what i wish i knew prolozone/oxidation/patient management
TRANSCRIPT
What I Wish I KnewProlozone/Oxidation/Patient Management
Two Types of OzoneArthritis ozone
O.A. R.A. Pain patterns
“Holistic” ozone Internal conditionsDiabetes Macular degeneration Chronic infections Infertility conditions
Right to itQuit having to resale
Re-convincing the patient visit after visit after visit s
SkitLook outstanding
Scrubs Sharkskin shoesWool plantsDry clean shirt Silk tie*White lab coat
Put on lab coat Convinces me - $1,300 dollars
Audience ParticipationCan I see by a show of hands?
Well versed in ozone – primary in practiceDabbling in ozone – Never done any ozone
Special Kool Aid™ in the vendor room
What does Ozone do?• Stimulates the production of white blood cells• Interferon levels are significantly increased• Stimulates the production of Tumor Necrosis Factor• Stimulates the secretion of IL-2• Kills most bacteria at low concentrations• Effective against all types of fungi• Fights viruses in a variety of ways• Antineoplastic• Increases the flexibility and elasticity of red blood cells• Makes the anti-oxidant enzyme system more efficient• Helps with heavy metal detoxification• Degrades petrochemicals
What does Ozone do?• Reduces red cell clumping• Increases oxygen partial pressure• Reduces viscosity• Oxidizes plaque• Improves removal of breakdown products• Good for red cell metabolism• Improved 2,3 DPG• Activates the Krebs cycle• Better ATP formation• Increases glutathione peroxidase, Catalase, peroxide dismutase.• Improves healing• Most remarkable adaptogen
Acariasis, Acne, Acrodermatitis, Acute otitis media, Acute vestibulopathy, Addisons disease, Adenocarcinoma, Adenovirus, Adrenalitis, AIDS, Alopecia, ALS (Lou Gehrig disease), Alzheimer's disease, Amebiasis, Amenorrhea, Amyloidosis, Anal fissures, Anemia, Angina, Angiodema, Ankylosing spondylitis, Anthrax, Apthous stomatitis, Arterial occlusion, Arteriosclerosis, Arthritis, Arthrosis, Asthma, Athlete's foot., Babesiosis, Bacterial pneumonia, Bartonellosis, Basalinoma, Bell palsy, Bornholm myalgia, Botulism, Bronchitis, Bronchopulmonary aspergillus, Broncospasm, Brucellosis, Bullous pemphigus, Burkit lymphoma, Cancer of all types, Candidiasis, Carbuncles, Cavernous sinus thrombosis, Cellulitis, Cerebral atrophy, Cerebrovascular accident, Chagas disease, Chicken pox, Chlamydia, Cholecystitis, Chronic pain, Chronic, pulmonary disease, Cirrhosis of the liver, Coccidiomycosis, Colitis, Dengue fever, Dermatitis, Diabetes, Diverticulitis, Echovirus, Eczema, Ehrlichiosis, Encephalitis, Encephalomyelitis, Endocarditis, Endometritis, Endophthalmitis, Enteric fever, Enteritis necroticans, Environmental hypersensitivity, Epidermoid carcinoma, Epidermolitic keratosis, Epidermophytosis, Epididymitis, Epstein-Barr virus, Erysipelas, Erythema migrans, Flavivirus, Folliculitis, Food poisoning, Fulminant varicella, Furuncle, Gangrene, Genital warts, Giardiasis, Glaucoma, Glioma, Glomerular membrane disease, Glomerulonephritis, Goodpasture syndrome, Gout, Graves disease, Guillan-Barre syndrome, Hairy leukoplakia, Heart arrhythmia, Heart disease, Hematoma, Hemolytic anemia, Hemorrhage, Hemorrhagic fever, Hemorrhoids, Hepatitis, Herpes of all types, Histoplasmosis, HIV, HTLV, Huntingdon chorea, Hypercholesterolemia, Hypersensitivity, Hyperthyroidism, Hypotension, Ichthyosis, Ileitis Polyoma virus, Impetigo, Influenza, Intravascular coagulation, Ischemic optic neuropathy, Krohn's disease, Kyanasur Forest disease, Landry syndrome, Lassa fever, Leishmaniasis, Leptospirosis, Leukemia, Leukoencephalopathy, Leukopenia, Listeriosis, Lupus erythematosus, Lyme disease, Lymphocytic choriomeningitis, Lymphogranuloma, Lymphoid pneumonia, Lymphoma, Malaria, Mastoiditis, Measles, Melanoma, Melioidosis, Meniere disease, Migraine, Molluscum ecthyma, Mononucleosis, Morbilloform, Multiple sclerosis, Mumps, Myalgia, Myasthenia gravis, Mycobacterium avium complex, Mycosis, Myelitis, Myocarditis, Myonecrosis, Myositis., Neutropenia colitis, Neurodermatitis, Ocular trachoma, Optic nerve dysfunction, Optic neuritis, Oral erythema, Orbital cellulitis, Orchitis, Cryptospiridiosis, Osteomyelitis, Osteoporosis, Osteosarcoma, Otosclerosis, Pancreatitis, Panniculitis, Papillitis, Parainfluenza, Parkinson's disease, Pediculosis, Pelvic inflammatory disease, Pemphigoid, Pernicious anemia, Pneumocytosis, Pneumonia, Poliomyelitis, Polyateritis, Poor circulation, Postpartum fever, Proctitis, Prostate enlargement, Prurigo, Psoriasis, Pulmonary toxiplasis, Pyoderma, Rabies, Radiculoneuritis, Relapsing fever, Reynaud's disease, Reynold's syndrome, Rheumatoid arthritis, Rhinitis, Rift Valley fever, Rubella, Salmonella, Salpingitis, Scabies, Scleroderma, Senile dementia, Senile macular degeneration, Sennutsu fever, Septicemia, Shingles, Shock, Sickle cell anemia, Sinusitis, Skin burns, Spinalioma, Staphyloococcus, Stiatonigral degeneration, Stomatitis, Stroke, Syphilis, T.cruzi, Tardive dyskinesia, Tendinitis, Tetanus, Thoracic zygomycosis, Thrombopenic purpura, Thrombophlebitis, Thyroiditis, Tinea versicolor, Tinnitus, Togavirus, Tourette syndrome, Toxic amblyopia, Toxoplasmosis, Traveller's diarrhea, Trench fever, Trypanosomiasis, Tuberculosis, Tularemia, Ulcers, Urethritis, Urticaria, Uterine spasm, Uveitis, Varicella pneumonia, Varicose veins, Vascular retinopathy, Vasculitis, Warts, Wegener granulomatosis.
Conditions Treated by Ozone
You’re not a real doctorHave to be better in every regard. Better dressed, better office,
better outcomes. Ozone allows for fantastic outcomes.
Nothing is more powerful than a man who knows he’s right and keeps on a coming – teddy Roosevelt
Medications Jeff Foxworthy
OzoneNow we have covered the scientific bases of ozone therapy
Demonstration #1
All conference longThis is what ozone does
This is how it works
This is what you can expect
Patient promiseI have studied my whole life to bring you the most important
healing modality that I have ever seen.
“Be in the moment” with the patient
Bottom LineIt works.
Now, let’s concentrate on using it effectively
Demonstration #2 Have skit on closing the sale
Demonstrate in person – like a play? Dr J gives the outline – Alicia or Anna to close the deal
Show compliance – case fee acceptance
Implementation 1. What I wish I knew about running
an office
2. What clinical pearls I wish I knew when I started using ozone
3. What makes ozone work better Adjuncts to ozone
My story . . . . .
About me Interests:
Stuff!
Oxidative medicine
Regenerative Injection Therapy
Nutritional deficiencies
Manual/manipulative therapy
Dr Jason West
Acknowledgements & Gratitude Dr. Henry West (deceased)
Dr. Michael Taylor
Dr. Frank Shallenberger
Dr. Robert Rowen
Dr Robbins
Dr. Mark Vance
Dr Garry Gordon
History Fourth generation alternative medical provider
Private Practice, Pocatello Idaho 83201
Established in 1916
Assumptions Ozone works
Listen to the other presentations *prolozone orientation video
Ozone works for everything. I have no fear of using ozone for any condition
OzoneKnow your therapy
Ask for expectations – what do you want me to do Patient expectations are much, much different than mine It’s what the patient’s expectations
Ask for healing date – give the patient closure
Aristotle, socrate, plato . . . .
Pain relievers, aspirin, steroids – ozone trumps all of them.
The Perfect Job/ProfessionPerfect World Doctor
Born a Rockefeller (free clinic)
Help everyone that comes to my office
Perfect World Patients Time
Distance
Cost
Inner circle
Every continent
Every state
Word of mouth referrals only
Center of the UniversePocatello ‘Freaking’ Idaho
Take the blinders off
There is no geographic boundaries www.ozonecourse.com
Take off your clinicians hat Put on your businessman hat
Like it or not, how you run your office (how good of businessman are you, determines your clinical outcomes).
This is what I wish I learned
Hard Easy or Easy Hard Implementation Remove the confusion
You’re costing yourself money
Eliminate Confusion Confusion interrupts clinical
outcomes Patient confusion
Knee replacement Reocurring back pain
Financial Confusion – the big no no Do not allow people to owe you
money because they will get embarrassed and go somewhere else
Addressing finances in the first visit is critical.
How to handle finances –
The big 5 What is wrong What can Dr West do about it How long will it take How much will it cost How can we make the pain not come
back?
Prostitute principle The value of the service decreases
exponentially after the service is rendered.
Patient Role Play #1 – Belligerent patient – I am only
here because my wife wants me to be here. I know you are witch doctor. Option #1 – take away selling Option #2 – why don’t you just give it
a try. (money back guarantee)
#2 – Mucho compliant patient
#3 – the resale patient
#4 – the case presentation patient
The void will always fill Stop trying to please everyone
I only do business with people that want to do business with me.
Ozone & Million Dollar Practice I fully believe that everyone in this
room is or could be making a million dollars in cash services.
Segue Look the part
Image is everything
Know the PART
You’re a doctor first
No one cares about your initials Turn weaknesses into strengths
Prostitute principle
SUPER HIGH INTENSITY THERAPY KNOW YOUR S.H.I.T.
Question How easy or how hard are you to do business with?
Do you have congestion or road blocks?
Do you have a greased chute?
Greased Pocatello ChuteStarted in 2005
Successful in spite of myself
Six figure in injections
Six figure in injections every month.
Spent $2,500 in Shallenberger’s course, I figure at least $5,000,000 sine then (20:1 ROI in 10 years). Market cannot beat that
Question #2 Fish stink from the head down
Being the leader in your officeBosses – tell you to do something by making you feel like a child
Leaders – inspires you to do something by making you feel excited.
Office Leadership Train, train, train, train
Team meetings every morning for 30 minutesReview every patient and what you are going to do for them (55)
Marketing BudgetsTake your marketing budget and put it into staff training
Treat your staff and your staff family members – pro bono
Hard Easy Think about this . . .
I learned this new technique . . . .
I want to enhance my current technique
Break it down What happens at each and every step
The events that occur when a NP calls your officeThe events that occur on referral
Flow chart Appendix for step by step interaction of the office
Financial $ucce$$ful inOxidative Medicine
Patient GoalsMake the patient a lifetime patient
Ozone helps every condition Goal – make every patient unhappy going anywhere else
Get as much diagnostic data as possible on each patientHolistic chiropractic
Do Superb Exception Work – do what other providers don’t do
Healing Date90 days and then re-eval
GET MONEY FIRST
Refund money
Cash FlowCollections
Inform patient prior to visit of expected feesHave your “agent” negotiate for you Back up – you have to know your fees cold Back up #2 – you have to back up your agent
Follow the “I wish rule”How will you handle today? Cash or check or credit card?
Patient Value The reward of helping someone that thought their lifestyle was over or has given
up hope is indescribable. There is more to life than $.
Put in business controls so that you can be in the moment with the patient Do not allow bills, overhead, payroll, or taxes interfere with the patient experience.
Patient ValueEach patient is worth $15,000
Not to be fleecedAsk the patient, if I could get your <throwing baseball with your grandson> back for
you, what would it be worth?
Begin with a thorough history- besides the primary complaintThis is where the money is. . . .Think of the onion approach to health care
Life Time Patient 2 From the data revealed during consultation perform a comprehensive physical
evaluation (orthopedics) on all patients Do the following on all patients
1. Blood chemistry profile2. Imaging studies of area of “dragon” 3. Other diagnostic information
Obtain Objective Data- that’s where the “WOW” factor occurs
Life Time Patient 4 Always prepare:
1. Financial consultation
2. A written report of findings
3. A written treatment plan
4. A written payment plan
Written Report Example
Treatment PlanArthritis example
Life Time Patient 5 Offer all patients an opportunity to take a case fee treatment plan
What is a case fee treatment plan?Put in example
Life Time Patient 5 Give all patients something to take home
Differentiate or die1. Nutritional supplements (nuscriptions or Nx)
2. Exercises (low back, breathing, extremity)
3. Hot packs, cold soaks, or poultices
4. Ointments or salves
5. Special diets
Life Time Patient 6 Perform follow up exams (objective data) on a regular basis. You
want to achieve and maintain optimum health in your patients
Objective follows ups are in important
Differentiate or die1. Nutritional supplements (nuscriptions or Nx)2. Exercises (low back, breathing, extremity)3. Hot packs, cold soaks, or poultices4. Ointments or salves5. Special diets
Life Time Patient 7 Perform follow up exams (objective data) on a regular basis. You want to
achieve and maintain optimum health in your patients
Prepare an appointment book and rigorously adhere to it. You will never be able to maximize your patient services if you fail to do this. You must control your time or it will control you.
Life Time Patient 8 Documentation
Staffing Staffing
Train your staff well Conduct meetings at least three times a week
Front desk AR / Billing Back office / therapy
Institute a monthly profit sharing plan for your staff.
Marketing Procedures Internal Procedures
Summarize each visit to the patient1. What was wrong
2. Can we (patient + doctor) fix it?
3. How long will it take?
4. How much will it cost?
Marketing Procedures Internal Procedures – Phone calls
Call each patient that first night Document any questions, concerns or comments Especially “new” instructions
Call one week later Are you better same or worse
Call every 6-8 weeks Checking up on you, I made a commitment to your health and I WILL help you or I will
find someone that can.
Welcome to My Practice Internal Procedures – Literature
1. Welcome to my practice letter
2. Birthday notes (NOT CARDS)
3. Thank you letter for referrals (Make sure to ask for referrals)
4. Send monthly newsletter
5. Send thank you cooperation and favorable response to treatment
Welcome to My Practice External Marketing-
1. Give the elevator pitch – what is your differentiation
2. Network, network, network
In Closing In every endeavor, there is a fine line between outstanding success and mediocrity.
The difference between a person who is a great acheiver and the average provider is that the average provider is simply too lazy to do the little things, that the outstanding provider does. This is what makes the difference between success and mediocrity.
I am not the smartest, I am not the most talented, but I may be the most stubborn.
Do what others don’t do to have what others don’t have.
Putting It All TogetherDr Jason West – AAOT 2014
Clinical PearlsDr Jason West – AAOT 2014
Shoulder Thoroughly evaluate the shoulder
Shoulder example #1 - rotator cuff Always do the joint Always surround the dragon – shoulder isolation
Shoulder pearl #1 – Pec major insertion
Shoulder pearl #2 – Spinal accesory nerve
Shoulder pearl #3 – Dorsal scapular nerve
Shoulder pearl #4 – bicipital insertion on radius
Knee PearlsIf you didn’t get the slosh, you didn’t hit a home run.
Consider a medial or lateral approach Superior lateral approach via US guidance is the best
After 5 attempts, if no imporvement you are missing the referral pattern SI joint Hip joint L/S joint
Ankle PearlsInject the “pit of despair”
Injection medial tibio-talar joint
Plantar fasciitis
Achilles – add superficial D5W
Consider manipulation of the proximal fibular joint
Other ozone applicationsInternal conditions
MAH
Insufflation
Hip PearlsHips are one of the more challenging joints
US guidance *Neural therapy* inject femoral vein with 3cc procaineTrigger pointsNerve entrapment
Lumbar Spine Spots
Shallenberger spot Lumbar ganglion Silver dollar spot T/L Junction SI joint Cluneal nerves
Cervical SpineInterspinous ozone
Cervical facets
Dorsal scapular
Sub-occipital ridge
Mastoid osteopuncture
Infections
Macular Degeneration
Rheumatoid ArthritisIt’s not auto-immune
QuestionsJason D. West DC NMD FIAMA DABCN
1188 Call Place
Pocatello, Idaho 83201