HEALTH SCREENINGS
These are Stress Screenings, Wellness Screenings, Weight Loss Screenings, Carpal
Tunnel Screenings, Free Massage Screenings, etc.
The importance of screenings is based upon the fact that they can be done in
numerous locations, done without the doctor and can create a continuous supply of
new patients. We have helped make more million-dollar practices with screenings
than any other method, even lectures or workshops.
First let’s just review quickly how to conduct a successful screening.
3
Successful Screening Steps
1)
Attracting Participants with Signs & Greeters.
Signs:
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Before you can screen someone you must first get them to stop. That is the
job of the Greeter.
The Greeter’s Script to stop them is:
Excuse me I need your help.
(Put out your hand and shake their hand.)
My name is __________. What is your name? Mary.
Once the Greeter has stopped the person she/he must explain what we are
doing and check to see if the person is qualified to be screened.
Script 2A:
We are doing a wellness screening to check for the three causes of health
problems: Chemical Toxicity from pollution through a saliva test, Hormone
Imbalance from Stress through blood pressure taken sitting and standing,
and an evaluation of how past traumas may be affecting your health. The
Program is free for persons who live and work in our area.
Do you live or work in our area? Do you have a health problem that
concerns you? If yes: Would you like to be tested, it is free and takes less
than 10 minutes.
If you are doing a Stress Screening the explanation is a little different:
Script 2B:
We are doing a free test for people who live or work in our area to see if
stress is harming your body. Do you live or work in our area? Do you have
any health problems that concern you? If yes: It takes only a minute and
lets you know if stress may be causing or contributing to your health
problems.
3)
2
Have them read our pamphlet How a Wellness Approach Works.
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4)
4
Have the person fill out the Stress Survey.
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5)
Ask them about the major problem they indicated on their survey: Is this a
problem you would like to get rid of if you could?
6)
Tests include: Blood Pressure Sitting/Standing, Saliva pH test, Palpation,
Range of Motion and the number of Trigger Points. (Do trigger point massage
if free massage program.)
(Test wrist if Carpal Tunnel Syndrome.)
7)
Review the results from the screening tests you did. (Mini Report of Findings)
8)
The Four Way Close:
a. Would you be willing?
b. Are you sure?
c. Donation or Deposit.
d. Schedule their Apt within 3-days.
Screening Four Way Close Script
Screening Close One
Doctor/CA:
Based upon what we found today I would like to suggest we do a
comprehensive consultation and evaluation to determine how to get
rid of your problems.
Because we are with a non-profit organization we are obligated to
offer this for free to those who show problems during our screening.
You are not obligated to receive this evaluation, but since it would
be at no cost would you be willing to give us a chance to help you.
Prospect:
Yes
Screening Close Two
Doctor/CA:
Before we make the appointment, I wanted to make sure you really
want to do this. I will block out 45 minutes from my schedule to
help you. I have only a limited number of openings and want to
make sure this is something you want to do before scheduling it. Is
this something you really want to do?
Prospect:
Yes.
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Doctor/CA:
Great.
Screening Close Three A
Doctor/CA:
Although we don’t charge for this service we do ask for a $20
deposit to hold an appointment. The reason we do this is that we are
setting aside an hour of our time at the clinic for this appointment
and we want to be sure that you will be there for it. Your payment
will be given back to you as soon as you arrive at the clinic. Would
that be okay with you?
Prospect:
Sure.
Screening Close Three B.
If collecting a deposit is not appropriate collect money for a charity (such as the
Food Bank, Women’s Shelter, Make a Wish Foundation, Save a Pet, etc. You
could also collect money for the location you are at to help them with a project
such as money at a police station for a bullet proof vest or for the family of a
policeman injured or killed in the line of duty, or money for a computer for a
school library if you are doing a program in a teacher’s lounge, etc.) as follows:
Doctor/CA:
There will be no charge because we are volunteers. However, we
are doing this program to help raise money for the _____charity
(Women’s Shelter, Make a Wish Foundation, Save a Pet, etc) and
only ask that you donate $20 or more to them in exchange for the
services we would provide you. Would that be okay with you?
Prospect:
Sure.
Screening Close Four
Have patient select an appointment from ten possible times and days displayed
with envelopes that contain a map to your office and intake forms, (New patient
forms are normally filled out in your office.).
In other words, you have ten envelopes, each with a day and time for an
appointment in your office (all within the next 3 to 5 days). Get them to choose the
one they want.
This reinforces the concept that there are limited appointment times available.
Replace the envelopes once you have only 6 left so there are always 6 to 10
envelopes available to choose from.
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Doctor/CA:
Please choose a day and time that’s good for you from our available
appointments.
Prospect:
None of these are good for me.
Doctor/CA:
I am sorry. How about I give you an appointment at the end of the
day on Monday or Tuesday? I am sure the doctor would not mind
staying for you.
Prospect:
Okay.
Confirmation Step
(After the appointment has been made)
I or one of my staff will call and remind you the day before your appointment. I’ll
look forward to seeing you on ______at ______ (date and time).
Follow-Up
Ensure that you or one of your staff do call and remind them the day before their
appointment.
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Drill 1
Explanation
We are going to train and rehearse how to do a screening, but
before you can screen someone you must first get them to stop.
That is the job of the Greeter.
The Greeter’s Script to stop them is:
Excuse me I need your help.
(Put out your hand and shake their hand.)
My name is __________. What is your name?
Instructions
Walk around the room and greet three (3) people.
“Excuse me. I need your help. (Shake their hand.) My name is
___________. What is your name?”
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Drill 2
Explanation
Once the Greeter has stopped the person she/he must explain what we are doing
and check to see if the person is qualified to be screened.
Script 2A:
We are doing a wellness screening to check for the three causes of health
problems: Chemical Toxicity from pollution through a saliva test, Hormone
Imbalance from Stress through blood pressure taken sitting and standing, and an
evaluation of how past traumas may be affecting your health. The Program is free
for persons who live and work in our area.
Do you live or work in our area? Do you have a health problem that concerns you?
If yes: Would you like to be tested, it is free and takes less than 10 minutes.
If you are doing a Stress Screening the explanation is a little different:
Script 2B:
If a Stress Screening: We are doing a free test for people who live or work in our
area to see if stress is harming your body. Do you live or work in our area? Do
you have any health problems that concern you? If yes: It takes only a minute and
lets you know if stress may be causing or contributing to your health problems.
Instructions
With a partner drill Script 2A.
With a partner drill Script 2B
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Drill 3
Explanation
The heart of any screening is the Stress Survey and the Primary
Script. All other steps either lead to this or follow from it.
The bridge between the Stress Survey and the Primary Script is
getting the prospect to agree they have a problem they want to
get rid of if they could.
Until they admit that they have a problem, the Primary Script
will not be effective.
Instructions
Drill this each way once.
Fill Out a Stress Survey. (Page 5 of this handout.)
Take your partner’s survey and ask them while pointing at their
major concern: “Is this a problem you would like to get rid of if
you could?”
If they minimize their answer, “Well maybe,” “I think so,” “It
all depends,” etc. then do a brief consultation finding out how
often they get their problem, how long they had it and what it is
like when it is at it’s worse. Make sure they feel they have a
problem they want to get rid of before screening them.
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Drill 4
Explanation
If you are going to get someone to arrive in your office from a
screening, you need to do enough tests on the prospect to show
them that the condition they want to get rid of is probably
caused by something you found.
Instructions
Screen your partner.
Screen you partner with a saliva strip, pretend to take their blood
pressure sitting and standing and look for trigger points finding
at least 8 to 14 trigger points.
Acupuncturists look at their tongue and quickly check their
pulses.
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Drill 5
Explanation
After you screen the prospect you review the results from the
screening tests you did. (Mini Report of Findings)
Instructions
Review Results Drill.
Read the Wellness Approach Pamphlet (next page) and then
explain your screening.
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Drill 6
Explanation
A Screening Close has a Four Way Close. You are going to
close the prospect four times.
Screening Close One
Doctor/CA: Because we are with a non-profit organization we
are obligated to offer a comprehensive
consultation and evaluation to determine how to
get rid of your problems for free to those who
show they have a problem during our screening.
Since you definitely showed some problems, I
would like to offer you this evaluation to find what
is causing your problem(s). You are not obligated
to receive this evaluation but since it would be at
no cost to you, would you be willing to give us this
chance to help you.
Prospect:
Yes.
Instructions
Drill Screening Close One.
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Drill 7
Explanation
A Screening Close has a Four Way Close. You are going to
close the prospect four times.
Screening Close Two
Doctor/CA: Before we make the appointment, I wanted to
make sure you really want to do this. I will block
out 45 minutes from my schedule to help you. I
have only a limited number of openings and want
to make sure this is something you want to do
before scheduling it. Is this something you really
want to do?
Prospect:
Yes.
Instructions
Drill Screening Close Two.
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Drill 8
Explanation
A Screening Close has a Four Way Close. You are going to
close the prospect four times.
Screening Close Three is to collect money from the prospects
for their appointment. It can be taken as either a deposit or, at
locations where that can’t be done, a donation. If the prospect
gives you $20 or more as a deposit or donation for their visit
then 80% or better of the scheduled prospects will arrive for
their appointment. If the prospect does not give you money to
secure their appointment then at best only 20% of them will
arrive for their scheduled appointment.
Screening Close Three A
Doctor/CA: Although we don’t charge for this service we do
ask for a $20 deposit to hold an appointment. The
reason we do this is that we are setting aside an
hour of our time at the clinic for this appointment
and we want to be sure that you will be there for it.
Your payment will be given back to you as soon as
you arrive at the clinic. Would that be okay with
you?
Prospect:
Sure.
Instructions
Drill Screening Close Three A.
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Drill 9
Explanation
A Screening Close has a Four Way Close. You are going to
close the prospect four times.
There are locations that do not want you to collect a deposit.
Also, some places are easier to get into if you are doing the
screening to collect money for a charity such as the Food Bank,
Women’s Shelter, Make a Wish Foundation, Save a Pet, etc.
You could also collect money for the location you are at to help
them with a project such as money at a police station for a bullet
proof vest or for the family of a policeman injured or killed in
the line of duty, or money for a computer for a school library if
you are doing a program in a teacher’s lounge, etc.
Screening Close Three B.
Doctor/CA: There will be no charge because we are volunteers.
However, we are doing this program to help raise
money for the _____charity (Women’s Shelter,
Make a Wish Foundation, Save a Pet, etc) and
only ask that you donate $20 or more to them in
exchange for the services we would provide you.
Would that be okay with you?
Prospect:
Sure.
Instructions
Drill Screening Close Three B.
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Drill 10
Explanation
A Screening Close has a Four Way Close. You are going to close the
prospect four times.
Screening Close Four
Have patient select an appointment from ten possible times and days
displayed with envelopes that contain a map to your office and intake
forms. (New patient forms are normally filled out in your office.)
In other words, you have ten envelopes, each with a day and time for an
appointment in your office (all within the next 3-5 days). Get them to
choose the one they want.
This reinforces the concept that there are limited appointment times
available.
Replace the envelopes once you have only 6 left so there are always 6 to
10 envelopes available to choose from.
Screening Close Four
Doctor/CA: Please choose a day and time that’s good for you from our
available appointments.
Prospect:
None of these are good for me.
Doctor/CA: I am sorry. How about I give you an appointment at the
end of the day on Monday or Tuesday? I am sure the
doctor would not mind staying for you.
Prospect:
Okay.
Instructions
Drill Screening Close Four.
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TIME MANAGEMENT TO SEE MORE PEOPLE
PER HOUR
Anatomy of an Office Visit
1. Greet the patient and as quickly as possible, let them know you would like to
check them to see how their body is doing.
2. Actually, check them using whatever techniques you use in your clinic. (Ex:
palpation, range of motion, leg lengths, muscle testing, brief check of pulses,
etc.)
3. Tell them what you found and how it relates to their general health. (Ex: If you
check the spine and the 3rd thoracic vertebrae is out of alignment, explain
where the nerves go to and the problems that can occur when that part of the
spine is out and what it means.)
4. Do treatment. (ex: chiropractic adjustment)
5. Re-check them and tell them what you found.
6. Tell them when they need to see you again.
Profit is based on the income per hour not per week.
Proper scheduling allows for higher volume and less waiting.
Three Sections of an Appointment Book
1. Low Waiting Treatment Hours
2. Consultation/Examination Hours
3. Advanced Treatment Hours
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Definitions:
Low Waiting Treatment Hours: These hours are to provide patients with
prompt, complete care that does not require waiting. To reduce waiting, patients
are asked to schedule their appointments in advance, make payment in advance,
help fill out their own daily notes, and to do those things to help make their visits
run on time. Patients with new injuries should change their appointment during
these hours to Consultation/ Examination Hours to have the time with the Doctor
they will need.
Consultation/Examination Hours: These are for all consultations, report of
findings, examinations, re-exams, re-evaluations, discussions regarding diet,
exercise, etc. Patients with new injuries should be scheduled at this time.
Advanced Treatment Hours: These are for visits that require more time and
more clinical expertise. Usually these visits include an evaluation or examination
along with treatment. Unique or special treatment that take longer than usual are
scheduled at this time.
Hand Patient the Three Different Appointment Hours Explanation
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Available from LK Graphics
CA: The Low Waiting Treatment Hours are ____ o’clock to ____ o’clock on
____ (exact days). During these hours our goal is to have you receive your
treatment and be out of the clinic in the shortest possible time. To achieve
this the doctor does no examinations or consultations during these times. If
you wish to speak with the Doctor at length or feel you need to have a
consultation, then let me know and I’ll arrange an appointment for you
during our Consultation/Examination hours, which are between ____
o’clock and o’clock on _____ (days).
We have a particular program we would like you to follow when you arrive
in the clinic for your treatment:
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Reduced Waiting Treatment Hours Patient Procedure
1. Sign in.
2. Pick up your (Travel Card, Chart, or File).
3. Go to the assigned room.
4. If appropriate, fill out their subjective complaints or do a pain rating.
5. Place (Travel Card, Chart, or File) in the designated location for the Doctor.
6. Change the headrest paper and lie face down on the table.
7. Relax and wait for the Doctor.
Eliminating Missed Appointments
Missed Appointment System
1. Tell the patient how often you want to see them.
2. Have them understand why the schedule is so often.
3. Give them a schedule that is easy to remember.
For example: M, T, Th at 4:00 p.m.
4. Give them the schedule in writing.
5. Have them make their appointments a minimum of a month in advance.
6. Give them a calendar and have them put their schedule on the refrigerator.
7. Explain the negative result if they fail to keep the schedule.
8. Assign them an official make up time and write it on their folder or travel card.
9. Explain the punishment if they don’t keep their schedules. (Service Fee)
10. Confront patients who miss their appointments.
11. Ask them to not miss again without making it up.
12. Have a staff member in charge of missed appointments.
13. Have a way to monitor all missed appointments.
14. Bonus the staff member for reducing the missed appointments or for Kept
Appointments.
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There is a good Online Appointment Scheduler available at
www.appointment-plus.com
HIRING STAFF
Were to recruit when hiring staff
• Current Patients
• Internet Access
• Advertising
• Recruitment
When hiring a current patient never hire someone so he/she can work off what they
owe you. At least no for any important position such as front desk, insurnance, PR
or marketing. You can hire them for things like cleaning or filing.
When hiring a current patient for one of these important jobs hire only those who
have gotten a good result from the care, kept their appointments and stayed current
with their payment plan.
If they got a result they understand the importance of the care. If they didn’t keep
their appointments they won't make sure anyone else will and if they didn't pay
their bills they won’t take money from anyone else.
Under no circumstance do you hire a patient who is "high maintenance" meaning
they must always have to have extra attention and they are upset and/or sick a lot.
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Internet Resources
America’s Job Bank www.ajb.com
Free to register and search for resumes
National Job Bank www.nationaljobbank.com
Free to register and search for resumes
Monster.com www.monster.com
$365 to register your job opening,
$400 to purchase resumes, 1.6 million job seekers
TigerJobs.com - www.tigerjobs.com
Emphasis on sales and marketing. $49 to $98 fee
National Employment Minority Network www.nemnet.com
2000 resumes per year.
No charge to register and search for resumes.
Every city has a www.yourcityhelpwanted.com
www.craigslist.com Internet Classified Ads
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Employment Advertisements
WANTED: highly energetic individual for rapidly expanding natural health clinic.
Preferred you have seven legs, four arms and the ability to do ten things at once.
WANTED: Hard working individual to run public relations department for rapidly
expanding natural health center. Telemarketing experience helpful; must be good
with people. Please email or fax resume.
WANTED: Busy chiropractor’s office looking for motivated individual who
enjoys teamwork and likes to help people. Good pay and opportunities. To qualify
you must be willing to work and to learn our state-of–the-art procedures.
STOP! AND GET HAPPY: Are you in a job that you dread going to every day?
Are you strictly working for a paycheck? We are a dynamic group of people who
believe in what we do and expect nothing short of magic from what we accomplish
every day! Find out if you qualify to join our team. Please email or fax resume.
HATE YOUR JOB? Wouldn’t it be great to love to go to work every day? We are
a caring group of professionals who share a desire to make a difference. To
qualify, you must like teamwork and be willing to give your best. Good pay and
opportunities to learn. Many apply, few are chosen. Please email or fax resume.
WE NEED YOU! If you believe that work ought to be more than just “putting in
time to get your check”, if you want to help people and learn new things that will
make a difference and you are not afraid of hard work, you might qualify to join
our team. Pay is good and the working environment is excellent! Please email or
fax resume.
WANTED: Highly energetic individual for a rapidly expanding natural health
clinic. Preferred you have seven legs, four arms and the ability to do ten things at
once. Please email or fax resume.
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A VERY SUCCESSFUL EMPLOYMENT AD
A client found this employee ad really worked for him. It started to run on
Tuesday. He had at least thirty calls by Friday. He had 21 people come to his group
interview on Saturday. He had 6 great applicants and hired one on Sunday. He
didn’t call to cancel the ad until Monday and he had over 20 calls Monday morning
inquiring about the job. As a matter of fact they had to put on the clinic answering
machine that the position has been filled so that callers do not fill up their
voicemail.
STOP AND GET HAPPY!
Wouldn’t it be great to love to go to work everyday? We are a caring group of
professionals who share a desire to make a difference. To qualify you must like
teamwork and be willing to give your best. Wanted: Front Desk Assistant to
Doctor for rapidly expanding, non-smoking, natural health clinic. Must be a highly
energetic, enthusiastic, cheerful, and outgoing individual. Prefer you have 4 legs, 8
arms and the ability to do 10 things at once. Immediate part time position open
7:45 to 1pm M-F or 1pm to 6:15pm M-F. Full time position hours: 8am to 6pm
MTWT, 8am to 1pm F. (Doctor's address) Please email or fax resume.
Call the people who sent in their faxes and resumes to come in for a interview. Let
them know there will be other applicants at the interview and the interview about
an hour.
Group Interview
1.
Have each person wear a name tag.
2.
Have each person fill out an application.
3.
Have each person stand up, introduce themselves, and tell why they applied
for the job or a positive experience with
chiropractic.
4.
With a clip board and master list of applicants have a staff member note
speaking ability, poise, maturity, and use of language.
5.
Explain nature of the job, duties, etc. (not pay scale).
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6.
Deliver chiropractic workshop.
7.
Close by telling them you can’t hire everyone. Ask them to circle their name
if they are still interested in the job.
Have each stand up and tell a bit about themselves. As for volunteers, “Who wants
to speak first?” The first volunteer are the most aggressive and will usually make
the best staff members.
Tell them if they have a health problem you are offering, as a gift, a check-up.
State the check-up would not be an influence on getting the job but is purely a gift
for coming to the interview. Have them put a check mark next to their name if they
would like a check-up.
Chiropractic Workshop Outline For Group Interview
What Chiropractic/Acupuncture is Drug Free Natural Healing etc.
Brief History of the Practice How long it’s been here, etc.
Brief Description of the Job Opening
Offer Complimentary Exam
Day Two:
1.
Call former employers (not current employers) and ask if they would re-hire.
If the answer is no, they are out of the running. If they say yes, they go to the
top of the list. If they refuse to answer any question about the employee, it is
considered neutral.
2.
Call most impressive individuals back for semifinal interview. The key
questions are:
a. What are your goals for the future?
b. Is there anything that would prevent you from receiving chiropractic care
if it was free with your job?
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© 2011 David Singer Enterprises, Inc. All Rights Reserved
c. Are you available to go to educational seminars on the weekends?
d. How much money must you earn to cover your necessities in life?
Explain this is not how much would you like to earn. Rule: Never offer
less than their necessity. If you don’t want to pay them their necessity
level, don’t hire them.
3.
For applicants you are impressed with, do a math test and alphabetical filing
test. Also, do any other tests you like.
4.
Introduce to staff for their impressions, so all staff feel included in deciding on
new person. Makes for easier acceptance in the group.
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Math Test
Name:___________________________________________ Date:_____________
5+3=
125 - 117=
15 x 6 =
155 + 182 + 166 + 87 + 523 =
$15.65 + 25.00 + 13.77=
A patient comes in for treatment and gets a $25.00 adjustment and two therapies at
$15.00 each.
The patient pays for the service with three $20.00 bills. How much change do you
give the patient?
Filing Test
There are two ways to do the filing test:
1.
Pull out a pre-set number of files and time how long it takes the potential
employee to file those away in alphabetical order.
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2.
Give the potential employee an original, completed new patient file. Have
them make a set of completed files exactly like the original. Time how long it
takes.
By comparison, you will be able to tell which potential employee learns and
operates the fastest.
URGENT
Make sure you send this letter to anyone you don’t hire.
Dear
I would like to thank you for taking the time and effort to apply for
the position of Chiropractic (Acupuncture) Assistant in this office. As
you know, there was considerable interest in the position and the
decision has been a hard one to make.
Unfortunately, in your particular case, I am unable to offer you the
position at this time, but as I now have your application on file I want
you to feel free to apply again should this or another position become
available.
Thank you again for your interest. If at any time I can be of help to
you, please do not hesitate to call on me.
Sincerely yours,
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