Uncover Flashcards
4 Variations of “What’s the worst part about…”
Avoid using “What’s the worst part about X” every time, over and over throughout uncover. Instead, rotate these. mix it up:
What’s the worst part for you about X?
What makes you the angriest about X?
What frustrates you the most about X?
What’s the hardest part about x? What’s the hardest part for you?
You asked, “What’s the worst part about X.” He answered. “Z.” So, You then ask
And if “Z” did happen, what scares you the most about that?
You asked, “What scares you the most about that?” and he answered “X.” So you then ask
And how would that affect (name of spouse, or name of child)?
MIQ
SO… Let’s start with the most important question… what’s not working in your practice right now?”
(IF they say nothing. everything’s great, then)
Okay, then let me reframe the question, what’s not working to the level you’d like, right NOW?
Transition MIQ to GLQ
Thank you for that, that helps a lot. Let me gain some clarity around a couple of additional points
FAILED APPOINTMENTS
Doc, do you get more than 1 or 2 NO-SHOWS & LAST-MIN CANCELATIONS ea. week… to be clear, that were NOT filled by your team?
FAILED APPOINTMENTS
1 to 4
Roughly how many hygiene no-shows do you get in a week? (Enter ROW 3 BT CALC )
How about doctor visit no-shows per week?
Have you ever sat down and calculated your annual loss from patients blowing you off?
Well, let’s say on average a hygiene visit is $150 and a doctor visit is $500… let’s do the math (read it from BSS Calculator)
.
FAILED APPOINTMENTS
5 to 7
(IF LOSING >$80,000) What’s the worst part about losing <loss> a year cuz patients blow you off?</loss>
(Only if they don’t give you anything)
Is it maybe the fact that revenue would have more than covered <kids tuition/income increase goal> or is it that patients just don’t CARE to give you common courtesy… or is it something else?
What EMOTIONS come up for you when you think about losing <$$$> cuz patients just don’t care?
FAILED APPOINTMENTS
8 to 10
Where do you feel that in your body?
(Only if they don’t give you anything)
Some docs tell us they get stress headaches, others say knots in their stomach, what is it for you?
Doc, I’d suggest jotting down really focusing on reducing your <$$$> loss to failed appointments. I know that Dr. Orent was able to reduce failed appointments by 80% in his Framingham practice, and by over 60% in Worcester.
PPOs
(If have answered in WF form re HOW LONG? then say)
I noticed that you wrote that you’ve been thinking about leaving PPOs for <#> years
(WRITE HIS ANSWER & USE IT DURING ABAD IF HE SAYS “THINK ABOUT IT.”)
Dr. <name>, I’m curious… how long have you been thinking about dropping PPOs?</name>
PPOs 1 to 3
What’s the worst part about how PPOs have impacted your practice and your life?
(Only if they don’t give you anything)
Ok, so is it the hundreds of thousands of dollars you’re losing every year, or is it running room to room all day, or is it something else?
What’s the worst part about <pain> for you?</pain>
PPOs Wedge
Do you ever feel like PPOs are driving a wedge between you and your patients making it tough to have the highest impact on your Patients’ health?
What’s the worst part about that for you?
(Only if they don’t give you anything)
So is it that trust is eroded, or, that you spend more time talking about insurance than their care, or is it something else?
PPOs 4 to 6
Has this affected <your> <spouse> yet? How about <kids>, has this affected them yet?</kids></spouse></your>
What is it really costing you in stress, your health, and happiness to live this way?
What would your life be like if you got up every morning knowing that you were no longer involved in PPOs
PPO Write-offs
Doc, roughly how much is your 12 month production, top line if you know, or adjusted if not? (Enter ROW 5 BT CALC)
You indicated <or> you are LOSING <$PPO ADJ> a year due to PPO write-offs.</or>
How many years has that been going on?
(If no idea) We find a range from 25% to as much as 50% PPO write-offs. To be conservative, let’s just use 25%. You are losing <$>
Heaven forbid you don’t fix this… in just 5 years you’ll have lost <$ 5 year PPO LOSS>
PPO Write-Offs 1 to 2
Have you ever sat down and multiplied that out… at the current write-offs, in just the past 5 years alone, you’ve lost
<$5 x PPO adj>… and that’s all NET INCOME!
Dr. <name>, 5 years from now... heaven forbid you haven't done anything to fix your PPO situation and you've just lost another <$ 5 year total>... you wake up at 3:00 in the morning... what would be your biggest regret?</name>
(Only if they don’t give you anything)
Ok, so might it be that you KNEW COULD have fixed it and you didn’t do anything about it, or is it the fact that that <$ 5 year total> would have I made a HUGE difference for a comfortable… MAYBE even EARLY retirement, or is it something else?
