Southwest Pain Management
Pain Management – SGB Specialist Clinic
How We Helped Dr. Groysman Grow Monthly Revenue By $40K+, Cut Insurance Dependence In Half, And Boost Team Retention.
Overview
Southwest Pain Management is a pain management practice in Dallas, Texas that offers regenerative medicine treatments, as well as spinal injections such as the Stellate Ganglion Block.
He is now rather popular on youtube for his work with Long Covid sufferers.
Dr. Groysman approached me in May of 2022 with a practice that was 1 year old. After working for a pain management practice as their anesthesiologist for years, he went into business for himself.
The Challenge
- Difficulty with staffing, hiring, and training new employees
- No tracking in place of new patients, new appointments, etc.
- No lead capture systems, no nurture campaigns
- He had built his practice on his own skill and personality alone
- The practice was also heavily dependent on insurance reimbursement, making balancing cash flow and payroll quite difficult
Needless to say, he was frustrated with managing employees, and he’s not alone. This is a common issue amongst practices we work with.
He knew he needed to make some changes, but he needed direction on what exactly needed to be implemented.
The Results
With the help of Real ADvice, Dr. Groysman was able to generate more cash paying opportunities to acquire patients, and feel confident that his team was going to followup appropriately, to convert them into patients at the practice.
By helping streamline their new patient acquisition process, and the addition of more cash pay patients, their business has gone from 95+% insurance based, with no tracking in place at all… to 50% cash based, and proper tracking so we can add in new streams of patients at any time.
Real revenue growth:
Before Real ADvice – $60-80,000 per month (all insurance)
After Real ADvice – $100,000+ per month (50/50 cash/insurance)
An increase of roughly $300,000 per year
They also have less staff turnover than ever before, because their team’s compensation is growing, with the growth of the practice.
Added $40,000.00 per month in revenue.
Added $300,000.00 a year in revenue.
Transition from 100% insurance to 50% cash.
Our Approach
Step 1. Tracking.
For just about every practice we engage with, the first step is implementing tracking systems.
We need accurate data on how many phone calls, new patient phone calls, appointment requests, new patient appointment requests, appointments booked, new patient appointments booked, appointments attended, new patient appointments attended, new procedures scheduled…
He was having trouble managing his staff, because he left the organization of the pipeline, completely up to them, and then felt frustrated when they couldnt figure it out.
Now we had a system, that we could hold the team accountable to using.
Step 2. Compensation
This is a simple but very overlooked step, because most clinics just look at what other people are paying their staff, and do the same.
People work for incentives.
If you offer someone a bonus, based off of their performance, MOST people, will work harder, to achieve that goal.
My favorite way to set this up for front desk-like roles, is to bonus them based on new patient appointments attended. So $5 or $10 for every new patient appointment attended, if they get 20 new patient appointments attended in a week, its $200 to them, and 20 new opportunities!
Just about every practice owner I know, would make that trade.
Step 2. Compensation
- First, we needed to redo the brand. He now has two beautifully designed sites that convert very well: www.reliefbeginshere.com and www.covidinstitute.org
- Then we began creating lead magnets for potential patients
- We then needed to bring in the traffic to download the ebooks, and nurture them
- YouTube was our media of choice. We found that we could leverage the high search volume of patients looking for this very niche solution, and educate them more with free value
- We have had almost 1,100 people download the Long Covid Solutions Ebook so far
The Results
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