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Disruption

Posted: March 26, 2014  By: Dr. Patrick Gentempo

The healthcare drama of 2013 was unprecedented. Over the past 2+ decades, I have seen a lot of interesting, and at times disturbing scenarios... but I have never witnessed such confusion and outright lunacy. Obamacare, with its brute force passage, Supreme Court challenges, and now, completely botched launch, has kept healthcare in the headlines (not in a pretty way) and has given DC's something I have been wishing for over 20 decades. An opening...

With all this, I hear the late Door's singer Jim Morrison sing, "The time to hesitate is through..." In the mid-1990's I started teaching DC's how and why to get off of insurance dependency. The key challenge in their minds was the trust and attachment their patients had to these so-called benefits. But the writing is on the wall and chiropractors that wanted to provide corrective and wellness services needed to recognize that these insurance plans their patients had were limited and for 'sick-care' not 'health-care'. Many played games with coding and diagnoses. Contracts were rewritten to counteract this. Then new tactics were deployed by providers to circumvent the new limitations in the policies. And then, a new trend in post-payment audits arose and led to a lot of pain and bankruptcies.

In the meantime, the chiropractic political apparatus remained dedicated to fighting for meager and diminishing crumbs at the insurance table. Embarrassing really. But alas, fear continued to grip the mind of the chiropractor and they remained ever dependent on being included in their patients' insurance plans. 2013 is the year that changed all that...

DISRUPTION! There will never again in our career lifetime be such a psychologically disruptive scenario in insurance and healthcare as there is today. Never! And there is no such thing as a challenge that does not simultaneously possess in it a solution. The problem is that when you are focused on the challenge, you can't see the solution! IF YOU WERE EVER GOING TO MAKE A CHANGE IN YOUR PRACTICE'S

IF YOU WERE EVER GOING TO MAKE A CHANGE IN YOUR PRACTICE'S BUSINESS MODEL RELATIVE TO INSURANCE, NOW IS THE TIME!!! The time to hesitate is through.

BUSINESS MODEL RELATIVE TO INSURANCE, NOW IS THE TIME!!! The time to hesitate is through.

2014 will be known as the pivotal year where the majority of the profession freed themselves, and their patients, from insurance dependency. Some will do this by choice. Most will have to do this by necessity. And some, I am sad to say, won't make it. And they won't make it because they hesitated and didn't take action.

So, you're ready? What are the steps? At FreeForm (www.FreeFormChiro.com ), we created 7 of them. There is a lot of free content there and you can read more in detail about the 7-steps if you'd like. But for the purposes of this communication, let me start you here:

  1. Know reality. One of the biggest death-threats to your practice is not knowing where you are. How can you get to point 'B' if you don't know where point 'A' is? I contend there are 157 key questions every DC should know about their practice (and life). So start digging into areas where you have blind spots. Here are a few suggestions to get started:
    • What percentage of your revenue comes from 3rd parties?
    • How many plans are you a contract provider for and how much are you collecting from each of those plans?
    • How much of your current overhead is related to billing and collecting?
  2. Get your 'head' right. Making the conversion to non-insurance dependence is a head-game before anything else. You have to realign your thinking and intention with a new vision for your practice and a new impact you want to have on people's lives. I recommend that you get clear on:
    • What is the purpose of your practice?
    • What is the clear goal for every patient that comes to see you?

Making the change to free yourself from insurance dependency isn't just a matter of adding some new procedures. Procedures are important and we certainly teach them in FreeForm. But what precedes all - this is you. Your thoughts. Your vision. Your purpose. Your intention. It all starts with a decision YOU make. And from there, the rest of your career follows. As we start 2014, I can say this with 100% certainty... the time is now.




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