Hi, Don here. Welcome to the $1,000,000 minute
where we're trying to get your practice to the $1,000,000 mark
and beyond. I'm going to talk about my my
most valuable kind of asset for the practice.
It's called something called a dynamic demonstration.
I got, I got this idea from some marketing people and they they
talk about you need to do something that will set your
experience apart from what everyone else is doing.
So for example, if just taking plantar fasciitis as an example,
if you just do what they can get online, you're really not doing
anything extra maybe except a cortisone injection or
shockwave. But if you offer them another
paradigm or way of thinking about it, if you offer them
additional education or ways of thinking about things that they
don't have, it's going to set you apart.
And specifically, I remember I was watching the how the Good
Feet Store does sometimes wonder how in the world can they sell a
pair of orthotics or inserts that are over the counter for
like 2 or $3000 for shoes. And these inserts that are just
plastic over the counter. And, and, and they call them
orthotics 1 of it. One of their ways is something
called the dynamic demonstration.
So what they do is they have people stand barefoot and they
kind of push them over or pull them forward.
And then they have their kind of their hands clasp and then they
can pull them forward, show the instability.
And then they put their little inserts things underneath their
feet only. And it makes them a little bit
more stable. So this is called the dynamic
demonstration. So it's something if you want to
watch, you can just Google a these good feed store.
Just watch the little video of how they explain.
But what's a dynamic demonstration that I do in the
office when I, when I treat patients with plantar fasciitis,
one of the easiest things for the majority of patients is to
do foam rolling on the back of the calf.
So we have a little like ball. It's called an orb orb ball.
A lot of people ask me who I who I get my my things from.
There's a company, it's not coming to me right now, but we
get it on. You can buy it from Amazon, but
we buy it in bulk. So we can like sell at Amazon
prices, but we're still getting the discount to make profit on
it. It's called, I think it's called
like athletic tech or athletic athletic tech or something like
that. So what I do is when I'm
treating people with planet fasciitis as I'm kind of talking
to them and pushing the bottom of their heel and it hurts.
And then as I'm talking to them and teaching them, I'm rolling
out the back of their calf and I use like a ball or a foam
roller. And then this loosens up the
back of the calf. And a lot of times by loosening
the back of the calf and I don't even touch the bottom of the
foot, but there a lot of their foot or heel pain goes away.
We used to use something else called trigger point tools, TP
tools, but they don't allow us to sell them anymore.
And that was like a, almost like a dumbbell type of roller that
really penetrated deep into the back of the calf and the
posterior tibial tendon. And it made their foot, foot
pain a lot of times go away. So you have them walk before and
then walk after doing that. And then that's the dynamic
demonstration showing that the foot pain goes away.
So it builds credibility for patients.
I would do it even with Shockwave if Shockwave worked
that well. It does have a little bit of
anesthetic effect, but I just wanted to share that one thing.
So if you can, as many dynamic demonstrations as you can do
that just kind of wow patients. I know other other people do it
with my colleague here. He does it with like a
functional movement screen. He has them do like a, a partial
screen to show their, their lack of flexibility and weaknesses,
like a single leg stance and a single leg squat and just
showing how they're all wobbly. And then just kind of going back
to, OK, you need to strengthen your core.
So talking about things that they've never heard of single
leg stance, squatting, core instability, needing to
strengthen your, your core and all these things that no one
else talks about. For example, he also talks about
belly breathing, things like that can activate these core
muscles. So patients don't really always
understand everything, but they're like wowed because
that's a demonstration that they've never got.
OK, so let's go into the day here.
First patient was a 55 year old with a right deltoid, medial
deltoid injury shockwave #2 out of four, this one.
He also has kind of a sub tailor joint bone marrow edema, so
we're kind of doing that whole area in there as well.
Next was a 19 year old patient with right kind of heel.
Looks like they had ingrown toenail.
They did an Ind and I gave this patient antibiotics, but they
also had glass in the heel. I'm sorry.
They had glass in the heel. 19 year old female glass in the
heel. I took it out, got an X-ray, did
an ultrasound, did an Ind, and then gave antibiotics.
This was one that came from our urgent care website.
Once again, I've been kind of talking about how this has
really helped us. So we have an urgent care page
and we've been seeing many patients from this now.
Next was a 51 female #2 out of 6 for Shockwave for heel pain
number. Next was a 37 year old female
for left fibula fracture and chronic ankle pain.
We did an MRI. The fracture is healing well,
but she still has this ankle pain.
Next patient was a 82 year old male for right midfoot
arthritis. We got X-rays bilaterally and
we're going to do orthotics for him to reduce the midfoot
movement. We did talk to him about a meso
brace, but a lot of patients don't like those.
So that's why I just kind of talked about it.
But I said maybe orthotics will be better.
So usually just kind of know my thinking.
I'm usually talking to them about either the surgical
intervention, then the bracing intervention and then the
orthotic intervention. No one wants surgery.
Very few people want to wear a brace even though it works a
little bit better. And then people are more willing
to do an orthotic or like a cortisone injection or shockwave
or something else like that. So I always kind of start out in
like worst case scenario and then kind of work my way, work
my way back and then it reduces their kind of objections to the
orthotics. Next patient was a 13 year old
female with a wart follow up and then after Kanthurden and the
next patient was a 65 year old fractured fifth met on the left.
She's status post for shock waves and the gap is healing and
she's doing really great. This she had a huge gap because
it it it, it was a like a, a transverse fracture, an oblique
fracture and it really healed in well and it was really, really
impressive for this patient. Next was a right 47 year old
female with the right plantar fascial pain.
She got my Pelto special with meloxicam.
I'm going to see her back in three weeks for an ultrasound.
Impossible shockwave. This is one that wasn't ready to
do shockwave right away. I usually tend to kind of run
right into Shockwave, but she wanted to try some of the other
things first. Next was a 59 year old female
that assist at the DIPJ. It returned talk to her about
doing a fusion in the future because it she's drained it
multiple times and used Coban, but it continues to come back.
She also has bilateral heel pain.
So we did an ultrasound and we showed her that it was normal.
So she's just going to do the the foam rolling and and things
like that for her heel pain. Next was a 60 year old female
with left Hallux limidis and then she has right Achilles
tendonitis. So we did #1 out of 6 for her
shockwave for Achilles. Next was a 50 year old male with
left hallux that was WAVY. We did a nail sample.
He also had a left wart and an IPK and so he he didn't really
want any treatment. This isn't, this is not that
common for me. For some reason he wanted to get
a second opinion. I'm not sure from who he didn't
want treatment but we talked to him about doing lesion
destruction and also swift and canthered.
Next was a 63 year old female for left foot.
She had kind of a complex issue with her foot a lot of pain so
we did a MRI for the foot and the ankle also I recommended PT
and she had a lot of pain. This patient kind of that was it
took me a long time that one. Next was a 48 year old male with
left peroneal pain. We did E pad for this and also
had some sinus tarsi bone marrow oedema.
So this is number one out of four for this patient.
Not sure why it was done for. I think this one was maybe.
I got a second opinion with one of my colleagues and they tend
to do 4 shockwave sessions. Next was a 75 year old male that
had gout follow up. He's doing much better.
No follow up for this. Next was a 68 year old shockwave
#2 out of 6 for posterior tibial tendon pain.
On the right. They got new shoes.
They're starting to feel better and they're going to go through
the rest of these treatments. Next was a 44 year old female
with left Achilles, kind of talked about eccentric loading
and they had a house, had a IPK, did lesion destruction on that
and I took a nail sample. That a nail issue as well.
I'm going to see them back in three weeks.
If their Achilles isn't getting better, then we're going to do
shockwave. Next was a 85 year old.
She had midfoot arthritis. I did #5 of it out of 6 for
shockwave for the bone marrow edema.
Also I did a sinus tarsi injection for her.
Next was a 15 year old female that had a wart.
This was a LVP. You know what LVP is?
LVP is a least valuable patient. So I had That's my new
abbreviation for this. So LVP meaning it's a level 2
visit usually. Wart was doing better.
Maybe didn't even need to see this one back because she's
feeling better. These LV PS least valuable
patients, I tend to put them in double book them or put them in
a 10 minute slot in addition to other things.
So I'm starting to do that as well, taking these kind of
simpler wart follow up things and putting them into double
booking them to 10 minute slots because they don't take a long
time and they're really not most valuable patients.
If I had like a nurse practitioner, I would probably
transfer these to those that practitioner.
Next patient was a 81 year old female left the 1st first MPJ
fracture, did an X-ray. They already had a boot and
other things like that. Did fracture code and this
patient as well came from the urgent care web page.
Next was a 41 year old for left nail fungus.
They did my Lamisil kit with Lamisil.
Next was a 63 year old with a bilateral fifth met head pain,
did an orthotic adjustment and a fifth met cut out in their shoe.
Next was a 55 year old for right Achilles pain.
Did that pelto special meloxicam.
See them in three weeks for possible ultrasound and
shockwave. Last patient of the day was a 71
year old female for sesmoid fracture follow up.
They had no pain once again, that was LVP least valuable
patient. So I'm trying to distinguish now
what are the MVPS and the LVPS least valuable patient or most
valuable patient just so you kind of keep your focus on how
to get the most valuable patients better, faster and how
to reduce the follow-ups for the least valuable patients or
double book them. So anyway, hope you guys found
this beneficial. If you want, I was talking to
you today about this kind of this dynamic demonstration.
If if you want to know kind of how I do that, have any other
questions, shoot me an e-mail. I'm happy to answer or walk you
through that. If you have other things that
you do dynamically that work well and kind of wow patience,
let me know. I'd love to hear.
Don at Podiatry practice mastercom.
OK, thanks.