How Fitness & Wellness Professionals Integrate with

Medical Providers & Systems

JR Burgess MS, CEO Rejuv Medical/HealthOvators

Two Time #1 Best Selling Author

The Medical Fitness IMPACT Plan

I Want You to Ask Yourself & Visualize

The Solution to Reverse or Better Manage Chronic Disease and Body

Degeneration While Building a Successful and Sustainable Healthcare

Model that Restores & Regenerates Health.

Physician's Role 1996 to 2007

• An Overweight or Obese Person Getting Advice on Weight, Diet, or Exercise from a Primary Care Physician Dropped by 41% Over the Study Period—Even Though Obesity Rates Soared.

• The Decline Was even Greater for People with HTN, DM, & MS Who would Most Benefit from Weight-Loss Counseling. (American Diabetes Association)

• Only 29% to 42% of Overweight and Obese Patients Report that They Had Been Counseled by Their Physicians. (JABFM, March-April 2009 Vol. 22 No. 2)

Physician's: Weight Loss

Patients Who Where Counseled by Their Physician:

• Were more Motivated to Attempt Weight Loss and Had a Better Understanding of Their Health Risk.

(Acad Med. 2004;79:156-161)

• Were 3 Times more Likely to Attempt Weight Loss than Those who Reported not Receiving Advice.

(JAMA. 1999;282:1576-1578)

Healthcare Crisis

We Can’t Support the Rising Costs, IMPLOSION is Inevitable

90% of Chronic Disease is PREVENTABLE

We NEED to Target the ROOT CAUSES to Truly Change Health and Decrease Costs.

BREAK THE PATTERN!

Our Role – “Healers”

• OBESITY, DM and METABOLIC SYNDROME

• 1st Line Treatment Is NUTRITION and EXERCISE

• NOT Another MEDICATION

• PAIN, ARTHRITIS and DEGENERATION

• Goal is to Restore, Rebuild Function and Regenerate Tissue, NOT more Steroids, Pain Meds or Surgery as the first option

Exercise As a Vital Sign

BP, Height, Weight…Exercise

Every Patient Is Asked Two Questions:

1) "On Average, How Many Days Per Week Do You Engage in Moderate to Strenuous Exercise (Like a Brisk Walk)?"

2) "On Average, How Many Minutes Do You Engage in Exercise at This Level?"

GOAL: 150 Minutes/ Week of Moderate to Intense Activity

MEDICAL FITNESS FACILITY 2009

Susan Before

• Chronic Pain

• Depression

• Obesity

• 7 Joint Replacements

• 17 Medications

Susan Before Susan After

Regenerative Healthcare…

A 3 Step System That Provides Predictable & Consistent Results

MEDICAL FITNESS FACILITY 2013

BEFORE

AFTER

Jen

103lbs. lost

17% BF lost

Locations

Free Gift E-Mail: jennyh@rejuvmedical.com

Website: www.RejuvMedical.com

www.MyMedFit.com

The Medical Fitness I.M.P.A.C.T. Plan : Integration • Patient Demographics

• Concierge/Community Outreach

• Outcomes 1st or Profitability 1st

• Personal Service & Accountability or Technology Driven/Home Centered/Combination

• Functional and Corrective Exercise/ Automated Equipment/ Combination

• Integrated/ Independent/ Insurance

• Open Access or Supervision Only

• How Will Your Medical Fitness Practice Fill Your Funnel?

• How Will You Refer to Medical Fitness Department?

• How Will the Two Systems Communicate Together?

SPORTS AND ORTHOPEDICS

MEDICAL FITNESS

FUNCTIONAL MEDICINE

URGENT

ORTHO

PHYSICAL

THERAPY

PSYCHOLOGY

NUTRITION

Rejuv4LIFE

HARDcore

SPORTS PERFORMANCE

WEIGHT LOSS

HORMONE

OPTIMIZATION

AESTHETIC

MEDICINE MASSAGE

THERAPY

NON-SURGICAL

ORTHOPEDIC MEDICINE

FOOD SENSITIVITY

TESTING

PHYSICAL HEALTH

KIDS

FITNESS

NUTRITION

Rejuv4LIFE

KNOWLEDGE

LEVEL NUTRITION

01

PSYCHOLOGY

02

ANATOMY/PHYSIOLO

GY /

ENDOCRINOLOGY

03 101

102

103

Basic Nutrition and Rejuv4Life

Plan

Goal Setting

Defining your reason

Exercise Physiology Basics

201

202

203

Carbs, Fats and Protein

The Good, Bad and the Ugly

1. Sleep, Meditation,

Relaxation and Deep Breathing

2. Overcoming FIT Barriers

Stress and Health

301

302

303

Fiber, Water, Organic- Yes or

No?

Foods to AVOID!

Food Allergies Cardiovascular and GI

Systems

401

402

403

Additives-MSG, Aspartame,

HFCS

Influence: Family and Friends Endocrinology:

Sex Hormones

501

502

503

Performance/Supplements Recruiting community and

Teaching the World

Food Sensitivities:

Weight gain, fatigue and

pain

FITNESS UNIVERSITY

MEDICAL WEIGHT LOSS & RESTORATIVE HEALTH PROGRAM

• BMI over 30

• Health Diagnosis

• Underlying Symptoms

• Chronic Medication Use

• Injury

• Chronic Pain

Participant Profiles

Program Length: 6 Months to 1 Year

PLUS

Maintenance

Program

Lifetime

Clinical Components

• Health Risk Assessment • Health History

• Medication Review

• Biometric Measurements

• Comprehensive Blood Panel

• Clinical Referrals Based on Individual Need:

• Hormone Consult

• Orthopedics

• Physical Therapy

• Psychologist

Metabolic Testing

What you Burn:

Resting Metabolic Rate

Lifestyle & Activity

Exercise

Weight Loss Zone

Maintenance Zone

Internal Factors

Total Cholesterol

HDL

LDL

TC/HDL Ratio

Triglycerides

Glucose

HbA1c

External Factors

BMI

BF%

Waist Circumference

Blood Pressure

Smoking Status

BioScore-score given based on combined factors

Nutrition, Accountability & Education Component

Health Coaching Sessions

Nutritionist, RD

Monthly Group Health Coaching

Fitness Component

Personal Training a Minimum of 2x/week

Structured Exercise Program

Group Classes

Fitness Center Membership

– Beginner, No Experience, Untrained, Sedentary

YELLOW– Deconditioned, Some Experience

RED– Intermediate, Some Experience, Moderate Fitness

BLUE– High Experience and Fit, Many Components

BLACK – Highly Experienced and Trained, Athletic, All Components

*RESISTANCE TRAINING (Olympic, Barbell, Dumbbell, Cables, Machines, Kettle Bells) *BODY WEIGHT (Pushups, Pull-ups, Dips, Lunges, TRX/Rings, Stability ball *CARDIO (Run, Row, Bike, Stair Climber, Cross-Trainer) *INTERVAL (Tabata, Sprint 8, Circuit, Gibila, HIIT) *PLYOMETRICS

LEVELS OF

FITNESS FITNESS

At a Glance…BioSCORES®

YELLOW BELT

COPD

60 55

GOALS: 25 Pounds

Married Best Friend

IMPACT:Marketing & Sales

Building A Successful Practice Without Results Is Impossible

• You Are Only as Good as Your Team and System •Not a Get Rich Quick Program - Need Right Personnel and Development • Over Deliver on Value and Must Generate Results • Patient Centered Care, Compassion, Professionalism, Positive Relationships, Accountability, Support, and Leadership • Marketing and Sales Must Be The Driving Force

SERVE MORE PEOPLE, MAKE MORE MONEY, STOP RE-INVENTING THE WHEEL!

DISCOVERY People learn about me

ONLINE: My Ezine /

Blog / Social Media

1-ON-1: Live

Networking or by Referral

VIRTUAL SPEAKING:

Teleseminar / Webinar /

Podcast / Video

LIVE SPEAKING:

Stages / Group Presentation /

Intro Events

INITIAL INVESTMENT

PROGRESSION

COMMITMENT

Prospects turn to patients with a low ticket investment

Free gift, purchasing a low end product, office visit, or low barrier offer VIP Weekend (Free - $97 - $5,997)

New patients invited to interact at a higher

level of intimacy

Patient receives opportunity to apply for a complimentary Strategy Session (Free)

New Patients invited to invest at higher

level with more access

VIP Day, Live Training Event, 1:1 Coaching, Online Curriculum, Mastermind, Concierge Medicine ($2,500 - $30,000)

Mom Factor

COMMITMENT ACTION RESULTS

THE ROAD TO TRANSFORMATION

INVESTMENT INTAMACY ACCESS

Dr. Tait

• Forced to See Hundreds of Patient

• Drugs or Coverups

• Decreased Reimbursements

• Red Tape, Insurance

• No Business & Marketing Know How

IMPACT:Personal & Personnel

Victim or Champion Mindset

Mission Work: The bigger the dream, the more importance

in having the right team

1) Grow the practice

2) Transform the patients

3) Administrative roles 4) Management and leadership

4 Responsibilities of The Implementer

Hyper-aware of needs in each area

• Business/Management/Leadership • Operations/Production

• Marketing/Sales • Leverage Time + Systems and Technology = Better and Faster

4 Ways to Begin Your Journey into Medical Fitness

1) Renting space as an independent contractor 2) Finding strong referral partners 3) Becoming an employee 4) Partnering with a trainer with separate company

Income and Partnership Considerations

• Eat What You Kill

• Percentage of Income or Rent

• Professional Hour, Session Hour, Percentage of Session, Guaranteed Base

• Percentage of EFT, NMS

• Profit Sharing

• Lower the Base Willing to Take Higher Profit Sharing to Negotiate

Options to Pay Implementer(When Coaching Physicians) • 35-50K base, 5% of personal monthly sales and EFT, 5%

profit-sharing

• 25K base, 30-40% of session income

• 20K base, 50% Profit sharing • $16-25 hourly for training and revenue producing activities

IMPACT: Automation& Core Process

Core Processes 1.HR Process

2.Sales Process

3.Marketing Process

4. Retention Process

5.Financial Process

6.Operation Flow Charts

7.Alien Manuals

8.Job Checklists

9.Time Management Calendar

10.Policies, Procedures, Protocols, Standards, and Guidelines

• Show, Shadow, Teach Me

New Hire Checklists

• Checklists promote: o Employee satisfaction

o Consistency

o Accountability

o Streamline communication

o Data storage

Benchmarks and Tracking

Mapping=Tell, Show, Teach Model

IMPACT: Communication

Culture of Education and Engagement

IMPACT: Training &

Corporate Wellness

Start Up Capital/Budgeting

$10,000-500,000- 6 Months - 3 Year Break Even Projections Based on Company's Goals and Vision 1. Space– Internal, Lease Space, Size, Share Space/Pay Per Patient 2. Equipment- Fitness, Metabolic, Scale, BIA, Bio Scores, Technology 3. Hourly or Salaried Employees-, Self, Implementer, Administration 4. Fixed Expenses- MKTG, Rent, Utilities, Office Supplies, Software, Cont. Education, Uniforms,

Maintenance Ect..

Cost of Goods Sold- Chase Revenues and Volume 1. MFS, Dietician, Massage 2. Supplements Other Factors- Lease or Own, Commercial or Industrial, Build-Out Needs, Sole Owner or Partners

Space

Current/Combined • 80-200 Sq. Ft. for 1-to-1 and Medical Fitness/Consult Room • 250-1000 Sq. Ft. for Groups of 2-4, 2-4 MFS • 1250- 2500 Sq. Ft. for Groups 3-6, 4-8 MFS • Technogym Fewer MFS/ More Automation Rent/Offsite • Use of Another Gym Facility Where Pay Per Patient or Session • Gymnastic Center, Dance Studio, Church, Recreation Center,

Park • Lease or Ownership of 2000-5000sq. ft.

Give Projection Form Link Here

Equipment

• Open/Functional Design, Circuit Based Sports Medicine/PT Based Model

• New Equipment/ Used Equipment: How to Effectively Stretch Your Dollars to Maximize Your Medical Fitness Center

• Equipment That Provides the Strongest Durability and Results for Overweight and High Risk Patients

• Billable and/or Cash Based Medical Diagnostic Equipment to Maximize Your Medical Fitness Facility

• Developing Infrastructure, Space, Technology Needs

Goal Setting/Estimated Projections

• Understanding Program Goals and Potential Revenue Per Sq. Ft.

• Understanding Your Budget

• Forecasting Based on Market Research and Similar Structures

• Create Breakeven Projections and Make Adjustments as needed

• Finalize Business Plan

• Approach Potential Synergistic Medical Providers and Ask to Partner or Become Referral Partners, or Shared Percentage in Exchange for Zero to Reduced Rent

• Create Your Medical Power Point & Dr. Referral Letter

The Medical Fitness Impact Plan

Medical Fitness: “Bridging the Gap”

• Create Real Health for Patients by Helping to Reverse or better Manage Chronic Disease and Improve Outcomes In Clinical Settings.

• Make a Undeniable Difference in Your Community and, as a Result, Be the “Go-To” within Your Niche.

• Lead the Mission to Change the Direction of Our Health Care Crisis by Being Proactive in Adding Conservative, Integrative and Preventative Medicine through Nutrition and Fitness Services.

• Mission and Purpose Drive a TEAM that Is on Fire to Make a Difference.

• It is Easy to Add to any Current Clinic Size if There Is Existing Office or PT Space.

• Low Overhead Options and No Risk Propositions.

• You Don’t Have to Build It. Trainer Leads the Implementation.

• Build a Practice that isn’t Fully Dependent on Provider Income!

• DECREASE the NEED For MEDICATIONS that DON’T Address the Root of Several Medical Issues, NO BANDAIDS.

• Diversify and Build a Practice That is Cash Model Friendly.

• Outcome, Bundled Payment and Managed Care Models Are the Future.

• Create Constant New Referrals to Their Existing Practice.

• Incredible Marketing and Patient Attractor for Your Practice.

• Highly Motivated Population Make Better Patients and Outcomes

• Extreme Cross Referral Synergy that Benefits All Departments

Medical Fitness: Benefits For Clinic

Additional Intangible Benefits

• Medical Fitness Patients Become Lifelong Patients. Because You Change Their Lives, Your Patients Will Become Your Best “Walking Billboards”.

• Medical Clinics Can Use Position of Authority to Attract Patients Into a Practice Using Medical Oversight USP (Unique Selling Position).

• Compliment a Current Medical Practice to Increase Revenue and Obtain New Patients. Medically Supervised WL Captures an Untouched Market.

• Stay a Step Ahead of the Competition by Being the First in Your Area in

the Medical Fitness Market. Differentiation is Essential in a Competitive

Niche.

Perfect Storm?

Most people confuse wishing and wanting with pursuing. You must place your trust in action. -Price Pritchett, You2

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E-mail: JennyH@rejuvmedical.com for both books