1
00:00:01,600 --> 00:00:04,160
Hi, Don here, welcome to 
Podiatry Practice Mastery, where

2
00:00:04,160 --> 00:00:06,600
we're helping you get your 
practice to the $1,000,000 mark 

3
00:00:06,600 --> 00:00:09,440
and beyond. 
My most valuable patient of the 

4
00:00:09,440 --> 00:00:11,200
day here. 
This was a recording for a 

5
00:00:11,200 --> 00:00:13,560
Friday. 
It was patient. 

6
00:00:13,560 --> 00:00:18,640
He was #3 out of four for 
Shockwave, he had a second met 

7
00:00:18,640 --> 00:00:21,800
fracture due to a hiking injury 
and he's been doing those every 

8
00:00:22,040 --> 00:00:25,640
72 hours. 
So this is a, this is a patient,

9
00:00:26,520 --> 00:00:29,160
as I was talking to a little bit
more kind of an entrepreneurial 

10
00:00:29,160 --> 00:00:31,000
guy. 
He used to run a lot of re/max 

11
00:00:31,000 --> 00:00:33,360
offices. 
These are type of patients that 

12
00:00:33,360 --> 00:00:38,120
tend to want to pay for speed. 
And I think there's a really an 

13
00:00:38,120 --> 00:00:42,640
added benefit for us when we're 
treating patients to offer them 

14
00:00:42,640 --> 00:00:45,120
speed at a price and they're, 
and they're willing to do that. 

15
00:00:45,120 --> 00:00:48,600
So he's wanting to get back like
he's barely a week and a half 

16
00:00:48,600 --> 00:00:50,560
and he's not like wanting to 
know if we can go back hiking. 

17
00:00:50,560 --> 00:00:52,640
I'm like, it's going to speed it
up a little bit, but it's not 

18
00:00:52,640 --> 00:00:55,120
going to speed it up that that, 
that that quick. 

19
00:00:55,720 --> 00:00:57,000
But he is starting to feel 
better. 

20
00:00:57,120 --> 00:01:04,560
So for like some stress fracture
or stress fractures or fractures

21
00:01:04,560 --> 00:01:06,680
that patients want to get better
and back to their activity 

22
00:01:06,680 --> 00:01:10,000
quicker, I think offering 
Shockwave can be a benefit to 

23
00:01:10,000 --> 00:01:11,360
them. 
So that was really the MVP 

24
00:01:11,360 --> 00:01:13,920
patient. 
The rest of the day was not that

25
00:01:13,920 --> 00:01:16,200
exciting. 
And as I'm looking at it some, 

26
00:01:16,440 --> 00:01:18,160
I'm going to talk about actually
some negative things that 

27
00:01:18,160 --> 00:01:22,000
happened for me. 
I had a matrix follow up. 

28
00:01:22,000 --> 00:01:25,040
So I'm intending to do matrix 
follow-ups in my 10 minute 

29
00:01:25,040 --> 00:01:29,400
slots. 
So what happens is when patients

30
00:01:29,400 --> 00:01:31,400
come in for a matrix, I do a 
three-week follow up. 

31
00:01:31,400 --> 00:01:33,120
I know some doctors don't do any
follow-ups. 

32
00:01:33,360 --> 00:01:35,080
I used to do a two week and a 
four week. 

33
00:01:35,320 --> 00:01:38,480
Now I do one at 3 weeks. 
But the problem is it filled up 

34
00:01:38,480 --> 00:01:40,520
that 10 minute slot and there 
was another 20 minute slot that 

35
00:01:40,520 --> 00:01:43,160
was there, but but that one 
didn't get filled. 

36
00:01:43,160 --> 00:01:45,680
So to me it, it seemed kind of 
like a, a, a waste. 

37
00:01:47,080 --> 00:01:49,080
You know, that more be of a 
patient scheduling problem. 

38
00:01:49,080 --> 00:01:54,240
Another problem of the day was 
they scheduled some nail care 

39
00:01:54,280 --> 00:01:57,760
patients as well during that 
time. 

40
00:01:57,760 --> 00:01:58,840
I don't know how they got in 
there. 

41
00:01:58,840 --> 00:02:02,720
They're usually done on on on 
Friday mornings. 

42
00:02:02,720 --> 00:02:04,080
That's kind of how we restrict 
things. 

43
00:02:04,480 --> 00:02:09,039
But there was a nail care and 
there was another nail care one 

44
00:02:09,039 --> 00:02:11,240
came in for. 
I did like a partial nail 

45
00:02:11,240 --> 00:02:14,440
evulsion, a 78 year old and 
one's a 92 year old for nail 

46
00:02:14,440 --> 00:02:15,560
care. 
I think maybe the staff were 

47
00:02:15,560 --> 00:02:18,160
just nice or they didn't know 
the protocol, but most of them 

48
00:02:18,160 --> 00:02:19,880
should know the protocol. 
But somehow they somehow they 

49
00:02:19,880 --> 00:02:21,840
sneak in. 
So I'm just kind of sharing like

50
00:02:21,840 --> 00:02:24,920
these are like these could have 
been better valuable patients, 

51
00:02:26,160 --> 00:02:28,360
but this one wasn't. 
And there was another routine as

52
00:02:28,360 --> 00:02:30,000
well. 
And these, they may have some 

53
00:02:30,000 --> 00:02:31,760
other things like this one of 
these routines they had like a 

54
00:02:31,760 --> 00:02:35,800
hematoma under the hallux and 
they're concerned about fungus 

55
00:02:35,800 --> 00:02:39,400
and and things like that. 
Another patient was a right 

56
00:02:39,440 --> 00:02:41,400
bunion that came in. 
She had pain. 

57
00:02:42,600 --> 00:02:44,840
And we talked about shoes, 
anatomic shoes. 

58
00:02:44,840 --> 00:02:46,600
I spent a lot of time talking 
about shoes. 

59
00:02:47,080 --> 00:02:50,880
I tend to recommend ultras topos
and then we sell lems in our 

60
00:02:50,880 --> 00:02:53,800
office. 
I am not the, the great at 

61
00:02:53,800 --> 00:02:56,880
selling the Lems. 
My my partner's a little bit 

62
00:02:56,880 --> 00:02:59,840
better. 
Not exactly sure why. 

63
00:02:59,840 --> 00:03:02,280
I, I think a lot of times we get
busy, I'm worried about 

64
00:03:02,280 --> 00:03:04,880
overbearing the staff. 
But I, I wear lems all day long 

65
00:03:04,880 --> 00:03:08,720
and I think lems work well. 
And I think another thing is we 

66
00:03:08,720 --> 00:03:10,520
don't have a huge selection. 
I think we have like just a 

67
00:03:10,520 --> 00:03:12,840
couple of colors and not a huge 
amount of sizes. 

68
00:03:12,840 --> 00:03:15,080
And it's not the most convenient
to buy them for the patients, 

69
00:03:15,480 --> 00:03:18,360
but when they when they do get 
them, it's it's an OK revenue 

70
00:03:18,360 --> 00:03:22,240
producer. 
But I did do an injection as 

71
00:03:22,240 --> 00:03:24,680
well because of her pain that 
she was having in there. 

72
00:03:24,680 --> 00:03:29,160
And I looked at X-rays with her.
Another patient that came in for

73
00:03:29,160 --> 00:03:31,000
a second met fracture feeling 
better. 

74
00:03:31,400 --> 00:03:33,440
I'm going to see them back in 
one month because they're not 

75
00:03:33,440 --> 00:03:35,440
totally better. 
And I talked about kind of doing

76
00:03:35,440 --> 00:03:39,600
an MRI if it continues to be 
painful. 

77
00:03:40,000 --> 00:03:43,960
And then the other patient was a
posterior tibial tendon pain. 

78
00:03:44,600 --> 00:03:46,480
This patient I've seen a few 
find a few Times Now. 

79
00:03:46,480 --> 00:03:48,560
This is an interesting patient. 
I we have quite a few patients 

80
00:03:48,560 --> 00:03:52,720
here that have Medicare and they
have mass health. 

81
00:03:52,720 --> 00:03:56,280
So mass health is like the 
Medicaid and we don't take 

82
00:03:56,280 --> 00:03:59,880
Medicaid here in our office. 
So what happens with these 

83
00:03:59,880 --> 00:04:04,480
patients is they will pay the 
20% out of pocket. 

84
00:04:04,480 --> 00:04:09,480
So for a lot of patients that we
see, they value us enough to 

85
00:04:09,480 --> 00:04:14,240
want to be seen and pay the 20%.
And so this is something I think

86
00:04:14,240 --> 00:04:17,480
you have to be aware of if you 
have a good product, patients a 

87
00:04:17,480 --> 00:04:20,040
lot of times will pay for speed.
So for example, the CS they we 

88
00:04:20,040 --> 00:04:23,240
can get them in within the week 
or a lot of the other doctors 

89
00:04:23,240 --> 00:04:25,240
that might take their insurance 
might take two or three months 

90
00:04:25,240 --> 00:04:27,760
to see them. 
So I think one benefit of having

91
00:04:27,760 --> 00:04:33,440
a system to get people in fast 
can be can be that this patient,

92
00:04:33,440 --> 00:04:37,040
they had bilateral X-rays, they 
had bilateral ultrasounds as 

93
00:04:37,040 --> 00:04:39,400
well to look at the posterior 
tibial tendon. 

94
00:04:40,000 --> 00:04:45,360
And I talked to them about doing
shockwave. 

95
00:04:45,600 --> 00:04:50,000
So this patient, they had a 
cortisone injection last time in

96
00:04:50,000 --> 00:04:52,040
that region. 
And another thing about like 

97
00:04:52,040 --> 00:04:55,400
patients that for a couple 
didn't want the shockwave, like 

98
00:04:55,400 --> 00:04:58,000
what's the other option? 
I, you know, the other option is

99
00:04:58,200 --> 00:05:00,800
to make them an AFO. 
So I talked about making an AFO 

100
00:05:01,560 --> 00:05:06,080
through hanger and then I also 
talked about doing Shockwave, 

101
00:05:06,080 --> 00:05:09,080
but Shockwave was a little too 
expensive for this patient. 

102
00:05:09,560 --> 00:05:12,280
The rest of the morning, the 
morning patients were by were by

103
00:05:12,280 --> 00:05:14,120
Friday morning. 
And I want to say I've been, 

104
00:05:14,680 --> 00:05:17,040
we've been having this nail tech
for about 6 months now. 

105
00:05:17,600 --> 00:05:20,920
It was a long ramp up, but she 
was a really big win for the 

106
00:05:20,920 --> 00:05:23,040
office. 
Her name is Marjorie. 

107
00:05:23,200 --> 00:05:27,640
She has her own nail clinic and 
then but she doesn't really see 

108
00:05:27,640 --> 00:05:30,440
many clients in the morning. 
So she helps us out three days. 

109
00:05:31,200 --> 00:05:35,520
One of my colleagues doesn't 
really utilize for that well, he

110
00:05:35,520 --> 00:05:37,600
just because he doesn't really 
see much routine care. 

111
00:05:37,600 --> 00:05:41,040
So it just kind of she's like 
hanging out there. 

112
00:05:41,040 --> 00:05:46,000
My other buddy he, he uses her 
pretty well. 

113
00:05:46,440 --> 00:05:49,400
And then but I use legs for the 
most basically because I have 

114
00:05:49,400 --> 00:05:51,960
patients every 10 minutes. 
And then she also has her own 

115
00:05:51,960 --> 00:05:53,720
schedule of like 6 or 7 
patients. 

116
00:05:54,320 --> 00:05:57,840
So when, when she's working with
me, she's like doing all the 

117
00:05:57,840 --> 00:05:59,880
nails now she can do even the 
real thick ones. 

118
00:06:00,440 --> 00:06:03,040
She also is getting more 
comfortable with calluses. 

119
00:06:03,040 --> 00:06:04,760
Now the calluses, I am 
monitoring her. 

120
00:06:04,760 --> 00:06:07,080
I am, you know, observing. 
I'm teaching her about like 

121
00:06:07,080 --> 00:06:09,400
what's a, what's a pre 
ulcerative callus? 

122
00:06:09,400 --> 00:06:11,360
What's, what's the anatomy going
on here? 

123
00:06:12,200 --> 00:06:14,520
So she feels more comfortable 
and also more comfortable 

124
00:06:14,520 --> 00:06:17,040
because I'm there. 
But I, I, I feel like after six 

125
00:06:17,040 --> 00:06:19,400
months now she's getting a 
little bit better with calluses.

126
00:06:19,400 --> 00:06:20,720
It took her, it took her a long 
time. 

127
00:06:21,680 --> 00:06:24,320
It took her to especially do the
real thick toenails. 

128
00:06:24,320 --> 00:06:27,680
She still struggles a little bit
with getting those down, but I 

129
00:06:27,680 --> 00:06:32,640
really feel like this was a big 
win for our practice to do the 

130
00:06:34,160 --> 00:06:39,040
do this type of of and it was a 
big addition to our practice. 

131
00:06:39,320 --> 00:06:42,280
And I and I think that possibly 
the same like OK, the same 

132
00:06:42,280 --> 00:06:43,960
confidence. 
Now we haven't heard doing the 

133
00:06:43,960 --> 00:06:46,880
nails. 
Could we also find someone that 

134
00:06:46,880 --> 00:06:49,800
could do the shock waves Like I 
think we we could. 

135
00:06:49,800 --> 00:06:50,920
And I think it's going to take 
training. 

136
00:06:50,920 --> 00:06:52,680
I think it's going to take time 
them shadowing us. 

137
00:06:53,120 --> 00:06:55,360
But I think in the same way, 
let's say I schedule 6 shock 

138
00:06:55,360 --> 00:07:00,160
waves and I do the first and I 
do the 6th, but the other four 

139
00:07:00,160 --> 00:07:02,920
in between, if I'm there, I can 
stop in, say hi, answer any 

140
00:07:02,920 --> 00:07:04,640
questions and then they can do 
the shockwave. 

141
00:07:05,160 --> 00:07:08,600
I think if we have the, the 
amount of space to do that, I 

142
00:07:08,600 --> 00:07:11,520
think that would be the kind of 
the next logical, logical step 

143
00:07:11,880 --> 00:07:14,760
that would then free up more 
time for more slots. 

144
00:07:15,160 --> 00:07:17,520
Right now we're not doing that 
because there's not a super 

145
00:07:17,880 --> 00:07:20,120
amount of demand. 
So right now the focus is on 

146
00:07:20,440 --> 00:07:23,320
building up that demand for our 
for our practice. 

147
00:07:24,600 --> 00:07:29,400
One, I want to share two things.
One is the urgent care. 

148
00:07:29,400 --> 00:07:31,440
We have an urgent care web page.
So if you want to go to our 

149
00:07:31,440 --> 00:07:33,920
website, you can take a look at 
central mass podiatry.com. 

150
00:07:34,680 --> 00:07:37,080
There's an urgent care thing. 
You can kind of see how we're 

151
00:07:37,080 --> 00:07:40,800
kind of focusing on urgent care.
And then we're also doing some 

152
00:07:40,800 --> 00:07:42,000
blog posts. 
If you look at the blogs, you 

153
00:07:42,000 --> 00:07:44,000
can look at the blog post 
posting back to the urgent care.

154
00:07:44,000 --> 00:07:46,600
And we've been having many more 
patients come in for the urgent 

155
00:07:46,600 --> 00:07:50,440
care because when, when we're 
trying to attract patients, I'm 

156
00:07:50,440 --> 00:07:53,040
really not interested in 
patients that want a discount. 

157
00:07:53,040 --> 00:07:55,640
I'm wanting patients that want 
quick appointments. 

158
00:07:55,640 --> 00:07:58,520
Most people around might get in 
in two or three weeks. 

159
00:07:59,040 --> 00:08:01,160
We're able to get in within the 
week because of our, our new 

160
00:08:01,160 --> 00:08:05,800
Doctor. 
So the, the focus is on getting 

161
00:08:05,800 --> 00:08:09,200
them in with that urgent care. 
The next step is to kind of, OK,

162
00:08:09,200 --> 00:08:12,680
how can we now push ads to that 
urgent care or how can we then 

163
00:08:13,320 --> 00:08:16,040
talk about that urgent care to 
other centers of influence so 

164
00:08:16,040 --> 00:08:19,320
they can get patients in, in the
past, my, my focus has been on 

165
00:08:19,320 --> 00:08:23,880
like getting one diagnosis like 
plantar fasciitis or, or or 

166
00:08:23,880 --> 00:08:26,840
ingrown toenails. 
But I, I think maybe a more 

167
00:08:26,840 --> 00:08:29,480
elegant method would be like, 
OK, urgent care, whatever your 

168
00:08:29,480 --> 00:08:32,600
urgent need is, we can get you. 
And it just, it's a little bit 

169
00:08:32,600 --> 00:08:35,360
better and it's a way to fill up
this, this other doctor's 

170
00:08:36,039 --> 00:08:37,640
schedule. 
That's my main focus right now 

171
00:08:37,640 --> 00:08:44,120
is like, how can I do this one? 
One idea I have gotten from one 

172
00:08:44,120 --> 00:08:46,920
of my favorite guys that I 
follow online, Alex Harmozzi. 

173
00:08:47,240 --> 00:08:49,080
Just so you know, he also has a 
ChatGPT. 

174
00:08:49,080 --> 00:08:50,960
So if you guys use ChatGPT, you 
can look up. 

175
00:08:51,360 --> 00:08:52,840
There's like chats from 
different people. 

176
00:08:52,840 --> 00:08:55,080
He has one and it's just really 
good questions. 

177
00:08:55,080 --> 00:08:57,080
If you want to talk about 
marketing, if you want to put in

178
00:08:57,400 --> 00:09:01,040
developing your your dream offer
for patients, things like that. 

179
00:09:01,040 --> 00:09:03,840
That's the, the ChatGPT focus 
like you can, it's on your 

180
00:09:03,840 --> 00:09:07,680
little ChatGPT thing like it's, 
it's low, a low expense to do 

181
00:09:07,680 --> 00:09:10,200
that. 
But he kind of guides you on, on

182
00:09:10,200 --> 00:09:13,600
how to make these irresistible 
offers. 

183
00:09:13,600 --> 00:09:16,920
And so one would be, you know, 
doing that and then next would 

184
00:09:16,920 --> 00:09:21,680
be OK, how can I send ads to 
that page to get people, more 

185
00:09:21,680 --> 00:09:23,800
people there? 
Because we've, we've kind of 

186
00:09:24,320 --> 00:09:26,920
getting as many as we can 
organically and we still have a 

187
00:09:26,920 --> 00:09:29,560
lot of spots available for this 
new Doctor. 

188
00:09:29,560 --> 00:09:33,880
So my thought would be, and what
he recommends is OK, you do 

189
00:09:33,880 --> 00:09:36,160
these YouTube shorts, you take 
the best YouTube shorts and then

190
00:09:36,160 --> 00:09:38,400
you turn them and you put a call
to action like Hey, if you have 

191
00:09:38,400 --> 00:09:40,600
urgent care need, come visit our
office. 

192
00:09:40,600 --> 00:09:43,160
So that's kind of what I'm 
focusing on right now. 

193
00:09:44,320 --> 00:09:48,280
If you want to work on getting 
your practice to the $1,000,000 

194
00:09:48,280 --> 00:09:51,440
mark and be out, I put some 
resources on our on my website, 

195
00:09:51,440 --> 00:09:54,800
podiatrypracticemastery.com. 
There is like a master class 

196
00:09:54,800 --> 00:09:56,520
there where I kind of give it 
all the way. 

197
00:09:56,520 --> 00:09:58,800
It's in a structured format. 
Just put your e-mail in there. 

198
00:09:59,440 --> 00:10:03,040
You get all the videos like it's
called my $1,000,000 blueprint, 

199
00:10:03,080 --> 00:10:06,480
something I put together. 
Do that, reach out to me, let me

200
00:10:06,480 --> 00:10:08,560
know how you like it, how it's 
kind of helping your practice. 

201
00:10:09,040 --> 00:10:10,720
I'd love to hear back from you. 
OK, thanks.