unethical as unlimited.  Dishonesty is ALWAYS a bad business decision.  The public MUST trust our recommendations.  We should be known for our honesty.  We must be credible and ethical.  It isn’t a question of whether or not you can get 8% of the population to accept a stupid recommendation – the question is – would 80% of the population trust this “unlimited” recommendation that doesn’t require a doctor or an exam to make and that you are making only because you are trying to justify them paying thousands upfront?  You can fool some of the people…

Click Here To View My Video On This Topic

With Integrity,

Keith Maule
integritymanagement.com
savechiropractic.com

We Must Stop Being Medical Wannabes!

2.  We must stop…Being Medical Wannabes.  Stop trying to be a watered down version of a medical doctor. Did you ever watch your kids try to imitate – act, talk and pretend to be some other kid they admired? It was disgusting wasn’t it.  You are your OWN health care  – NOBODY else can do the adjustment – NOBODY else can get the body well with their hands!  Be Proud!  EVERYBODY else can do all the other “stuff." EVERYBODY else can give diets, sell vitamins, sell sandals, do foot scans and give injections.  Stop trying to get on somebody else's ladder – Be the ladder!  You are the only DRUGLESS health care provider and that is what America wants - BE it!  Good business: Promote what makes you DIFFERENT from everybody else – don’t try to imitate everybody else.

Click Here To View My Video On This Topic

With Integrity,

 Keith
integritymanagement.com
savechiropractic.com

We Must Stop Just Getting By In Chiropractic!

    1.    We must stop…Getting by. Student loans. Years of education. Business loans. High risks!  For WHAT?  You deserve a prosperous CHIROPRACTIC (after all, that is what your degree is in – remember?) practice and you can have that!  Chiropractic needs to be the number one health care provider.  We CAN be…but we need to promote it and grow it.  Chiropractic boards and leaders do everything they can to restrict the promotion and growth of chiropractic and nothing to stop the growth and promotion of EVERYTHING else that vendors try to get chiropractors to sell. In a recent Chiropractic Economics there was a full page ad trying to get you to sell bras. Over 250 styles! No dangerous underwire!  They advertise: “Increase your patient referrals”.  Yeah right, “You need to go see Dr. Smith he has some awesome bras!”  The boards are okay with that, just don’t try to promote a special opportunity to experience chiropractic.  They have all kinds of “laws” against that. That would be terrible.  It isn’t the government that comes up with all these restrictions – it is other chiropractors. The leaders don’t want you to grow chiropractic because THEY are not growing chiropractic.  Misery loves company. It’s a STUPID business decision to not promote your product.  Business isn’t fun when you are not making money.  This must STOP! 

View my video on this topic now by clicking here!

With Integrity,

Keith
savechiropractic.com

7 Things That Must Stop Now!

The last few years have produced a lot of tangents – and poverty in chiropractic.
Like most Americans – I’ve been nice – I’ve kept quiet – but it’s got to stop! If the tangents don’t stop – chiropractic will!
It’s time to stand up. No more chiropractic “political correctness”. I’m tired of chiropractors being mislead and lied to by people who pretend to have YOUR benefits in mind and they do NOT!  I understand how this can happen - Healing is your business – business is not your business.  Business is our business.  Let me help you not get hurt in business – please pay attention for your sake and the health of chiropractic.
I will list for you seven things that are bad for business and must stop now for the future of YOUR PROFESSION!  There is no way I can explain it all on this list, but I will expand on them in the upcoming months.  To learn more now, you must watch the YouTube videos to get it all.  These seven things may shock you – they may make you mad – they may make you stand up and cheer. We don’t care which!
It won’t change the truth. You NEED to hear this. You need to know this. You need to make a decision. The Seven Things That Must Stop are:
1. We Must Stop Getting By
2. We Must Stop Being Medical Wannabes
3. We Must Stop Stupid Recommendations Of Care
4. We Must Stop Stupid Billing & Coding
5. We Must Stop Promoting Everything But The Adjustment
6. We Must Stop Being The "Illegal Immigrants" Of Health Care
7. We Must Stop Eating Our Young

I will go over these each month, but you can learn more now by visiting either www.savechiropractic.com or www.integritymanagement.com
You can also visit youtube.com/integritymgt

With Integrity,
Keith
integritymanagement.com